TY - JOUR
T1 - You reap where you sow
T2 - a trust-based approach to initial seeding for viral advertising
AU - Huh, Jisu
AU - Kim, Hyejin
AU - Rath, Bhavtosh
AU - Lu, Xinyu
AU - Srivastava, Jaideep
N1 - Publisher Copyright:
© 2020 Advertising Association.
PY - 2020/10
Y1 - 2020/10
N2 - This study examines the role of source trust in viral ad diffusion, specifically the impact of source trust on the reach and speed of ad diffusion. It tests the feasibility of using computer-algorithm-generated social media metrics, indicating the degree to which each person is trusted by others within a social network, for trust-based viral ad seeding strategy, and future research on viral advertising. Applying trust theory and the computational trust research approach using real-life viral ad cases, this study found that only a small proportion of social media users exposed to viral ads tend to contribute to ad diffusion, and those with higher trust scores make significantly stronger contributions to spreading viral ads faster and more broadly. Additionally, individuals’ source trust scores have stronger impact on the extent and speed of viral ad diffusion, especially in the situation where the ads contained socially-controversial messages. Theoretical and methodological contributions and practical implications are offered.
AB - This study examines the role of source trust in viral ad diffusion, specifically the impact of source trust on the reach and speed of ad diffusion. It tests the feasibility of using computer-algorithm-generated social media metrics, indicating the degree to which each person is trusted by others within a social network, for trust-based viral ad seeding strategy, and future research on viral advertising. Applying trust theory and the computational trust research approach using real-life viral ad cases, this study found that only a small proportion of social media users exposed to viral ads tend to contribute to ad diffusion, and those with higher trust scores make significantly stronger contributions to spreading viral ads faster and more broadly. Additionally, individuals’ source trust scores have stronger impact on the extent and speed of viral ad diffusion, especially in the situation where the ads contained socially-controversial messages. Theoretical and methodological contributions and practical implications are offered.
KW - Viral advertising
KW - computational research
KW - computational trust
KW - social media advertising
KW - trust
UR - http://www.scopus.com/inward/record.url?scp=85078917146&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85078917146&partnerID=8YFLogxK
U2 - 10.1080/02650487.2020.1718823
DO - 10.1080/02650487.2020.1718823
M3 - Article
AN - SCOPUS:85078917146
SN - 0265-0487
VL - 39
SP - 963
EP - 989
JO - International Journal of Advertising
JF - International Journal of Advertising
IS - 7
ER -