APJIS Asia Pacific Journal of Information Systems

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The Journal for Information Professionals

Asia Pacific Journal of Information Systems (APJIS), a Scopus Indexed Journal,
is published by the Korea Society of Management Information Systems (KMIS),
which is the largest professional institute in the field of information systems in Korea.

ISSN 2288-5404 (Print) / ISSN 2288-6818 (Online)

Editor : Hee-Woong Kim

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Past Issue

Date March 2016
Vol. No. Vol. 26 No. 1
DOI http://dx.doi.org/10.14329/apjis.2016.26.1.124
Page 124~142
Title “You can’t help but Like it”: An Investigation of Mandatory Endorsement Solicitation and Gating Practices in Online Social Networks
Author E. Mitchell Church, Samantha Passarello
Keyword Social Media Marketing, Social Media Buzz, Social Media Endorsements, Gating Practices,Socially-earned Media
Abstract Companies operating in social network platforms continue to improve and expand their marketing techniques. This study examines the practice of “gating“, which involves virtual barriers between social network users and company content. Gates demand mandatory user endorsements, in the form of a Facebook ”Likes”, Twitter “retweets” etc., to gain access to company content, such as coupons and rewards,. Gating practices demand a mandatory endorsement before any content consumption takes place. Thus, while user endorsements are assumed to arise voluntarily from trusted known sources, gating practices would appear to violate this assumption. However, whether this violation lessens the effectiveness of gating practices still requires empirical validation. We investigate this question through the use of a unique panel data set that includes data on “like” endorsements obtained from a number of real-world Facebook business pages. Results of the study show that gating practices are effective for endorsement solicitation; however, gates may interfere with more traditional marketing activities.


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