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Short video marketing strategy: evidence from successful entrepreneurs on TikTok

Huan Chen (Department of Advertising, University of Florida, Gainesville, Florida, USA)
Dalong Ma (Department of Management, University of Northern Colorado, Greeley, Colorado, USA)
Bhakti Sharma (Department of Advertising, University of Florida, Gainesville, Florida, USA)

Journal of Research in Marketing and Entrepreneurship

ISSN: 1471-5201

Article publication date: 30 October 2023

Issue publication date: 8 February 2024

2108

Abstract

Purpose

This study aims to delve into entrepreneurs’ perceptions and interpretations of short video marketing on TikTok.

Design/methodology/approach

In light of the study’s exploratory nature, a qualitative approach was used. The authors conducted in-depth interviews with 17 entrepreneurs to uncover their insights on short video marketing via TikTok. Data analysis was carried out using thematic analysis and NVivo, and rigorous measures were in place to ensure the quality of the study.

Findings

This study’s findings suggested that entrepreneurs’ usage of TikTok is customer-oriented, with the purposes of promoting their businesses, generating word-of-mouth and managing customer relationships. As such, the gratification of connection with their audience, entertainment and information provision needs motivate entrepreneurs’ use of TikTok for social media marketing. Additionally, entrepreneurs’ use of TikTok may also contribute to their gratification of creativity and spontaneity needs, which may otherwise be limited in the context of other social media platforms.

Originality/value

This study expands the previous literature on entrepreneurship, social media marketing and the uses and gratification approach by revealing the specifics, nuances and dynamics of TikTok marketing from the entrepreneurs’ emic perspective.

Keywords

Citation

Chen, H., Ma, D. and Sharma, B. (2024), "Short video marketing strategy: evidence from successful entrepreneurs on TikTok", Journal of Research in Marketing and Entrepreneurship, Vol. 26 No. 2, pp. 257-278. https://doi.org/10.1108/JRME-11-2022-0134

Publisher

:

Emerald Publishing Limited

Copyright © 2023, Emerald Publishing Limited

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