Consumer responses to covert advertising in social media

2017 ◽  
Vol 35 (5) ◽  
pp. 578-593 ◽  
Author(s):  
Fabian Göbel ◽  
Anton Meyer ◽  
B. Ramaseshan ◽  
Silke Bartsch
Keyword(s):  
Social Media ◽  
Unique Contribution ◽  
Persuasion Knowledge ◽  
Knowledge Model ◽  
Content Type ◽  
Consumer Responses ◽  
Brand Evaluations ◽  
The Impact ◽  
Factorial Design Experiment ◽  
Practical Implications

Purpose The purpose of this paper is to contribute to marketing communications literature by exploring consumer responses to covert advertising (CA) in a social media context. Design/methodology/approach The persuasion knowledge model was used to explore the impact of CA on brand evaluations. A factorial design experiment was conducted in a social media context (YouTube). Findings The results of the study show that triggering knowledge about CA changes the way consumers respond to unfamiliar brands that use such tactics. This implies that for unfamiliar brands, with future development of persuasion knowledge, CA in social media will not only be ineffective but also detrimental with damaging effects on the brand. Research limitations/implications An important contribution of this study lies in the application of the persuasion knowledge model to social media context. Practical implications The results indicate that firms should desist from covert product and brand communications in social media contexts, and instead employ disclosed brand communications. Originality/value Given that the effects of CA have not been investigated in an online context, this study makes a unique contribution to brand communications research by providing valuable insights and better understanding of the effects of CA in social media, specifically YouTube.

Fake news on Facebook: examining the impact of heuristic cues on perceived credibility and sharing intention

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Khudejah Ali ◽  
Cong Li ◽  
Khawaja Zain-ul-abdin ◽  
Muhammad Adeel Zaffar
Keyword(s):  
Public Health ◽  
Social Media ◽  
Design Methodology ◽  
Fake News ◽  
Content Type ◽  
Perceived Credibility ◽  
News Credibility ◽  
The Impact ◽  
Practical Implications ◽  
Active Processing

PurposeAs the epidemic of online fake news is causing major concerns in contexts such as politics and public health, the current study aimed to elucidate the effect of certain “heuristic cues,” or key contextual features, which may increase belief in the credibility and the subsequent sharing of online fake news.Design/methodology/approachThis study employed a 2 (news veracity: real vs fake) × 2 (social endorsements: low Facebook “likes” vs high Facebook “likes”) between-subjects experimental design (N = 239).FindingsThe analysis revealed that a high number of Facebook “likes” accompanying fake news increased the perceived credibility of the material compared to a low number of “likes.” In addition, the mediation results indicated that increased perceptions of news credibility may create a situation in which readers feel that it is necessary to cognitively elaborate on the information present in the news, and this active processing finally leads to sharing.Practical implicationsThe results from this study help explicate what drives increased belief and sharing of fake news and can aid in refining interventions aimed at combating fake news for both communities and organizations.Originality/valueThe current study expands upon existing literature, linking the use of social endorsements to perceived credibility of fake news and information, and sheds light on the causal mechanisms through which people make the decision to share news articles on social media.

Investigating the effects of consistent visual identity on social media

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Harsandaldeep Kaur ◽  
Kanwal Roop Kaur
Keyword(s):  
Social Media ◽  
Online Marketing ◽  
Media Environment ◽  
Content Type ◽  
Visual Identity ◽  
Company Reputation ◽  
Social Media Platforms ◽  
Sphere Of Influence ◽  
The Impact ◽  
Practical Implications

