3,407
Views
0
CrossRef citations to date
0
Altmetric
MEDIA & COMMUNICATION STUDIES

Is traditional media communication less effective than social media and personal selling for brand building? Empirical evidence from a cosmetics brand in Indonesia

ORCID Icon & ORCID Icon
Article: 2276620 | Received 22 Jul 2023, Accepted 25 Oct 2023, Published online: 07 Nov 2023

References

  • Abzari, M., Ghassemi, R. A., & Vosta, L. N. (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, 822–17. https://doi.org/10.1016/j.sbspro.2014.07.483
  • Ajzen, I. (1985). From intentions to action: A theory of planned behavior. In J. Kuhl & J. Beckman (Eds.), Action control: From cognitions to behaviors (pp. 11–39). Springer. https://link.springer.com/chapter/10.1007/978-3-642-69746-3_2
  • Ali, A., Sherwani, M., Ali, A., Ali, Z., & Sherwani, M. (2020). Investigating the antecedents of halal brand product purchase intention: An empirical investigation. Journal of Islamic Marketing, 12(7), 1339–1362. https://doi.org/10.1108/JIMA-03-2019-0063
  • American Marketing Association. (2023). Definition of brand. Retrieved September 27, 2023, from https://www.ama.org/the-definition-of-marketing-what-is-marketing/
  • Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103(3), 411–423. https://doi.org/10.1037/0033-2909.103.3.411
  • Andrews, J. C., & Shimp, T. A. (2018). Advertising, promotion, and other aspects of integrated marketing communications (10th ed.). Cengage Learning.
  • Auer, M. R. (2017). Rescuing the decision process. Policy Sciences, 50(4), 519–526. https://doi.org/10.1007/s11077-017-9292-2
  • Bentler, P. M., & Dudgeon, P. (1996). Covariance structure analysis: Statistical practice, theory, and directions. Annual Review of Psychology, 47(1), 563–592. https://doi.org/10.1146/annurev.psych.47.1.563
  • Besley, J. C. (2020). Five thoughts about improving science communication as an organizational activity. Journal of Communication Management, 24(3), 155–161. https://doi.org/10.1108/JCOM-03-2020-0022
  • Bruhn, M., Schoenmueller, V., Schäfer, D. B., & Coulter, K. S. (2012). Are social media replacing traditional media in terms of brand equity creation? Management Research Review, 35(9), 770–790. https://doi.org/10.1108/01409171211255948
  • Bui, T. T., Tran, Q. T., Alang, T., & Le, T. D. (2023). Examining the relationship between digital content marketing perceived value and brand loyalty: Insights from Vietnam. Cogent Social Sciences, 9(1), 1. https://doi.org/10.1080/23311886.2023.2225835
  • Chaudhri, V., Pridmore, J., & Mauck, C. (2022). Assembling the start-up brand: A process framework for understanding strategic communication challenges. International Journal of Strategic Communication, 16(2), 206–221. https://doi.org/10.1080/1553118X.2021.1976784
  • Crittenden, V., Crittenden, W., & Crittenden, A. (2014). Relationship building in the financial services marketplace: The importance of personal selling. Journal of Financial Service Marketing, 19(2), 74–84. https://doi.org/10.1057/fsm.2014.11
  • De Veirman, M., Cauberghe, V., & Hudders, L. (2017). Marketing through Instagram influencers: The impact of number of followers and product divergence on brand attitude. International Journal of Advertising, 36(5), 798–828. https://doi.org/10.1080/02650487.2017.1348035
  • Dwivedi, A., & Mcdonald, R. E. (2020). Examining the efficacy of brand social media communication: A consumer perspective. Journal of Marketing Theory & Practice, 1–14. https://doi.org/10.1080/10696679.2020.1768870
  • Field, A. (2017). Discovering statistics using IBM SPSS statistics (5th ed.). SAGE.
  • Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50. https://doi.org/10.2307/3151312
  • Goyal, S., Chauhan, S., & Gupta, P. (2022). Users’ response toward online doctor consultation platforms: SOR approach. Management Decision, 60(7), 1990–2018. https://doi.org/10.1108/MD-02-2021-0268
  • Grand View Research. (2023). Cosmetics market size, share & trends analysis report by product (skin care, Hair care, makeup, fragrance), by end-user (men, women), by distribution channel, by region, and segment forecasts, 2023 – 2030. Retrieved September 16, 2023, from https://www.grandviewresearch.com/industry-analysis/cosmetics-market
  • Grashuis, J. (2018). The impact of brand equity on the financial performance of marketing cooperatives. Agribusiness, 35(2), 234–248. https://doi.org/10.1002/agr.21574
  • Grewal, D., Krishnan, R., Baker, J., & Borin, N. (1998). The effect of store name, brand name and price discounts on consumers’ evaluations and purchase intentions. Journal of Retailing, 74(3), 331–352. https://doi.org/10.1016/S0022-4359(99)80099-2
  • Hair, J. F., Black, W. C., Babin, B. J., & Anderson, R. E. (2014). Multivariate data analysis. Pearson Education.
