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1 – 10 of over 7000N. Nurlaela Arief, Anne Gregory, Aria Bayu Pangestu, Dany Muhammad Athory Ramdlany and I Made Ariya Sanjaya
The purpose of this study is to explore how Indonesian state-owned enterprises (SOEs) select and “manage” employee influencers in order to engage more effectively with younger…
Abstract
Purpose
The purpose of this study is to explore how Indonesian state-owned enterprises (SOEs) select and “manage” employee influencers in order to engage more effectively with younger generations.
Design/methodology/approach
The study applies a mixed-methods approach. Quantitative data were obtained by analyzing Instagram content with samples for analysis being taken from company-related posts from June 2018 to June 2020. Qualitative data collection was by two focus group discussions (FGD). The FGDs comprised in total, 22 employee influencers representing the 11 sectors of SOEs in Indonesia.
Findings
The article examines how employee influencers engage with others; how they are chosen by their organizations; how they are managed and the support they need from their employers. It was discovered that a careful triangulation is required between employees as influencers, their followers and SOE communication hubs. A key factor is maintaining the authentic relationship between employee influencers and their followers. A conceptual model of employee influencer management for Indonesia is proposed.
Research limitations/implications
The research provides useful insights for communication management, marketing, and human resources in developing and supporting the role of employee influencers.
Practical implications
The research provides useful insights for communication management, marketing and human resources in developing and supporting the role of employee influencers. The suggested model is of practical utility for SOEs for managing employee influencers in Indonesia and provides valuable indicators for other countries.
Originality/value
The study of SOEs’ employee influencers has not been explored previously in the literature. This, combined with the Indonesian perspective, brings new insights to the field. Social media use is especially high in Indonesia, so it acts as a good exemplar for the field. It also builds on the growing literature about the importance of employees as influencer, especially in the social media space. The model also make a theoretical contribution.
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After working through the case and the assignment questions, students will be able to understand the current practices and importance of influencer marketing strategies within…
Abstract
Learning outcomes
After working through the case and the assignment questions, students will be able to understand the current practices and importance of influencer marketing strategies within overall marketing strategies; appreciate both the debate and dissonance that surround influencer performance measures; outline the key elements of Qoruz.com’s investments and efforts that brought them success; understand the strategic intent and justify the logic of operationalisation of Qoruz.com by creating two different SBUs after they launched a vastly improved tech platform; and evaluate potential strategies that Qoruz.com could use to move ahead and cement its supremacy in the influencer marketing space.
Case overview / synopsis
Interest in influencer marketing which found many takers during the pandemic was expected to intensify and form the core of many brand strategies. Coupled with this heightened interest and increased budget overlay, demands from brands and agencies alike for clearer ROI linkages and KPIs that have better correlation with business goals, have gained momentum. Qoruz, an early entrant in the influencer marketing space in India, attributed their success to their focus on product innovation and service quality. From a predominantly narrow service offering providing analytics that facilitated decision-making for influencer marketing campaigns, their recently launched multi-feature platform enabled them to expand their services and consolidate their position. However, today, in an increasing volatile market, drawn by the high growth trajectory of the influencer marketing space, many players had jumped in and tried to introduce technology-based platforms with almost similar features while aggressively playing the price card. With the monetary and economic conditions under pressure and constantly changing demands of clients, Qoruz.com found itself faced with a dilemma to protect their first mover advantage. The co-founders of Qoruz realised that to give confidence to their loyal client base, and really cement their leadership, they would need to urgently take stock and relook at their strategy afresh relying on their deep experience of the industry, loyalty of their customers and their tech-centric DNA to build a holistic and ambitious strategy.
Complexity academic level
This case is designed for use by graduate and under-graduate level students in marketing management and strategic management courses.
Supplementary materials
Teaching notes are available for educators only.
Subject code
CSS 11: Strategy.
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Li Chen, Yiwen Chen and Yang Pan
This study aims to empirically test how sponsored video customization (i.e. the degree to which a sponsored video is customized for a sponsoring brand) affects video shares…
Abstract
Purpose
This study aims to empirically test how sponsored video customization (i.e. the degree to which a sponsored video is customized for a sponsoring brand) affects video shares differently depending on influencer characteristics (i.e. mega influencer and expert influencer) and brand characteristics (i.e. brand establishment and product involvement).
