International Tourism Advertisements on Social Media: Impact of Argument Quality and Source

To guarantee sustainable international tourism market growth, challenges for international tourism advertisements (ITAs) include how and by whom they are made. Different to traditional ITAs, a new type of ITA has been created by the international tourists themselves; it contains not only pictures but also their own tour stories, and it is distributed via social media (e.g., Youtube.com). However, few studies have investigated the impacts of this type of ITA. I was challenged to empirically validate the impacts on potential tourist reactions of argument quality and the peer tourist source of ITAs. I developed my research model based on Toulmin’s model of argument, institution-based trust, the information adoption model, and consumer reaction literature. I conducted the quasi-experiment using three types of ITAs that vary by argument quality and advertisement source. A total of 387 data were collected and analyzed using ANOVA and the partial least squares (PLS) analysis. The results indicate that argument quality and peer tourist source significantly increase perceived ITA quality, ITA fit-to-task and trusting belief, and decrease perceived risk. Argument quality and peer tourist source could also significantly increase tourist reactions, such as ITA adoption, planned/unplanned visit, and word-of-mouth intention. These findings could make ITAs more persuasive on social media.