Antecedents to Consumer Peer Communication through Social Advertising: A Self-Disclosure Theory Perspective
Source of Publication
Journal of Interactive Advertising
© 2018, © 2018 American Academy of Advertising. The use of peer communication has become a primary method used by advertisers to disseminate their messages to relevant consumers on social media—with a significant return on investment. This study examines whether consumers' privacy, trust, and perceived benefits are associated with their peer communication through social advertising within the lens of self-disclosure theory. The results of a survey of 393 social network users in Indonesia demonstrate that trust is a key factor promoting peer communication through social advertising, mediating privacy concerns and perceived privacy control. Of the three types of peer-communication benefits examined, social benefits appear to be the most significant antecedent, ahead of economic benefits and entertainment benefits. These findings have theoretical and managerial implications.
Ardiansyah, Yusfi; Harrigan, Paul; Soutar, Geoffrey N.; and Daly, Timothy M., "Antecedents to Consumer Peer Communication through Social Advertising: A Self-Disclosure Theory Perspective" (2018). Scopus Indexed Articles. 1130.