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The Impact of Social Media Engagement Metrics on Purchase Intention: A Study on Brand Fan Page Followers

In: Rethinking Social Action. Core Values in Practice

Author

Listed:
  • Zoha RAHMAN

    (University of Malaya, Kuala Lumpur, Malaysia)

  • SUBERAMANIAN

    (University of Malaya, Kuala Lumpur, Malaysia)

  • MOGHAVVEMI

    (University of Malaya, Kuala Lumpur, Malaysia)

Abstract

Research on the impact of social media users’ engagement action on purchase intention still remains in its infancy. It is necessary for a company to gauge whether or not its efforts to stimulate user activity on its fan pages are successful in generating output. This study utilized the Uses and Gratification (UGT) theory and Elaboration Likelihood Model (ELM) as a foundation to explore the social media engagement actions and examined the effect of users’ engagement actions alongside their purchase intention. An online survey was carried out on four popular companies’ fan page followers in various industries in Malaysia, and a total of 307 questionnaires were collected and analysed. The findings indicated a significant relationship between fan page engagement and Purchase intension. The results will help e-commerce marketers identify the importance of social media engagement on sales, while guiding e-marketers on their decision pertaining to e-marketing tools, particularly for engagement metrics in increasing sales. The study will also provide marketers with a descriptive idea on users’ activities. Overall, the study serves as a basic fundamental guideline for academicians and researchers to interpret the concept of engagement metrics and its effect on purchase intention, as well opening a vast area of unexplored researches on the subject of social media.

Suggested Citation

  • Zoha RAHMAN & SUBERAMANIAN & MOGHAVVEMI, 2017. "The Impact of Social Media Engagement Metrics on Purchase Intention: A Study on Brand Fan Page Followers," Book chapters-LUMEN Proceedings, in: Camelia IGNATESCU & Antonio SANDU & Tomita CIULEI (ed.), Rethinking Social Action. Core Values in Practice, edition 1, volume 1, chapter 61, pages 665-681, Editura Lumen.
    • Handle: RePEc:lum:prchap:01-61
    DOI: https://doi.org/10.18662/lumproc.rsacvp2017.61
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    References listed on IDEAS

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    1. Editorial Article, 0. "Contents," Economics of Contemporary Russia, Regional Public Organization for Assistance to the Development of Institutions of the Department of Economics of the Russian Academy of Sciences, issue 3.
    2. Pereira, Hélia Gonçalves & de Fátima Salgueiro, Maria & Mateus, Inês, 2014. "Say yes to Facebook and get your customers involved! Relationships in a world of social networks," Business Horizons, Elsevier, vol. 57(6), pages 695-702.
    3. Carsten D. Schultz, 2016. "Insights from consumer interactions on a social networking site: Findings from six apparel retail brands," Electronic Markets, Springer;IIM University of St. Gallen, vol. 26(3), pages 203-217, August.
    4. Editorial Article, 0. "Contents," Economics of Contemporary Russia, Regional Public Organization for Assistance to the Development of Institutions of the Department of Economics of the Russian Academy of Sciences, issue 2.
    5. Editorial Article, 0. "Contents," Economics of Contemporary Russia, Regional Public Organization for Assistance to the Development of Institutions of the Department of Economics of the Russian Academy of Sciences, issue 3.
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    Cited by:

    1. Jung, Sang Hoon & Jeong, Yong Jin, 2020. "Twitter data analytical methodology development for prediction of start-up firms’ social media marketing level," Technology in Society, Elsevier, vol. 63(C).

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    More about this item

    Keywords

    Social Media Marketing; Social Media Engagement; Engagement Metrics; Facebook Fan Page; Purchase Intention;
    All these keywords.

    JEL classification:

    • A3 - General Economics and Teaching - - Multisubject Collective Works
    • I2 - Health, Education, and Welfare - - Education
    • I3 - Health, Education, and Welfare - - Welfare, Well-Being, and Poverty
    • M0 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - General

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