Live-stream shopping is developing rapidly, but the sales levels of live streaming products vary by different hosts. How to increase the sales volume of live streaming products has become a problem. Consumers’ purchase behavior in live streaming is determined by some subjective factors, and the persuasiveness of linguistic style affects this subjective judgment to a certain extent. Therefore, the persuasiveness of the hosts’ linguistic style will lead to changes in consumers’ purchase intentions, which will affect the sales volume of products sold in the live streaming. Based on Hovland’s persuasion model, Aristotle’s rhetoric skills, text analysis, Latent Dirichlet Allocation (LDA) topic extraction model and grounded theory, this study divides the host’s linguistic persuasive style in the social e-commerce environment into five types: appealing to personality, appealing to logic, appealing to emotion, appealing to reward, and appealing to exaggeration. Combined with the sales volume of the product, we establish a regression model, and obtain the influence results of the host’s various linguistic persuasive styles on the sales of live streaming products. The results show that: the linguistic persuasive style of appealing to personality has the greatest positive impact on the sales volume of live broadcast products, but the linguistic style of appealing to logic has a negative impact. Interestingly, the same linguistic style has different effects for different types of products: the linguistic style of appealing to exaggeration has a negative effect on the sales volume of apparel products, but it has a positive influence on the sales volume of digital electrical products. Therefore, different linguistic styles should be used for different product types.

Online shopping has developed rapidly, but recently, the sales of some online stores have suffered due to the decrease in people’s income caused by the epidemic. How to grasp the psychology and behavior of consumers and formulate effective marketing strategies is important for increasing sales. This paper puts forward a research model and eight hypotheses based on the research on the promotion situation and the types of products promoted on consumers’ impulse shopping, and uses regression analysis, t-test, stepwise regression and analysis of variance to conduct data analysis. The results show that online promotion has a significant impact on consumers’ willingness, and the anticipated regrets in different directions have totally different effect on willingness; the type of product promoted, and the impulsive characteristics of consumers play a moderating role; online promotion affects consumers’ impulsive online shopping intentions through the intermediary effect of expected regret. The influence of anticipated regrets on impulsive online shopping intention is proposed creatively, and the results also provide e-commerce merchants and customers with new insights in managing and treating online promotions. Managerial implications like controlling the duration of promotions and the number of preferential goods are put forward based on our analysis.

As people increasingly make hotel booking decisions relying on online reviews, how to effectively improve customer ratings has become a major point for hotel managers. Online reviews serve as a promising data source to enhance service attributes in order to improve online bookings. This paper employs online customer ratings and textual reviews to explore the bidirectional performance (good performance in positive reviews and poor performance in negative reviews) of hotel attributes in terms of four hotel star ratings. Sentiment analysis and a combination of the Kano model and importance-performance analysis (IPA) are applied. Feature extraction and sentiment analysis techniques are used to analyze the bidirectional performance of hotel attributes in terms of four hotel star ratings from 1,090,341 online reviews of hotels in London collected from TripAdvisor.com (accessed on 4 January 2022). In particular, a new sentiment lexicon for hospitality domain is built from numerous online reviews using the PolarityRank algorithm to convert textual reviews into sentiment scores. The Kano-IPA model is applied to explain customers’ rating behaviors and prioritize attributes for improvement. The results provide determinants of high/low customer ratings to different star hotels and suggest that hotel attributes contributing to high/low customer ratings vary across hotel star ratings. In addition, this paper analyzed the Kano categories and priority rankings of six hotel attributes for each star rating of hotels to formulate improvement strategies. Theoretical and practical implications of these results are discussed in the end.

As a widely encountered decision-making scenario in modern society, social network large-scale decision-making (SNLSDM) is becoming a frontier topic in the field of decision science. Decision information usually includes social relationships among decision-makers (DMs) and individual opinions. This makes clustering and consensus building, which are two important processes for solving SNLSDM problems, significantly complex and requires the integration of multiple factors. This study designs a decision support method that consists of a constrained community detection (CCD) method and a multistage multicost consensus (MSMulCC) model. The CCD method takes the similarities among individual opinions as the mandatory constraint to guide the classification of DMs based on social relationships. The consensus-reaching process (CRP) is an effective tool for reducing differences of opinion. We hold that the DM with high compatibility but low consensus can reduce the adjustment amount by actively losing some compatibility. In this way, three types of consensus costs are generated, including individual adjustment cost, group adjustment cost, and compatibility loss cost. In this study, an MSMulCC model is developed, and the impact of different types of consensus costs on CRP. Finally, the feasibility and characteristics of the proposal are revealed through a case study and comparative analysis of the supply chain financing model selection.