5,751
Views
33
CrossRef citations to date
0
Altmetric
Articles

Are they being authentic? The effects of self-disclosure and message sidedness on sponsored post effectiveness

ORCID Icon & ORCID Icon
Pages 30-53 | Received 29 Nov 2020, Accepted 18 Sep 2021, Published online: 11 Oct 2021

References

  • Abidin, C., and M.L. Brown, eds. 2018. Microcelebrity around the globe. Bingley, UK: Emerald.
  • Altman, I., and D. Taylor. 1973. Social penetration: the development of interpersonal relationships. New York, NY: Holt.
  • Arbouw, P., P.W. Ballantine, and L.K. Ozanne. 2019. Sustainable Brand image: an examination of ad–Brand incongruence. Marketing Intelligence & Planning 37, no. 5: 513–26.
  • Baker, W., J.W. Hutchinson, D. Moore, and P. Nedungadi. 1986. Brand familiarity and advertising: Effects on the evoked set and Brand preference. Advances in Consumer Research 13: 637–42.
  • Ballantine, P.W., and B.A. Martin. 2005. Forming parasocial relationships in online communities. In Advances in consumer research (vol. 32), ed. G. Menon and A.R. Rao, 197–201. Duluth, MN: Association for Consumer Research.
  • Bazarova, N.N., and Y.H. Choi. 2014. Self-Disclosure in social media: Extending the functional approach to disclosure motivations and characteristics on social network sites. Journal of Communication 64, no. 4: 635–57.
  • Becker, M., N. Wiegand, and W.J. Reinartz. 2019. Does it pay to be real? Understanding authenticity in TV advertising. Journal of Marketing 83, no. 1: 24–50.
  • Bickart, B., S. Kim, S. Pai, and F. Brunel. 2015. How social media influencers build a brand following by sharing secrets. In Strong brands, strong relationships, ed. S. Fournier, M. Breazeale, and J. Avery, 172–184. New York, NY: Routledge.
  • Braatz, L.A. 2017. #Influencer marketing on Instagram: Consumer responses towards promotional posts: The effects of message sidedness. MSc thesis, University of Twente.
  • Bruner, G.C., P.J. Hensel, and K.E. James. 2001. Marketing scales handbook: a compilation of Multi-Item measures. Vol. 3. Chicago, IL: American Marketing Association.
  • Casaló, L.V., C. Flavián, and S. Ibáñez-Sánchez. 2020. Influencers on Instagram: Antecedents and consequences of opinion leadership. Journal of Business Research 117: 510–9.
  • Chapple, C., and F. Cownie. 2017. An investigation into viewers’ trust in and response towards disclosed paid-for-endorsements by YouTube lifestyle vloggers. Journal of Promotional Communications 5: 110–36.
  • Cho, C.-H. 1999. How advertising works on the WWW: Modified elaboration likelihood model. Journal of Current Issues & Research in Advertising 21, no. 1: 34–50.
  • Choi, S.M., and N.J. Rifon. 2002. Antecedents and consequences of web advertising credibility: a study of consumer response to banner ads. Journal of Interactive Advertising 3, no. 1: 12–24.
  • Chung, S., and H. Cho. 2017. Fostering parasocial relationships with celebrities on social media: Implications for celebrity endorsement. Psychology & Marketing 34, no. 4: 481–95.
  • Constine, J. 2018. Instagram hits 1 billion monthly users, up from 800M in September. TechCrunch. https://techcrunch.com/2018/06/20/instagram-1-billion-users/
  • Crowley, A.E., and W.D. Hoyer. 1994. An integrative framework for understanding two-sided persuasion. Journal of Consumer Research 20, no. 4: 561–74.
  • Daniel, E.S., Jr., E.C. Crawford Jackson, and D.K. Westerman. 2018. The influence of social media influencers: Understanding online vaping communities and parasocial interaction through the lens of Taylor’s six-segment strategy wheel. Journal of Interactive Advertising 18, no. 2: 96–109.
