4,439
Views
81
CrossRef citations to date
0
Altmetric
Original Articles

Narrative Transportation and Paratextual Features of Social Media in Viral Advertising

ORCID Icon, , &

REFERENCES

  • Amblee, Naveen, and Tung Bui (2011), “Harnessing the Influence of Social Proof in Online Shopping: The Effect of Electronic Word of Mouth on Sales of Digital Microproducts,” International Journal of Electronic Commerce, 16 (2), 91–114.
  • Appel, Markus, and Barbara Malečkar (2012), “The Influence of Paratext on Narrative Persuasion: Fact, Fiction, or Fake?,” Human Communication Research, 38 (4), 459–84.
  • Bagozzi, Richard P., and Utpal M. Dholakia (2006), “Open Source Software User Communities: A Study of Participation in Linux User Groups,” Management Science, 52 (7), 1099–115.
  • Beck, Martin (2015), “FTC Puts Social Media Marketers on Notice with Updated Disclosure Guidelines,” Marketing Land, June 12, http://marketingland.com/ftc-puts-social-media-marketers-on-notice-with-updated-disclosure-guidelines-132017.
  • Boerman, Sophie C., Eva van Reijmersdal, and Peter Neijens (2012), “Sponsorship Disclosure: Effects of Duration on Persuasion Knowledge and Brand Responses,” Journal of Communication, 62 (6), 1047–64.
  • ———, Lette M. Willemsen, and Eva P. Van Der Aa (2017), “This Post Is Sponsored: Effects of Sponsorship Disclosure on Persuasion Knowledge and Electronic Word of Mouth in the Context of Facebook,” Journal of Interactive Marketing, 38 (May), 82–92.
  • Brown, Jacqueline J., and Peter H. Reingen (1987), “Social Ties and Word-of-Mouth Referral Behavior,” Journal of Consumer Research, 14 (3), 350–62.
  • Busselle, Rick, and Helena Bilandzic (2008), “Fictionality and Perceived Realism in Experiencing Stories: A Model of Narrative Comprehension and Engagement,” Communication Theory, 18 (2), 255–80.
  • Campbell, Margaret, Gina Mohr, and Peeter Verlegh (2012), “Can Disclosure Lead Consumers to Resist Covert Persuasion? The Important Roles of Disclosure Timing and Type of Response,” Journal of Consumer Psychology, 23 (2), 483–85.
  • Carlson, Matt (2015), “When News Sites Go Native: Redefining the Advertising-Editorial Divide in Response to Native Advertising,” Journalism, 16 (7), 849–65.
  • Chawdhary, Rahul, and Francesca Dall'Olmo Riley (2015), “Investigating the Consequences of Word of Mouth from a WOM Sender's Perspective in the Services Context,” Journal of Marketing Management, 31 (9–10), 1018–39.
  • Chen, Tsai, and Hsiang-Ming Lee (2014), “Why Do We Share? The Impact of Viral Videos Dramatized to Sell,” Journal of Advertising Research, 54 (3), 292–303.
  • Cho, Soyoen, Jisu Huh, and Ronald J. Faber (2014), “The Influence of Sender Trust and Advertiser Trust on Multistage Effects of Viral Advertising,” Journal of Advertising, 43 (1), 100–14.
  • Choi, Yung Kyun, Yuri Seo, and Sukki Yoon (2017), “E-WOM Messaging on Social Media: Social Ties, Temporal Distance, and Message Concreteness,” Internet Research, 27 (3), 495–505.
  • Chu, Shu-Chuan, and Yoojung Kim (2011), “Determinants of Consumer Engagement in Electronic Word-of-Mouth (eWOM) in Social Networking Sites,” International Journal of Advertising, 30 (1), 47–75.
  • Cialdini, Robert, B. (2001), “Harnessing the Science of Persuasion,” Harvard Business Review, 79 (9), 72–81.
  • ———, and Noah J. Goldstein (2004), “Social Influence: Compliance and Conformity,” Annual Review of Psychology, 55 (1), 591–621.
  • Cotte, June, Robin A. Coulter, and Melissa Moore (2005), “Enhancing or Disrupting Guilt: The Role of Ad Credibility and Perceived Manipulative Intent,” Journal of Business Research, 58 (3), 361–68.
