Research on the Matching Mechanism Between E-Commerce Channels and Advertising Appeals

Abstract

An increasing number of enterprises are adopting a dual-channel business strategy that combines short video e-commerce with traditional e-commerce in their online activities. Previous research on advertising appeals has primarily focused on ad content, products, and consumers. However, the lack of attention given to shopping channels raises a question for the retail industry: How can enterprises create differentiated ads that cater to the needs of consumers in different channels? Across three studies, this research builds upon the regulatory focus theory to demonstrate that consumers on e-commerce platforms, as opposed to short video platforms, are more likely to adopt a prevention-focused mindset rather than a promotion-focused one and vice versa. This positive consumer response arises from the flow experience generated by the regulatory fit between e-commerce channels and advertising appeals. The findings of this research offer both theoretical and practical contributions to the realms of marketing and e-commerce.