Integrating the S-O-R Model to Examine Purchase Intention Based on Instagram Sponsored Advertising

Abstract

This study explores how the value of sponsored Instagram advertisements (ads) can enhance consumer ad-related involvement (cognitive and affective) and flow experience, which consequently impacts product purchase intention. To comprehend this issue, we propose a framework that combines the extended Ducoffe’s web advertising value model and the Stimulus-Organism-Response (S-O-R) model. We conceptualize S - stimuli - as perceived advertising value of sponsored Instagram ads; O - organism - as consumer ad-related involvements, comprising cognitive, affective, and flow experiences; and R - response state - as purchase intention. Based on an online survey, data was collected from 337 Malaysian Instagram users. The findings indicate that sponsored Instagram ad-related entertainment, informativeness, credibility, incentives, and celebrity endorsement, are conducive to raising the effectiveness of ad-stimuli, which in turn, enhance consumers’ cognitive and affective ad involvement and flow, to influence purchase behavior. The research offers empirical evidence to support the S-O-R framework and helps to expand the scope of sponsored advertising value research and its effect on consumers’ purchase intention. Furthermore, it benefits marketers and advertisers in promoting effective advertising campaigns using sponsored Instagram advertising. It also provides a platform where marketers can design ads that can help them to reach their marketing goals.

Keywords:

• sponsored Instagram advertising
• advertising value
• social media celebrities
• celebrity endorsement
• ad involvement
• flow experience

Disclosure statement

No potential conflict of interest was reported by the author(s).

Additional information

Funding

This work was supported under the Fundamental Research Grant Scheme (FRGS), Ministry of Higher Education, Malaysia [FRGS/ 1/2019/SS06/UTP/02/1].