1,510
Views
7
CrossRef citations to date
0
Altmetric
Research Article

The Impact of Information Processing Styles and Persuasive Appeals on Consumers’ Engagement Intention Toward Social Media Video Ads

&

References

  • Albers-Miller, N. D., & Stafford, M. R. (1999). An international analysis of emotional and rational appeals in services vs. goods advertising. Journal of Consumer Marketing, 16(1), 42–57.
  • Aboulhosn, S. (2020, January 21). 18 Facebook Statistics every marketer should know in 2020. SproutSocial. https://sproutsocial.com/insights/facebook-stats-for-marketers/.
  • Alhabash, S., & McAlister, A. R. (2014). Redefining virality in less broad strokes: Predicting viral behavioral intentions from motivations and uses of Facebook and Twitter. New Media & Society, 17(8), 1317–1339.
  • Alhabash, S., McAlister, A. R., Lou, C., & Hagerstrom, A. (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(2), 82–96. https://doi.org/10.1080/15252019.2015.1071677
  • Association of National Advertisers. (2014). Infographics: 2014 ANA Social Media Content Development Survey. ANA. http://www.ana.net/miccontent/show/id/info-2014-ana-social-media-content-development-survey
  • Bagozzi, R. P., Gopinath, M., & Nyer, P. U. (1999). The role of emotions in marketing. Journal of the Academy of Marketing Science, 27(2), 184–206. https://doi.org/10.1177/0092070399272005
  • Bartsch, A., Appel, M., & Storch, D. (2010). Predicting emotions and meta-emotions at the movies: The role of the need for affect in audiences’ experience of horror and drama. Communication Research, 37(2), 167–190. https://doi.org/10.1177/0093650209356441
  • Berger, J., & Milkman, K. L. (2012). What makes online content viral? Journal of Marketing Research, 49(2), 192–205. https://doi.org/10.1509/jmr.10.0353
  • Bowden, J. L.-H. (2009). The process of customer engagement: A conceptual framework. Journal of Marketing Theory and Practice, 17(1), 63–74. https://doi.org/10.2753/MTP1069-6679170105
  • Brodie, R. J., Ilic, A., Juric, B., & Hollebeek, L. (2013). Consumer engagement in a virtual brand community: An exploratory analysis. Journal of Business Research, 66(1), 105–114. https://doi.org/10.1016/j.jbusres.2011.07.029
  • Bruke, M. C., & Edell, J. A. (1989). The impact of feelings on ad-based affect and cognition. Journal of Marketing Research, 26(1), 69–83.
  • Cacioppo, J. T., Petty, R. E., & Feng Kao, C. (1984). The efficient assessment of need for cognition. Journal of Personality Assessment, 48(3), 306–307. https://doi.org/10.1207/s15327752jpa4803_13
  • Cacioppo, J. T., & Petty, R. E. (1982). The need for cognition. Journal of Personality and Social Psychology, 42(1), 116–131. https://doi.org/10.1037/0022-3514.42.1.116
  • Cadet, F. T., Aaltonen, P. G., & Kavota, V. (2017). The advertisement value of transformational & informational appeal on company Facebook pages. Marketing Management Journal, 27(2), 116–130.
  • Chi, H.-H. (2011). Interactive digital advertising vs. virtual brand community: Exploratory study of user motivation and social media marketing responses in Taiwan. Journal of Interactive Advertising, 12(1), 44–61. https://doi.org/10.1080/15252019.2011.10722190
  • Choi, M., & Toma, C. L. (2014). Social sharing through interpersonal media: Patterns and effects on emotional well-being. Computers in Human Behavior, 36(7), 530–541. https://doi.org/10.1016/j.chb.2014.04.026
  • Choi, J., Taylor, C. R., & Lee, D.-H. (2017). Do resonant advertisements resonate with consumers?: The interaction of wordplay, regulatory focus, and need for cognition and its impact on persuasion. Journal of Advertising Research, 57(1), 82–93. https://doi.org/10.2501/JAR-2017-007
  • Chu, S.-C. (2011). Viral advertising in social media: Participation in Facebook groups and responses among college-aged users. Journal of Interactive Advertising, 12(1), 30–43. https://doi.org/10.1080/15252019.2011.10722189
  • Clow, K. E., & Baack, D. (2005). Advertising appeals. In R. E. Stevens, D. L. Loudon, K. E. Clow, & D. Baack (Eds.), Concise encyclopedia of advertising. Haworth Press.
