2,657
Views
5
CrossRef citations to date
0
Altmetric
ORIGINAL RESEARCH

How Parasocial Relationship and Influencer-Product Congruence Shape Audience’s Attitude Towards Product Placement in Online Videos: The Mediation Role of Reactance

, ORCID Icon &
Pages 1315-1329 | Received 31 Jan 2023, Accepted 14 Apr 2023, Published online: 20 Apr 2023

References

  • Gerhards C. Product placement on YouTube: an explorative study on YouTube creators’ experiences with advertisers. Converg Int J Res New Media Technol. 2019;25(3):516–533. doi:10.1177/1354856517736977
  • Rasmussen L. Parasocial interaction in the digital age: an examination of relationship building and the effectiveness of youtube celebrities. J Soc Media Soc. 2018;7(1):280–294.
  • Hudders L, De Jans S, De Veirman M. The commercialization of social media stars: a literature review and conceptual framework on the strategic use of social media influencers. Int J Advert. 2021;40(3):327–375. doi:10.1080/02650487.2020.1836925
  • Chan FFY, Lowe B. Placing products in humorous scenes: its impact on brand perceptions. Eur J Mark. 2021;55(3):649–670. doi:10.1108/EJM-10-2018-0701
  • Jin SV, Muqaddam A. Product placement 2.0:“Do brands need influencers, or do influencers need brands? J Brand Manag. 2019;26(5):522–537. doi:10.1057/s41262-019-00151-z
  • Marchand A, Hennig-Thurau T, Best S. When James Bond shows off his Omega: does product placement affect its media host? Eur J Mark. 2015;49(9–10):1666–1685. doi:10.1108/EJM-09-2013-0474
  • Tessitore T, Geuens M. Arming consumers against product placement: a comparison of factual and evaluative educational interventions. J Bus Res. 2019;95:38–48. doi:10.1016/j.jbusres.2018.09.016
  • Farivar S, Wang F, Yuan Y. Opinion leadership vs. para-social relationship: key factors in influencer marketing. J Retail Consum Serv. 2021;59:102371. doi:10.1016/j.jretconser.2020.102371
  • Hwang K, Zhang Q. Influence of parasocial relationship between digital celebrities and their followers on followers’ purchase and electronic word-of-mouth intentions, and persuasion knowledge. Comput Hum Behav. 2018;87:155–173. doi:10.1016/j.chb.2018.05.029
  • Kim H, Ko E, Kim J. SNS users’ para-social relationships with celebrities: social media effects on purchase intentions. J Glob Sch Mark Sci. 2015;25(3):279–294. doi:10.1080/21639159.2015.1043690
  • Moyer-Gusé E. Toward a theory of entertainment persuasion: explaining the persuasive effects of entertainment-education messages. Commun Theory. 2008;18(3):407–425. doi:10.1111/j.1468-2885.2008.00328.x
  • Moyer-Gusé E, Jain P, Chung AH. Reinforcement or reactance? Examining the effect of an explicit persuasive appeal following an entertainment-education narrative. J Commun. 2012;62(6):1010–1027. doi:10.1111/j.1460-2466.2012.01680.x
  • Moyer-Gusé E, Nabi RL. Explaining the effects of narrative in an entertainment television program: overcoming resistance to persuasion. Hum Commun Res. 2010;36(1):26–52. doi:10.1111/j.1468-2958.2009.01367.x
  • Mishra AS, Roy S, Bailey AA. Exploring brand personality–celebrity endorser personality congruence in celebrity endorsements in the Indian context. Psychol Mark. 2015;32(12):1158–1174. doi:10.1002/mar.20846
  • Breves P, Liebers N, Abt M, Kunze A. The perceived fit between Instagram influencers and the endorsed brand: how influencer–brand fit affects source credibility and persuasive effectiveness. J Advert Res. 2019;59(4):440–454. doi:10.2501/JAR-2019-030
  • Torres P, Augusto M, Matos M. Antecedents and outcomes of digital influencer endorsement: an exploratory study. Psychol Mark. 2019;36(12):1267–1276. doi:10.1002/mar.21274
  • van Dam S, van Reijmersdal EA. Insights in adolescents’ advertising literacy, perceptions and responses regarding sponsored influencer videos and disclosures. Cyberpsychology J Psychosoc Res Cyberspace. 2019;13(2). doi:10.5817/CP2019-2-2
  • Carlitz A. The Impact of Video Advertisement Placement and Video Advertisement Transparency on Video Advertisement Avoidance: Pre-Rolls, Mid-Rolls, and Psychological Reactance [Dissertation]. Ohio University; 2020.