  • De Veirman, M., V. Cauberghe, and L. Hudders. 2017. Marketing through Instagram influencers: the impact of number of followers and product divergence on Brand attitude. International Journal of Advertising 36, no. 5: 798–828.
  • De Veirman, M., and L. Hudders. 2020. Disclosing sponsored Instagram posts: the role of material connection with the Brand and message-sidedness when disclosing covert advertising. International Journal of Advertising 39, no. 1: 94–130.
  • Djafarova, E., and C. Rushworth. 2017. Exploring the credibility of online celebrities’ Instagram profiles in influencing the purchase decisions of young female users. Computers in Human Behavior 68: 1–7.
  • Djafarova, E., and O. Trofimenko. 2019. Instafamous’ – credibility and self-presentation of micro-celebrities on social media. Information, Communication & Society 22, no. 10: 1432–46.
  • Dragomir, M. 2018. Media influence matrix: Slovakia. Budapest, Hungary: CEU Center for Media, Data and Society. https://cmds.ceu.edu/sites/cmcs.ceu.hu/files/attachment/basicpage/1323/mimreportslovakiagovernmentregulation_3.pdf
  • Duffy, B.E., and E. Hund. 2019. Gendered visibility on social media: Navigating Instagram’s authenticity bind. International Journal of Communication 13: 4983–5002.
  • Eckler, P., and P. Bolls. 2011. Spreading the virus: Emotional tone of viral advertising and its effect on forwarding intentions and attitudes. Journal of Interactive Advertising 11, no. 2: 1–11.
  • Eisend, M. 2006. Two-sided advertising: a Meta-analysis. International Journal of Research in Marketing 23, no. 2: 187–98.
  • Eisend, M. 2007. Understanding two‐sided persuasion: an empirical assessment of theoretical approaches. Psychology and Marketing 24, no. 7: 615–40.
  • Eisend, M., K. Hahn, and P. Schuchert-Güler. 2004. Effects of consumer’s prior awareness and marketer’s voluntariness of negative disclosures in two-sided messages. Paper presented at the 34th EMAC Conference of the European Marketing Academy. Milan, Italy.
  • Erkan, I., and C. Evans. 2016. The influence of eWOM in social media on consumers’ purchase intentions: an extended approach to information adoption. Computers in Human Behavior 61: 47–55.
  • Evans, N.J., J. Phua, J. Lim, and H. Jun. 2017. Disclosing Instagram influencer advertising: the effects of disclosure language on advertising recognition, attitudes, and behavioral intent. Journal of Interactive Advertising 17, no. 2: 138–49.
  • Ferchaud, A., J. Grzeslo, S. Orme, and J. LaGroue. 2018. Parasocial attributes and YouTube personalities: Exploring content trends across the most subscribed YouTube channels. Computers in Human Behavior 80: 88–96.
  • Fietkiewicz, K.J., I. Dorsch, K. Scheibe, F. Zimmer, and W.G. Stock. 2018. Dreaming of stardom and money: Micro-Celebrities and influencers on live streaming services. In SCSM 2018: Social computing and social media, user experience and behavior, ed. G. Meiselwitz, 240–253. Berlin: Springer.
  • Flanagin, A.J., S. Winter, and M.J. Metzger. 2020. Making sense of credibility in complex information environments: the role of message sidedness, information source, and thinking styles in credibility evaluation online. Information, Communication & Society 23, no. 7: 1038–56.
  • Gannon, V., and A. Prothero. 2016. Beauty blogger selfies as authenticating practices. European Journal of Marketing 50, no. 9/10: 1858–78.
  • Golden, L.L., and M.I. Alpert. 1987. Comparative analysis of the relative effectiveness of one-and two-sided communication for contrasting products. Journal of Advertising 16, no. 1: 18–68.
  • Greer, J.D. 2003. Evaluating the credibility of online information: a test of source and advertising influence. Mass Communication and Society 6, no. 1: 11–28.
