Increasing Brand Attractiveness and Sales through Social Media Comments on Public Displays - Evidence from a Field Experiment in the Retail Industry

Retailers and brands are just starting to utilize online social media to support their businesses. Simultaneously, public displays are becoming ubiquitous in public places, raising the question about how these two technologies could be used together to attract new and existing customers as well as strengthen the relationship toward a focal brand. Accordingly, in a field experiment we displayed brandand product-related comments from the social network Facebook as pervasive advertising in small-space retail stores, known as kiosks. From interviews conducted with real customers during the experiment and the corresponding analysis of sales data we could conclude three findings. Showing social media comments resulted in (1) customers perceiving brands as more innovative and attractive, (2) a measurable, positive effect on sales on both the brand and the product in question and (3) customers wanting to see the comments of others, but not their own, creating a give-andtake paradox for using public displays to show social media comments.