IDEAS home Printed from https://ideas.repec.org/a/vrs/manmar/v11y2016i2p470-483n5.html
   My bibliography  Save this article

Investigating the impact of viral message appeal and message credibility on consumer attitude toward the brand

Author

Listed:
  • Esmaeilpour Majid
  • Aram Farshad

    (Persian Gulf University, Bushehr, Iran)

Abstract

Due to the rapid growth of the Internet and use of e-commerce in the recent years, viral marketing has drawn the attention of manufacturing and service organizations. However, no research has been conducted to examine the impact of message appeal and message source credibility on consumers’ attitude with mediating role of intellectual involvement of consumers and their risk taking level. The aim of this study was to examine the impact of appeal and message source credibility on consumers’ attitude with mediating role of consumers’ intellectual involvement and their risk taking level. The population of this study includes consumers of mobile phones (Samsung, Sony, Nokia, LG and iPhone) in the Bushehr city (Iran). As the population of the study is unlimited, 430 questionnaires were distributed using available sampling method, and 391 questionnaires were collected and analyzed. Using structural equation modeling, we analysed the data through smart PLS software. The results show that the appeal and credibility of the message source impact the consumer attitudes toward the brand. We also found that the intellectual involvement of consumers plays the mediating role in the relationship between message appeal and consumer attitudes toward brands. In the relationship between message source credibility and customer attitude towards the brand, the level of risk taking of people has no mediating role.

Suggested Citation

  • Esmaeilpour Majid & Aram Farshad, 2016. "Investigating the impact of viral message appeal and message credibility on consumer attitude toward the brand," Management & Marketing, Sciendo, vol. 11(2), pages 470-483, July.
    • Handle: RePEc:vrs:manmar:v:11:y:2016:i:2:p:470-483:n:5
    DOI: 10.1515/cks-2016-0010
    as