Purpose Although the prominence of social media for companies is widely acknowledged, a close examination of the literature reveals a lack of empirical research pertaining to the effect of consistency specifically on social media. Therefore, the purpose of this paper is to fill the gap in social media communication concerning the effect of consistent visual identity on social media users. Design/methodology/approach The study executed an experiment 2 (corporate visual identity condition) × 2 (organization type) between subjects design to map the effects of consistent visual identity on social media users appreciation of the visual identity, attitude toward the company, reputation and intention to commit to a company on social media. Findings The results of the study indicated the significant effects of consistent visual identity on social media users over the inconsistent conditions of visual identity on all dependent variables. Furthermore, there were insignificant main effects of organization type on general judgment, credibility, distinctiveness and reputation of the company. Practical implications This study presents the effects of consistent visual identity on social media platforms. The research will help marketing academicians, graphic designers and social media practitioners in online marketing by using its practical implications to strategically positioning their corporate brand in a social media environment. Originality/value This study provides novel insights on the impact of consistency on social media users. This is the first study to determine the role of consistent visual identity in the social media environment. It thereby adds to the literature of visual identity by developing the sphere of influence of consistency and its effects toward the user’s attitude.

Promotional phrases as analogical questions: inferential fluency and persuasion

2020 ◽  
Vol 54 (4) ◽  
pp. 713-739
Author(s):  
Hsuan-Hsuan Ku ◽  
Mei-Ju Chen
Keyword(s):  
Positive Impact ◽  
Underlying Mechanism ◽  
Frame Of Reference ◽  
Product Evaluations ◽  
Content Type ◽  
Rhetorical Question ◽  
Consumer Responses ◽  
Rhetorical Questions ◽  
The Impact ◽  
Practical Implications

Purpose As an alternative to straight rhetorical questions, questions using analogies that invite the reader to think about the frame of reference to answer the target have been used in advertising to persuade. This paper aims to investigate consumer responses to the use of analogical questions in ads for incrementally new products and the important variables moderating those responses. Design/methodology/approach Four between-subjects experiments examined how product evaluations in response to analogical questions differ from non-analogical variants as a function of consumers’ persuasion awareness (Studies 1 and 2) and also tested if the effectiveness of an analogical question among potential consumers who are more aware of persuasion attempts might be enhanced only when it is proposed with a strong rather than a weak frame of reference (Study 3), and when the frame of reference and the target share underlying similarities (Study 4). Findings Analogical questions are more persuasive than non-analogical variants for participants who are more aware of persuasion attempts. Inferential fluency mediates the results. Furthermore, the positive impact of analogical questions for participants high in persuasion awareness is diminished when the frame of reference is weak or from a dissimilar domain. The same patterns are not evident for participants who are less aware of persuasion attempts. Research limitations/implications Drawing on the concepts of inferential fluency, this study offers an empirically-based view of how the analogical questions in advertising may bias the responses exhibited by individuals who demonstrate either a high or low level of persuasion awareness. Practical implications The inclusion of an analogy can lower consumers’ tendency to behave in a defensive manner by facilitating inferences about intended claims that are implicitly stated in a rhetorical question and achieve higher levels of persuasion. Originality/value This study contributes to prior study on rhetorical questions within a persuasion communication by adopting inferential fluency as an underlying mechanism for analyzing the impact of analogical questions and individual’s awareness of persuasion.

What’s done in the dark will be brought to the light: effects of influencer transparency on product efficacy and purchase intentions

2020 ◽  
Vol 29 (5) ◽  
pp. 675-688
Author(s):  
Parker J. Woodroof ◽  
Katharine M. Howie ◽  
Holly A. Syrdal ◽  
Rebecca VanMeter
Keyword(s):  
Social Media ◽  
Purchase Intentions ◽  
Persuasion Knowledge ◽  
Performance Expectations ◽  
Consumer Evaluations ◽  
Content Type ◽  
Light Effects ◽  
Marketing Tool ◽  
Financial Relationship ◽  
The Impact

Purpose The purpose of this paper is to examine the impact of the type of disclosure used by social media influencers on consumer evaluations of influencer transparency, product performance expectations and how those factors ultimately influence purchase intentions. Design/methodology/approach An experiment was conducted with 321 participants recruited from MTurk to test a moderated serial-mediation model. Findings The results indicate that when consumers become cognizant that an influencer’s branded promotional post may have been motivated by an underlying financial relationship, they evaluate the influencer as significantly less transparent if a more ambiguous disclosure is used relative to a clearer disclosure. Transparency perceptions of the influencer impact consumers’ perceptions of product efficacy as well as purchase intentions. Originality/value Social media influencers are rapidly emerging as a popular marketing tool for brand managers, but consumer response to this form of promotion is not well understood. To the best of the authors’ knowledge, this is the first study to investigate how the type of endorsement disclosure used by a social media influencer impacts consumer perception of influencer transparency, product efficacy and purchase intentions. Further, this research demonstrates the applicability of the persuasion knowledge model in the domain of influencer marketing.

