How advertising in offline media drives reach of and engagement with brands on Facebook

References

• Alhabash, S., A.R. McAlister, C. Lou, and A. Hagerstrom. 2015. From clicks to behaviors: The mediating effect of intentions to like, share, and comment on the relationship between message evaluations and offline behavioral intentions. Journal of Interactive Advertising 15, no. 2: 82–96.
   Google Scholar
• Araujo, T., P.C. Neijens, and R. Vliegenthart. 2015. What motivates consumers to re-Tweet brand content? The impact of information, emotion, and traceability on pass-along behavior. Journal of Advertising Research 55, no. 3: 284–95.
   Web of Science ®Google Scholar
• ARF. 2003. Making better media decisions. http://s3.amazonaws.com/thearf-org-aux-assets/downloads/research/2003_ARF_media_model.pdf ( accessed July 19, 2017).
   Google Scholar
• Assael, H. 2011. From silos to synergy. Journal of Advertising Research 51, no. 1: 42–58.
   Web of Science ®Google Scholar
• Berger, J., and K. Milkman. 2010. Social transmission, emotion, and the virality of online content. Wharton Research Paper. http://opim.wharton.upenn.edu/∼kmilkman/Virality.pdf ( accessed July 19, 2017).
   Google Scholar
• Bergkvist, L., and T. Bech-Larsen. 2010. Two studies of consequences and actionable antecedents of brand love. Journal of Brand Management 17, no. 7: 504–18.
   Google Scholar
• Bernritter, S.F. 2016. Signaling warmth: How brand warmth and symbolism affect consumers’ online brand endorsements. In Vol. VI, Advances in advertising research, ed. P.W.J. Verlegh, H.A.M. Voorveld, and M. Eisend, 1–10. Wiesbaden: Springer Fachmedien.
   Google Scholar
• Bernritter, S.F., A.C. Loermans, P.W.J. Verlegh, and E.G. Smit. 2017. ‘We’ are more likely to endorse than ‘I’: The effects of self-construal and brand symbolism on consumers’ online brand endorsements. International Journal of Advertising 36, no. 1: 107–20.
   Web of Science ®Google Scholar
• Bernritter, S.F., P.W.J. Verlegh, and E.G. Smit. 2016. Why nonprofits are easier to endorse on social media: The roles of warmth and brand symbolism. Journal of Interactive Marketing 33 (February): 27–42.
   Web of Science ®Google Scholar
• Bickart, B., and R.M. Schindler. 2001. Internet forums as influential sources of consumer information. Journal of Interactive Marketing 15, no. 3: 31–40.
   Google Scholar
• Blackwell, R.D., P.W. Miniard, and J.F. Engel. 2001. Consumer behaviour. 9th ed. Mason, OH: South-Western Thomas Learning.
   Google Scholar
• Brettel, M., J.C. Reich, J.M. Gavilanes, and T.C. Flatten. 2015. What drives advertising success on Facebook? An advertising-effectiveness model. Journal of Advertising Research 55, no. 2: 162–75.
   Web of Science ®Google Scholar
• Briggs, R., R. Krishnan, and N. Borin. 2005. Integrated multichannel communication strategies: Evaluating the return on marketing objectives – the case of the 2004 Ford F-150 launch. Journal of Interactive Marketing 19, no. 3: 81–90.
   Google Scholar
• Bronner, F., and P.C. Neijens. 2006. Audience experiences of media context and embedded advertising – a comparison of eight media. International Journal of Market Research 48, no. 1: 81–100.
   Web of Science ®Google Scholar
• Bucher, T. 2012. Want to be on the top? Algorithmic power and the threat of invisibility on Facebook. New Media and Society 14, no. 7: 1164–80.
   Web of Science ®Google Scholar
• Buschow, C., B. Schneider, and S. Ueberheide. 2014. Tweeting television: Exploring communication activities on Twitter while watching TV. Communications: The European Journal of Communication Research 39, no. 2: 129–49.
