Customizing a consumers’ story for you: The impact of protagonist geographical distance on willingness to share

Zhihao Yang, Desheng Wang, Tingting Li and Jie Han

Journal of Retailing and Consumer Services, 2023, vol. 74, issue C

Abstract: Consumers' stories, which reveal the interactions between consumers and brands from the perspective of consumers, are increasingly prevalent in advertisements and service communications. Although previous research has explored the impact of consumers' story plots, elements, types, and endings on story effectiveness, the connection between the audience and story protagonist is often of greater concern to consumers. This study examines how the geographical distance between audiences and consumers' story protagonists can prompt audiences to share a consumers' story. A dataset was collected from leading social platforms, and four scenario–based experiments were conducted, which demonstrated that the geographical distance between the protagonist and audience enhanced audience–protagonist similarity and interpersonal identity leading to a more positive willingness to share the story. Additionally, the effect of geographical distance on willingness to share is stronger when the story is based on true events; this effect is attenuated when the story is fictitious. The findings provide a proximal protagonist that advertisers can use in a story to prompt audiences to share consumers’ stories.

Keywords: Consumers' story; Geographical distance; Story protagonist; Social identity (search for similar items in EconPapers)
Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:eee:joreco:v:74:y:2023:i:c:s0969698923001315

DOI: 10.1016/j.jretconser.2023.103384

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