Discussing Brand Information on Social Networking Sites: Implications for Global Brand Marketing

Abstract

Due to the proliferation of information that global brands disseminate on social networking sites (SNS), how to induce SNS users to discuss such information is a topic deserving intensive research efforts. In recent years, scholars have begun to explore the topic from several perspectives. However, there is still a lack of conceptual theorization and empirical verification with more comprehensive probing into the psychological processes through which SNS users become motivated to engage in discussing brand information provided by brand marketers. The current study, based on integrative reconfiguration of relevant theories and a large-scale survey, develops and validates a theoretical model to explicate the key determinants in this regard. Data were obtained from 1518 respondents, who have been active SNS users for at least one year. Confirmatory factor analysis and structural equation modeling facilitate validation of the model. According to the research findings, affective attitude is a stronger factor than instrumental attitude in predicting the discussion behavior of SNS users relative to brand information intentionally designed and disseminated by brand marketers. Additionally, past behavior in discussing online business news, alongside subjective norm and perceived behavioral control, exercises significant effect on such behavior. Most noteworthy, identity construction generates the greatest impact on behavioral intention and actual behavior among SNS users to discuss brand information that brand marketers provide to them. In general, the current study contributes to making better use of SNS for global brand marketing.

Keywords:

• brand information
• discussion behavior
• global brand marketing
• social networking sites
• word-of mouth marketing