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How stories generate consumer engagement: An exploratory study

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  • Dessart, Laurence
  • Pitardi, Valentina

Abstract

Understanding how branded storytelling content impacts consumer engagement (CE) is needed to advance research in this topical field and better calibrate story elements. This paper aims to understand the interplay between branded storytelling content and CE, considering the different features of stories and the multidimensional nature of engagement. It takes a netnographic approach to a collection of consumer responses − close to 1000 rich comments offered in four languages − to digital videos posted on YouTube by the brand Dove. Findings reveal that story plot, characters, and verisimilitude trigger consumer engagement by activating cognitive, emotional, and behavioral responses in a certain sequence and with variable intensities and valences. The results, as well, show the important interactive aspect of story-based engagement. The paper contributes to CE research by offering a framework linking branded storytelling with CE, which is applicable by managers to design effective storytelling content.

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  • Dessart, Laurence & Pitardi, Valentina, 2019. "How stories generate consumer engagement: An exploratory study," Journal of Business Research, Elsevier, vol. 104(C), pages 183-195.
    • Handle: RePEc:eee:jbrese:v:104:y:2019:i:c:p:183-195
    DOI: 10.1016/j.jbusres.2019.06.045
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    9. Nahit Erdem KÖKER & Deniz MADEN & Özgür KÖSEOĞLU, 2019. "Tüketicilerin Sosyal Ağlarda Markalarla Bağ Kurması Elektronik Ağızdan Ağıza İletişimlerini Nasıl Etkiliyor?," Istanbul Business Research, Istanbul University Business School, vol. 48(2), pages 284-312, November.
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