  • Hermsen, S., Frost, J., Jan, R., & Kerkhof, P. (2016). Using feedback through digital technology to disrupt and change habitual behavior: A critical review of current literature. Computers in Human Behavior, 57, 61–74. https://doi.org/10.1016/j.chb.2015.12.023
  • Hu, L., & Bentler, P. M. (1999). Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives. Structural Equation Modeling: A Multidisciplinary Journal, 6(1), 1–55. https://doi.org/10.1080/10705519909540118
  • Husain, R., Ahmad, A., & Khan, B. M. (2022). The role of status consumption and brand equity: A comparative study of the marketing of Indian luxury brands by traditional and social-media. Global Business and Organizational Excellence, 41(4), 48–67. https://doi.org/10.1002/joe.22156
  • Istijanto, Arifin, Y., & Nurhayati. (2023). Examining customer satisfaction and purchase intention toward a new product before its launch: Cookies enriched with spirulina. Cogent Business & Management, 10(2257346), 1–15. https://doi.org/10.1080/23311975.2023.2257346
  • Jin, S. V., Muqaddam, A., & Ryu, E. (2019). Instafamous and social media influencer marketing. Marketing Intelligence & Planning, 37(5), 567–579. https://doi.org/10.1108/MIP-09-2018-0375
  • Jöreskog, K., & Sörbom, D. (1996). LISREL 8: User’s reference guide. Scientific Software International.
  • Kanwar, A., & Huang, Y.-C. (2022). Indian females inclination towards cosmetic brands purchase intention influenced by celebrity endorsement through perceived quality and brand trust. Review of Integrative Business and Economics Research, 11(3), 61–80. http://buscompress.com/uploads/3/4/9/8/34980536/riber_11-3_04_m21-601_61-80.pdf
  • Klapper, J. T. (1960). The effects of mass communication. Free Press. https://psycnet.apa.org/record/1962-00995-000
  • Knobloch-Westerwick, S. (2015). Choice and preference in media use: Advances in selective exposure theory and research (1st ed.). Routledge.
  • Kumar, C., & Amresh, K. (2017). Social eWOM: Does it affect the brand attitude and purchase intention of brands? Management Research Review, 40(3), 310–330. https://doi.org/10.1108/MRR-07-2015-0161
  • Laurie, S., Mortimer, K., & Beard, F. (2019). Has advertising lost its meaning? Views of UK and US millennials. Journal of Promotion Management, 25(6), 765–782. https://doi.org/10.1080/10496491.2018.1536623
  • Lee, E.-B., Lee, S.-G., & Yang, C.-G. (2017). The influences of advertisement attitude and brand attitude on purchase intention of smartphone advertising. Industrial Management and Data Systems, 117(6), 1011–1036. https://doi.org/10.1108/IMDS-06-2016-0229
  • Lyfe Marketing. (2023). Traditional media vs social media advertising. Retrieved September 28, 2023, from https://www.lyfemarketing.com/traditional-media-versus-social-media/
  • Malhotra, N. K. (2020). Marketing research: An applied orientation. Pearson Education Limited.
  • Mayfield, C., Perdue, G., & Wooten, K. (2008). Investment management and personality type. Financial Services Review, 17(3), 219–236. https://www.proquest.com/docview/212002632/fulltextPDF/2A8D0B9526D340F4PQ/1?accountid=44931
  • Mehrabian, A., & Russell, J. A. (1974). An approach to environmental psychology. MIT Press.
  • Ming, J., Jianqiu, Z., Bilal, M., Akram, U., & Fan, M. (2021). How social presence influences impulse buying behavior in live streaming commerce? The role of S-O-R theory. International Journal of Web Information Systems, 17(4), 300–320. https://doi.org/10.1108/IJWIS-02-2021-0012
  • Moriarty, S., Mitchell, N., Wood, C., & Wells, W. (2019). Advertising & IMC: Principles & practice (11th ed.). Pearson Education Limited.
  • Morra, M. C., Ceruti, F., & Chierici, R. (2018). Social vs traditional media communication: Brand origin associations strike a chord. Journal of Research in Interactive Marketing, 12(1), 2–21. https://doi.org/10.1108/JRIM-12-2016-0116
  • Morra, M. C., Ceruti, F., Chierici, R., & DiGregorio, A. (2018). Social vs traditional media communication: Brand origin associations strike a chord. Journal of Research in Interactive Marketing, 12(1), 2–21. https://doi.org/10.1108/JRIM-12-2016-0116
  • Navarro, J. G. (2023). Global newspaper advertising expenditure 2000-2024. Retrieved September 26, 2023, from https://www.statista.com/statistics/273708/global-newspaper-advertising-expenditure/#statisticContainer
  • Nunnally, J. C. (1978). Psychometric theory. McGraw-Hill.
