• Ешқандай Нәтиже Табылған Жоқ

Рисунок 1 Каналы привлечения трафика на сайт

R. Аkhmеdоv,

UDC 339.138: 004.77

JEL classification: M3: Marketing and Advertising

иННОВАЦиЯЛЫҚ эКОНОМиКА innovative economy

wellspring of data than the conventional apparatuses of showcasing interchanges utilized by organizations [5].

As expressed by a study directed by Nielsen (2009) [6], 70 percent of web clients hand-off on the assessments of different purchasers on online networking stages. In this way, advertisers can expect that brand correspondence will reach the end to be produced exclusively by the organization, however continuously by the shoppers themselves by method for alleged client created social networking correspondence. Along these lines, it is critical to recognize firm-made and client produced social networking correspondence and test the effect of these two types of social networking correspondence all alone. This is extremely huge, as firm-made social networking correspondence is controlled by the organization and the brand supervisor, while client produced online networking correspondence is out of the organization's control. We take after calls for exploration to examine the connection between social networking and conventional advertising specialized apparatuses in more profundity [7].

Also, the investigation of their effect on brand measurements sets the attention on a promoting result that has not been considered research as such.

Besides, we focus at contrasting the impacts of firm-made and client produced social networking communication,a point of pertinence as prove by Villanueva, Yoo and Hanssens [8], Taylor [9].

(1) Rеsеаrch of thе impаct of sociаl mеdiа communicаtion brаnd-bаsеd on indicаtors of brаnd еquity compаrеd to trаditionаl apparatuses of mаrkеting communicаtions.

(2) Finding whеthеr usеr-gеnеrаtеd аnd firm-crеаtеd sociаl mеdiа communicаtion hаs dissimilаr impаcts on thе mеtrics of brаnd еquity.

Firstly, wе bеgin by summing up mаtеriаls from prеvious rеsеаrch to hеlp to contributе into pеrspеctivе.

Wе thеn dеscribе our research methodology аnd formulаtion of our rеsеаrch questions. Thе sеcond sеction introducеs thе rеsеаrch mеthodology аppliеd in this study, our dаtа sourcеs, аnd our еstimаtions. Thе third sеction is аbout presentation of thе outlinе for thе quаntitаtivе еmpiricаl аnаlysis which is usеd to check out the rsearch qestions аnd thе matchig of thе proposеd study with thе industry undеr invеstigаtion аs wеll.

Main Part

Research background

The general brand assessment is reflected by brand state of mind. Since the buyer attitude impacts real shopper conduct as a consequence of an undetectable choice making procedure, we incorporated a brand's buy aim in our model as a behavioral result variable. In this way, purchaser based brand value is the aftereffect of both buyer responses to an organization's image based exercises and the shopper reaction to the brand- construct correspondence of different purchasers with respect to online networking stages contrasted with the customer responses that a proportionate non-marked item gets. Response contrasts can be credited to the buyers' outlook [10].

Chevalier and Mayzlin (2006) [11] find that a change in a book's audits prompts an increment in relative deals. Liu (2006) [12] affirms the effect of buyer to-purchaser correspondence on organization income, specifically film industry income. Dellarocas et al. (2007) [13] add online motion picture appraisals to their income estimating model and demonstrate that this essentially enhances the model's prescient force. In this connection, De Bruyn and Lilien (2008) [14] break down the effect of buyer to-purchaser correspondence amid the distinctive phases of a viral advertising beneficiaries' choice making procedure. The second related writing stream concerns the impact of showcasing correspondences on advertising results. In a study that plans to add to an estimation model of brand value, Simon and Sullivan (1993) [15] distinguish advertising interchanges as one of the sources driving brand value. Yoo et al. (2000) [16] show in their study that showcasing orrespondences apply a positive impact on saw brand quality and additionally on brand dedication, brand affiliations, and brand mindfulness. Nonetheless, past examination oncerning the relationship of showcasing correspondences and brand value just concentrate on conventional instruments of advertising interchanges (Aaker, 1991; Keller and Lehmann, 2003; Yoo et al., 2000) [17]. The investigation of Trusov et al. (2009) [18] is one of the first that intends to accomplish a comprehension of the relationship between verbal and customary media. The creators dissect the relative impact of referrals contrasted with the conventional instruments of promoting interchanges on the enrollment development of an online networking stage. The outcomes demonstrate that verbal referrals emphatically impact participation development and have a considerably more vestige impact than customary

advertising exercises. In this setting, Stephen and Galak (2009) [19] examine how social networking (e.g.

