The impact of online user reviews on hotel room sales

Qiang Ye, Rob Law, Bin Gu

Research output: Contribution to journalArticlepeer-review

923 Scopus citations


Despite hospitality and tourism researchers' recent attempts on examining different aspects of online word-of-mouth [WOM], its impact on hotel sales remains largely unknown in the existing literature. To fill this void, we conduct a study to empirically investigate the impact of online consumer-generated reviews on hotel room sales. Utilizing data collected from the largest travel website in China, we develop a fixed effect log-linear regression model to assess the influence of online reviews on the number of hotel room bookings. Our results indicate a significant relationship between online consumer reviews and business performance of hotels.

Original languageEnglish (US)
Pages (from-to)180-182
Number of pages3
JournalInternational Journal of Hospitality Management
Issue number1
StatePublished - Mar 2009


  • Hotel
  • Online reviews
  • Online sales

ASJC Scopus subject areas

  • Tourism, Leisure and Hospitality Management
  • Strategy and Management


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