How to strategically disclose sponsored content on Instagram? The synergy effects of two types of sponsorship disclosures in influencer marketing

References

• Abzari, M., R. A. Ghassemi, and L. N. Vosta. 2014. Analysing the effect of social media on Brand attitude and purchase intention: the case of Iran Khodro Company. Procedia - Social and Behavioral Sciences 143: 822–6.
   Google Scholar
• Allen, M. 1991. Meta-analysis comparing the persuasiveness of one-sided and two-sided messages. Western Journal of Speech Communication 55, no. 4: 390–404.
   Google Scholar
• Amazeen, M. A, and B. W. Wojdynski. 2019. Reducing native advertising deception: Revisiting the antecedents and consequences of persuasion knowledge in digital news contexts. Mass Communication and Society 22, no. 2: 222–47.
   Web of Science ®Google Scholar
• Baek, W. Y., K. K. Byon, Y. H. Choi, and C. W. Park. 2017. Millennial consumers’ perception of sportswear Brand globalness impacts purchase intention in cause-related product marketing. Social Behavior and Personality: An International Journal 45, no. 8: 1319–35.
   Web of Science ®Google Scholar
• Benlian, A, and T. Hess. 2011. The signaling role of IT features in influencing trust and participation in online communities. International Journal of Electronic Commerce 15, no. 4: 7–56.
   Web of Science ®Google Scholar
• Boerman, S. C, and C. M. Müller. 2022. Understanding which cues people use to identify influencer marketing on instagram: an eye tracking study and experiment. International Journal of Advertising 41, no. 1: 6–29.
   Web of Science ®Google Scholar
• Campbell, C, and N. J. Evans. 2018. The role of a companion banner and sponsorship transparency in recognizing and evaluating article-style native advertising. Journal of Interactive Marketing 43: 17–32.
   Web of Science ®Google Scholar
• Campbell, M. C, and A. Kirmani. 2000. Consumers’ use of persuasion knowledge: the effects of accessibility and cognitive capacity on perceptions of an influence agent. Journal of Consumer Research 27, no. 1: 69–83.
   Web of Science ®Google Scholar
• Chang, C. 2013. Imagery fluency and narrative advertising effects. Journal of Advertising 42, no. 1: 54–68.
   Web of Science ®Google Scholar
• Cheung, C. M., B. S. Xiao, and I. L. Liu. 2014. Do actions speak louder than voices? The signaling role of social information cues in influencing consumer purchase decisions. Decision Support Systems 65: 50–8.
   Web of Science ®Google Scholar
• Connelly, B. L., T. C. S, R. D. Ireland, and C. R. Reutzel. 2011. Signaling theory: a review and assessment. Journal of Management 37, no. 1: 39–67.
   Web of Science ®Google Scholar
• 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.
   Web of Science ®Google Scholar
• De Jans, S., V. Cauberghe, and L. Hudders. 2019. How an advertising disclosure alerts young adolescents to sponsored vlogs: the moderating role of a peer-based advertising literacy intervention through an informational vlog. Journal of Advertising 47, no. 4: 309–25.
   Web of Science ®Google Scholar
• De Jans, S, and L. Hudders. 2020. Disclosure of vlog advertising targeted to children. Journal of Interactive Marketing 52: 1–19.
   Web of Science ®Google Scholar
• 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.
   Web of Science ®Google Scholar
• Dimoka, A., Y. Hong, and P. A. Pavlou. 2012. On product uncertainty in online markets: Theory and evidence. MIS Quarterly 36, no. 2: 395–426.
   Web of Science ®Google Scholar
• Eisend, M. 2007. Understanding two-sided persuasion: an empirical assessment of theoretical approaches. Psychology and Marketing 24, no. 7: 615–40.
   Web of Science ®Google Scholar
• Escalas, J. E, and J. R. Bettman. 2017. Connecting with celebrities: How consumers appropriate celebrity meanings for a sense of belonging. Journal of Advertising 46, no. 2: 297–308.
   Web of Science ®Google Scholar
• Evans, N. J., B. W. Wojdynski, and M. Grubbs Hoy. 2019. How sponsorship transparency mitigates negative effects of advertising recognition. International Journal of Advertising 38, no. 3: 364–82.