online dialog gatherings and web journals) and conventional media (e.g. print media articles and TV scope) influence deals, recognized by the quantity of credits and the extent of advances distributed to new and existing individuals from a miniaturized scale financing site. They exhibit that both social and customary media have solid consequences for showcasing execution. In any case, the creators uncover that the impact of conventional media is more grounded than the impact of social networking. In total, the writing survey shows that customer to-buyer correspondence influences showcasing results. All things considered, barely any study analyzes the impacts of customer to-purchaser correspondence with those of customary showcasing correspondence.

Research still needs to look at the relative sizes of shopper to-purchaser correspondence – or, all the more particularly, client produced online networking correspondence – and customary media correspondence on key showcasing results (Stephen and Galak, 2009) [19]. Subsequently, it is not astounding that there is a developing enthusiasm for examination that explores the separated effect of online networking and customary media on showcasing results (Libai et al., 2010) [20]. Notwithstanding, just two studies, in particular Stephen and Galak (2009) and Trusov et al. (2009) [18,19], arrangement with this examination point as such. In any case, these studies are not arranged in the marking connection. They utilize informal community participation development and in addition number and size of advances, individually, as indigent variables. In this manner, the effect of social versus conventional media on target variables of brand administration stays indistinct.

Our study expands on this exploration hole by researching the individual effects of social networking and conventional media on brand value. Besides, to pick up a more profound knowledge into the impact of social networking correspondences, we separate between firm-made and client created online networking correspondence – a theme of developing significance (Godes and Mayzlin, 2009) [21]. Furthermore and rather than past exploration, we look at the impacts between three commercial enterprises which vary with respect to their online networking engagement and in this way increase profitable bits of knowledge into existing industry contrasts. To total up, this paper takes after late calls for exploration in regards to a more thorough and multi-faceted investigation on purchaser to-buyer correspondence (Libai et al., 2010) [20] andexamination going for a more extensive comprehension of the parts and components of conventional and online networking correspondence (Stephen and Galak, 2009) [19].

Social Media Content.

The amazingness of Web 2.0 advancements and social networking has driven Internet clients to impact a colossal measure of online introduction, and online networking stages is a standout amongst the most vital.

Person to person communication by method for online media can be acknowledged as a differing qualities of computerized wellsprings of data that are begun, started, scattered, and devoured by Internet clients as a sort of instructing one another about items, brands, products and administrations, identities, and issues (Chauhan and Pillai 2013) [22]. Organizations are currently perceptive of the inescapable need of focusing on creating individual respective associations with clients to invigorate collaborations (Li and Bernoff 2011) [3].

Moreover, informal organizations offer organizations and clients new courses of cooperating with each other.

Advertising directors expect their interpersonal organization correspondence to include steadfast purchasers and impact their view of items, course data, and gain from and about their intended interest group (Brodie et al.

2013) [23]. In examination to conventional wellsprings of firm-made correspondence, online networking stage interchanges have been acknowledged as boundless marvel with immeasurable demographic advance (Kaplan and Haenlein 2010) [24]. The usage of social networking systems correspondence got to be prevalent among organizations that can be clarified by the viral spread of data through the Internet (Li and Bernoff 2011) [3] and more boundless limit for coming to the overall population interestingly with conventional media (Keller 2009) [25]. Also, Internet clients are deflecting from conventional media and are more utilizing social networking open doors for skimming data and state of mind concerning brands and items (Mangold and Faulds 2009;

Bambauer-Sachse and Mangold 2011) [26].

Brand awareness

Alluding to Keller (1993) [27], the development of client's attitude is separated in two measurements, being more exact they are named brand mindfulness and brand picture. Brand mindfulness implies the sign of how well a buyer willreview or perceive that brand because of its vicinity in a shopper's memory (Rossiter and Percy, 1987) [28]. Brand picture suggest the relationship of client connected to a brand (Keller, 1993) [27].

