The DOI matches its Crossref record; 11 of the 11 references it cites were found in a registry or an index.
Evidence that user-generated content that produces engagement increases purchase behaviours
Abstract
The use of social media environments that enable consumers to engage with a brand publicly is of increasing interest to marketers. In particular, contests in which consumers create user-generated content (UGC) offer the potential of actively engaging consumers with a brand and thereby directly affecting consumer purchases. This research demonstrates that prompting consumers to create UGC that engages consumers in actively thinking about or elaborating on a personal goal that is relevant to a brand does affect actual buying decisions. It shows that the impact of this engagement via content elaboration is not accounted for by mere participation in the social media activity or rewards offered to participants. The research adds to the growing literature on the importance of consumer engagement and validates the link between engagement and actual purchase behaviours.
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Citations
Cites
Building a practically useful theory of goal setting and task motivation: A 35-year odyssey.
Locke, E. A., & Latham, G. P. (2002) · American Psychologist · doi:10.1037/0003-066x.57.9.705 · Cited by 7,766 · cited 1×
“According to goal-setting theory (Locke & Latham, 2002), contributing UGC should lead to a change in participants’ future behaviour, especially in situations in which the UGC creates or activates a particular personal goal.”
MethodThe Effect of Word of Mouth on Sales: Online Book Reviews
Chevalier, J. A., & Mayzlin, D. (2006) · Journal of Marketing Research · doi:10.1509/jmkr.43.3.345 · Cited by 6,003
Matching Methods for Causal Inference: A Review and a Look Forward
Stuart, E. A. (2010) · Statistical Science · doi:10.1214/09-sts313 · Cited by 5,478
Customer engagement behavior: Theoretical foundations and research directions
van Doorn, J., Lemon, K. N., Mittal, V., Nass, S., Pick, D., Pirner, P., & Verhoef, P. C. (2010) · Journal of Service Research · doi:10.1177/1094670510375599 · Cited by 3,536
Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation
Hollebeek, L. D., Glynn, M. S., & Brodie, R. J. (2014) · Journal of Interactive Marketing · doi:10.1016/j.intmar.2013.12.002 · Cited by 3,276 · cited 3×
“Further, as supported by the research of Muntinga et al. (2011), Calder and Malthouse (2008, 2016, 2009), Higgins and Scholer (2009), Vivek, Beatty, & Morgan (2012), and Hollebeek et al. (2014), high engagement is fostered by experiences that connect a brand to personal goals or values.”
BackgroundThe Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Communication and Persuasion · doi:10.1007/978-1-4612-4964-1_1 · Cited by 3,202
What Makes Online Content Viral?
Berger, J., & Milkman, K. L. (2012) · Journal of Marketing Research · doi:10.1509/jmr.10.0353 · Cited by 3,178 · cited 1×
“Other research has shown that characteristics of UCG and its creator have an impact on the receiver (Berger & Milkman, 2012; de Vries, Gensler, & Leeflang, 2012; Weiss, Lurie, & MacInnis, 2008).”
Customer engagement: exploring customer relationships beyond purchase.
Vivek, S. D., Beatty, S. E., & Morgan, R. M. (2012) · Journal of Marketing Theory and Practice · doi:10.2753/mtp1069-6679200201 · Cited by 2,089
Introducing COBRAs: Exploring motivations for brand-related social media use
Muntinga, D. G., Moorman, M., & Smit, E. G. (2011) · International Journal of Advertising · doi:10.2501/ija-30-1-013-046 · Cited by 1,468
The Role of Customer Engagement Behavior in Value Co-Creation: A Service System Perspective
Jaakkola, E., & Alexander, M. (2014) · Journal of Service Research · doi:10.1177/1094670514529187 · Cited by 1,219
Metadata
- Authors
- Malthouse, E. C., Calder, B. J., Kim, S. J., & Vandenbosch, M.
- Venue
- Journal of Marketing Management
- Publisher
- Informa UK Limited
- Published
- 2016-03-04
- Volume
- 32
- Issue
- 5-6
- Pages
- 427-444
- ISSN
- 0267-257X (ISSN-L)
- 1472-1376
- OpenAlex
- W2329812002
- Cited by
- 213
- References
- 11
- FWCI
- 49.54
- Type
- journal article
- Language
- en
- Open access
- closed
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- Malthouse, E. C., Calder, B. J., Kim, S. J., & Vandenbosch, M. (2016). Evidence that user-generated content that produces engagement increases purchase behaviours. Journal of Marketing Management. https://doi.org/10.1080/0267257x.2016.1148066
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
