# The Impact of Multimedia Video Marketing on Consumer Psychology and Behavior

Authors: Yujia Han; Hyung-gon Kim; Tian Lan
Journal: Mobile Information Systems
 (2022)

---

## Abstract

The in-depth development of the multimedia era has caused network video marketing to gradually penetrate into social production and daily life, and the network self-media platform has also played its own advantageous hand and established links in the creation of a new network video marketing model, highlighting the important role of the network self-media platform. To this end, this article analyzes the current situation of video marketing in the multimedia era and combines a variety of marketing tools such as trends, implantation, and emotions to optimize the transformation in promotion by analyzing new marketing strategies while promoting sustainable development of enterprises. On this basis, this article explores and analyzes the impact of video marketing on consumer psychology and behavior in the multimedia era.


---

## Body

## 1. Introduction

In the multimedia era, network video marketing has deeply penetrated social production activities. Multimedia video marketing is to play, in the form of short films, the enterprise’s brand information through the dissemination of video production and release to Internet platforms, to play the role of publicity to a certain extent, and then become an important marketing tool in the process of modern enterprises in business [1].Enterprises can use network videos to deliver important information to the target audience about the enterprise’s products, marketing activities, and other information and related content released to the network sharing platform, promoting corporate service objectives and the overall performance of the product, to enhance the corporate image and achieve the marketing objectives [2]. The innovative form of multimedia video marketing not only brings into play the advantages of the Internet and the development of the short video industry but also shows a good interactive role in enhancing the speed of information dissemination and reducing the operating costs of enterprises [3]. Multimedia video marketing, its application, and scope has gradually matured and gradually broadened since 2006, and the mode presented is also being continuously updated along with the changes in the multifaceted needs of users [4]. From the report, we can learn that the current development prospects of multimedia video marketing are relatively optimistic [5] (as shown in Figure 1).Figure 1
2018 statistical survey on the development of China’s Internet.The number of multimedia video users has reached 612 million as of December 2018, and the trend of rapid expansion of the overall number of Internet users has slowed down, while the proportion of video users has gradually grown and stabilized. This shows that multimedia video users have developed into a rather mature and exclusive audience group (as shown in Figure2).Figure 2
2017-2018 online video user size and usage rate.Multimedia video marketing can establish a good connection with consumers and achieve the marketing goals of enterprises through real-time interaction, thus breaking the limitations imposed by traditional transmission media [6], maintain the image of the corporate brand in the minds of users through good video content, and strengthen the “viral” marketing information dissemination effect through the users’ own forwarding and dissemination, thus fully demonstrating the network video marketing’s real-time and interactive features [7, 8].This article analyzes the current situation of video marketing in the multimedia era, in which video users’ recognition of products can be increased and their willingness to buy can be influenced by watching “grass” and “amenity” recommendation videos on the Internet, thus prompting them to become potential consumers to buy products online. We will organize the views of scholars on video marketing strategies in the multimedia era, and finally provide reference suggestions for businesses and enterprises to promote their products on video platforms [9].