  • Coursaris, C. K., van Osch, W., & Balogh, B. A. (2016). Informing brand messaging strategies via social media analytics. Online Information Review, 40(1), 6–24. https://doi.org/10.1108/OIR-02-2015-0062
  • Cummins, S., Peltier, J. W., Schibrowsky, J. A., & Nill, A. (2014). Consumer behavior in the online context. Journal of Research in Interactive Marketing, 8(3), 169–202. https://doi.org/10.1108/JRIM-04-2013-0019
  • Dobele, A., Toleman, D., & Beverland, M. (2005). Controlled infection! Spreading the brand message through viral marketing. Business Horizons, 48(2), 143–149. https://doi.org/10.1016/j.bushor.2004.10.011
  • Dobele, A., Lindgreen, A., Beverland, M., Vanhamme, J., & van Wijk, R. (2007). Why pass on viral messages? Because they connect emotionally. Business Horizons, 50(4), 291–304. https://doi.org/10.1016/j.bushor.2007.01.004
  • Eckler, P., & Bolls, P. (2011). Spreading the virus: Emotional tone of viral advertising and its effect on forwarding intentions and attitudes. Journal of Interactive Advertising, 11(2), 1–11. https://doi.org/10.1080/15252019.2011.10722180
  • Enso. (2016). 2016 Brand Vlaue Index. https://www.enso.co/wp-content/uploads/2018/09/WorldValueIndex_2016_enso-1.pdf
  • Fernandes, T., & Moreira, M. (2019). Consumer brand engagement, satisfaction and brand loyalty: a comparative study between functional and emotional brand relationships. Journal of Product & Brand Management, 28(2), 274–289.
  • Gluck, M. (2013). Digital Ad Engagement: An Industry Overview and Reconceptualization. Interactive Advertising Bureau. https://www.iab.com/wp-content/uploads/2015/05/IABAdEngagementWhitepaperDec2012FinalFinal.pdf
  • Gustafsson, A., Johnson, M. D., & Roos, I. (2005). The effects of customer satisfaction, relationship commitment dimensions, and triggers on customer retention. Journal of Marketing, 69(4), 210–218. https://doi.org/10.1509/jmkg.2005.69.4.210
  • Haddock, G., & Zanna, M. P. (1993). Predicting prejudicial attitudes: the importance of affect, cognition, and the feeling-belief dimension. Advances in Consumer Research, 20(1), 315–318.
  • Haddock, G., Maio, G. R., Arnold, K., & Huskinson, T. (2008). Should Persuasion be affective or cognitive? The moderating effects of need for affect and need for cognition. Personality & Social Psychology Bulletin, 34(6), 769–778. https://doi.org/10.1177/0146167208314871
  • Haugtvedt, C. P., & Petty, R. E. (1992). Personality and persuasion: Need for cognition moderates the persistence and resistance of attitude changes. Journal of Personality and Social Psychology, 63(2), 308–319. https://doi.org/10.1037/0022-3514.63.2.308
  • Haugtvedt, C. P., Petty, R. E., & Cacioppo, J. T. (1992). Need for cognition and advertising: Understanding the role of personality variables in consumer behavior. Journal of Consumer Psychology, 1(3), 239–360. https://doi.org/10.1016/S1057-7408(08)80038-1
  • Hayes, J. L., & King, K. W. (2014). The social exchange of viral ads: referral and coreferral of ads among college students. Journal of Interactive Advertising, 14(2), 98–109. https://doi.org/10.1080/15252019.2014.942473
  • Holbrook, M. B. (1978). Beyond attitude structure: Toward the informational determinants of attitude. Journal of Marketing Research, 15(4), 545–556. https://doi.org/10.1177/002224377801500404
  • Hollebeek, L. D., Glynn, M. S., & Brodie, R. J. (2014). Consumer brand engagement in social media: Conceptualization, scale development and validation. Journal of Interactive Marketing, 28(2), 149–165. https://doi.org/10.1016/j.intmar.2013.12.002
  • Hollebeek, L. D., & Macky, K. (2019). Digital content marketing's role in fostering consumer engagement, trust, and value: Framework, fundamental propositions, and implications. Journal of Interactive Marketing, 45(1), 27–41. https://doi.org/10.1016/j.intmar.2018.07.003
  • Jahn, B., & Kunz, W. (2012). How to transform consumers into fans of your brand. Journal of Service Management, 23(3), 344–361. https://doi.org/10.1108/09564231211248444
  • Kaynar, O., & Amichai-Hamburger, Y. (2008). The effects of need for cognition on Internet use revisited. Computers in Human Behavior, 24(2), 361–371. https://doi.org/10.1016/j.chb.2007.01.033
  • Khan, M. L. (2017). Social media engagement: What motivates user participation and consumption on YouTube? Computers in Human Behavior, 66(1), 236–247. https://doi.org/10.1016/j.chb.2016.09.024
  • Kim, T., Kim, H., & Kim, Y. (2019). How do brands' Facebook posts induce consumers’-word-of-mouth behavior?: Informational versus emotional message strategy: A computational analysis. Journal of Advertising Research, 59(4), 402–413. https://doi.org/10.2501/JAR-2019-027
  • Kotler, P., & Armstrong, G. (1994). Marketing: An introduction. Prentice-Hall.