  • Bang H, Choi D, Yoon S, Baek TH, Kim Y. Message assertiveness and price discount in prosocial advertising: differences between Americans and Koreans. Eur J Mark. 2021;55(6):1780–1802. doi:10.1108/EJM-10-2019-0791
  • Kim Y, Baek TH, Yoon S, Oh S, Choi YK. Assertive environmental advertising and reactance: differences between South Koreans and Americans. J Advert. 2017;46(4):550–564. doi:10.1080/00913367.2017.1361878
  • Xu J. The impact of self-construal and message frame valence on reactance: a cross-cultural study in charity advertising. Int J Advert. 2019;38(3):405–427. doi:10.1080/02650487.2018.1536506
  • Chan FFY, Petrovici D, Lowe B. Antecedents of product placement effectiveness across cultures. Int Mark Rev. 2016;33(1):5–24. doi:10.1108/IMR-07-2014-0249
  • Boerman S, van Reijmersdal E, Neijens P. Sponsorship disclosure: effects of duration on persuasion knowledge and brand responses. J Commun. 2012;62:1047–1064. doi:10.1111/j.1460-2466.2012.01677.x
  • Brehm JW. A Theory of Psychological Reactance. Academic Press; 1966.
  • Brehm SS, Brehm JW. Psychological Reactance: A Theory of Freedom and Control. Academic Press; 1981.
  • Dillard JP, Shen L. On the nature of reactance and its role in persuasive health communication. Commun Monogr. 2005;72(2):144–168. doi:10.1080/03637750500111815
  • Reynolds-Tylus T. Psychological reactance and persuasive health communication: a review of the literature. Front Commun. 2019;4. doi:10.3389/fcomm.2019.00056
  • Edwards SM, Li H, Lee JH. Forced exposure and psychological reactance: antecedents and consequences of the perceived intrusiveness of pop-up ads. J Advert. 2002;31(3):83–95. doi:10.1080/00913367.2002.10673678
  • van Reijmersdal EA, Tutaj K, Boerman SC. The effects of brand placement disclosures on skepticism and brand memory. Commun - Eur J Commun Res. 2013;38(2). doi:10.1515/commun-2013-0008
  • Chang S. Psychological Reactance and Branded Product Placement [Dissertation]. East Lansing: Michigan State University; 2005.
  • Li C, Meeds R. Factors affecting information processing of internet advertisements: a test on exposure condition, psychological reactance, and advertising frequency. In: American Academy of Advertising. Conference. Proceedings (Online). American Academy of Advertising; 2007:93–101.
  • Balasubramanian SK. Beyond advertising and publicity: hybrid messages and public policy issues. J Advert. 1994;23(4):29–46. doi:10.1080/00913367.1943.10673457
  • Chan FFY. Product placement and its effectiveness: a systematic review and propositions for future research. Mark Rev. 2012;12(1):39–60. doi:10.1362/146934712X13286274424271
  • Guo F, Ye G, Hudders L, Lv W, Li M, Duffy VG. Product placement in mass media: a review and bibliometric analysis. J Advert. 2019;48(2):215–231. doi:10.1080/00913367.2019.1567409
  • Gupta PB, Gould SJ. Consumers’ perceptions of the ethics and acceptability of product placements in movies: product category and individual differences. J Curr Issues Res Advert. 1997;19(1):37–50. doi:10.1080/10641734.1997.10505056
  • Quick BL, Kim DK. Examining reactance and reactance restoration with South Korean adolescents: a test of psychological reactance within a collectivist culture. Commun Res. 2009;36(6):765–782. doi:10.1177/0093650290346797
  • Horton D, Wohl RR. Mass communication and para-social interaction. Psychiatry. 1956;19(3):215–229. doi:10.1080/00332747.1956.11023049
  • Reinikainen H, Munnukka J, Maity D, Luoma-aho V. ‘You really are a great big sister’ – parasocial relationships, credibility, and the moderating role of audience comments in influencer marketing. J Mark Manag. 2020;36(3–4):279–298. doi:10.1080/0267257X.2019.1708781
  • Dibble JL, Hartmann T, Rosaen SF. Parasocial interaction and parasocial relationship: conceptual clarification and a critical assessment of measures. Hum Commun Res. 2016;42(1):21–44. doi:10.1111/hcre.12063
  • Lee JE, Watkins B. YouTube vloggers’ influence on consumer luxury brand perceptions and intentions. J Bus Res. 2016;69(12):5753–5760. doi:10.1016/j.jbusres.2016.04.171
  • Tukachinsky R, Sangalang A. The effect of relational and interactive aspects of parasocial experiences on attitudes and message resistance. Commun Rep. 2016;29(3):175–188. doi:10.1080/08934215.2016.1148750
  • Kamins MA. An investigation into the “match-up” hypothesis in celebrity advertising: when beauty may be only skin deep. J Advert. 1990;19(1):4–13. doi:10.1080/00913367.1990.10673175