  • Dal Cin, Sonya, Bryan Gibson, Mark P. Zanna, Roberta Shumate, and Geoffrey T. Fong (2007), “Smoking in Movies, Implicit Associations of Smoking with the Self, and Intentions to Smoke,” Psychological Science, 18 (7), 559–63.
  • Deighton, John, Daniel Romer, and Josh McQueen (1989), “Using Drama to Persuade,” Journal of Consumer Research, 16 (3), 335–43.
  • de Vries, Lisette, Sonja Gensler, and Peter S.H. Leeflang (2012), “Popularity of Brand Posts on Brand Fan Pages: An Investigation of the Effects of Social Media Marketing,” Journal of Interactive Marketing, 26 (2), 83–91.
  • Dunlop, Sally M., Melanie Wakefield, and Yoshihisa Kashima (2010), “Pathways to Persuasion: Cognitive and Experiential Responses to Health-Promoting Mass Media Messages,” Communication Research, 37 (1), 133–64.
  • Escalas, Jennifer E. (1998), “Advertising Narratives: What Are They and how Do They Work,” in Representing Consumers: Voices, Views, and Visions, Barbara B. Stern, ed., London: Routledge, 267–89.
  • ——— (2004a), “Narrative Processing: Building Consumer Connections to Brands,” Journal of Consumer Psychology, 14 (1), 168–80.
  • ——— (2004b), “Imaging Yourself in the Product: Mental Simulation, Narrative Transportation, and Persuasion,” Journal of Advertising, 33 (2), 37–48.
  • ——— (2007), “Self-Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration,” Journal of Consumer Research, 33 (4), 421–29.
  • Friestad, Marian, and Peter Wright (1994), “The Persuasion Knowledge Model: How People Cope with Persuasion Attempts,” Journal of Consumer Research, 21 (1), 1–31.
  • Gerrig, Richard J. (1993), Experiencing Narrative Worlds, New Haven, CT: Yale University Press.
  • Green, Melanie C. (2008), “Research Challenges: Research Challenges in Narrative Persuasion,” Information Design Journal, 16 (1), 47–52.
  • ———, and Timothy C. Brock (2000), “The Role of Transportation in the Persuasiveness of Public Narratives,” Journal of Personality and Social Psychology, 79 (5), 701–21.
  • ———, ———, and Geoff F. Kaufman (2004), “Understanding Media Enjoyment: The Role of Transportation into Narrative Worlds,” Communication Theory, 14 (4), 311–27.
  • ———, and John K. Donahue (2011), “Persistence of Belief Change in the Face of Deception: The Effect of Factual Stories Revealed to Be False,” Media Psychology, 14 (3), 312–31.
  • Gruen, Thomas W., Talai Osmonbekov, and Andrew J. Czaplewski (2006), “EWOM: The Impact of Customer-to-Customer Online Know-How Exchange on Customer Value and Loyalty,” Journal of Business Research, 59 (4), 449–56.
  • Guan, Wanqiu, Haoyu Gao, Mingmin Yang, Yuan Li, Haixin Ma, Weining Qian, Zhigang Cao, and Xiaoguang Yang (2014), “Analyzing User Behavior of the Micro-Blogging Website Sina Weibo during Hot Social Events,” Physica A: Statistical Mechanics and Its Applications, 395, 340–51.
  • Hennig-Thurau, Thorsten, Kevin P. Gwinner, Gianfranco Walsh, and Dwayne D. Gremler (2004), “Electronic Word-of-Mouth via Consumer-Opinion Platforms: What Motivates Consumers to Articulate Themselves on the Internet?,” Journal of Interactive Marketing, 18 (1), 38–52.
  • Kaplan, Andreas M., and Michael Haenlein (2010), “Users of the World, Unite! The Challenges and Opportunities of Social Media,” Business Horizons, 53 (1), 59–68.
  • Kemp, Simon (2015), “Digital, Social, and Mobile in China in 2015: We are social UK,” https://wearesocial.com/uk/special-reports/digital-social-mobile-china-2015.
  • Kim, Eunjin, S. Ratneshwar, and Esther Thorson (2017), “Why Narrative Ads Work: An Integrated Process Explanation,” Journal of Advertising, 46 (2), 283–96.
  • Kim, Ha-Rim, and Chang-Hoan Cho (2014), “Effects of Source's Social Distance on Consumer's Responses to Corporate Facebook Page: Focusing on Moderating Effects of Blatant Persuasive Intention, Normative Interpersonal Influence and Informative Interpersonal Influence,” Korean Journal of Advertising, 25 (5), 7–42.
