Evaluating-the-influence-of-YouTube-advertising-for-attraction-of-young-customers-en.pdf

Full length article
Evaluating the influence of YouTube advertising for attraction of
young customers
Milad Dehghani a, *
, Mojtaba Khorram Niaki a
, Iman Ramezani b
, Rasoul Sali b
a
Department of Computer, Control, and Management Engineering, Sapienza University of Rome, Italy
b
Sharif University of Technology, Iran
a r t i c l e i n f o
Article history:
Received 5 July 2015
Received in revised form
14 December 2015
Accepted 27 January 2016
Available online 11 February 2016
Keywords:
Advertising value
Social media
YouTube
Brand awareness
Purchase intention
Customized advertising
a b s t r a c t
Nowadays, we have been faced with an increasing number of people who are spending tremendous
amounts of time all around the world on YouTube. To date, the factors that persuade customers to accept
YouTube advertising as an advertising medium are not yet fully understood. The present paper identified
four dimensions towards YouTube advertising (i.e., entertainment, Informativeness, Customization and
irritation) which may be affected on advertising value as well as brand awareness, and accordingly on
purchase intention of consumers. The conceptual model hypothesizes that ad value strategies are
positively associated with brand awareness, which in turn influence perceived usefulness of You Tube
and continued purchase behavior. For this study, data were collected from students studying at the
Sapienza University of Rome. In total, 315 usable questionnaires were chosen in order to analysis of data
for the variables. The results show that entertainment, informativeness and customization are the
strongest positive drivers, while irritation is negatively related to YouTube advertising. On the other
hand, advertising value through YouTube affects both brand awareness and purchase intention of con-
sumers accordingly.
© 2016 Elsevier Ltd. All rights reserved.
1. Introduction
No matter how big the budget is, advertising can succeed only if
it gains attention of communities well. Proper messages and con-
tents on advertising are vital in today's costly and cluttered
advertising environment (De Mooij & Hofstede, 2010). Social media
has become in mainstream and advertisers have noticed this trend.
The percentage of companies using social media for advertising is
purposes approximately 88% in 2014. Advertising expenditures on
social media, which represent almost five percent of the total
advertising expenditures on the global level, is anticipated to be
more than double in 2018 (Social media report, 2015; Nielsen,
2012). Thus, the attractiveness of this field of research is that a
large part of the worldwide population is somehow connected
with, or at least well versed with social media and its predomi-
nance in today's reality.
YouTube is a content community that was founded in 2005
which allows users to post, view, comment and link to videos on
the site. It is the third most visited website in worldwide, with
recording over one billion monthly visitors who watch more than
six billion hours of video monthly, and are highly engaged in liking,
sharing, and commenting on videos on YouTube as well as upload
100 h of new video every minute in this website (Bradshaw &
Garrahan, 2008). Furthermore, Young generation between 18 and
34 years old who impose two-thirds of YouTube and watch You-
Tube videos more than any cable TV channel are the most frequent
users of this channel (Perrin, 2015).
YouTube is a rich repository of information and insights
regarding markets and consumption. Twenty and two countries
and some cell phone companies, such as iPhone and blackberry
were offered a localized version by YouTube, which made it
possible for users to view YouTube videos on their handheld
(Bradshaw & Garrahan, 2008). This widespread consumption of
this platform has made an influence on the way advertisers design
their ad strategy (Nielsen, 2012). In addition, YouTube runs its
partner program, which web video producers create an original
new content for the site in order to gain benefit from sharing the
revenue of YouTube 'ads. To date, more than 30,000 partners from
27 countries have joined in the partner program (Kotler &
Armstrong, 2013).
* Corresponding author. Department of Computer, Control, and Management
Engineering, Sapienza University of Rome, Via Ariosto 25, 00185, Rome, Italy.
E-mail address: milad.dehghani@uniroma1.it (M. Dehghani).
Contents lists available at ScienceDirect
Computers in Human Behavior
journal homepage: www.elsevier.com/locate/comphumbeh
http://dx.doi.org/10.1016/j.chb.2016.01.037
0747-5632/© 2016 Elsevier Ltd. All rights reserved.
Computers in Human Behavior 59 (2016) 165e172

The proliferation of content advertising on YouTube has
attracted advertisers' attention to invest in this evolving medium as
a brand communication and effective online advertising platform.
Advertisements on YouTube as a sharing platform shows on the
site's homepage, which includes elements published or chosen by
users (Adage). They may also become visible on the video's viewing
page, normally in the form of a banner. The advertiser can also
demand that the proposed advertisement be targeted with respect
to the video content, in which case higher rates apply. New
advertising formats have been developed to have this effect (Ad Age
Survey).