## 2. Related Work

Multimedia video, as an important carrier of digital economic operations, has its own special and irreplaceable characteristics [10]. The specific operation and marketing model of this vehicle should not only focus on the core of digital marketing but also absorb the reasonable core of traditional marketing methods [11]. Cao Hu and other scholars in the book “Marketing Strategy in the Digital Era” explain the essential characteristics of the traditional era and the digital era under which marketing should follow, while for the digital strategic thinking, they put forward the digital strategic platform marketing concept. This concept is, firstly, the overall analysis of the target consumers (Recognize); secondly, to implement the means of reaching consumers based on their digital portraits (Reach); then to help consumers to complete the realization of self-worth by building a continuous relationship with them (Relationship); and finally, to realize customer assets from marketing (Return). This marketing concept fits the specific form of social media marketing in the digital economy, and has important theoretical and practical guidance for the marketing of multimedia video [12].Multimedia video marketing has a strong appeal. The marketing means as the main communication method of the corporate brand and product information can not only provide targeted services for users, but also enhance user satisfaction based on the way of sharing to expand the scope of information dissemination, and then show the practical value of the multimedia video marketing mode [13].The process of video production should be fully combined with the needs of users, and according to the user’s daily viewing content, grasp the user’s preferences, and then provide them with similar videos, not only to meet the needs of users but also to provide users with the right to choose on their own. Network videos can recommend relevant products for users in the appropriate time period, and break the limitations of space and time, so that users can master the function of self-selection, not only to ensure the quality of the service but also to enhance the attractiveness of the video [14].Because traditional media resources are limited, and the playing time of advertisements in videos is also limited to a certain extent, they can only show relevant information content within a fixed period of time. Such marketing methods not only have the defects of homogeneity and lagging but also cannot push the corresponding video content to the user groups at the right time, so enterprises cannot achieve the purpose of expanding brand influence [15]. Multimedia video marketing can not only provide an effective platform to support the corresponding activities but also realize cross-media and three-dimensional propaganda, which brings about the development of the video marketing industry and solves the problem of untimely information release. It also effectively alleviates the contradiction between information resources and audience demand, thus realizing the effective interface [16, 17].In recent years, the race to expand entertainment variety shows has become a bold attempt to create a new marketing model for traditional TV media [18]. The most popular video commercials are creative advertising scenarios, where short scenarios are shot on the basis of the show itself and the characteristics of the product. For example, one of the most popular marketing tactics used in the “Spitting Image Conference” is to use scenarios to influence the audience’s emotions [19]. While customizing various creative scenarios for brands, it fragments the advertising message at the end, so that each creative scenario brings out a brand unexpectedly, which not only adds some fun to the commonplace advertising but also makes people accept it inadvertently [20]. Compared with traditional TV variety shows, this kind of entertainment program posted on the Internet has the advantages of not being subject to strict constraints, more effective real-time interaction, and lower production costs, but most importantly, it can open up a broader display space for marketing activities. As a representative of video culture, web series occupy a high position in multimedia video marketing. This is mainly due to the fact that web dramas are very rich in plot and variety, which can meet the needs of a great majority of users and have a strong appeal [21]. Web dramas such as “White Night Pursuit,” “Descendants of the Sun,” and “Tian Zhen Pai—Wu Lin Wai Chuan” are witty and humorous, rich in elements and catching up with trends, and have become one of the most talked about fashion topics online for a short period of time and are very popular among web users [22, 23]. The implantation marketing method of promoting a brand in a drama has been commonplace for a long time, but because the development of the web drama is always closely related to the product itself, it is more acceptable and subliminally changes the psychology of user experience. The demands of the netizens are more relevant to the concepts and purposes expressed in the video clips, which also cleverly fit the hidden requirements of implantation marketing. Therefore, many advertising investors like to invest their advertising in web dramas, and they can get better returns [24].A smart marketing strategy is based on culture, which is derived from emotion and is based on the pursuit of psychological needs and personality. The ultimate goal of cultural competition is to achieve the effect of “touching the emotional needs of the audience,” so culture is the golden key to unlock the door of marketing, which fits the psychological needs of users and becomes a trendy cultural business model in the new era. Festival marketing is an effective and fast form of advertising [25]. With the status of women gaining importance, Mother’s Day has become the key work of enterprise marketing. On the occasion of Mother’s Day, we joined hands with Fangtai to shoot an autobiographical microfilm for a faraway son and his mother: “My Home, Far Away” [26]. The “bricks” and “fish” are the threads of the film that link the mother’s concern for her children. The bricks are the house, the house is the family, and the family is the shelter. The film establishes an innovative imagery of the brick worldview for the distant society, writing a story truly mirroring life’s struggle. By giving the original inanimate carrier its emotional color, the video touches the audience’s emotional direction and stimulates their emotional resonance. It truly sublimates the purpose of “touching consumers’ emotions” [27].