Examining the antecedents of persuasive eWOM messages in social media

2014 ◽  
Vol 38 (6) ◽  
pp. 746-768 ◽  
Author(s):  
Shasha Teng ◽  
Kok Wei Khong ◽  
Wei Wei Goh ◽  
Alain Yee Loong Chong
Keyword(s):  
Social Media ◽  
Visual Cues ◽  
Source Credibility ◽  
Online Reviews ◽  
Intention To Use ◽  
Content Type ◽  
Decision Making Processes ◽  
The Impact ◽  
Practical Implications ◽  
Information Acceptance

Purpose – Numerous electronic word-of-mouth (eWOM) studies have been conducted to examine the effectiveness of persuasive eWOM messages. Despite the impact of eWOM messages in decision-making processes, few researches have directly tested potential antecedents of persuasive eWOM messages among message recipients in social media context. The purpose of this paper is to critically discuss and examine the determinants of persuasive eWOM messages when message recipients intend to accept and use eWOM messages. Design/methodology/approach – The authors reviewed extant literature of eWOM and proposed hypotheses regarding persuasive eWOM messages in social media context. A survey of 78 respondents was conducted and the data were analysed using SmartPLS. Findings – This study found that argument quality, source credibility, source attractiveness, source perception and source style are critical antecedents of persuasive eWOM messages. The PLS results suggested that source credibility (trustworthiness), source perception (usefulness, social ties) and source style (visual cues, number) are main characteristics of credible eWOM messages in relation to users’ intention to accept and use online reviews. The variance of information acceptance and intention to use were also explained in the findings. Practical implications – This paper identified critical antecedents of persuasive eWOM messages and suggested eWOM messages as a credible source. An integrated conceptual framework was developed to illustrate comprehensive antecedents of persuasive eWOM messages, and the relationships between these messages, information acceptance and intention to use. Originality/value – The significance of the study is to identify the effectiveness of eWOM messages and its impact on intention to accept and use these messages. Moreover, this study will provide insightful guidelines for marketers with practical implications in approaching emerging markets via eWOM initiatives.

Consumer response to fake news about brands on social media: the effects of self-efficacy, media trust, and persuasion knowledge on brand trust

2019 ◽  
Vol 29 (2) ◽  
pp. 188-198 ◽  
Author(s):  
Zifei Fay Chen ◽  
Yang Cheng
Keyword(s):  
Social Media ◽  
Self Efficacy ◽  
Brand Management ◽  
Equation Modeling ◽  
Brand Trust ◽  
Persuasion Knowledge ◽  
Fake News ◽  
Knowledge Model ◽  
Content Type ◽  
Media Trust

Purpose Drawing on theoretical insights from the persuasion knowledge model (PKM), this study aims to propose and test a model that maps out the antecedents, process and consequences to explain how consumers process and respond to fake news about brands on Facebook. Design/methodology/approach Contextualizing the fake news about Coca-Cola’s recall of Dasani water, an online survey was conducted via Qualtrics with consumers in the USA (N  =  468). Data were analyzed using covariance-based structural equation modeling. Findings Results showed that self-efficacy and media trust significantly predicted consumers’ persuasion knowledge of the fake news. Persuasion knowledge of the fake news significantly influenced consumers’ perceived diagnosticity of the fake news and subsequent brand trust. Furthermore, persuasion knowledge of the fake news mediated the effects from self-efficacy on perceived diagnosticity of the fake news and brand trust, respectively. Originality/value This study contributes to the literature of brand management by examining how consumers process and respond to fake news about a brand. It also extends the persuasion knowledge model by applying it to the context of fake news about brands on social media, and incorporating antecedents (self-efficacy and media trust) and consequences (perceived diagnosticity and brand trust) of persuasion knowledge in this particular context. Practically, this study provides insights to key stakeholders of brands to better understand consumers’ information processing of fake news about brands on social media.

