This study contemplates the effect of social media advertising attributes on consumers’ purchasing decisions in cosmetic products. It will serve as basic data for SNS’s advertising strategy and marketing that promotes cosmetics sales. This study conducted a survey and went through the analysis process of SPSS v.25.0 statistical program. Frequency analysis, exploratory factor analysis, descriptive statistical analysis, correlation analysis, and regression analysis were conducted to analyze that informativity, reliability, entertainment, interactivity, and disturbance among SNS advertising attributes were used as effective advertising strategies, which had a positive effect on consumers' purchasing decisions. Therefore, in the cosmetics industry, it is necessary to seek strategies to actively utilize marketing in the social media space to promote consumers' purchase needs and to activate purchases.

SNS 사용자가 급속히 증가함에 따라 기업 전체 마케팅 활동에서 SNS 마케팅이 차지하는 비중이 높아지고 있으며 SNS 광고도 새로운 마케팅 도구로 급성장하게 되었다. SNS 광고에 관한 선행 연구가 많이 진행해왔지만 SNS의 다양한 광고 형태 중 새롭게 각광받고 있는 인피드 광고에 대해 연구가 아직 부족한 현황이다. 따라서 본 논문은 중국 SNS 사용자들을 대상으로 인피드 광고의 가장 뚜렷한 3가지 특성(네이티브 콘텐츠 간의 형식의 일치성, 상호작용성과 개인맞춤성)이 인피드 광고 태도에 미치는 영향을 검증하였으며, SNS사용자들이 지각하는 프라이버시 우려 정도가 SNS 인피드 광고 태도에 미치는 조절적 영향을 검증하였다. 실증적 분석을 위해 SNS를 사용한 적이 있고 인피드 광고를 본 적이 있는 295명 중국 소비자에 대한 설문조사를 분석하였다. 연구 결과에 따르면 인피드 광고의 3가지 특성이 광고 태도에 긍정적인 영향을 미치는 것으로 나타났다. 또한 프라이버시 공개에 대한 우려는 일치성 및 상호작용성이 광고태도에 미치는 영향에 있어서 유의한 영향을 미치지 않았지만 개인맞춤성이 광고 태도에 미치는 영향에 있어서 부정적인 조절 효과를 보였다. 즉, 소비자가 개인 정보 유출에 대해 걱정할 때 개인맞춤성이 광고 태도에 미치는 긍정적인 효과를 약화시킬 수 있다. 이러한 실증적 연구는 인피드 광고 태도에 영향을 미치는 중요한 정보와 위험요소를 새로 발견하였으니 SNS 매체연구, SNS 광고연구, 그리고 국제마케팅연구의 학문적 발전에 기여할 수 있는 것으로 기대된다. 또한 중국 소비자들을 타깃으로 하는 중국기업과 중국에 진출하는 외국 기업들에게 효과적인 SNS 마케팅 전략과 SNS 광고전략을 수립하는 데에 실무적인 시사점을 제공할 수 있을 것으로 기대된다.

The advent of Web 3.0 and mobile device is expanding the usage of SNS in terms of response rate and real-time event. SNS advertising is an effective marketing strategy that facilitates productive communication between companies and consumers. With the development of SNS channel, companies, which simultaneously manage hashtag, are increasing. Recently, there is an increase in fashion brands that use hashtag, due to the higher advertising effect, such as consumers’ electronic Word-Of-Mouth (e- WOM). However, despite the increasing importance of hashtag and SNS advertising, only few of previous studies have been conducted. There is a need for in-depth research on advertising attributes that cause the practical view of marketing strategies for fashion brands. This study aims to extract keywords of SPA brands by marketing activities, also as kwon as 4Ps (Product/Place/Promotion/Price) and examine the effects of these attributes on advertising value and advertising effect. In order to achieve objective of this study, a preliminary study and main survey were conducted respectively. In preliminary study, keywords related to marketing activities of SPA brands through social big data and in-depth interview. In main survey, the effects of hashtag and marketing activities on informativeness, enjoyment, interactivity, attitude towards advertising and e-WOM were analyzed. An experimental model of 2 (hashtag/no hashtag) x 4 (product/place/promotion/price) is designed. A total of 782 males and females in 20’s and 30’s are surveyed online and their responses are ranked on a 7-point Likert scale. These results are analyzed using SPSS 21.0, combined with a two-way ANOVA and a multiple regression. Preliminary study reveals that consumer-based keywords are mainly derived accordingly to marketing activities. Most keywords are held with the goals of reviews of products and comments of reasonable price. Eight types of SNS advertisements by SPA brands are used as a stimulus to quantitatively verify the effectiveness of SNS advertising. The results unveil the following. First, hashtag has a significant effect on advertising value and advertising effect. Second, there is an interaction between marketing activities and the hashtag. In addition, results show that the advertising value and advertising effect are significantly different according to various types of SNS fashion marketing, broadening the scope of existing research studies that merely focus on the impact of SNS in the marketing environment. Third, advertising value and interactivity affect advertising effectiveness. It is also confirmed that informativeness, enjoyment, and interactivity have a positive impact on advertising. This study provides an important resource for SNS advertising by examining the effect of hashtag and marketing activities, especially focusing on SPA brands. Moreover, it is expected to make a significant contribution to provide practical implications for companies to achieve positive brand image and effective e-WOM.

This paper examines advertising images of fashion brands in vertical social network site (SNS) from the viewpoints of message strategies. Vertical social network sites are types of social curation systems applied to social networking, where information is selected, organized, and maintained. Fashion brands communicate with consumers by presenting images on vertical SNSs, anticipating improvements in brand image, popularity, and loyalty. Those images portray content for particular brands and seasonal concepts, thus creating paths for product sales information. Marketing via SNSs corresponds to relationship marketing, which refers to long-term interrelationship and value augmentation between the company and consumer, and viral advertising, which relies on word of mouth distribution via social network platforms. Taylor’s six-segment message strategy wheel, often used for analyzing viral ads, was applied to conduct a content analysis of the images. A total of 2,656 images of fashion brands advertised on Instagram were selected and analyzed. Results indicated that brand values were somewhat related to the number of followers. Follower rankings and comment rankings were also correlated. In general, fashion brands projected sensory messages most often. Acute need and rational messages were less common than other messages. Sports brands and luxury brands presented sensory messages, whereas fast fashion brands projected routine images most often. Fashion brands promoted on vertical SNSs should portray advertising images that combine message strategies.