## 3. The Impact of Video Marketing on Consumer Psychology and Behavior

By building a KOL marketing strategy based on AISAS consumer behavior theory (as shown in Figure3), we can set the marketing focus for each development stage and maintain the KOL marketing effect as a whole, in order to get the maximum emotional recognition from consumers.Figure 3
KOL marketing model based on the AISAS model.We summarize the pattern of multimedia video marketing audience behavior and derive an innovative multimedia video marketing model for audience behavior, that is, the multimedia video marketing SIPS model (as shown in Figure4).Figure 4
Consumption-marketing model comparison chart.Compared with traditional marketing, the multimedia video marketing SIPS model attaches more importance to the feelings of the audience, focusing on two-way communication between enterprises and multimedia audience, tracking the attitude of the multimedia audience at different stages of corporate marketing. Finally, the consumer of multimedia video marketing is transformed into an active communicator (as shown in Figure5).Figure 5
Video marketing communication model based on the AISAS model.Matching the audience’s behavior logic, the multimedia video marketing SIPS model consists of three major elements with certain progressive relationships: first, the enterprise triggers the user’s emotional resonance and psychological identity through diversified content marketing play; second, the enterprise provides benefit-oriented experience promotion services to realize the user’s consumption conversion; finally, the enterprise carries out word-of-mouth diffusion management and monitors and handles negative opinions in the process of word-of-mouth dissemination: public opinion, guiding enterprise word-of-mouth positive fermentation, and constantly amending the direction of the secondary dissemination of multimedia video marketing so that the cycle is repeated, forming a benign upgrade cycle.


## 4. Marketing Power Cycle Based on Audience Interaction

In each stage of the multimedia video marketing SIPS model, enterprises and audiences are connected to each other in the form of a “two-way loop arrow.” From the path of enterprises to the audience, enterprises are the main body, and the audience is the object. Strong interactive multimedia video marketing works on multimedia users, stimulating a continuous stream of users to respond to enterprises and join the interaction, thus increasing the activity of each aspect of multimedia video marketing and positively affecting the cycle of the entire multimedia video marketing power. In the cycle of marketing power based on personal interaction, enterprises provide users with a rich variety of interactive marketing content, forms, and activities, while users gradually deepen their empathy for the product in the process of responding to interaction, and their desire to consume is strengthened. Before the actual consumption behavior is completed, users try to seek more rich and detailed information to guide the confirmation, so as to generate new interactions with the associated multimedia video content, and so on; with layer by layer diffusion, users are caught in the cycle of the multimedia video marketing SIPS model process (as shown in Figure6).Figure 6
Cycle based on personal interaction.In the marketing potential cycle based on fan interaction, multimedia videos frequently and actively establish interactive links with fans, enhancing the enterprise’s fan stickiness. As fans develop the habit of browsing enterprise official microblogs, the probability and frequency of exposure to enterprise marketing information are increased, which increases the possibility of purchasing marketing products, and the conversion efficiency of enterprise marketing will increase. After the actual consumption and use behavior of fans, they tend to interact using multimedia video feedback about product experiences and word-of-mouth. The distance between the company and the fans is further reduced again, and when the company initiates new marketing activities, the fans are more likely to join the interaction again (as shown in Figure7).Figure 7
Cycle based on fan interaction.In the overall interactive-based marketing power cycle, multimedia video marketing can be broken down into individual marketing multimedia, and companies are committed to improving the conversion data of each piece of multimedia. The more interactive the multimedia is, the higher the number of comments and likes, and the greater the possibility of the multimedia being recommended for exposure. The quantitative change of the transfer of comments and praise triggers the qualitative change of the enterprise marketing hotspot, thus enhancing the social voice of the enterprise’s multimedia and expanding the visibility of the enterprise. Subsequently, the enterprise’s influence also gradually accumulates and strengthens, and has the ability to attract and call on more users to join the enterprise’s marketing interaction, thus creating a cycle of upgrading (as shown in Figure8).Figure 8
Cycle based on overall interaction.Once the user interacts as described above, it means that the time, effort, and even money invested by the user will increase. These are already incurred and unrecoverable expenses, also known as sunk costs. Multimedia marketing audiences in a new round of consumption decisions will not only consider whether this behavior is good for them but also refer to their own investment. The multimedia video marketing SIPS mode in the early campaign warm-up, in the middle of the interactive climax, and in the late unveiling of the mystery increases the user’s sunk cost investment, so as to motivate more users to engage in consumption behavior to help companies complete their marketing objectives.