  • Guttmann, A. 2020. Annual Instagram advertising revenues in the United States from 2018 to 2021. Statista. https://www.statista.com/statistics/1104447/instagram-ad-revenues-usa/
  • Hayes, A.F. 2018. Introduction to mediation, moderation, and conditional process analysis: a regression-based approach. 2nd ed. New York, NY: Guilford Press.
  • Hennig-Thurau, T., K.P. Gwinner, G. Walsh, and D.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, no. 1: 38–52.
  • Horton, D., and R.R. Wohl. 1956. Mass communication and Para-social interaction: Observations on intimacy at a distance. Psychiatry 19, no. 3: 215–29.
  • Hudders, L., S. De Jans, and M. De Veirman. 2021. The commercialization of social media stars: a literature review and conceptual framework on the strategic use of social media influencers. International Journal of Advertising 40, no. 3: 327–75.
  • Hwang, Y., and S.-H. Jeong. 2016. This is a sponsored blog post, but all opinions are my own’: the effects of sponsorship disclosure on responses to sponsored blog posts. Computers in Human Behavior 62: 528–35.
  • Jain, S.P., and S.S. Posavac. 2001. Prepurchase attribute verifiability, source credibility, and persuasion. Journal of Consumer Psychology 11, no. 3: 169–80.
  • Jourard, S.M. 1971. Self-disclosure: An experimental analysis of the transparent self. New York, NY: Wiley.
  • Jun, S., and J. Yi. 2020. What makes followers loyal? The role of influencer interactivity in building influencer Brand equity. Journal of Product & Brand Management 29, no. 6: 803–14.
  • Kamins, M.A. 1990. An investigation into the “match-up” hypothesis in celebrity advertising: When beauty may be only skin deep. Journal of Advertising 19, no.1: 4–13.
  • Kees, J.C., Berry, S. Burton, and K. Sheehan. 2017. An analysis of data quality: Professional panels, student subject pools, and Amazon’s mechanical turk. Journal of Advertising 46, no. 1: 141–55.
  • Kelley, H.H. 1973. The processes of causal attribution. American Psychologist 28, no. 2: 107–28.
  • Kim, H. 2021. Keeping up with influencers: exploring the impact of social presence and parasocial interactions on Instagram. International Journal of Advertising: 1–21.
  • Kim, A.J., and E. Ko. 2012. Do social media marketing activities enhance customer equity? An empirical study of luxury fashion Brand. Journal of Business Research 65, no. 10: 1480–6.
  • Konstantopoulou, A., I. Rizomyliotis, K. Konstantoulaki, and R. Badahdah. 2019. Improving SMEs’ competitiveness with the use of Instagram influencer advertising and eWOM. International Journal of Organizational Analysis 27, no. 2: 308–21.
  • Kunst, A. 2019. Relevance of influencers on purchase decisions by product category in the U.S. 2017. Statista. https://www.statista.com/forecasts/805883/relevance-of-influencers-on-purchase-decisions-by-product-category-in-the-us
  • Ledbetter, A.M., and S.M. Redd. 2016. Celebrity credibility on social media: a conditional process analysis of online self-disclosure attitude as a moderator of posting frequency and parasocial interaction. Western Journal of Communication 80, no. 5: 601–18.
  • Lee, D.H., S. Im, and C.R. Taylor. 2008. Voluntary self‐disclosure of information on the internet: a multimethod study of the motivations and consequences of disclosing information on blogs. Psychology and Marketing 25, no. 7: 692–710.
  • Lee, J.E., and B. Watkins. 2016. YouTube vloggers’ influence on consumer luxury Brand perceptions and intentions. Journal of Business Research 69, no. 12: 5753–60.
  • Lin, R., and S. Utz. 2017. Self-disclosure on SNS: Do disclosure intimacy and narrativity influence interpersonal closeness and social attraction? Computers in Human Behavior 70: 426–36.
  • Liu, M.T., Y. Liu, and L.L. Zhang. 2019. Vlog and Brand evaluations: the influence of parasocial interaction. Asia Pacific Journal of Marketing and Logistics 31, no. 2: 419–36.