иННОВАЦиЯЛЫҚ эКОНОМиКА innovative economy

The relationship in the middle of correspondence and customer based brand value is offered in a hypothetical establishment by Schema Theory (Eysenck, 1984) [29] envisioning correlation of correspondence motivators with kept learning of equivalent correspondence exercises by purchasers. The level of fitting effect of took after by preparing of the incitement same as the disposition arrangement of the beneficiary (Goodstein, 1993) [30]. Informal organization correspondence jolts in this manner trigger a positive effect in the purchaser as beneficiary, in a manner that his or her view of the correspondence decidedly influences his or her mindfulness and picture of a brand. Along these lines, a positive affiliation is happened between the brand correspondence and brand value the length of the correspondence conveys a great purchaser response to the explored item, contrasted with the closely resembling non-marked item (Yoo et al., 2000) [17]. Accordingly, brand-based correspondence completes the show of brand learning as far as brand mindfulness and brand picture regardless of the correspondence sender.

Purchase Intension

To assess the behavioral effects of social networking system cooperations on brand value and on brand state of mind between Instagram clients, we supplemented brand buy expectation to the reasonable model.

We anticipate brand mentality to emphatically influence the brand buy goals of customers. Past explores have suggested that abnormal amounts of brand value lead to lasting buy of the same brand (Yoo and Donthu 2001) [31]. A positive perspective toward a brand influences a client's buy expectation (Keller and Lehmann 2003) [17].

We then anticipate the way through brand demeanor to have an in number effect onbuy goal, as brand disposition is thought to be a pleasant cursor for behavioral expectation (Wang, 2009) [32]. The behavioral desire to purchase is a mental variable, which is recognized as an intervening variable in the middle of disposition and genuine conduct (Miniard et al., 1983) [33]. As per the mentality conduct theory, demeanor have a positive effect on expecting to buy (Eagly and Chaiken, 1993) [34]. Besides, more positive purchaser impression of the amazingness of a brand are connected with more grounded buy aims (Aaker 1991) [35].

Research Methodology

To answer research questions, we gathered information utilizing an online questionnaire. Three item classifications were decided to analyze the impact of social maedia on brand awareness and brand awareness on purchase intention correspondence on shopper reactions. The item of the research were restaurants in Kazakhstan. This choice was taking into account contemplations with respect to and difference criteria. An aggregate of 36 brands were dissected.

The item classifications are well known and surely understood to Kazakhstan online networking clients.

For each class, the respondent showed a brand that he or she has "Enjoyed" on Instagram. We accept that buyers have been presented to social networking correspondence from both organizations and clients from brands that they have "Liked" on Instagram. The item classifications also, wide gamma of brands additionally mirror a broad arrangement of customer items and give research generalizability.

A connection to the survey was accessible online for four weeks from March to April, 2015. The experimental study utilized the same poll for all restaurants.

The survey was managed in Russian. As prescribed by Craig and Douglas (2000) [36], a back-interpretation procedure was utilized to guarantee that the things were interpreted effectively. As an imperative for the study, the respondents expected to get news nourishes both from the organization and from different clients regarding the brand that they had beforehand "Liked" on the interpersonal organization site. Every respondent finished one variant of the survey assessing brands they are familiar with.

An aggregate of 621 polls were finished. Invalid and fragmented surveys were rejected, bringing about 597 substantial polls. The profile of the specimen spoke to the individuals from the Kazakhstan populace who use social networking often. Females spoke to 59.9 percent of respondents. Most of the respondents were youthful individuals, 78 percent were 23 to 28 years of age, 20 percent were 29 to 35 years of age, and the leftover portion were 36 to 55 years of age. Considering the level of instruction of the examined test, 33 percent of the respondents had finished in any event some school training, 27 percent had gotten a secondary school certificate, and the rest of got an auxiliary school declaration. Their aggregate month to month family salary

extended from 800 USD to 1200 USD for 25.9 percent of the specimen, a pay from 1200 USD to 1500 USD for 29.8 percent, and a salary above 1500 USD for the rest of the specimen.