   Web of Science ®Google Scholar
• Federal Trade Commission (FTC). 2017. FTC staff reminders influencers and brands to clearly disclosure relationship: Commission aims to improve disclosures in social media endorsements. Retrieved from https://www.ftc.gov/news-events/press-releases/2017/04/ftc-staff-reminds-celebritys-brands-clearly-disclose
   Google Scholar
• Federal Trade Commission (FTC). 2019. FTC releases advertising disclosures guidance for online influencers. Retrieved from: https://www.ftc.gov/news-events/press-releases/2019/11/ftc-releases-advertising-disclosures-guidance-online-influencers
   Google Scholar
• Folkvord, F., E. Roes, and K. Bevelander. 2020. Promoting healthy foods in the new digital era on instagram: an experimental study on the effect of a popular real versus fictitious fit influencer on Brand attitude and purchase intentions. BMC Public Health 20, no. 1: 1–8.
   PubMed Web of Science ®Google Scholar
• Forbes. 2020. Influencer marketing and FTC regulations. Retrieved from: https://www.forbes.com/sites/forbesagencycouncil/2020/12/02/influencer-marketing-and-ftc-regulations/?sh=3bcc27d51566
   Google Scholar
• Goldsmith, R. E., B. A. Lafferty, and S. J. Newell. 2000. The impact of corporate credibility and celebrity credibility on consumer reaction to advertisements and brands. Journal of Advertising 29, no. 3: 43–54.
   Web of Science ®Google Scholar
• Hair, J. F. 2010. Multivariate data analysis. New Jersey: Prentice Hall.
   Google Scholar
• Holiday, S., R. L. Densley, and M. S. Norman. 2020. Influencer marketing between mothers: the impact of disclosure and visual Brand promotion. Journal of Current Issues & Research in Advertising 42, no. 3: 236–257.
   Web of Science ®Google Scholar
• 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.
   Web of Science ®Google Scholar
• Kim, J, and H. Song. 2016. Celebrity’s self-disclosure on twitter and parasocial relationships: a mediating role of social presence. Computers in Human Behavior 62: 570–7.
   Web of Science ®Google Scholar
• Kirmani, A, and A. R. Rao. 2000. No pain, no gain: a critical review of the literature on signaling unobservable product quality. Journal of Marketing 64, no. 2: 66–79.
   Web of Science ®Google Scholar
• Kitchen, P. J., G. Kerr, D. E. Schultz, R. McColl, and H. Pals. 2014. The elaboration likelihood model: review, critique and research agenda. European Journal of Marketing 48, no. 11/12/: 2033–50. 12
   Web of Science ®Google Scholar
• Lee, J. A, and M. S. Eastin. 2020. I like what she’s# endorsing: the impact of female social media influencers’ perceived sincerity, consumer envy, and product type. Journal of Interactive Advertising 20, no. 1: 76–91.
   Google Scholar
• Lee, S. S, and B. K. Johnson. 2022. Are they being authentic? The effects of self-disclosure and message sidedness on sponsored post effectiveness. International Journal of Advertising 41, no. 1: 30–53.
   Web of Science ®Google Scholar
• Lou, C., Ma, W., and Feng, Y. 2020. A sponsorship disclosure is not enough? How advertising literacy intervention affects consumer reactions to sponsored influencer posts. Journal of Promotion Management 27, no. 2: 278–305.
   Google Scholar
• Lou, C. 2021. Social media influencers and followers: Theorization of a trans-parasocial relation and explication of its implications for influencer advertising. Journal of Advertising 51, no. 1: 4–18.
   Web of Science ®Google Scholar
• 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.
   Google Scholar
• Maclnnis, D. J., C. Moorman, and B. J. Jaworski. 1991. Enhancing and measuring consumers’ motivation, opportunity, and ability to process Brand information from ads. Journal of Marketing 55, no. 4: 32–53.
   Web of Science ®Google Scholar
• Martínez-López, F. J., R. Anaya-Sánchez, M. Fernández Giordano, and D. Lopez-Lopez. 2020. Behind influencer marketing: key marketing decisions and their effects on followers’ responses. Journal of Marketing Management 36, no. 7-8: 579–607.