  • Lou, C., S.-S. Tan, and X. Chen. 2019. Investigating consumer engagement with influencer- vs. brand-promoted ads: the roles of source and disclosure. Journal of Interactive Advertising 19, no. 3: 169–86.
  • Lou, C., and S. Yuan. 2019. Influencer marketing: How message value and credibility affect consumer trust of branded content on social media. Journal of Interactive Advertising 19, no. 1: 58–73.
  • Lu, L.-C., W.-P. Chang, and H.-H. Chang. 2014. Consumer attitudes toward blogger’s sponsored recommendations and purchase intention: the effect of sponsorship type, product type, and Brand awareness. Computers in Human Behavior 34: 258–66.
  • Malik, A., K. Hiekkanen, A. Dhir, and M. Nieminen. 2016. Impact of privacy, trust and user activity on intentions to share Facebook photos. Journal of Information, Communication and Ethics in Society 14, no. 4: 364–82.
  • Marwick, A. 2015. You may know me from YouTube: (Micro-)Celebrity in social media. In A companion to celebrity, ed. P.D. Marshall and S. Redmond, 333–350. New York, NY, USA: Wiley.
  • Marwick, A., and D Boyd. 2011. To see and be seen: Celebrity practice on twitter. Convergence: The International Journal of Research into New Media Technologies 17, no. 2: 139–58.
  • McCracken, G. 1989. Who is the celebrity endorser? Cultural foundations of the endorsement process. Journal of Consumer Research 16, no. 3: 310–21.
  • McGuire, W.J. 1985. Attitudes and attitude change. In The handbook of social psychology, ed. G. Lindzey and E. Aronson, 233–346. New York, NY: Random House.
  • Moulard, J.G., C.P. Garrity, and D.H. Rice. 2015. What makes a human Brand authentic? Identifying the antecedents of celebrity authenticity. Psychology & Marketing 32, no. 2: 173–86.
  • Nan, X. 2013. Perceived source credibility and advertising persuasiveness: an investigation of moderators and psychological processes. Journal of Current Issues & Research in Advertising 34, no. 2: 195–211.
  • Nan, X., and K. Heo. 2007. Consumer responses to corporate social responsibility (CSR) initiatives: Examining the role of Brand-cause fit in cause-related marketing. Journal of Advertising 36, no. 2: 63–74.
  • Ohanian, R. 1990. Construction and validation of a scale to measure celebrity endorsers’ perceived expertise, trustworthiness, and attractiveness. Journal of Advertising 19, no. 3: 39–52.
  • Ostroff, C. 2019. 10 beauty products Instagram made me buy and I’m not upset. Refinery29. https://www.refinery29.com/en-ca/instagram-beauty-products#slide-5
  • Park, H., and J. Lee. 2017. Do private and sexual pictures receive more likes on Instagram? In ICRISS 2017: 5th International Conference on Research and Innovation in Information Systems.
  • Petty, R.E., and J.T. Cacioppo. 1986. Message elaboration versus peripheral cues. In Communication and persuasion, 141–172. New York, NY: Springer.
  • Petty, R.E., and D.T. Wegener. 1998. Matching versus mismatching attitude functions: Implications for scrutiny of persuasive messages. Personality and Social Psychology Bulletin 24, no. 3: 227–40.
  • Phua, J., S.V. Jin, and J.J. Kim. 2017. Gratifications of using Facebook, Twitter, Instagram, or Snapchat to follow brands: the moderating effect of social comparison, trust, tie strength, and network homophily on Brand identification, Brand engagement, Brand commitment, and membership intention. Telematics and Informatics 34, no. 1: 412–24.
  • Pizzutti, C., K. Basso, and M. Albornoz. 2016. The effect of the discounted attribute importance in two-sided messages. European Journal of Marketing 50, no. 9/10: 1703–25.
  • Pöyry, E., M. Pelkonen, E. Naumanen, and S.-M. Laaksonen. 2019. A call for authenticity: Audience responses to social media influencer endorsements in strategic communication. International Journal of Strategic Communication 13, no. 4: 336–51.