The things utilized as a part of this exploration were adjusted from pertinent writing and measured utilizing a five-point Likert scale running from 1 for "strongly disagree" to 5 for "stronglu agree" (Aaker, Kumar, and Day 2007). Brand awareness was measured utilizing the concepts from Keller (1993) [27].

Buy aim was measured utilizing three things adjusted from the exploration of Yoo, Donthu, and Lee (2000) [37] and Shukla (2011) [38].

Online survey has ben conducted to 643 active user of Instagram, mainly residing in Republic of Kazkhstan, generaly following 21 differnet brand pages. The questionnaire was adopted to differnet aspects regarding to local customers.


Results and Conclusion

Our study addresses this inquiry by creating and experimentally testing a possibility system connecting brand attention to market execution. Specifically, we break down how showcase qualities (item homogeneity, innovative turbulence) and qualities of a company's commonplace authoritative purchasers (purchasing focus size, purchasing focus heterogeneity, time weight in the purchasing procedure) moderate the relationship between brand awareness and business sector execution. We accept that the outline of our study and the discoveries from the experimental examination advance scholastic learning in a few ways. In the first place, our study demonstrates that under particular conditions, brand awareness is unequivocally identified with execution in business markets.

Results show that 35% of all respondents spend from3 to 5hours a day, 25% spend less than 3hours, 24%

spendsfrom4 to 6 hours and 16% spends more than 6 hours а day in social networks. 83% of respondents have an account on Instagram and Fасеbооk. And only 17% do not have it. 7% answered other. 52% of respondents discovered from 1 to 5 brands, 25% from 6 to 10, 12% 16 and more brands, and 11% discovered from 1 to 15 new brands. The result shows that 46% did not but are going to buy, 38% have already bought and liked it, 12%

did not and do not need it and only 12% of respondents made а purchase and did not like it.

To aggregate up, organizations in Kazakhstan market place as well ought to perceive the need to take part in social networking and to precisely characterize a reasonable procedure for their engagement. Online networking offer organizations various chances to listen to their buyers, to connect with them, and to even impact their discussions. Organizations giving interpersonal organization stages bring similar buyers together and give them the chance to discuss brand-based themes. Accordingly, organizations ought to view online networking as a crucial part of their advertising correspondence blend, and incorporate them in their showcasing correspondences so as to expand brand value. The rising pattern of the buyer utilization of online networking will progressively affect brand value in future.

The vital execution of social networking offers advertisers an included favorable position in being moderately low in venture expenses contrasted with customary promoting correspondence instruments, for example, TV. Organizations are tested to react to these progressions and to effectively coordinate online networking interchanges in their advertising blend keeping in mind the end goal to upgrade their purchaser based brand value. In addition, they should incorporate the business particular discoveries of this paper into their image's social media approach.

The accompanying limits of our study should be recognized. Since our study employments promoting as an intermediary for the conventional instruments of showcasing correspondences, future specialists are urged to examine other correspondence instruments, for example, supporting, and to dissect the transaction of these instruments with online networking interchanges. In addition, a more extensive range of commercial ventures ought to be explored, as this would yield a clearer evidence of the different systems working with brands of distinctive commercial enterprises. Future examination ought to likewise attempt to relate organization online networking correspondences to organization budgetary execution pointers, for example, shareholder worth, to pick up a more profound understanding into the advantages of social networking interchanges on corporate monetary achievement.

иННОВАЦиЯЛЫҚ эКОНОМиКА innovative economy


1 Berth on P. R., Pitt L. F., McCarthy I., Kates S. M. When Customers Get Clever: Managerial Approaches to Dealing with Creative Consumers // Business Horizons. – 2007. – № 50 (1). – pp. 39-47.

2 Berth on, P. R., Pitt L., Campbell C. Ad Lib: When Customers Create the Ad // California Management Review. – 2008. – № 50 (4). – pp. 6-31.

3 Li, C., Bernoff J. Groundswell: Winning in a World Transformed by Social Technologies. – Boston M.A.: Harvard Business Review Press, 2011.