  • Kulkarni, K. K., Kalro, A. D., & Sharma, D. (2020). The interaction effect of Ad appeal and need for cognition on consumers' intentions to share viral advertisements. Journal of Consumer Behaviour, 19(4), 327–338. https://doi.org/10.1002/cb.1809
  • Lang, P. J., Greenwald, M. K., Bradley, M. M., & Hamm, A. O. (1993). Looking at pictures: Affective, facial, visceral, and behavioral reactions. Psychophysiology, 30(3), 261–273. https://doi.org/10.1111/j.1469-8986.1993.tb03352.x
  • Laroche, M., Mohammad, R. H., & Richard, M.-O. (2013). To be or not to be in social media: How brand loyalty is affected by social media? International Journal of Information Management, 33(1), 76–82. https://doi.org/10.1016/j.ijinfomgt.2012.07.003
  • Liu-Thompkins, Y., & Rogerson, M. (2012). Rising to stardom: An empirical investigation of the diffusion of user-generated content. Journal of Interactive Marketing, 26(2), 71–82. https://doi.org/10.1016/j.intmar.2011.11.003
  • Locke, E. A., & Latham, G. P. (2002). Building a practically useful theory of goal setting and task motivation. A 35-year odyssey. The American Psychologist, 57(9), 705–717. https://doi.org/10.1037//0003-066x.57.9.705
  • Low, G. S., & Lamb, C. W. Jr. (2000). The measurement and dimensionality of brand associations. Journal of Product & Brand Management, 9(6), 350–370.
  • Mantel, S. P., & Kardes, F. R. (1999). The role of direction of comparison, attribute-based processing, and attitude-based processing in consumer preference. Journal of Consumer Research, 25(4), 335–352. https://doi.org/10.1086/209543
  • Maio, G. R., & Esses, V. M. (2001). The need for affect: Individual differences in the motivation to approach or avoid emotions. Journal of Personality, 69(4), 583–614. https://doi.org/10.1111/1467-6494.694156
  • Moore, D. J., Harris, W. D., & Chen, H. C. (1995). Affect intensity: An individual difference response to advertising appeals. Journal of Consumer Research, 22(2), 154–164. https://doi.org/10.1086/209442
  • Nelson-Field, K., Riebe, E., & Newstead, K. (2013). The emotions that drive viral video. Australasian Marketing Journal (Amj), 21(4), 205–211. https://doi.org/10.1016/j.ausmj.2013.07.003
  • Newberry, C. (2019, November 04). 33 Facebook stats that matter to marketers in 2020. HootSuite. https://blog.hootsuite.com/facebook-statistics/#video
  • Nikolinakou, A., & King, K. W. (2018). Viral video ads: Emotional triggers and social media virality. Psychology & Marketing, 35(10), 715–726.
  • Oh, C., Roumani, Y., Nwankpa, J. K., & Hu, H.-F. (2017). Beyond likes and Tweets: Consumer engagement behavior and movie box office in social media. Information & Management, 54(1), 25–37.
  • Paek, H.-J., Hove, T., Jung, Y., & Cole, R. T. (2013). Engagement across three social media platforms: An exploratory study of a cause-related PR campaign. Public Relations Review, 39(5), 526–533. https://doi.org/10.1016/j.pubrev.2013.09.013
  • Page, T. J., Thorson, E., & Heide, M. P. (1990). The memory impact of commercials varying in emotional appeal and product involvement. In S. J. Agres, J. A. Edell, & T. M. Dubitsky. (Eds.), Emotion in advertising (pp. 255–268). Quorum Books, Inc.
  • Parveen, F., Jaafar, N. I., & Ainin, S. (2015). Social media usage and organizational performance: Reflections of Malaysian social media managers. Telematics and Informatics, 32(1), 67–78. https://doi.org/10.1016/j.tele.2014.03.001
  • Peltier, J., Dahl, A. J., & VanderShee, B. A. (2020). Antecedent consumer factors, consequential branding outcomes and measures of online consumer engagement: Current research and future directions. Journal of Research in Interactive Marketing, 14(2), 239–268.