Design/methodology/approach
This study uses a unique real-world data set that combines coded variables (e.g. customization) and objective video performance (e.g. sharing) of 365 sponsored videos to test the hypotheses. A negative binomial model is used to analyze the data set.
Findings
This study finds that the effect of video customization on video shares varies across contexts. Video customization positively affects shares if they are made for well-established brands and high-involvement products but negatively influences shares if they are produced by mega and expert influencers.
Research limitations/implications
This study extends the influencer marketing literature by focusing on a new media modality – sponsored video. Drawing on the multiple inference model and the persuasion knowledge theory, this study teases out different conditions under which video customization is more or less likely to foster audience engagement, which both influencers and brands care about. The chosen research setting may limit the generalizability of the findings of this study.
Practical implications
The findings suggest that mega and expert influencers need to consider if their endorsement would backfire on a highly customized video. Brands that aim to engage customers with highly-customized videos should gauge their decision by taking into consideration their years of establishment and product involvement. For video-sharing platforms, especially those that are planning to expand their businesses to include “matching-making services” for brands and influencers, the findings provide theory-based guidance on optimizing such matches.
Originality/value
This paper fulfills an urgent research need to study how brands and influencers should produce sponsored videos to achieve optimal outcomes.
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Jana Brockhaus, Laura Dicke, Patricia Hauck and Sophia Charlotte Volk
The aim of this chapter is to shed light on a growing phenomenon in communication practice: employees speaking voluntarily for, about or on behalf of their organization, hereafter…
Abstract
The aim of this chapter is to shed light on a growing phenomenon in communication practice: employees speaking voluntarily for, about or on behalf of their organization, hereafter labelled as corporate ambassadors. The goal of this qualitative study is to analyze the role of corporate ambassadors within an organization and explore the perceived benefits and risks from three perspectives: the communication department, other departments such as marketing or human resources, and corporate ambassadors themselves. The research is based on an interdisciplinary literature review and 25 qualitative in-depth interviews with employees in one large, internationally operating German organization. By combining the theoretical and empirical insights, a conceptual framework that depicts the benefits (e.g., joy, increased trust, positive impact on reputation) and risks (e.g., work stress, lack of integration, loss of quality) of integrating corporate ambassadors into the overall communication of the organization was developed. In addition, this chapter suggests two typologies that help to distinguish between different roles of communication professionals and of corporate ambassadors. The contribution of this study is to lay a groundwork for further discussions about corporate ambassadors in the field of corporate communications. The chapter outlines directions for future research and implications for practice on how the framework can be applied in organizations.
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The purpose of this study is to examine psychological ownership (PO) experienced by followers of social media influencers toward both influencer and the product.
Abstract
Purpose
The purpose of this study is to examine psychological ownership (PO) experienced by followers of social media influencers toward both influencer and the product.
Design/methodology/approach
Data were collected using face-to-face semi-structured interviews that were conducted with 30 respondents and analyzed using thematic analysis.
Findings
The study demonstrated that the PO experienced by the follower changes under different conditions resulting from perceived value, social currency and follower activity. Social currency plays a vital role in determining the target of PO, often affecting the narrative by the follower.
Originality/value
To the best of the author’s knowledge, this is the first paper to examine the transference of PO between product and influencer as experienced by the follower. It provides an understanding on PO that is experienced in different levels of intensity and changes depending on the motive of the follower; hence, transference of PO occurs and it is not a static.
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Najmeh Hafezieh, Neil Pollock and Annmarie Ryan
Digital technologies, digitalised consumers and the torrent of customer data have been transforming marketing practice. In discussing such trends, existing research has either…
Abstract
Purpose
Digital technologies, digitalised consumers and the torrent of customer data have been transforming marketing practice. In discussing such trends, existing research has either focussed on the skills marketers need or broad-based approaches such as agile methods but has given less consideration to just how such skills or approaches might be developed and used in marketers' day-to-day activities and in the organisation of marketing in the firm. This is what the authors address in this paper.
Design/methodology/approach
This paper adopts an in-depth case study approach to examine an exemplary digital enterprise in transformation of their digital marketing. The insights were gathered from 25 interviews, netnography and document analysis of the case organisation in addition to 10 interviews with independent experts.
