The Impact of Brand-related User-Generated Content's Functional Appeal on Consumers' Social Media Engagement: The Moderating Role of the Physical Attractiveness of the Profile Picture

Liu Yuhua, Wang Xia

Journal of Marketing Science ›› 2022, Vol. 2 ›› Issue (3) : 18-41.

PDF(12943 KB)
PDF(12943 KB)
Journal of Marketing Science ›› 2022, Vol. 2 ›› Issue (3) : 18-41.
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The Impact of Brand-related User-Generated Content's Functional Appeal on Consumers' Social Media Engagement: The Moderating Role of the Physical Attractiveness of the Profile Picture

  • Liu Yuhua,Wang Xia
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Abstract

Brand-related user-generated content can reduce purchase uncertainty and influence consumers’ brand attitude and purchase decisions. Numerous studies have analyzed the content characteristics of brand-related user-generated content, yet the content's appeals have not been fully discussed. Based on the brand-related user - generated content data of skincare products from Xiaohongshu App, this study explores the impact of brand-related user-generated contenfs functional appeal on consumers’ social media engagement. In addition, we use Heuristic - Systematic Model to understand the bias effect between the physical attractiveness of the profile picture and the functional appeal. The study finds that the functional appeal of brand- related user-generated content has a significant positive impact on consumers' social media engagement. The more functional contents the brand-related user-generated content contains, the higher the consumers’ social media engagements will be. The users' physical attractiveness of the profile picture plays a positive moderating role. The more attractive the profile picture is, the stronger the impact of brand-related user-generated contenfs functional appeal on consumers' social media engagement will be.

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Liu Yuhua, Wang Xia. The Impact of Brand-related User-Generated Content's Functional Appeal on Consumers' Social Media Engagement: The Moderating Role of the Physical Attractiveness of the Profile Picture[J]. Journal of Marketing Science. 2022, 2(3): 18-41
PDF(12943 KB)

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