    Download full text from publisher

    File URL: https://doi.org/10.1515/cks-2016-0010
    Download Restriction: no
    File URL: https://libkey.io/10.1515/cks-2016-0010?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Kaplan, Andreas M. & Haenlein, Michael, 2011. "Two hearts in three-quarter time: How to waltz the social media/viral marketing dance," Business Horizons, Elsevier, vol. 54(3), pages 253-263, May.
    2. Dobele, Angela & Lindgreen, Adam & Beverland, Michael & Vanhamme, Joelle & van Wijk, Robert, 2007. "Why pass on viral messages? Because they connect emotionally," Business Horizons, Elsevier, vol. 50(4), pages 291-304.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Mira Rakic, Beba Rakic, 2015. "Viral Marketing," Ekonomika, Journal for Economic Theory and Practice and Social Issues 2014-04, „Ekonomika“ Society of Economists, Niš (Serbia).
    2. Majid Esmaeilpour & Farshad Aram, 2016. "Investigating the impact of viral message appeal and message credibility on consumer attitude toward brand," International Journal of Business and Economic Sciences Applied Research (IJBESAR), International Hellenic University (IHU), Kavala Campus, Greece (formerly Eastern Macedonia and Thrace Institute of Technology - EMaTTech), vol. 9(3), pages 24-33, December.
    3. Moldovan, Sarit & Steinhart, Yael & Lehmann, Donald R., 2019. "Propagators, Creativity, and Informativeness: What Helps Ads Go Viral," Journal of Interactive Marketing, Elsevier, vol. 47(C), pages 102-114.
    4. Kulkarni, Kalpak K. & Kalro, Arti D. & Sharma, Dinesh & Sharma, Piyush, 2020. "A typology of viral ad sharers using sentiment analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    5. Nour El Houda Ben Amor & Mohamed Nabil Mzoughi, 2023. "Do Millennials’ Motives for Using Snapchat Influence the Effectiveness of Snap Ads?," SAGE Open, , vol. 13(3), pages 21582440231, July.
    6. Sebastian Schneider, 2022. "Price-related consumer discussions in China and the United States: a cross-cultural study investigating price perceptions and word-of-mouth transmission," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 21(3), pages 274-290, June.
    7. Ivanete Schneider Hahn & Flavia Luciane Scherer & Kenny Basso & Marindia Brachak dos Santos, 2016. "Consumer Trust in and Emotional Response to Advertisements on Social Media and their Influence on Brand Evaluation," Brazilian Business Review, Fucape Business School, vol. 13(4), pages 49-71, July.
    8. Kaplan, Andreas M. & Haenlein, Michael, 2016. "Higher education and the digital revolution: About MOOCs, SPOCs, social media, and the Cookie Monster," Business Horizons, Elsevier, vol. 59(4), pages 441-450.
    9. Ketelaar, Paul E. & Janssen, Loes & Vergeer, Maurice & van Reijmersdal, Eva A. & Crutzen, Rik & van ‘t Riet, Jonathan, 2016. "The success of viral ads: Social and attitudinal predictors of consumer pass-on behavior on social network sites," Journal of Business Research, Elsevier, vol. 69(7), pages 2603-2613.
    10. Korgaonkar, Pradeep & Petrescu, Maria & Gironda, John, 2016. "Hispanics and viral advertising," Journal of Retailing and Consumer Services, Elsevier, vol. 32(C), pages 46-59.
    11. Xunyi Wang & Meiling Jiang & Wencui Han & Liangfei Qiu, 2022. "Do Emotions Sell? The Impact of Emotional Expressions on Sales in the Space‐Sharing Economy," Production and Operations Management, Production and Operations Management Society, vol. 31(1), pages 65-82, January.
    12. Nuttavuthisit, Krittinee, 2010. "If you can't beat them, let them join: The development of strategies to foster consumers' co-creative practices," Business Horizons, Elsevier, vol. 53(3), pages 315-324, May.
    13. Malgorzata Bartosik-Purgat & Oxana Filipchuk & Michael B. Hinner, 2017. "Communication and Consumer Activities of Social Networking Sites Users: Cases from Germany, Poland and Russia," Managing Global Transitions, University of Primorska, Faculty of Management Koper, vol. 15(4 (Winter), pages 341-363.
    14. Mohamed Saladin Abdul Rasool & Hainnuraqma Rahim & Nornajihah Nadia Hasbullah & Ameiruel Azwan Ab Aziz, 2023. "Acceptance of Zakat E-payment System: A Perception of Undergraduates," Asian Social Science, Canadian Center of Science and Education, vol. 19(2), pages 1-77, April.
    15. Francesca Pucciarelli & Chiara Giachino & Bernardo Bertoldi & Davide Tamagno, 2019. "A small world experiment in the digital era: Can sWOM be used by start uppers to reach a target?," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2019(1), pages 103-120.
    16. Hayes, Jameson L. & King, Karen Whitehill & Ramirez, Artemio, 2016. "Brands, Friends, & Viral Advertising: A Social Exchange Perspective on the Ad Referral Processes," Journal of Interactive Marketing, Elsevier, vol. 36(C), pages 31-45.
    17. Giuseppe Crapa & Maria Elena Latino & Paolo Roma, 2024. "The performance of green communication across social media: Evidence from large‐scale retail industry in Italy," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 31(1), pages 493-513, January.
    18. Farjana Chowdhury & Mohammad Islam & Mohammad Rana, 2016. "Investigating Factors Influencing Consumer Attitude toward SMS Advertising: An Empirical Study in Bangladesh," International Journal of Business and Management, Canadian Center of Science and Education, vol. 11(10), pages 233-233, September.
    19. Daphne M. Simmonds & Katia Campbell & Joseph Hasley, 2021. "Viral diffusion of technology products: a comprehensive stage framework," Information Systems and e-Business Management, Springer, vol. 19(2), pages 597-619, June.
    20. Hanne Knight & Mohamed Yacine Haddoud & Phil Megicks, 2022. "Determinants of corporate sustainability message sharing on social media: A configuration approach," Business Strategy and the Environment, Wiley Blackwell, vol. 31(2), pages 633-647, February.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:vrs:manmar:v:11:y:2016:i:2:p:470-483:n:5. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Peter Golla (email available below). General contact details of provider: https://www.sciendo.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.