  • Reinikainen, H., J. Munnukka, D. Maity, and V. Luoma-Aho. 2020. You really are a great big sister’–parasocial relationships, credibility, and the moderating role of audience comments in influencer marketing. Journal of Marketing Management 36, no. 3–4: 279–98.
  • Schouten, A.P., L. Janssen, and M. Verspaget. 2020. Celebrity vs. influencer endorsements in advertising: the role of identification, credibility, and product-endorser fit. International Journal of Advertising 39, no. 2: 258–81.
  • Schwemmer, C., and S. Ziewiecki. 2018. Social media sellout: the increasing role of product promotion on YouTube. Social Media + Society 4, no. 3: 13.
  • Shan, Y., K.-J. Chen, and J.-S.E. Lin. 2020. When social media influencers endorse brands: the effects of self-influencer congruence, parasocial identification, and perceived endorser motive. International Journal of Advertising 39, no. 5: 590–610.
  • Sokolova, K., and H. Kefi. 2020. Instagram and YouTube bloggers promote it, why should I buy? How credibility and parasocial interaction influence purchase intentions. Journal of Retailing and Consumer Services 53: 101742.
  • Stubb, C., and J. Colliander. 2019. This is not sponsored content” – the effects of impartiality disclosure and e-commerce landing pages on consumer responses to social media influencer posts. Computers in Human Behavior 98: 210–22.
  • Suh, J.C., and Y. Youjae. 2006. When Brand attitudes affect the customer satisfaction-loyalty relation: the moderating role of product involvement. Journal of Consumer Psychology 16, no. 2: 145–55.
  • Swant, M. 2016. Twitter says users now trust influencers nearly as much as their friends. Adweek. https://www.adweek.com/digital/twitter-says-users-now-trust-influencers-nearly-much-their-friends-171367/
  • Taher, A. 2019. Instagram: Key global statistics 2019. Digimind. https://blog.digimind.com/en/trends/instagram-key-global-figures-2019
  • Tankovska, H. 2021. Percentage of U.S. population who currently use any social media from 2008 to 2021. Statista. https://www.statista.com/statistics/273476/percentage-of-us-population-with-a-social-network-profile/
  • Taylor, C.R. 2020. The urgent need for more research on influencer marketing. International Journal of Advertising 39, no. 7: 889–91.
  • Tormala, Z.L., P. Briñol, and R.E. Petty. 2006. When credibility attacks: the reverse impact of source credibility on persuasion. Journal of Experimental Social Psychology 42, no. 5: 684–91.
  • Tormala, Z.L., and R.E. Petty. 2004. Source credibility and attitude certainty: a metacognitive analysis of resistance to persuasion. Journal of Consumer Psychology 14, no. 4: 427–42.
  • Uribe, R., C. Buzeta, and M. Velásquez. 2016. Sidedness, commercial intent and expertise in blog advertising. Journal of Business Research 69, no. 10: 4403–10.
  • Van Norel, N.D., P.A.M. Kommers, J.J. Van Hoof, and J.W.M. Verhoeven. 2014. Damaged corporate reputation: Can celebrity tweets repair it? Computers in Human Behavior 36: 308–15.
  • Voorveld, H.A.M. 2019. Brand communication in social media: a research agenda. Journal of Advertising 48, no. 1: 14–26.
  • Wang, E.S.T., and F.T. Hu. 2021. Influence of self-disclosure of internet celebrities on normative commitment: the mediating role of Para-social interaction. Journal of Research in Interactive Marketing.
  • Warrington, P., and S. Shim. 2000. An empirical investigation of the relationship between product involvement and Brand commitment. Psychology and Marketing 17, no. 9: 761–82.
  • Winter, S., and N.C. Krämer. 2012. Selecting science information in web 2.0: How source cues, message sidedness, and need for cognition influence users’ exposure to blog posts. Journal of Computer-Mediated Communication 18, no. 1: 80–96.
  • Zaichkowsky, J.L. 1987. The emotional affect of product involvement. Advances in Consumer Research 14: 32–55.

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.