  • Peltier, J. W., & Schibrowsky, J. A. (1994). Need for cognition, advertisement viewing time and memory for advertising stimuli. ACR North American Advances, 21, 244–250.
  • Percy, L. (2012). The role of emotion in processing advertising. In S. Rodgers & E. Thorson (Eds.), Advertising theory (pp. 99–114)Routledge.
  • Petty, R. E., & Cacioppo, J. T. (1983). Central and peripheral routes to advertising effectiveness: Application to advertising. In Advertising and Consumer Psychology (pp. 3–23) Lexington Books.
  • Petty, R. E., Cacioppo, J. T., & Kao, C. F. (1984). The efficient assessment of need for cognition. Journal of Personality Assessment, 48(3), 306–307.
  • Phang, C. W., Zhang, C., & Sutanto, J. (2013). The influence of user interaction and participation in social media on the consumption intention of niche products. Information & Management, 50(8), 661–672.
  • Phelps, J. E., Lewis, R., Mobilio, L., Perry, D., & Raman, N. (2004). Viral marketing or electronic word-of-mouth advertising: Examining consumer responses and motivations to pass along email. Journal of Advertising Research, 44(4), 333–348. https://doi.org/10.1017/S0021849904040371
  • Phua, J., Jin, S. V., & Kim, J. J. (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(1), 412–424. https://doi.org/10.1016/j.tele.2016.06.004
  • Porter, L., & Golan, G. J. (2006). From subservient chickens to brawny men: A comparison of viral advertising to television advertising. Journal of Interactive Advertising, 6(2), 4–33.
  • Rui, H., Liu, Y., & Whinston, A. (2013). Whose and what chatter matters? The effect of tweets on movie sales. Decision Support Systems, 55(4), 863–870. https://doi.org/10.1016/j.dss.2012.12.022
  • Ruiz, S., & Sicilia, M. (2004). The impact of cognitive and/or affective processing styles on consumer response to advertising appeals. Journal of Business Research, 57(6), 657–664. https://doi.org/10.1016/S0148-2963(02)00309-0
  • Statistia. (2020). Estimated U.S. social media usage increase due to coronavirus home isolation 2020. https://www.statista.com/statistics/1106343/social-usage-increase-due-to-coronavirus-home-usa/
  • Shayekina, Z. M., & Tleuberdinov, T. S. (2012). Formation of advertising appeal as a basis for creative technologies. Education and Science without Borders, 3(5), 37–39.
  • Sojka, J. Z., & Giese, J. L. (1997). Thinking and/or feeling: An examination of interaction between processing styles. NA - Advances in Consumer Research, 24, 438–442.
  • Stieglitz, S., & Linh, D.-X. (2013). Emotions and information diffusion in social media—Sentiment of microblogs and sharing behavior. Journal of Management Information Systems, 29(4), 217–248. https://doi.org/10.2753/MIS0742-1222290408
  • Teichert, T., Hardeck, D., Liu, Y., & Trivedi, R. (2018). How to implement informational and emotional appeals in print advertisements: A framework for choosing ad appeals based on advertisers’ objectives and targeted demographics. Journal of Advertising Research, 58(3), 363–379. https://doi.org/10.2501/JAR-2017-054
  • Van Doorn, J., Lemon, K. N., Mittal, V., Nass, S., Pick, D., Pirner, P., & Verhoef, P. C. (2010). Customer engagement behavior: Theoretical foundations and research directions. Journal of Service Research, 13(3), 253–266. https://doi.org/10.1177/1094670510375599
  • Wang, Q., Yang, S., Liu, M., Cao, Z., & Ma, Q. (2014). An Eye-tracking Study of Website Complexity from Cognitive Load Perspective. Decision Support Systems, 62(6), 1–10. https://doi.org/10.1016/j.dss.2014.02.007
  • Zaichkowsky, J. L. (1994). The personal involvement inventory: Reduction, revision, and application to advertising. Journal of Advertising, 23(4), 59–70. https://doi.org/10.1080/00913367.1943.10673459
  • Zajonc, R. B., & Markus, H. (1982). Affective and cognitive factors in preferences. Journal of Consumer Research, 9(2), 123–131. https://doi.org/10.1086/208905
  • Zarantonello, L., Schmitt, B. H., & Jedidi, K. (2014). How to advertise and build brand knowledge globally: Comparing television advertising appeals across developed and emerging economies. Journal of Advertising Research, 54(4), 420–434. https://doi.org/10.2501/JAR-54-4-420-434

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.