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Helpful advertising messages reach consumers through user-generated videos: an empirical study from the audience involvement perspective

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  • Junpeng Guo

    (Tianjin University)

  • Siyuan Gou

    (Tianjin University)

  • Wenhua Li

    (Tianjin University)

Abstract

User-generated videos (UGVs) are popular in the e-business context. Product-related information in UGVs greatly facilitates online transactions. This study aims to investigate the mechanism of audience information processing in online video scenarios. Drawing on elaboration likelihood model, this study proposed an antecedent model for the perceived helpfulness of video-based online reviews from the perspective of audiences’ involvement. In addition, the features of the Danmu are acted as moderating variables, moderating the choice of route by influencing the audience's involvement. The results were obtained by an online survey. Results from partial least squares structural equation modeling (PLS-SEM) indicate that video content (i.e., media richness, perceived expertise, and emotional appeal) and video source (i.e., emotional trust, physical attractiveness, and vocal attractiveness) positively influence its perceived helpfulness and the features of Danmu (i.e., emotional intensity and content similarity) moderate the relationships both positively and negatively. This study provides theoretical contributions from several perspectives and practical implications to marketers.

Suggested Citation

  • Junpeng Guo & Siyuan Gou & Wenhua Li, 2024. "Helpful advertising messages reach consumers through user-generated videos: an empirical study from the audience involvement perspective," Journal of Marketing Analytics, Palgrave Macmillan, vol. 12(2), pages 290-306, June.
    • Handle: RePEc:pal:jmarka:v:12:y:2024:i:2:d:10.1057_s41270-022-00194-3
    DOI: 10.1057/s41270-022-00194-3
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