Reducing Resistance: The Impact of Nonfollowers’ and Followers’ Parasocial Relationships with Social Media Influencers on Persuasive Resistance and Advertising Effectiveness

2021 ◽  
Author(s):  
Priska Breves ◽  
Nicole Liebers ◽  
Bernadette Motschenbacher ◽  
Leonie Reus
Keyword(s):  
Social Media ◽  
Advertising Effectiveness ◽  
Future Research ◽  
Parasocial Relationships ◽  
Brand Evaluations ◽  
New Form ◽  
The Impact ◽  
Consumer Advocates ◽  
Practical Implications

Abstract Although social media influencers have become popular brand endorsers, previous research on this new form of advertising has neglected to analyze how the followers of these influencers are persuaded. Based on a key mechanism proposed by the entertainment overcoming resistance model, long-term parasocial relationships (PSRs) should reduce the amount of persuasive resistance in the forms of reactance and counterarguing. Consequently, the persuasive effects should be enhanced. To empirically test these assumptions, two online studies were conducted. The first experimental study (N = 151) confirmed that followers experienced stronger PSRs than did nonfollowers, which resulted in higher perceived source trustworthiness and reduced levels of both perceived freedom threat and counterarguing after exposure to a sponsored Instagram post. The second study (N = 225) further confirmed the enhanced persuasive impact of PSRs in terms of brand evaluations and behavioral intentions. The theoretical and practical implications for advertisers, consumer advocates, and future research are discussed.

Consumer responses to shopper solutions in service settings

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ashley M. Thomas ◽  
Christopher L. Newman ◽  
Stacey R. Finkelstein ◽  
Yoon-Na Cho ◽  
Allyn Cascio
Keyword(s):  
Low Cost ◽  
Purchase Intentions ◽  
Mediating Effects ◽  
Content Type ◽  
Consumer Responses ◽  
Self Perceptions ◽  
Marketing Tactic ◽  
Shopping Experience ◽  
The Impact ◽  
Practical Implications

Purpose Retailers are continuously seeking to improve upon the in-store shopping experience for their customers. The present research aims to examine consumers’ responses to one such initiative – the shopper solution – that, despite its growing marketplace prominence, remains largely unexamined in academic literature. Design/methodology/approach Two studies employed a 2(shopper solution: present vs. absent) between-subjects design. MANOVA and regression analyses were used to test hypothesized relationships. Findings Findings across two studies reveal that the presence (vs absence) of solutions positively influenced shoppers’ perceptions of shopping convenience, as well as their purchase intentions. These favorable effects also extended to the provider in higher word-of-mouth and loyalty intentions. Shopping convenience was identified as the mechanism underlying the impact of solutions, while “smart shopper” self-perceptions were shown to moderate these mediating effects. Practical implications Shopper solutions represent a low-cost, in-store marketing tactic that enhances shopping convenience. They are easy to implement, result in little to no overhead costs and can benefit both shoppers and retailers. Originality/value To the best of the authors’ knowledge, this research represents the first academic examination of the impact of shopper solutions. The authors identify key mediating and moderating influences of the effects of solutions.