  • Nurhayati-Wolff, H. (2023). Social media in Indonesia: Statistics & facts. Retrieved September 26, 2023, from https://www.statista.com/topics/8306/social-media-in-indonesia/#editorsPicks
  • Paesbrugghe, B., Sharma, A., Rangarajan, D., & Syam, N. (2018). Personal selling and the purchasing function: Where do we go from here? Journal of Personal Selling and Sales Management, 38(1), 123–143. https://doi.org/10.1080/08853134.2018.1425881
  • Pagla, M., & Brennan, R. (2014). The development of brand attitudes among young consumers. Marketing Intelligence & Planning, 32(6), 687–705. https://doi.org/10.1108/MIP-08-2012-0077
  • Pan, J. Y., & Truong, D. (2018). Passengers’ intentions to use low-cost carriers: An extended theory of planned behavior model. Journal of Air Transport Management, 69, 38–48. https://doi.org/10.1016/j.jairtraman.2018.01.006
  • Park, J., Hyun, H., & Thavisay, T. (2021). A study of antecedents and outcomes of social media WOM towards luxury brand purchase intention. Journal of Retailing and Consumer Services, 58(102272), 1–12. https://doi.org/10.1016/j.jretconser.2020.102272
  • Pöyry, E., Reinikainen, H., & Luoma-Aho, V. (2022). The role of social media influencers in public health communication: Case COVID-19 pandemic. International Journal of Strategic Communication, 16(3), 469–484. https://doi.org/10.1080/1553118X.2022.2042694
  • Ramesh, K., Saha, R., Goswami, S., Sekar, & Dahiya, R. (2018, June). Consumer’s response to CSR activities: Mediating role of brand image and brand attitude. Corporate Social Responsibility & Environmental Management, 26(2), 377–387. https://doi.org/10.1002/csr.1689
  • Rehman, F. U., Yusoff, R. B. M., Zabri, S. B. M., & Ismail, F. B. (2017). Determinants of personal factors in influencing the buying behavior of consumers in sales promotion: A case of fashion industry. Young Consumers, 18(4), 408–424. https://doi.org/10.1108/YC-06-2017-00705
  • Ren, J., Dong, H., Popovic, A., Sabnis, G., & Nickerson, J. (2022). Digital platforms in the news industry: How social media platforms impact traditional media news viewership. European Journal of Information Systems, 1–18. https://doi.org/10.1080/0960085X.2022.2103046
  • Schivinski, B., & Dabrowski, D. (2016). The effect of social media communication on consumer perceptions of brands. Journal of Marketing Communications, 22(2), 189–214. https://doi.org/10.1080/13527266.2013.871323
  • Statista Research Department. (2023). Digital advertising spending worldwide 2021-2026. Retrieved September 26, 2023, from https://www.statista.com/statistics/237974/online-advertising-spending-worldwide/
  • Sundar, S. S., Jia, H., Waddell, T. F., & Huang, Y. (2015). Toward a theory of interactive media effects (TIME): Four models for explaining how interface features affect user psychology. In S. S. Sundar (Ed.), The handbook of the psychology of communication technology (pp. 47–86). Wiley Blackwell. https://doi.org/10.1002/9781118426456.ch3
  • Thomas, A. (2017). Multivariate hybrid pathways for creating exceptional customer experiences. Business Process Management Journal, 23(4), 822–829. https://doi.org/10.1108/BPMJ-02-2017-0027
  • Toldos-Romero, M. D. L. P., Orozco-Gómez, M. M., & Juan Carlos Sosa Varela, D. (2015). Brand personality and purchase intention. European Business Review, 27(5), 462–476. https://doi.org/10.1108/EBR-03-2013-0046
  • Tsiros, M., Mittal, V., & Ross, W. T. (2004). The role of attributions in customer satisfaction: A re-examination. Journal of Consumer Research, 31(2), 476–483. https://doi.org/10.1086/422124
  • Tümer, M., Aghaei, I., Öney, E., & Eddine, Y. N. (2019). The impact of traditional and social media marketing on customers’ brand trust and purchase intentions in the Turkish airline market. Journal of Research in Emerging Markets, 1(4), 55–68. https://doi.org/10.30585/jrems.v1i4.344
  • Valkenburg, P. M., Peter, J., & Walther, J. B. (2016). Media effects: Theory and research. Annual Review of Psychology, 67(1), 315–338. https://doi.org/10.1146/annurev-psych-122414-033608
  • Van Oosten, J. M. F., Peter, J., & Boot, I. (2015). Exploring associations between exposure to sexy online self-presentations and adolescents’ sexual attitudes and behavior. Journal of Youth & Adolescence, 44(5), 1078–1091. https://doi.org/10.1007/s10964-014-0194-8
  • Verhoeven, P., Zerfass, A., Verčič, D., Moreno, A., & Tench, R. (2020). Strategic communication across borders: Country and age effects in the practice of communication professionals in Europe. International Journal of Strategic Communication, 14(1), 60–72. https://doi.org/10.1080/1553118X.2019.1691006
  • Wang, E. S.-T., Tsai, B.-K., Chen, T.-L., & Chang, S.-C. (2012). The influence of emotions displayed and personal selling on customer behaviour intention. The Service Industries Journal, 32(3), 353–366. https://doi.org/10.1080/02642069.2010.545392