Posting strategically : the consumer as an online media planner

Yu Jen CHEN*, Amna KIRMANI

*Corresponding author for this work

Research output: Journal PublicationsJournal Article (refereed)

15 Citations (Scopus)

Abstract

How do consumers choose to post their brand reviews online? Whereas prior research examines what people say online, we investigate where consumers post their brand-related consumption experience on an online discussion forum. Using the framework of the Persuasion Knowledge Model, we suggest that consumers act as intuitive media planners to assess the extent to which they can reach their specific goals when targeting online audiences. Specifically, we examine the effects of posters' motives, message valence, and audience similarity on posting behavior. We propose and find that persuasion-motivated consumers focus on whether the message is effective in generating interest and emotion from the audience; therefore, they are more likely to post positive messages on a brand-general forum, such as a product forum, and negative messages on a brand-specific forum. In contrast, affiliation-motivated posters primarily focus on audience similarity, preferring to post on a forum where they perceive the audience as similar to them. Three experiments show the different posting patterns under the two motives and demonstrate the mediating role of message effectiveness under a persuasion motive.
Original languageEnglish
Pages (from-to)609-621
Number of pages13
JournalJournal of Consumer Psychology
Volume25
Issue number4
Early online date12 Feb 2015
DOIs
Publication statusPublished - Oct 2015

    Fingerprint

Keywords

  • Online communication
  • Persuasion knowledge
  • Social influence
  • Word-of-mouth

Cite this