  • King, Robert A., Pradeep Racherla, and Victoria D. Bush (2014), “What We Know and Don't Know about Online Word-of-Mouth: A Review and Synthesis of the Literature,” Journal of Interactive Marketing, 28 (3), 167–83.
  • Ko, Dongwoo, Yuri Seo, and Sang-Uk Jung (2015), “Examining the Effect of Cultural Congruence, Processing Fluency, and Uncertainty Avoidance in Online Purchase Decisions in the U.S. and Korea,” Marketing Letters, 26 (3), 377–90.
  • Lee, Joonhwa, Soojung Kim, and Chang-Dae Ham (2016), “A Double-Edged Sword? Predicting Consumers' Attitudes toward and Sharing Intention of Native Advertising on Social Media,” American Behavioral Scientist, 60 (12), 1425–41.
  • Lewandowski, Dirk (2012), “Credibility in Web Search Engines,” in Online Credibility and Digital Ethos: Evaluating Computer-Mediated Communication, Folk Moe and Shawn Apostel, eds., Hershey, PA: IGI Global, 131–46.
  • Liljander, Veronica, Johanna Gummerus, and Magnus Soderlund (2015), “Young Consumers' Responses to Suspected Covert and Overt Blog Marketing,” Internet Research, 25 (4), 610–32.
  • Lovett, Mitchell J., Renana Peres, and Ron Shachar (2013), “On Brands and Word of Mouth,” Journal of Marketing Research, 50 (4), 427–44.
  • Martin, Kelly D., and Craig Smith (2008), “Commercializing Social Interaction: The Ethics of Stealth Marketing,” Journal of Public Policy and Marketing, 27 (1), 45–56.
  • Mick, David G. (1987), “Toward a Semiotic of Advertising Story Grammars,” in Marketing and Semiotics: New Directions in the Study of Signs for Sale, Jean Umiker-Sebeok, ed., Berlin: Walter de Gruyter, 249–78.
  • Nabi, Robin L., and Marina Krcmar (2004), “Conceptualizing Media Enjoyment as Attitude: Implications for Mass Media Effects Research,” Communication Theory, 14 (4), 288–310.
  • Nelson, Michelle R., Michelle L.M. Wood, and Hye-Jin Paek (2009), “Increased Persuasion Knowledge of Video News Releases: Audience Beliefs about News and Support for Source Disclosure,” Journal of Mass Media Ethics, 24 (4), 220–37.
  • O'Donohoe, Stephanie (1994), “Advertising Uses and Gratifications,” European Journal of Marketing, 28 (8/9), 52–75.
  • Phelps, Joseph E., Regina Lewis, Lynne Mobilio, David Perry, and Niranjan Raman (2004), “Viral Marketing of Electronic Word-of-Mouth Advertising: Examining Consumer Responses and Motivations to Pass Along Email,” Journal of Advertising Research, 44 (4), 333–48.
  • Polkinghorne, Donald E. (1991), “Narrative and Self-Concept,” Journal of Narrative and Life History, 1 (2), 135–53.
  • Price, Linda L., and Eric J. Arnould (1999), “Commercial Friendships: Service Provider-Client Relationships in Context,” Journal of Marketing, 63 (4), 368–96.
  • Ravaja, Niklas, Timo Saari, Marko Turpeinen, Jari Laarni, Mikko Salminen, and Matias Kivikangas (2006), “Spatial Presence and Emotions during Video Game Playing: Does It Matter with Whom You Play?,” Presence: Teleoperators and Virtual Environments, 15 (4), 381–92.
  • Schmierbach, Mike, Qian Xu, Anne Oeldorf-Hirsch, and Frank E. Dardis (2012), “Electronic Friend or Virtual Foe: Exploring the Role of Competitive and Cooperative Multiplayer Video Game Modes in Fostering Enjoyment,” Media Psychology, 15 (3), 356–71.
  • Schulze, Christian, Lisa Scholer, and Bernd Skiera (2014), “Not All Fun and Games: Viral Marketing for Utilitarian Products,” Journal of Marketing, 78 (1), 1–19.
  • Seo, Yuri (2016), “Professionalized Consumption and Identity Transformations in the Field of eSports,” Journal of Business Research, 69 (1), 264–72.
