Integrating the S-O-R Model to Examine Purchase Intention Based on Instagram Sponsored Advertising

• Main Authors: Hussain, A., Hooi Ting, D., Zaib Abbasi, A., Rehman, U.
• Format: Article
• Published: Routledge 2022
• Online Access: http://scholars.utp.edu.my/id/eprint/33915/; https://www.scopus.com/inward/record.uri?eid=2-s2.0-85135689311&doi=10.1080%2f10496491.2022.2108185&partnerID=40&md5=d5b4162903cc6857c7cdd6c6a1187acc
• Institution: Universiti Teknologi Petronas

This study explores how the value of sponsored Instagram advertisements (ads) can enhance consumer ad-related involvement (cognitive and affective) and flow experience, which consequently impacts product purchase intention. To comprehend this issue, we propose a framework that combines the extended Ducoffe�s web advertising value model and the Stimulus-Organism-Response (S-O-R) model. We conceptualize S - stimuli - as perceived advertising value of sponsored Instagram ads; O - organism - as consumer ad-related involvements, comprising cognitive, affective, and flow experiences; and R - response state - as purchase intention. Based on an online survey, data was collected from 337 Malaysian Instagram users. The findings indicate that sponsored Instagram ad-related entertainment, informativeness, credibility, incentives, and celebrity endorsement, are conducive to raising the effectiveness of ad-stimuli, which in turn, enhance consumers� cognitive and affective ad involvement and flow, to influence purchase behavior. The research offers empirical evidence to support the S-O-R framework and helps to expand the scope of sponsored advertising value research and its effect on consumers� purchase intention. Furthermore, it benefits marketers and advertisers in promoting effective advertising campaigns using sponsored Instagram advertising. It also provides a platform where marketers can design ads that can help them to reach their marketing goals. © 2022 Taylor & Francis Group, LLC.