Findings
Drawing on practice-oriented approach, the authors show how organisations respond to the emerging trends of digital consumers and big data by taking a ‘hacking marketing’ approach and developing novel marketing expertise at disciplinary boundaries. The authors put forward three sets of practices that enable and shape the hacking marketing approach. These include spanning the expertise boundary, making value measurable and experimenting through which their adaptive, iterative and multidisciplinary work occurs. This explains how managing digital consumers and big data is not within the realm of information technology (IT) functions but marketing and how marketing professionals are changing their practice and moving their disciplinary boundaries.
Practical implications
This study offers practical contributions for firms in terms of identifying new work practices and expertise that marketing specialists need in managing digital platforms, digitalised consumers and big data. This study’s results show that enterprises need to design and implement strong training programmes to prepare their marketing workforce in adopting experimentations of agile approach and data-driven decision making. In addition, Marketing education should be changed so that programmes consider a review of their courses and include the novel marketing models and approaches into their curriculum.
Originality/value
This study contributes to the nascent discussions by unpacking how enterprises can develop new marketing expertise and practices beyond skillsets and how such practices form new hacking marketing approach which addresses the problem of the inability of the conventional marketing approach to show its value within the firm.
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Ruibin Geng, Xi Chen and Shichao Wang
Endorsement marketing has been widely used to generate consumer attention, interest and purchase decisions among targeted audiences. Internet celebrities who become famous on the…
Abstract
Purpose
Endorsement marketing has been widely used to generate consumer attention, interest and purchase decisions among targeted audiences. Internet celebrities who become famous on the Internet are dependent on strategic intimacy to appeal to their followers. Our study aims to examine how multiple exposures to Internet celebrity endorsements influence consumers’ click and purchase decisions in the context of influencer marketing.
Design/methodology/approach
Based on a unique and representative dataset, the authors first model consumers’ choices for clicks and purchases with two panel fixed-effect logit models linking clicks and purchases with the frequency of exposure to Internet celebrity endorsement. To further control the endogeneity produced by the intercorrelation between the click and purchase models, the authors also adopt the two-stage Heckman probit structure to jointly estimate the two models using Maximum Likelihood Estimation. Robustness checks confirm the effectiveness of the models.
Findings
The results suggest that Internet celebrity endorsement plays a significant role in bringing referral traffic to e-commerce sites but is less helpful in affecting conversion to sales. The impact of repetitive Internet celebrity endorsements on consumers’ click decisions is U-shaped, but the role of Internet celebrities as online retailers will “shape-flip” this relationship to a negative linear relation.
Originality/value
Our study is the first to investigate the repetitive exposure effect of Internet celebrity endorsement. The results show a contradictory pattern with a wear-out effect of repetition in the advertising literature. This is the first study to show how the endorsing self, which is a common business model in influencer marketing, moderates the effectiveness of influencer marketing.
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Anand Jhawar, Prashant Kumar and Sanjeev Varshney
This study aims to gain insights into the rise of virtual social media influencers and identify the significant theories governing virtual influencers’ (VIs) interaction with…
Abstract
Purpose
This study aims to gain insights into the rise of virtual social media influencers and identify the significant theories governing virtual influencers’ (VIs) interaction with followers on social media platforms. Studies on VI being scarce in marketing literature, the authors attempt to propose a theoretical model to understand the acceptance of VIs by social media users (SMUs).
Design/methodology/approach
Using a structured literature review and a case study approach, a conceptual model is developed and propositions are offered.
Findings
Parasocial interaction (PSI) between the SMU and VIs builds up source credibility, thereby leading to the acceptance of VIs. Thus, the authors establish that PSI and source credibility theory combine to explain the acceptance of VIs by SMUs. Furthermore, similarity with the VI is another added dimension of source credibility, as suggested by this study. A comparative analysis of the growth of five major VIs elucidates that the fashion, electronic, tourism and health-care industries can use them for promotions and as influencers, especially for luxury products.
Research limitations/implications
VIs are a potent tool to achieve improved brand awareness and to target young consumers (especially Gen Y and Gen Z – millennials).
Originality/value
The emergence of VIs being recent; little is comprehended about their interaction with SMUs. Hence, it becomes important to delineate the foundations of VI–SMU interaction. Thus, this study addresses the gap in identifying the theoretical background and proposes a conceptual model elucidating VI acceptance by SMUs.
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