   Web of Science ®Google Scholar
• Chang, Y., and E. Thorson. 2004. Television and web advertising synergies. Journal of Advertising 33, no. 2: 75–84.
   Web of Science ®Google Scholar
• Chang, Y.-T., H. Yu, and H.P. Lu. 2015. Persuasive messages, popularity cohesion, and message diffusion in social media marketing. Journal of Business Research 68, no. 4: 777–82.
   Web of Science ®Google Scholar
• Danaher, P.J., and J.R. Rossiter. 2011. Comparing perceptions of marketing communication channels. European Journal of Marketing 45, no. 1/2: 6–42.
   Web of Science ®Google Scholar
• Davenport, S.W., S.M. Bergman, J.Z. Bergman, and M.E. Fearrington. 2014. Twitter versus Facebook: Exploring the role of narcissism in the motives and usage of different social media platforms. Computers in Human Behavior 32, no.1: 212–20.
   Web of Science ®Google Scholar
• De Boef, S., and L. Keele. 2008. Taking time seriously. American Journal of Political Science 52, no. 1: 184–200.
   Web of Science ®Google Scholar
• De Vries, L., S. Gensler, and P.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, no. 2: 83–91.
   Web of Science ®Google Scholar
• Dijkstra, M. 2002. An experimental investigation of synergy effects in multiple-media advertising campaigns. PhD diss., University of Tilburg, The Netherlands.
   Google Scholar
• Dijkstra, M., H.E. Buijtels, and W.F. van Raaij. 2005. Separate and joint effects of medium type on consumer responses: A comparison of television, print, and the internet. Journal of Business Research 58, no. 3: 377–86.
   Web of Science ®Google Scholar
• Edell, J.A., and K.L. Keller. 1989. The information processing of coordinated media campaigns. Journal of Marketing Research 26: 149–63.
   Web of Science ®Google Scholar
• Eisingerich, A.B., S. Auh, and O. Merlo. 2014. Acta non verba? The role of customer participation and word of mouth in the relationship between service firms’ customer satisfaction and sales performance. Journal of Service Research 17, no. 1: 40–53.
   Web of Science ®Google Scholar
• Eisingerich, A.B., H.H. Chun, Y. Liu, H.M. Jia, and S.J. Bell. 2015. Why recommend a brand face-to-face but not on Facebook? How word-of-mouth on online social sites differs from traditional word-of-mouth. Journal of Consumer Psychology 25, no. 1: 120–8.
   Web of Science ®Google Scholar
• Escalas, J.E., and J.R. Bettman. 2003. You are what they eat: The influence of reference groups on consumers’ connections to brands. Journal of Consumer Psychology 13, no. 3: 339–48.
   Web of Science ®Google Scholar
• Facebook. 2017. Insights export. https://www.facebook.com/help/285625061456389?helpref=uf_permalink ( accessed July 19, 2017).
   Google Scholar
• Fulgoni, G., and A. Lipsman. 2014. Numbers, please: Digital game changers: How social media will help usher in the era of mobile and multi-platform campaign-effectiveness measurement. Journal of Advertising Research 54, no. 1: 11–6.
   Web of Science ®Google Scholar
• Gibson, L.D. 1996. What can one TV exposure do? Journal of Advertising Research 36, no. 2: 9–18.
   Web of Science ®Google Scholar
• Havlena, W., R. Cardarelli, and M. de Montigny. 2007. Quantifying the isolated and synergistic effects of exposure frequency for TV, print, and internet advertising. Journal of Advertising Research 47, no. 3: 215–21.
   Web of Science ®Google Scholar
• Hollenbeck, C.R., and A.M. Kaikati. 2012. Consumers’ use of brands to reflect their actual and ideal selves on Facebook. International Journal of Research in Marketing 29, no. 4: 395–405.
