Abstract
Social networking sites (SNS) play an increasingly important role in the mix of brands’ marketing communication. A key question for marketing departments, therefore, is how brand posts can be best framed to provoke positive user reactions and interactions. In order to better understand the determinants of communication success on SNS, we propose a theoretical framework of how users process posts on SNS. Its logic suggests that the overall theme of a post (“post appeal”) is a main antecedent of communication success. Thus, we empirically examine the effects of post appeals on user interaction by profoundly analysing a sample of 1948 Facebook posts. Results show that some post appeals have positive and others have negative impact on user interaction. Interestingly, some of the appeals with positive impact are rarely used by brands, while some of the appeals with negative impact are used quite frequently, indicating that brands currently do not grasp the full potential of post appeal strategy. This article concludes by discussing theoretical and managerial implications. © 2017 Elsevier B.V., All rights reserved.