4 Mangold, W. G., Faulds, D. J. Social media: the new hybrid element of the promotion mix // Business Horizons. – 2009. – № 52 (4). – pp. 357-365.

5 Foux, G. Consumer-generated media: get your customers involved // Brand Strategy. – 2006. – № 202. – pp. 38-39.

6 Nielsen Nielsen Global Online Consumer Survey: Trust, Value and Engagement in Advertising [Electronic source]. – 2009. – URL: http://id.nielsen.com/site/documents/NielsenTrust AdvertisingGlobalReportJuly09.

pdf (Accessed 01.06.2011).

7 Libai, B., Bolton, R., Bu¨ gel, M., de Ruyter, K., Go¨tz, O., Risselada, H. Stephen, A. Customer to customer interactions: broadening the scope of word of mouth research // Journal of Service Research. – 2010.

– № 13 (3). – pp. 267-282.

8 Villanueva, Yoo, Hanssens D. M. The Impact of Marketing-induced Versus Word-ofmouth Customer Acquisition on Customer Equity Growth // Journal of Marketing Research XLV. – 2008. – № 2. – pp. 48-59.

9 Taylor, C. R. Editorial: Hot Topics in Advertising Research // International Journal of Advertising. – 2013. – № 32 (1). – p. 7.

10 Keller K. L. Conceptualizing, measuring, managing customer-based brand equity // Journal of Marketing. – 1993. – № 57 (1). – pp. 1-22.

11 Chevalier, J. A., Mayzlin, D. The effect of word of mouth on sales: online book reviews // Journal of Marketing Research. – 2006. – № 43 (3). – pp. 345-354.

12 Liu, Y. Word of mouth for movies: its dynamics and impact on box office revenue // Journal of Marketing. – 2006. – № 70 (3). – pp. 74-89.

13 Dellarocas, C., Zhang X., Awad N. F. Exploring the Value of Online Product Reviews in Forecasting Sales: The Case of Motion Pictures // Journal of Interactive Marketing. – 2007. – № 21 (4). – pp. 23-45.

14 De Bruyn, A., Lilien, G. L. A multi-stage model of word of mouth through viral marketing //

International Journal of Research in Marketing. – 2008. – № 25 (3). – pp. 143-225.

15 Simon, C. J., Sullivan, M. W. The measurement and determinants of brand equity: a financial approach // Marketing Science. – 1993. – № 12 (1). – pp. 28-52.

16 Yoo, B., Donthu, N., Lee, S. An examination of selected marketing mix elements and brand equity //

Journal of the Academy of Marketing Science. – 2000. – № 28 (2). – pp. 195-211.

17 Keller, K. L., Lehmann, D. R. How do brands create value? // Marketing Management. – 2003. – № 12 (3). – pp. 26-31.

18 Trusov, M., Bucklin, R. E., Pauwels, K. Effects of word-of-mouth versus traditional marketing, findings from an internet social networking site // Journal of Marketing. – 2009. – № 73 (9). – pp. 90-102.

19 Stephen, A. T., Galak, J. The complementary roles of traditional and social media in driving marketing performance. – 2009. – Working paper, INSEAD, Fontainebleau.

20 Libai, B., Bolton, R., Bu¨ gel, M., de Ruyter, K., Go¨tz, O., Risselada, H., Stephen, A. Customer to customer interactions: broadening the scope of word of mouth research // Journal of Service Research. – 2010.

– № 13 (3). – pp. 267-282.

21 Godes, D., Mayzlin, D. Firm-created word-of-mouth communication: evidence from a field test //

Marketing Science. – 2009. – № 28 (4). – pp. 721-739.

22 Chauhan, K., Pillai A. Role of Content Strategy in Social Media Brand Communities: a Case of Higher Education Institutes in India // Journal of Product & Brand Management. – 2013. – № 1 (22). – pp. 40-51.

23 Brodie, R. J., Ilic A., Juric B., Hollebeek L. Consumer Engagement in a Virtual Brand Community: An Exploratory Analysis // Journal of Business Research. – 2013. – № 66 (8). – pp. 105-114.