Basically, there are two types of advertisement on YouTube
video. In stream video advertising and in-video advertising are two
different types of advertisements through YouTube. In stream ads
let viewers choose to watch brand' ads, or skip it after playing for at
least 5 s. Standard In-Stream Ads can be a maximum of 15 s. In
-video ads are the ads that usually appear on the lower portion of
company's video. These ads typically appear for the 15 s mark that
the viewer if desired can close or minimize them (Adage; Pikas &
Sorrentino, 2014). Although television stays the primary form of
media and holds a relatively stable impact, social media channels
such as YouTube continues to grow, which is experiencing a
considerable acceleration in the development of advertising in-
vestments (Adage; Bellman, Schweda, & Varan, 2009; Clancey,
1994). Thus, one arisen question is whether advertisers who are
experiencing the effects of advertising substitution between You-
Tube and other forms of media could operate this new environment
in order to obtain the best return of investment with the help of
YouTube advertising.
Despite the critical need to explore all aspects of YouTube as a
new advertising platform, there is a lack of knowledge concerning
the advertising plan for companies. Therefore, the present research
attempts to fill gaps by investigating if and how YouTube ad affects
advertisement's value and customers' intentions to purchase. To
the best of our knowledge, no studies have tested the relationship
between YouTube ad factors on the value of advertising and pur-
chase intention nor have identified predictors for these variables.
Therefore, the purpose of this study is to provide and examine a
comprehensive integrated model for YouTube advertising by
overcoming the limitations of previous studies on social media. To
this aim, our research questions are:
1 Does optimized YouTube advertising play an important role in
forming purchase intention of consumers?
2 What are the affective factors that influence YouTube adver-
tising value in advertisements?
3. Does customization of YouTube ads make a valuable contribu-
tion for boosting affective qualities on advertising value?
The paper proceeds as follows: it briefly reviews the literature
on our variables, then develops research hypotheses and describes
our methods. Finally, it presents the results of the content analysis
and a discussion of findings.
2. Literature review
2.1. Entertainment
Entertainment in media channels defines to which entertaining
for media users (Eighmey & McCord, 1998). Previous research de-
termines that offering a higher entertainment value is likely to
cause a benefit for media users that encourage them to use the
media more often. Advertising entertainment indicates the possi-
bility of an advertisement, as well as enjoyment consumers and
pleasure, which proceed from the advertisement (Lee & Choi,
2005). Advertisements are presumably to be utilized in order to
actualize consumers' hedonic needs (Rodgers & Thorson, 2000).
Hence, developing likeability of enjoyment and pleasure (Pollay &
Mittal, 1993). The social media environment advertising by pre-
senting pleasant entertainment is capable of enhancing consumer
hedonic needs (Fischer & Reuber, 2011; Edwards, Li, & Lee, 2002a,
2002b). In, the value of entertainment lies in the ability to augment
user needs for enjoyment, emotional release and diversion
(Muntinga, Moorman, & Smit, 2011) by letting the consumers to
experience, exchange information, and even photo and video clips
with their social connections (Kim, Sohn, & Choi, 2011).
In terms of Madison &Vine through YouTube channel, many
marketers have subscribed to merge advertising and entertainment
in order to reach more customers with engaging messages as well
as embedding brands on props within entertaining program. Thus,
product placements are the most common form of branded
entertainment, which break through the clutter and create new
avenues for gaining attention of more consumers (Kotler &
Armstrong, 2013).
2.2. Informativeness
Informativeness can be defined as the extent to which provides
users with helpful and resourceful information (Chen, 1999;
Ducoffe, 1995a, 1995b). Clancy, Maura (Clancey, 1994) suggests
that media users distinguish the advertising's ability to provide
consumer information the fundamental reason for accepting the ad
itself. Ducoffe (Ducoffe, 1995a, 1995b) defines informativeness as
“consensus exists with regard to the ability of advertising to inform
consumers of product alternatives”, and hence, it can lead the
satisfying decision of purchasing. Erdem (Erdem, Swait, &
Valenzuela, 2006) found that consumers tend to demonstrate
more signs of searching product information, and gain information
more through unconditional, interpersonal information exchange
(De Mooij & Hofstede, 2010). Furthermore, the concept is extended
and many scholars showed the importance of informativeness on
attitudes toward social media advertisements (Aswad). Thus, social
media provides a proper tool for such a purpose because of its
format, which displays further product information (Lee & Choi,
2005).
2.3. Irritation
Irritation can be described as the measure to which the content
is messy and irritating to surfers (Eighmey & McCord, 1998). Pre-
vious studies indicate that people are increasingly resistant to TV
commercials and thus they ignore the ads or use that time to
participate in another activity (Clancey,1994; Speck & Elliott,1997).
Online advertising such as banner ads and pop-up ads are also
distinguished as annoying and irritating (Edwards et al., 2002a,
2002b). People tend to avoid online advertising due to the irri-
tating aspects of internet ads (Benway, 1998; Cho et al., 2004).
Ducoffe (Ducoffe, 1995a, 1995b) noted that irritating banner ads
may put on distract consumers' attention and human experiences.
Consumers were more likely to figure out the advertisements as an
irritating and an unwanted irritating penetration when it engaged
annoy, offend or overly manipulative techniques (Edwards et al.,
2002a, 2002b; Pasadeos, 1990). Concerning social media like You-
Tube, irritation linked to advertising may be indicated to goal
interruption as well as concerns of consumers for losing their pri-
vacy (Corstjens & Umblijs, 2012).