User-generated content (UGC) misclassification and its effects

2019 ◽  
Vol 37 (2) ◽  
pp. 125-138
Author(s):  
Rajasree K. Rajamma ◽  
Audhesh Paswan ◽  
Nancy Spears
Keyword(s):  
Social Media ◽  
Purchase Intention ◽  
Theory And Practice ◽  
Consumer Information ◽  
User Generated Content ◽  
Social Implications ◽  
Vicarious Experience ◽  
Content Type ◽  
The Impact ◽  
Practical Implications

Purpose User-generated content (UGC), e.g. YouTube videos on social media, is all around us. These UGCs are primarily demonstrational and/or informational in their execution format. However, viewers could easily misclassify the UGCs and that may be detrimental to the focal product in the UGC. This study aims to investigate this phenomenon. Design/methodology/approach The study uses an online survey (N = 459). The respondents were randomly exposed to one of the two UGCs – informational or demonstrational – and then responded to questions measuring their attribution and their purchase intention towards the focal product in the UGC. Findings Results indicate that about 20% of the respondents misclassified the type of UGC. Further, UGC characteristics such as vicarious experience, transparency and connectedness significantly enhance purchase intention, especially for demonstrational videos; demonstrational UGC, when correctly perceived yield the most favorable results; and misclassification does suppress these relationships. Research limitations/implications This study contributes to the theory and practice by linking the viewer evaluation of UGC on various evaluative dimensions (i.e. vicarious experience, connectedness, transparency and perceived risk), purchase intention towards the focal product in the UGC and correct or incorrect classification of the UGC format (demonstrational or informational). This study adds to the knowledge base about UGC by highlighting some of the pitfalls when viewers misclassify the UGC format and emphasizes the importance of a match between the content of the UGC and the perceptions and expectations associated with the medium on which it is uploaded. Like any other research, this study too has its limitations. It has only looked at a few possible variables that would predict the purchase intention in the context of the complex and rich phenomenon of UGC. Future studies should look at other sources of misclassification. Practical implications Given the ubiquitous nature of social media and their role in consumer decision-making, the findings of this study have serious practical implications. The results of the study highlight steps to be taken by both creators and marketers to improve effectiveness of UGCs. Social implications While this study does not focus on the social aspects of UGCs, it is not difficult to imagine the phenomenon of UGC misclassification, either as a mistake or deliberately induced and its social implications. Fake news seems to be not uncommon. Originality/value Even though the impact of consumer-to-consumer information exchange and UGC on consumers’ brand attitude and purchase intention is well recognized, there is limited research on this topic. Further, to the best of the authors’ knowledge, this study is the first to explicitly examine the concept of misclassification and corresponding issues in the context of UGCs.

scholarly journals Social media influencers and transgressive celebrity endorsement in consumption community contexts

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Hayley Cocker ◽  
Rebecca Mardon ◽  
Kate L. Daunt
Keyword(s):  
Social Media ◽  
Deep Understanding ◽  
Celebrity Endorsement ◽  
Community Members ◽  
Celebrity Endorsements ◽  
Content Type ◽  
Consumer Responses ◽  
Consumption Community ◽  
Practical Implications ◽  
Community Contexts

Purpose This paper aims to elucidate instances whereby celebrity endorsements by social media influencers (SMIs) embedded within online consumption communities are perceived as transgressive by their fellow community members. In doing so, this study provides insights into the new challenges and considerations that such community contexts present for celebrity endorsement. Design/methodology/approach The research team conducted a longitudinal, netnographic study of the YouTube beauty community, involving an initial phase of netnographic immersion followed by an investigative netnography that examined community members’ response to celebrity endorsements by 12 SMIs within the community. Findings This study identifies five recurring celebrity endorsement transgressions, each violating an established moral responsibility within the community. The paper explores how community members attribute responsibility for transgressive endorsements and identifies consequences for both the SMI and the endorsed brand. Research limitations/implications This study focused on a single consumption community, developing a deep understanding of the distinct moral responsibilities that shape the reception of celebrity endorsements within this context. Practical implications The paper presents managerial recommendations that will aid both SMIs and brands in implementing celebrity endorsements that avoid communal perceptions of transgression. Originality/value The analysis extends prior study on celebrity endorsement by SMIs by explaining when and why SMI endorsements are likely to be perceived as transgressive by the community and providing new insights into community member responses to transgressive SMI endorsements. It also extends wider theories of celebrity endorsement by highlighting the influence of consumption community contexts upon endorsement reception and examining consumer responses to celebrity endorsements perceived as transgressive in and of themselves.

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