## 5. Circulation of Content Culture Based on Interest Circles

Multimedia users create a series of content that either resonates, confirms, engages, or shares and spreads, which in turn becomes the material for multimedia video marketing. Constantly updated user content promotes the development and accumulation of multimedia video marketing content and cultural assets.Multimedia users are keen on browsing entertainment and news hotspots, but also maintain a high level of interest in information shared in interest circles. Social media can be deconstructed into interest circles, so increasing the activity of interest circles and the contribution value of core users can maintain the vitality of multimedia and continuously create new content. Taking users as the research unit, the audience of the multimedia video marketing SIPS model is centered on multimedia video and spreads out to connect with other multimedia users, interweaving into a complex network of relationships. In terms of interest circles as the research unit, the audience of multimedia video marketing belongs to various vertical categories of interest circles, and various interest circles generate cross-relationships. Therefore, interpersonal relationship-based multimedia video marketing is actually influencing the consumption behavior of users in related interest circles.In the multimedia video marketing SIPS model, the mobile multimedia user interest circle is the channel of enterprise marketing content dissemination. While the content produced by users can be regarded as the carrier of marketing information, the two relationships are inseparable, supporting and promoting each other. In the process of multimedia operation and social marketing, the interest circle related to the enterprise is initially formed; in the subsequent marketing process, the enterprise puts the users first, and mobilizes the creativity and participation of users with various meaningful and resonant activities, in which the core users contribute high-quality content to the enterprise, triggering extensive discussion and attention; this benign community atmosphere stimulates the interest circle. This positive community atmosphere stimulates users within the interest circle to further produce content, thus attracting new users with richer content; eventually, the enterprise interest circle expands, realizing the cycle of interest and content production (as shown in Figure9).Figure 9
Circle of interest and the cycle of content production.When interest circles gradually expand into consumer subculture circles about corporate products, their powerful content creation ability contributes to the growing richness of corporate cultural assets and implicitly influences the image perception of interested users about the company. Due to the crossover nature of interest circles, there may be great talents in various vertical fields in the interest circles with corporate fans as the core, which can breed corporate cultural peripherals, such as marketing theme songs created by original singers, marketing illustrations made by hand-drawn experts, and soft paragraphs written by funny bloggers. The cycle of corporate cultural assets enriches the corporate heritage, so that the performance of multimedia video marketing is more grounded and closer to human feelings, so as to win more consumers’ love.The “one-way loop arrow” in the SIPS model of multimedia video marketing not only represents the cycle of multimedia video marketing—from word-of-mouth diffusion management to a new round of content marketing, but also links the cycle of multimedia video audience behavior patterns. The resulting user consumption cycle can be divided into two paths: on one side is the path of individual consumer loyalty and repurchase behavior; on the other side is the cycle of actual consumer users leading potential users to consumption behavior.For individual consumers, high-quality corporate marketing and product value will encourage users to generate real experience from their heart and spontaneously publish positive product reviews, which will help the brand's word-of-mouth ferment and spread. At the same time, consumers will be caught in the cycle of self-marketing due to the good experience, thus forming consumer loyalty, not only to participate in consumption more and more and increase willing to repurchase the same product, but also to easily pique interest in and recognize other products of the brand and try to buy them. It is worth noting that users who have purchased are both easy to be brainwashed and not easy to be brainwashed. If the user’s consumption experience is good, under the influence of enterprise marketing activities, he is more likely to receive stimulation and purchase behavior; if the user’s consumption experience is not good, even if the enterprise sells marketing