   Web of Science ®Google Scholar
• Hollebeek, L.D., M.S. Glynn, and R.J. Brodie. 2014. Consumer brand engagement in social media: Conceptualization, scale development and validation. Journal of Interactive Marketing 28, no. 2: 149–65.
   Web of Science ®Google Scholar
• Joo, M., K.C. Wilbur, B. Cowgill, and Y. Zhu. 2014. Television advertising and online search. Management Science 60, no. 1: 56–73.
   Web of Science ®Google Scholar
• Kanso, A.M., and R.A. Nelson. 2004. Internet and magazine advertising: Integrated partnerships or not? Journal of Advertising Research 44, no. 4: 317–26.
   Web of Science ®Google Scholar
• Klapdor, S., E. Anderl, J.H. Schumann, and F. von Wangenheim. 2015. How to use multichannel behavior to predict online conversions. Journal of Advertising Research 55, no. 4: 433–42.
   Web of Science ®Google Scholar
• Kollewe, J. 2017. Google and Facebook bring in one-fifth of global ad revenue. The Guardian. https://www.theguardian.com/media/2017/may/02/google-and-facebook-bring-in-one-fifth-of-global-ad-revenue ( accessed December 12, 2017).
   Google Scholar
• Krämer, N.C., S. Winter, B. Benninghoff, and C. Gallus. 2015. How “social” is Social TV? The influence of social motives and expected outcomes on the usage of Social TV applications. Computers in Human Behavior 51: 255–62.
   Web of Science ®Google Scholar
• Kumar, V., J.-W.B. Choi, and M. Greene. 2017. Synergistic effects of social media and traditional marketing on brand sales: Capturing the time-varying effects. Journal of the Academy of Marketing Science 45, no. 2: 268–88.
   Web of Science ®Google Scholar
• Lapinski M.K. and R.N. Rimal. 2005. An explication of social norms. Communication Theory 15, no. 2: 127–47.
   Web of Science ®Google Scholar
• Laroche, M., I. Kiani, N. Economakis, and M.-O. Richard. 2013. Effects of multi-channel marketing on consumers' online search behavior. Journal of Advertising Research 53, no. 4: 431–43.
   Web of Science ®Google Scholar
• MacKenzie, S.B. 1986. The role of attention in mediating the effect of advertising on attribute importance. Journal of Consumer Research 13: 174–95.
   Web of Science ®Google Scholar
• Malthouse, E.C., B.J. Calder, and A. Tamhane. 2007. The effects of media context experiences on advertising effectiveness. Journal of Advertising 36, no. 3: 7–18.
   Web of Science ®Google Scholar
• Muntinga, D.G., M. Moorman, and E.G. Smit. 2011. Introducing COBRAs: Exploring motivations for brand-related social media use. International Journal of Advertising 30, no. 1: 13–46.
   Web of Science ®Google Scholar
• Nagy, J., and A. Midha. 2014. The value of earned audiences: How social interactions amplify TV impact: What programmers and advertisers can gain from earned social impressions. Journal of Advertising Research 54, no. 4: 448–53.
   Web of Science ®Google Scholar
• Naik, P.A., and K. Peters. 2009. A hierarchical marketing communications model of online and offline media synergies. Journal of Interactive Marketing 23, no. 4: 288–99.
   Web of Science ®Google Scholar
• Naik, P.A., and K. Raman. 2003. Understanding the impact of synergy in multimedia communications. Journal of Marketing Research 40, no. 4: 375–88.
   Web of Science ®Google Scholar
• Neijens, P.C., and H.A.M. Voorveld. 2015. Cross-platform advertising: Current practices and issues for the future. Journal of Advertising Research 55, no. 4: 362–67.
   Web of Science ®Google Scholar
• Newman J.W, and R. Staelin. 1973. Information sources for durable goods. Journal of Advertising Research 13, no. 2:19–29.
