influence of social media ads on consumer`s purchase

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INFLUENCE OF SOCIAL MEDIA ADS ON CONSUMER’S
PURCHASE INTENTION
1
1
Harshini C S
Research Scholar, Government R C College, Recognized Research Centre,
Bangalore University
Email: [email protected]

ABSTRACT - The Social media is changing
traditional
marketing
communication.
Consumers are increasingly using social
media to search for information and turning
away from traditional media such as
television, magazines, radio. Companies,
therefore, need to create effective online
advertising strategies to capitalize on current
market segment by incorporating effective
features in online advertising, especially in
social media. This study offers theoretical
contributions and conceptual model to
existing research on Social Media Ads and
Consumer’s purchase Intention. This study
highlights the characteristics of online ads and
its influence on intention to purchase. While
prior studies have investigated different
features of online ads towards attitude and
consumer’s buying behavior, this study
provides a new set of consumer’s response
towards Social Media ads with respect to
Purchase Intention.
Index
Terms—Advertisements
(Ads),
Consumers, Purchase Intention, Social
Media,
INTRODUCTION
Social Media Reviews are one of the key areas
that have emerged from social media. Customer
reviews are widely available for products and
services, generating great value for both
consumers and companies. In fact, consumers
are actively encouraged by firms to rate and
review products and services online. These
activities produce electronic word of mouth. This
word of mouth, produced through social media,
helps consumers in their purchasing decisions.
Research shows that customer reviews have
grown quickly on the internet.
Online advertising is one kind of digital
advertisement that has become an effective
means of marketing communication because
Internet access is widespread. It is the newest and
fastest growing way to advertise. The internet
now provides everything from links on sites, to
banner ads on sites, to small ads on sites, to pay
per click advertising. Internet advertisements are
unique in the way that consumers visit the
advertisements, when compared to Traditional
Print and TV media, where advertisements are
placed in front of the viewers. Online
advertisements include banner ads, interstitial
ads, text ads, pop-up ads and HTML ads and are
found to be a dominant media where companies
use to market their products and services through
Internet. Different types of measures like hits,
click-through, frequency of visits to websites and
time spent at websites predict consumer behavior
in an interactive environment.
This study focuses on understanding the
Influences of Social Media advertisements that
have the primary goal of enticing customers to
buy products and services. It would be valuable
to know whether the Influence of Social Media
advertisements lead to Purchases of the
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advertised products or services.
STATEMENT OF PROBLEM
1. Whether consumer’s behavior toward
advertising on Social Media has an effect on their
purchase intentions?
2. What strategies must be implemented in
order to improve the impact of social media ads
to attract potential customers?
Therefore it is necessary to make further
investigations which elucidate the influence of
social media ads on consumer’s behavior. The
main emphasis in this research is to identify and
get insight into the main features of social media
ads influencing consumer’s intention to buy. An
in-depth study of literature was done to identify
the features of advertisements influencing
purchase intention. Therefore, the relationship of
various features and purchase intentions are also
worth studying.
OBJECTIVES
1. To study the influence of Social Media
Advertisements on Consumer’s Purchase
Intention.
2. To develop a conceptual model on
feature of social media advertisements and
purchase intention.
LITERATURE SURVEY
FEATURES OF SOCIAL MEDIA ADS
Online advertising is widely used by
companies and advertisers to promote their
products and services. Online advertising
features, therefore, play a significant role (Adam,
2003; Baltas, 2003; Kumar, 2008; Yoo et al.,
2004; Taylor et al., 2008; Wise et al., 2008).
According to Rowley (2001), internet’s high
speed, user-friendliness, low cost and wide
accessibility
have
contributed
to
its
commercialization in the form of online
marketing–a new platform for generating
attention and awareness among consumers
through online advertising. Burke and Edell
(1989); Escalas and Rutgers (2003) had proposed
Multimedia, Pictures and Content as three
features of online advertising that would
generate the highest influence on purchase
intention. Jang (1998) stated that the
characteristics of Internet advertising include
constant availability, low cost, fun, connectivity,
internationalization, interaction and two-way
communication. Online Advertisements can be
classified according to seven characteristics:
Unlimited Open-endedness of time and space,
two-way communication, possible linkage with
databases, free sponsorship and various forms of
advertising. Therefore, web advertisements must
be visually captivating, share interesting content
and be easy to navigate (Brigish, 1993).
Majority of studies have been limited to the
impact of online advertising characteristics i.e.
format, design, content and frequency on
purchase behavior (Campbell and Wright, 2008:
Coyle and Thorson, 2001; Moe and Fader, 2004;
Stevenson et al., 2000; Johnson et al., 2006).
Whereas, Ducoffe (1996) described the special
quality of Internet advertising in terms of quickaccess to information, customer preferencebased information, flexibility to customer
preferences and the changing environment,
preference and purchase tracking and the
capability of forming stronger relationships with
customers and in later studies developed the
model based on three antecedents of perceived
value: entertainment, informativeness and
irritation, as factors contributing to consumer’s
evaluations of advertising values and thus
attitude toward advertisements.
Interactivity feature of Social Media Ads
The Internet can facilitate consumers to
communicate
by
providing
two-way
communication between sources and consumers
while most traditional media provide only oneway communication from a source to consumers.
Users can enjoy better interactive experience by
having freedom in choosing what they want and
when they need it on the Internet. Finally, the
Internet makes it possible for users to feel
synchronicity in communicating with sources by
eliminating barriers of physical, spatial, and
temporal distance as in the traditional
interpersonal communication. Interactivity
allows customers to become more involved
because they initiate most of the action.