or makes great efforts to market or other users strongly recommend the product, it is difficult for him to be impressed again.For the entire audience of corporate marketing, the larger the base of users with actual consumption behavior among the fans of corporate microblogging, the more netizens resonate, so more and more fresh faces join this consumption cycle process. However, companies need to be vigilant about the loss of fans in multimedia, as such incidents can easily provoke public anger and negatively affect the company’s reputation.These two circular paths actually complement each other, and can be categorized as a personal “loyalty cycle” and a corporate “traffic cycle.” User loyalty plays a bonding role, while driving the multimedia video “traffic cycle,” that is, loyal users infect more new users to promote the progression of shallow users to deep users, triggering a new cycle of loyal users. In the multimedia video marketing SIPS model, the consumer path from the traditional advertising period of one-way conversion mode evolved into the social media environment, “loyalty—traffic” double cycle mode, a continuous energy for the enterprise to enter a rich flow of assets, and effectively enhancing brand reputation (as shown in Figure10).Figure 10
Loyalty-flow cycle.In summary, the multimedia video marketing SIPS model is a model in line with the logic of multimedia user consumption behavior, which has the key characteristics of being consumer-centric, issue-based, and integrated, and emphasizes the rhythm, phase, and cycle of marketing. In this model, companies first create rich content marketing play for users in the resonance and confirmation stage, then provide users with experience promotion services in the participation stage to achieve consumption conversion, and finally implement word-of-mouth diffusion management measures in the sharing and diffusion stage to trigger the secondary spread of marketing and generate a marketing cycle. This model has great significance for multimedia video marketing, which can promote the triple cycle of marketing power, content culture, and enterprise traffic, and provides a certain theoretical basis for the practical application of the multimedia video marketing model.In summary, the main purpose of video marketing is to convert users into consumers through a variety of means to stimulate the user’s desire to buy. The study on how video marketing affects consumer willingness to buy has important implications for enterprises and businesses. Enterprises and businesses can improve their video marketing strategies based on the discussion of these influencing factors. The study on the influence of short video marketing on consumers’ willingness to purchase factors concluded that the impact of video content information display on consumers' willingness to purchase is in the first place; video content is the primary channel for consumers to understand product information: the clarity and completeness of product content information presented largely affect consumers’ willingness to purchase, and the emotional changes and ups and downs of consumers while watching the video. Some video producers, as a third party independent of the business users, easily gain the trust of consumers. The video producer, as a key opinion leader, will recommend products that will be favored by the majority of consumers.


## 6. Conclusion

With the advent of the multimedia era, the speed of dissemination of various types of information continues to accelerate, and the development of video will be more rapid in the multimedia era of the user. In order to make life more convenient, the business model of video marketing will occupy a larger marketing map. Merchants and enterprises should actively overcome the drawbacks of video marketing to the integrity of video and entertainment, and stimulate consumers’ desire to buy. Merchants and enterprises should also continue to improve the quality of video and products to achieve accurate positioning and marketing cooperation. With the implementation of creative marketing and two-way interaction, consumer demand for products and video requirements are also increasing. Merchants and enterprises have made positive response strategies through the analysis of new marketing strategies, in promoting the optimization of transformation, while promoting the sustainable development of enterprises. With this comes the subtle influence of video marketing on consumer psychology and behavior, providing users and their potential consumers with high-quality videos and products, high-quality integration of short-form video content with product information, attracting users' attention, promoting the rapid spread of video, stimulating potential consumers' willingness to buy, and meeting consumer demand.



---

*Source: 5778025-2022-08-10.xml*