   Web of Science ®Google Scholar
• Mavlanova, T., R. Benbunan-Fich, and G. Lang. 2016. The role of external and internal signals in E-commerce. Decision Support Systems 87: 59–68.
   Web of Science ®Google Scholar
• Mayer, R. C., J. H. Davis, and F. D. Schoorman. 1995. An integrative model of organizational trust. The Academy of Management Review 20, no. 3: 709–34.
   Web of Science ®Google Scholar
• Metzger, M. J. 2007. Making sense of credibility on the web: Models for evaluating online information and recommendations for future research. Journal of the American Society for Information Science and Technology 58, no. 13: 2078–91.
   Web of Science ®Google Scholar
• Munnukka, J., O. Uusitalo, and H. Toivonen. 2016. Credibility of a peer endorser and advertising effectiveness. Journal of Consumer Marketing 33, no. 3: 182–92.
   Web of Science ®Google Scholar
• O’Keefe, D. J. 1999. How to handle opposing arguments in persuasive messages: a Meta-analytic review of the effects of one-sided and two-sided messages. Annals of the International Communication Association 22, no. 1: 209–49.
   Google Scholar
• 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.
   Web of Science ®Google Scholar
• Oppenheimer, D. M. 2006. Consequences of erudite vernacular utilized irrespective of necessity: Problems with using long words needlessly. Applied Cognitive Psychology 20, no. 2: 139–56.
   Web of Science ®Google Scholar
• Petty, R. E., J. T. Cacioppo, and D. Schumann. 1983. Central and peripheral routes to advertising effectiveness: the moderating role of involvement. Journal of Consumer Research 10, no. 2: 135–46.
   Web of Science ®Google Scholar
• Pfeuffer, A, and J. Huh. 2021. Effects of different sponsorship disclosure message types on consumers’ trust and attitudes. International Journal of Advertising 40, no. 1: 49–80.
   Web of Science ®Google Scholar
• Pick, M. 2021. Psychological ownership in social media influencer marketing. European Business Review 33, no. 1: 1–22
   Web of Science ®Google Scholar
• Rubin, A. M, and M. M. Step. 2000. Impact of motivation, attraction, and parasocial interaction on talk radio listening. Journal of Broadcasting & Electronic Media 44, no. 4: 635–54.
   Web of Science ®Google Scholar
• 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.
   Web of Science ®Google Scholar
• Spence, M. 1973. Job Marketing Signaling. The Quarterly Journal of Economics 87, no. 3: 355–374.
   Google Scholar
• Stubb, C., A. G. Nyström, and J. Colliander. 2019. Influencer marketing: the impact of disclosing sponsorship compensation justification on sponsored content effectiveness. Journal of Communication Management 23, no. 2: 109–22.
   Web of Science ®Google Scholar
• Swaygroup. 2021. FTC Guidelines for Influencer Marketing. Retrieved from: https://swaygroup.com/ftc-guidelines-for-influencer-marketing-what-you-need-to-know/
   Google Scholar
• van Reijmersdal, E. A, and S. van Dam. 2020. How age and disclosures of sponsored influencer videos affect Adolescents’ Knowledge of Persuasion and Persuasion. Journal of Youth and Adolescence 49, no. 7: 1531–44.
   PubMed Web of Science ®Google Scholar
• Woodroof, P. J., K. M. Howie, H. A. Syrdal, and R. VanMeter. 2020. What’s done in the dark will be brought to the light: effects of influencer transparency on product efficacy and purchase intentions. Journal of Product & Brand Management 29, no. 5: 675–688.
   Web of Science ®Google Scholar
• Yuan, S, and C. Lou. 2020. How social media influencers foster relationships with followers: the roles of source credibility and fairness in parasocial relationship and product interest. Journal of Interactive Advertising 20, no. 2: 133–47.
   Google Scholar
• Zaichkowsky, J. L. 1985. Measuring the involvement construct. Journal of Consumer Research 12, no. 3: 341–52.
   Web of Science ®Google Scholar
• Zhang, H., H. Xu, and D. Gursoy. 2020. The effect of celebrity endorsement on destination Brand love: a comparison of previous visitors and potential tourists. Journal of Destination Marketing & Management 17: 100454–14.
   Web of Science ®Google Scholar