   Web of Science ®Google Scholar
• Olbrich, R., and C.D. Schultz. 2014. Multichannel advertising: Does print advertising affect search engine advertising? European Journal of Marketing 48, no. 9/10: 1731–56.
   Web of Science ®Google Scholar
• Peterson, P. 2014. Advertisers shake off Facebook's latest reach cuts. Adage. http://adage.com/article/digital/advertisers-shake-facebook-s-latest-reach-cuts/295913 ( accessed July 19, 2017).
   Google Scholar
• Pfeiffer, M., and M. Zinnbauer. 2010. Can old media enhance new media? Journal of Advertising Research 50, no. 1: 42–9.
   Web of Science ®Google Scholar
• Romaniuk, J., V. Beal, and M. Uncles. 2013. Achieving reach in a multi-media environment: How a marketer's first step provides the direction for the second. Journal of Advertising Research 53, no. 2:221–30.
   Web of Science ®Google Scholar
• Rossiter, J.R., and S. Bellman. 1999. A proposed model for explaining and measuring web ad effectiveness. Journal of Current Issues & Research in Advertising 21, no. 1: 13–31.
   Google Scholar
• Scheinbaum, A.C. 2016. Digital engagement: Opportunities and risks for sponsors. Journal of Advertising Research 56, no. 4: 341–45.
   Web of Science ®Google Scholar
• Schumann, D.W., R.E. Petty, and D.S. Clemons. 1990. Predicting the effectiveness of different strategies of advertising variation: A test of the repetition-variation hypotheses. Journal of Consumer Research 17: 192–202.
   Web of Science ®Google Scholar
• Segijn, C.M., H.A.M. Voorveld, and E.G. Smit. 2016. The underlying mechanisms of multiscreening effects. Journal of Advertising 45, no. 4: 391–402.
   Web of Science ®Google Scholar
• Snyder, J., and M. Garcia-Garcia. 2016. Advertising across platforms: Conditions for multimedia campaigns: A method for determining optimal media investment and creative strategies across platforms. Journal of Advertising Research 56, no. 4:352–67.
   Web of Science ®Google Scholar
• Spotts, H.E., S.C. Purvis, and S. Patnaik. 2014. How digital conversations reinforce Super Bowl advertising. Journal of Advertising Research 54, no. 4: 454–68.
   Web of Science ®Google Scholar
• Srinivasan, S., O.J. Rutz, and K. Pauwels. 2016. Paths to and off purchase: Quantifying the impact of traditional marketing and online consumer activity. Journal of the Academy of Marketing Science 44, no. 4: 440–53.
   Web of Science ®Google Scholar
• Stammerjohan, C., C.M. Wood, Y. Chang, and E. Thorson. 2005. An empirical investigation of the interaction between publicity, advertising, and previous brand attitudes and knowledge. Journal of Advertising 34, no. 4: 55–67.
   Web of Science ®Google Scholar
• Steele, A., D. Jacobs, C. Siefert, R. Rule, B. Levine, and C.D. Marci. 2013. Leveraging synergy and emotion in a multi-platform world. Journal of Advertising Research 53, no. 4: 417–30.
   Web of Science ®Google Scholar
• Stewart, K., and I. Cunningham. 2017. Examining consumers' multiplatform usage and its contribution to their trust in advertising. Journal of Advertising Research 57, no. 1: JAR–2017.
   Google Scholar
• Stokburger-Sauer, N., S. Ratneshwar, and S. Sen. 2012. Drivers of consumer–brand identification. International Journal of Research in Marketing 29, no. 4: 406–18.
   Web of Science ®Google Scholar
• Tavassoli, N.T. 1998. Language in multimedia: Interaction of spoken and written information. Journal of Consumer Research 25, no. 1: 26–37.
   Web of Science ®Google Scholar
• Taylor, J., R. Kennedy, C. McDonald, L. Larguinat, Y.E. Ouarzazi, and N. Haddad. 2013. Is the multi-platform whole more powerful than its separate parts? Journal of Advertising Research 53, no. 2: 200–11.
