Scholars have started focusing on how host responses impact guest bookings. However, studies on the effect of hosts' personalized response strategies, reviewer-matching and content-matching, are still insufficient. Guide by the elaboration likelihood model, we regard reviewer-matching as a peripheral cue and content-matching as a central cue. Then, construct a theoretical framework to analyze their impact on subsequent guest bookings. The results show that (1) Content-matching is more effective in promoting guest bookings than reviewer-matching. (2) These positive impacts will weaken when the booking price increases. (3) When the host chooses entire rental listings, reviewer-matching will not be conducive to guest bookings. This study can provide valuable insight into future research on the underlying mechanism of exploring the effects of personalized responses. Meanwhile, hosts can better use reviewer-matching and content-matching response strategies based on our results.

中文翻译：

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个性化的力量：主持如何通过个性化回复来促进客人预订

学者们开始关注房东的反应如何影响客人的预订。然而，对于主持人个性化回应策略、评论者匹配和内容匹配的影响的研究仍然不足。在阐述可能性模型的指导下，我们将审稿人匹配视为外围线索，将内容匹配视为中心线索。然后，构建一个理论框架来分析它们对后续客人预订的影响。结果表明：（1）内容匹配比评论者匹配更能有效促进客人预订。 (2)当预订价格上涨时，这些积极影响会减弱。 (3) 当房东选择整个出租房源时，评论者匹配将不利于房客预订。这项研究可以为未来探索个性化反应影响的潜在机制的研究提供有价值的见解。同时，房东可以根据我们的结果更好地使用评论者匹配和内容匹配响应策略。