Motivations to Use Different Social Media Types and Their Impact on Consumers' Online Brand-Related Activities (COBRAs)

Cristian Buzeta*, Patrick De Pelsmacker, Nathalie Dens

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

44 Scopus citations

Abstract

Using a six-dimension uses and gratifications (U&G) framework, we explore how social media use motivations drive consumers' online brand-related activities (COBRAs: consumption, contribution, and creation of brand-related content). We examine these relationships for different social media types by drawing on two previously suggested dimensions, namely their nature of connections and level of customization of messages. Using a US-based sample (n = 939), findings of a PLS-SEM procedure show that “traditional” U&G hardly explain social media COBRAs. In contrast, Empowerment and Remuneration motives—two U&G specifically relevant for social media use—are the most critical COBRAs drivers. Multigroup analyses suggest that the relation between U&G and COBRAs differs between social media platforms classified either as: (a) profile- or content-based; or as employing (b) customized or broadcast messages. We argue for a specific design of brand-related activities on different social media in order to incentivize users' engagement with brand-related content.

Original languageEnglish
Pages (from-to)79-98
Number of pages20
JournalJournal of Interactive Marketing
Volume52
DOIs
StatePublished - Nov 2020
Externally publishedYes

Bibliographical note

Funding Information:
The first author was financially supported by the National Agency for Research and Development (ANID)/Scholarship Program/DOCTORADO BECAS CHILE/2017 – 72180395 doctoral grant.

Funding Information:
The first author was financially supported by the National Agency for Research and Development (ANID)/Scholarship Program/DOCTORADO BECAS CHILE/2017 ? 72180395 doctoral grant.

Publisher Copyright:
© 2020 Marketing EDGE.org.

Keywords

  • Consumer-brand engagement
  • Consumers' online brand-related activities
  • Social media
  • Social media types
  • Uses and gratifications

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