Shopping carts in vlogs: the roles of persuasion knowledge and narrative engagement
摘要
With the rising popularity of online video channels, influencers increasingly make their vlogs “shoppable” by adding a “shopping cart” to simplify the customer journey. However, when presented inappropriately, shopping carts may disrupt consumers’ experience and incur their reactance. This study examines the underlying mechanism of shopping cart executions on consumer acceptance of sponsored vlogs, drawing on the theoretical lens of the persuasion knowledge model (including both conceptual and attitudinal persuasion knowledge) and narrative transportation theory. In the scenario of narrative vlogs with shopping carts, a 3 (placement timing compared to product appearance: prior to/concurrent with/after product appearance) × 2 (placement prominence: low/high) between-factor experiment was employed for data analysis. The results show that shopping carts that appear after the product appearance result in the most narrative engagement, followed by the shopping carts prior to the product appearance, and then the shopping carts placed concurrent with the product appearance. Shopping carts placed earlier than product appearance result in more ad recognition (conceptual persuasion knowledge) and fewer inferences of manipulative intent (IMI; attitudinal persuasion knowledge). In addition, shopping carts with high prominence will result in less narrative engagement, but more ad recognition and less IMI than those with low prominence. This study offers insights for platforms and advertisers on optimizing the design of shopping carts in vlogs for consumer responses. This study advances the theoretical research on shopping cart placement, updates the information system (IS) research on information presentation, and identifies the role of persuasion knowledge and narrative engagement in the narrative vlog context.