  • Till BD, Busler M. The match-up hypothesis: physical attractiveness, expertise, and the role of fit on brand attitude, purchase intent and brand beliefs. J Advert. 2000;29(3):1–13. doi:10.1080/00913367.2000.10673613
  • Solomon MR, Ashmore RD, Longo LC. The beauty match-up hypothesis: congruence between types of beauty and product images in advertising. J Advert. 1992;21(4):23–34. doi:10.1080/00913367.1992.10673383
  • Kim S, Wang K, Jhu W, Gao Y. The best match-up of airline advertising endorsement and flight safety message. Int J Contemp Hosp Manag. 2016;28(11):2533–2552. doi:10.1108/IJCHM-03-2015-0130
  • Janssen L, Schouten AP, Croes EA. Influencer advertising on Instagram: product-influencer fit and number of followers affect advertising outcomes and influencer evaluations via credibility and identification. Int J Advert. 2022;41(1):101–127. doi:10.1080/02650487.2021.1994205
  • Schouten AP, Janssen L, Verspaget M. Celebrity vs. influencer endorsements in advertising: the role of identification, credibility, and product-endorser fit. Int J Advert. 2020;39(2):258–281. doi:10.1080/02650487.2019.1634898
  • Kelley HH, Michela JL. Attribution theory and research. Annu Rev Psychol. 1980;31(1):457–501. doi:10.1146/annurev.ps.31.020180.002325
  • Breves P, Amrehn J, Heidenreich A, Liebers N, Schramm H. Blind trust? The importance and interplay of parasocial relationships and advertising disclosures in explaining influencers’ persuasive effects on their followers. Int J Advert. 2021;40(7):1209–1229. doi:10.1080/02650487.2021.1881237
  • Breves P, Liebers N, Motschenbacher B, Reus L. Reducing resistance: the impact of nonfollowers’ and followers’ parasocial relationships with social media influencers on persuasive resistance and advertising effectiveness. Hum Commun Res. 2021;47(4):418–443. doi:10.1093/hcr/hqab006
  • Yuan S, Lou C. How social media influencers foster relationships with followers: the roles of source credibility and fairness in parasocial relationship and product interest. J Interact Advert. 2020;20(2):133–147. doi:10.1080/15252019.2020.1769514
  • Boerman S, van Reijmersdal EA. Disclosing influencer marketing on youtube to children: the moderating role of para-social relationship. Front Psychol. 2020;10. doi:10.3389/fpsyg.2019.03042
  • Quick BL. What is the best measure of psychological reactance? An empirical test of two measures. Health Commun. 2012;27(1):1–9. doi:10.1080/10410236.2011.567446
  • Bleier A, Eisenbeiss M. The importance of trust for personalized online advertising. J Retail. 2015;91(3):390–409. doi:10.1016/j.jretai.2015.04.001
  • Luna-Nevarez C, Torres IM. Consumer attitudes toward social network advertising. J Curr Issues Res Advert. 2015;36(1):1–19. doi:10.1080/10641734.2014.912595
  • Rubin AM, Perse EM. Audience activity and soap opera involvement a uses and effects investigation. Hum Commun Res. 1987;14(2):246–268. doi:10.1111/j.1468-2958.1987.tb00129.x
  • Ohanian R. Construction and validation of a scale to measure celebrity endorsers’ perceived expertise, trustworthiness, and attractiveness. J Advert. 1990;19(3):39–52. doi:10.1080/00913367.1990.10673191
  • Hayes AF. Introduction to Mediation, Moderation, and Conditional Process Analysis: A Regression-Based Approach. Guilford publications; 2017.
  • Bond BJ. Following your “friend”: social media and the strength of adolescents’ parasocial relationships with media personae. Cyberpsychology Behav Soc Netw. 2016;19(11):656–660. doi:10.1089/cyber.2016.0355
  • Lou C. Social media influencers and followers: theorization of a trans-parasocial relation and explication of its implications for influencer advertising. J Advert. 2022;51(1):4–21. doi:10.1080/00913367.2021.1880345
  • Kim DY, Kim HY. Influencer advertising on social media: the multiple inference model on influencer-product congruence and sponsorship disclosure. J Bus Res. 2021;130:405–415. doi:10.1016/j.jbusres.2020.02.020
  • De Cicco R, Iacobucci S, Pagliaro S. The effect of influencer–product fit on advertising recognition and the role of an enhanced disclosure in increasing sponsorship transparency. Int J Advert. 2021;40(5):733–759. doi:10.1080/02650487.2020.1801198
  • Kamins MA, Gupta K. Congruence between spokesperson and product type: a matchup hypothesis perspective. Psychol Mark. 1994;11(6):569–586. doi:10.1002/mar.4220110605