Rousing reviews and instigative images: The impact of online reviews and visual design characteristics on app downloads

Mobile apps are very popular. However, this is not true for every app, with some apps receiving millions of downloads, while other apps are mostly ignored. We investigate the popularity of apps in terms of downloads by focusing on two salient cues: (a) online recommendations (e.g., presence and valence of online reviews) and (b) visual characteristics of app icons (e.g., use of visual metaphors and anthropomorphism). Study 1 was a field study in which we content-analyzed 500 apps from the “transportation” subcategory of the Google Play Store. We found that the presence and valence of online reviews, as well as the presence of visual metaphors in app icons were positively related to the number of app downloads. Study 2 was an experiment in which we presented participants with different app icons containing different types of visual metaphors. We again found that app icons with visual metaphors led to more positive attitudes towards the apps and behavioral intentions. Combined, our studies show that both online consumers (through online reviews) and app designers (through visual design) impact an app’s popularity.