Feedback is one of the strengths of Internet sites.
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INTERNATIONAL JOURNAL OF CURRENT ENGINEERING AND SCIENTIFIC RESEARCH (IJCESR)
Informative feature of Social Media Ads
Informative means the ability of advertising to
inform consumers of product alternatives so that
purchases yielding the greatest possible
satisfaction can be made. Online advertisements
featuring valuable and clear information are
more powerful and stable than any other factor in
influencing customer behavior. Therefore,
marketing managers should consider the
importance of quality and quantity of
information on online sites while designing their
websites for advertising.
Purchase intention indicates the marketers what
consumer would buy. Intention is the buyer’s
forecast of which product they will buy. Raney
et al., 2003 and Brown and Stayman, 1992
described Purchase Intentions as a key indicator
of the success of online advertisements. While it
indicates that this attitude relates positively to
purchase intentions, the factors that mediate the
relationship between attitudes and intentions are
unclear. Many researches considered the attitude
toward the advertising had the significant effect
on consumer’s purchase intention.
Entertainment feature of Social Media Ads
Entertainment means the ability to full-fill an
audience’s needs for escapism, diversion,
aesthetic enjoyment, or emotional enjoyment
Authors demonstrated that an affective factor,
such as entertainment, could play a significant
role in influencing attitudes towards online
advertising.
Summary table of features, descriptions and
sources
Descriptions
Sources
Features of
Social Media
ads
Informative
According
to Ducoff
authors, information e, 1996;
quality is one of the Schloss
most
important er
factors for effective 1999;
website design. It is Wen,
noted
that 2009;
unreliable,
Reichh
inaccurate
and eld and
insufficient
Schefte
information
can r, 2000;
lead
to
the Yang,2
deterioration
of 003
online
customer
trust. Due to highly
informative nature
of
online
advertisement,
valuable and clear
information, they
are more powerful
and stable than any
other factor in
influencing
customer behaviour.
Therefore,
marketing managers
should consider the
importance
of
quality and quantity
of information on
online sites while
designing
their
Credibility feature of Social Media Ads
Yoo and Maclnnis (2005) suggested that
positive feelings toward an online advertisement
enhance the advertisement’s credibility, while
negative feelings result in negative evaluations
of the advertisement. Brackett and Carr (2001)
further validate Ducoffe’s model and extend the
model to include credibility and consumer
demographics. Credibility is shown to be directly
related to both advertising value and attitude
towards advertising. Demographic variables
such as college major, age, and gender are shown
to effect only attitudes towards advertising.
PURCHASE INTENTION
Purchase intentions can be define as an
individual’s conscious plan to make an effort to
purchase a brand. Purchase intention is an
important index for evaluation consumer
behavior. It represents the degree or possibility
the consumer would be willing to purchase.
Purchase intention can measure the possibility of
a consumer to buy a product, and the higher the
purchase intention, the higher a consumer’s
willingness to buy a product. Consumers are
more likely to have a stronger intention to
purchase a product when they react favorably to
an advertisement about that product (Haley and
Baldinger, 2000: Mackenzie and Lutz, 1989).
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INTERNATIONAL JOURNAL OF CURRENT ENGINEERING AND SCIENTIFIC RESEARCH (IJCESR)
websites
for
advertising.
Interactivity
Authors identified
interactivity as a
unique
characteristic that
influences
attitudes toward
online advertising
and noted that the
interactive nature
of
online
influences could
strengthen
the
relationship
between
the
consumer and the
organization.
Entertainmen
Authors
t
demonstrated that
an affective factor,
such
as
entertainment,
could
play
a
significant role in
influencing
attitudes
towards
online advertising.
Credibility
Authors
suggested
that
positive
feelings
toward an online
advertisement
enhance
the
advertisement’s
credibility,
while
negative
feelings
result in negative
evaluations of the
advertisement.
Peng,
2004;
Coyle
and
Thorso
n,
2001;
Campb
ell and
Wright,
2008;
Ind and
Riondi
no,
2001
Duco
ffe,
1996;
Raney,
2003.
Yoo
and
Maclnn
is,
2005;
Bracket
t and
Carr,
2001;
Ducoff
e, 1995.
CONCLUSION
Various types of online advertisements are
available on the Internet. Although online
advertising is an effective tool to reach larger
audiences, it is important that advertisers
incorporate features to make it more effective.
According to Tsang and Tse (2005), online
advertising is effective if it is able to generate an
immediate response from consumers. Majority
of studies have been limited to the impact of
online advertising characteristics based on
content, quality, pictures, animation and types of
ads. While it indicates that attitude of consumers
relates positively to purchase intentions, the
factors that mediate the relationship between
attitudes and intentions to buy are unclear.
However, according to previous literature,
Informative, Interactivity, Entertainment and
Credibility are the common features of social
media advertisements that influence consumers
purchase intention.
THEORETICAL FRAMEWORK
An empirical investigation can be done by
reviewing this model to quantify the relationship
between Social Media Ads and Consumer’s
Purchase Intention mediated by Informative,
Interactivity, Entertainment and Credibility.
IMPLICATION
Results showed that these responses play a
very important role but an uneven influence on
consumer behavior towards online ads. However
this study may serve as inspiration for future
studies on features of Social Media Ads that
influence Consumer’s Purchase Intention.
Marketing managers should consider the
importance of quality and quantity of
information, greater interactivity on online sites
while designing their websites for advertising.
This further implies that advertisers can
intelligently use these features to increase sales.
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