   Web of Science ®Google Scholar
• Unnava, H.R., and R.E. Burnkrant. 1991. Effects of repeating varied ad executions or brand name memory. Journal of Marketing Research 28: 406–16.
   Web of Science ®Google Scholar
• Vandeberg, L., J.M.J. Murre, H.A.M. Voorveld, and E.G. Smit. 2015. Dissociating explicit and implicit effects of cross-media advertising. International Journal of Advertising 34, no. 5: 744–64.
   Web of Science ®Google Scholar
• Voorveld, H.A.M., P.C. Neijens, and E.G. Smit. 2011. Opening the black box: Understanding cross-media effects. Journal of Marketing Communications 17, no. 2: 69–85.
   Google Scholar
• Voorveld, H.A.M, and S.M.F. Valkenburg. 2015. The fit factor: The role of fit between ads in understanding cross-media synergy. Journal of Advertising 44, no. 3: 185–95.
   Web of Science ®Google Scholar
• Voorveld, H.A.M, and M. van der Goot. 2013. Age differences in media multitasking: A diary study. Journal of Broadcasting & Electronic Media 57, no. 3: 392–408.
   Web of Science ®Google Scholar
• Voorveld, H.A.M., and G. van Noort. 2014. Social media in advertising campaigns: Examining the effects on perceived persuasive intent, campaign and brand responses. Journal of Creative Communications 9, no. 3: 253–68.
   Google Scholar
• Voorveld, H.A.M., E.G. Smit, P.C. Neijens, and A.E. Bronner. 2016. Consumers' cross-channel use in online and offline purchases. Journal of Advertising Research 56, no. 4:385–400.
   Web of Science ®Google Scholar
• Voorveld, H.A.M., G. van Noort, D.G. Muntinga, and F. Bronner. 2018. Engagement with social media and social media advertising: The differentiating role of platform type. Journal of Advertising. 47, no. 1: 38–54
   Web of Science ®Google Scholar
• Vries, N.J.D., and J. Carlson. 2014. Examining the drivers and brand performance implications of customer engagement with brands in the social media environment. Journal of Brand Management 21, no. 6: 495–15.
   Google Scholar
• Wallace, E., I. Buil, L. de Chernatony, and M. Hogan. 2014. Who “likes” you…and why? A typology of Facebook fans: From “fan”-atics and self- expressives to utilitarians and authentics. Journal of Advertising Research 54, no. 1: 92–109
   Web of Science ®Google Scholar
• Waterloo, S.F., S.E. Baumgartner, J. Peter, and P.M. Valkenburg. Forthcoming. Norms of online expressions of emotion: Comparing Facebook, Twitter, Instagram, and WhatsApp. New Media & Society.
   Web of Science ®Google Scholar
• Wilson, S.E., and D.M. Butler. 2007. A lot more to do: The sensitivity of time-series cross-section analyses to simple alternative specifications. Political Analysis 15, no. 2:101–23.
   Web of Science ®Google Scholar
• Yaveroglu, I., and N. Donthu. 2008. Advertising repetition and placement issues in on-line environments. Journal of Advertising 37, no. 2:31–44.
   Web of Science ®Google Scholar
• Yeykelis, L., J.J. Cummings, and B. Reeves. 2014. Multitasking on a single device: Arousal and the frequency, anticipation, and prediction of switching between media content on a computer. Journal of Communication 64, no. 1: 167–92.
   PubMed Web of Science ®Google Scholar
• Yuki, T. 2015. What makes brands’ social content shareable on Facebook? Journal of Advertising Research 55, no. 4: 458–70.
   Web of Science ®Google Scholar
• Zhu, Y.Q., and H.G. Chen. 2015. Social media and human need satisfaction: Implications for social media marketing. Business Horizons 58, no. 3: 335–45.
   Web of Science ®Google Scholar