  • Shan, Yan, and Karen W. King (2015), “The Effects of Interpersonal Tie Strength and Subjective Norms on Consumers' Brand-Related eWOM Referral Intentions,” Journal of Interactive Advertising, 15 (1), 16–27.
  • Sohn, Dongyoung (2009), “Disentangling the Effects of Social Network Density on Electronic Word-of-Mouth (eWOM) Intention,” Journal of Computer-Mediated Communication, 14 (2), 352–67.
  • Steffes, Erin M., and Lawrence E. Burgee (2009), “Social Ties and Online Word of Mouth,” Internet Research, 19 (1), 42–59.
  • Sun, Tao, Seounmi Youn, Guohua Wu, and Mana Kuntaraporn (2006), “Online Word-of-Mouth (or Mouse): An Exploration of Its Antecedents and Consequences,” Journal of Computer-Mediated Communication, 11 (4), 1104–27.
  • Taylor, David G., Jeffrey E. Lewin, and David Strutton (2011), “Friends, Fans, and Followers: Do Ads Work on Social Networks?,” Journal of Advertising Research, 51 (1), 258–75.
  • Teixeira, Thales, Michel Wedel, and Rik Pieters (2012), “Emotion-Induced Engagement in Internet Video Advertisements,” Journal of Marketing Research, 49 (2), 144–59.
  • Tice, Dianne M., Jennifer L. Butler, Mark B. Muraven, and Arlene M. Stillwell (1995), “When Modesty Prevails: Differential Favorability of Self-Presentation to Friends and Strangers,” Journal of Personality and Social Psychology, 69 (6), 1120–38.
  • Trope, Yaacov, and Nira Liberman (2010), “Construal-Level Theory of Psychological Distance,” Psychological Review, 117 (2), 440–63.
  • Tucker, Catherin E. (2014), “Social Networks, Personalized Advertising, and Privacy Controls,” Journal of Marketing Research, 51 (5), 546–62.
  • Turnbull, Sarah, and Simon Jenkins (2016), “Why Facebook Reactions Are Good News for Evaluating Social Media Campaigns,” Journal of Direct, Data, and Digital Marketing Practice, 17 (3), 156–58.
  • van Laer, Tom, K., Ko de Ruyter, Luca M. Visconti, and Martin Wetzels (2014), “The Extended Transportation-Imagery Model: A Meta-Analysis of the Antecedents and Consequences of Consumers' Narrative Transportation,” Journal of Consumer Research, 40 (5), 797–817.
  • van Reijmersdal, Eva A., Marieke L. Fransen, Guda van Noort, Suzanna J. Opree, Lisa Vandeberg, Sanne Reusch, Floor Van Lieshout, and Sophie C. Boerman (2016), “Effects of Disclosing Sponsored Content in Blogs: How the Use of Resistance Strategies Mediates Effects on Persuasion,” American Behavioral Scientist, 60 (12), 1458–74.
  • Wallace, Elaine, Isabel Buill, Leslie de Chernatony, and Michael Hogan (2014), “Who ‘Likes' You … and Why? A Typology of Facebook Fans,” Journal of Advertising Research, 54 (1), 92–109.
  • Wang, Fang, and Xunwei Sun (2015), “Absolute Power Leads to Absolute Corruption? Impact of Power on Corruption Depending on the Concepts of Power One Holds,” European Journal of Social Psychology, 46 (1), 77–89.
  • Wang, Jing, and Bobby J. Calder (2006), “Media Transportation and Advertising,” Journal of Consumer Research, 33 (2), 151–62.
  • ———, and ——— (2009), “Media Engagement and Advertising: Transportation, Matching, Transference, and Intrusion,” Journal of Consumer Psychology, 19 (3), 546–55.
  • Wentzel, Daniel, Torsten Tomczak, and Andreas Herrmann (2010), “The Moderating Effect of Manipulative Intent and Cognitive Resources on the Evaluation of Narrative Ads,” Psychology and Marketing, 27 (5), 510–30.
  • Wojdynski, Bartosz W. (2016), “The Deceptiveness of Sponsored News Articles: How Readers Recognize and Perceive Native Advertising,” American Behavioral Scientist, 60 (12), 1475–91.
  • ———, and Nathaniel J. Evans (2016), “Going Native: Effects of Disclosure Position and Language on the Recognition and Evaluation of Online Native Advertising,” Journal of Advertising, 45 (2), 157–68.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.