Social media as a marketing communication channel amongst Generation Y : a new paradigm for hierarchy response models

Abstract

The rapid growth of social media has resulted in digital information and communications technology (ICT) channels for individuals to connect with each other and the rest of their world. Consequently, social network sites (SNS) and other mobile applications have become an integral part of life, as well as a daily destination for billions of individuals, offering them novel and an instant means of communication in this interactive ICT space. Internet, social media and smartphone usage are also expanding prolifically in developing countries such as South Africa (SA). This incremental expansion of social media usage is directly related to the progression of Internet usage across the globe, primarily as a result of the irrevocable dissemination of smartphones. The use of social media has become the most common activity among modern adolescents and young adults (referred to as Generation Y or Millennials). SNS such as Facebook, Mxit, YouTube, Twitter, LinkedIn, Google+ and numerous others have grown exponentially in recent years, enabling Generation Y with a portal for entertainment and communication. The increase of social media adoption has captured the attention of marketers and consumers alike on a global scale, and with the quickly changing communication environments, marketers now confront new challenges in terms of understanding consumer behaviour, attitudinal responses and consumption patterns in the new millennium. Social media brings with it powerful opportunities for brands to engage with young consumers; create real time conversations; and provide immediate feedback via interactive marketing communications at a fraction of the cost compared to traditional media advertising. Internet and social media usage, as well as access, grown has prolifically in SA, while minimal research has been conducted regarding attitudes towards social network advertising (SNA). Millennials are sophisticated and technology savvy, therefore, social media is important to them to maintain contact with their friends, and to continually interact in the digital environment. Hence, it is important for organisations to strategically market their brands in a way that would appeal to this market, which is notoriously difficult to reach. Furthermore, Generation Y consumers have huge buying power and also exert a major influence on their household purchase behaviour, so their social media usage and attitudes towards various ICT platforms media are important to marketers. A complete knowledge base of this generation will enable brands to increase their marketing communication effectiveness when targeting this cohort. Yet, many organisations have used SNA without truly discerning the real attitudinal effect that it has on their young consumers