2.4. Customization
Customers are more amendable on advertisements when is
M. Dehghani et al. / Computers in Human Behavior 59 (2016) 165e172
166

personalized and relevant to their lifestyle (DeZoysa, 2002).
Therefore, it is necessary for advertisers to follow customer needs,
profiles, and consumption patterns (Rao & Minakakis, 2003).
Ducoffe (Ducoffe, 1995a, 1995b) believed that advertising works
effectively when value is exchanged between consumers and ad-
vertisers through the advertised messages. In the other words,
consumers are presumably to pay attention to ads that are distin-
guished to be more personalize but avoid ads that are considered to
have less customized (Liu, Li, Mizerski, & Soh, 2012). Social media
with customization advantage can change the way of advertising,
which has given profiling, and tracking customer activities based on
location and demographics for each user (Zeng, Huang, & Dou,
2009). YouTube as one of the strongest channel among the other
social media has a potential platform to carry out the company'
mission by distributing and producing video content based on each
user' needs and preferences.
2.5. Advertising value
Advertising value, defined as “a subjective evaluation of the
relative worth or utility of advertising to consumers”, therefore, it is
used as a useful tool for measuring the effectiveness of advertising
(Edwards et al., 2002a, 2002b; Rao & Minakakis, 2003). Consumers
find the value of advertising when advertised message is relevant to
their needs. Moreover, the value of advertising exchange between
advertisers and consumers through content when advertising
works effectively (Golding). Thus, advertising value can be indi-
cated as an overall assessment and representation of the worth of
advertising on social media.
2.6. Brand awareness
Brands can effectively enhance robust relationships with cus-
tomers (Tsimonis & Dimitriadis, 2014). Brand awareness described
as the recognition or memory of a brand (Huang & Sarig€
ollü, 2012).
Today, new media not only amplify the existing customer-to-firm
and firm-to-customer relationships, but also present new trans-
formation on conventional options, boosting the ability of firms to
interact with customer dialog and accordingly strengthening their
communications 'tool (Tsimonis & Dimitriadis, 2014). Social media
can build and raise brand awareness (Stephen & Toubia, 2010) since
a huge number of people are already visiting social media, a brand
name spread all over those networks can help notify people about it
and become widespread with the firm, creating brand awareness
(Golding).
2.7. Purchase intention
Previous research has indicated that purchase intention is the
most noteworthy indicator of advertising effectiveness and may be
affected by indicators such as attitude towards the ad (Chen, 1999;
Wu, 2006). For instance, MacKenzie et al (MacKenzie & Lutz, 1989).
found that the attitude toward the ad affects brand awareness and
purchase intentions. Moreover, Zeng et al (Zeng et al., 2009).
identified that advertising value relates positively to behavior
intention in the social media environment. More specifically, the
other study recognizes advertising value as a leading to purchase
intention in social media advertising (Kim et al., 2011). Dehghani
and Tumer (Dehghani & Tumer, 2015) investigated purchase
intention depended largely on the recommendations and brand's
value that other consumers have shared on social media channels.
2.8. YouTube advertising
The newly-developed format of online video advertising,
holding both properties that TV and social media have, possess
some characteristics, which are different from the more traditional
advertising format (Dehghani, Nourani, & Choubtarash, 2012). The
studies of MacKenzie et al (MacKenzie, Lutz, & Belch, 1986). and
Van-Tien Dao et all (Van-Tien Dao, Nhat Hanh Le, Ming-Sung
Cheng, & Chao Chen, 2014a, 2014b). viewed social media adver-
tising as more trustworthy and informative which affect traditional
assessments of advertising effectiveness (i.e., the information and
entertainment value) and more than the ad's utility for purchasing
decisions would influence the advertising value. Recent researches
indicate that the advertising budgets directed toward social media
are continuously growing, proposing that brands are increasingly
interested in interacting with their fans, helping shape their ex-
periences, and leveraging their voices for a greater advertising in-
fluence (Lipsman, Mudd, Rich, & Bruich, 2012). YouTube features a
number of video types, which could, in principle, feature the brand
more centrally; nevertheless, a few studies demonstrate that con-
sumers find it hard to recall seeing product-related information on
the site, showing that brands may often play a more lateral role
(Pikas & Sorrentino, 2014; Dehghani, Choubtarash, & Nourani,
2013).
Nevertheless, the pervious literature on YouTube advertising
have never considered the factors affecting the advertising value
and its impacts on brand awareness and consumer purchase
intention subsequently. In addition, previous studies on social
media advertising have shown that advertising attitude is related to
three factors: informativeness, entertainment and irritation; how-
ever, the direct effect of ads' customization together with other
components have never been analyzed. Therefore, this study de-
velops the literature by linking the consumers' attitude toward the
advertising value as well as brand awareness and purchase inten-
tion, and by adding the ads' customization as an affective factor on
ad value.
2.9. Conceptual model and hypothesis
In this section, we present our hypotheses and conceptual
model based on the previous discussion on literature review
regarding consumer attention on YouTube advertising and addi-
tional relevant issues related to our variables. There are many ways
to measure advertising effectiveness, such as through brand
awareness (Dehghani et al., 2013), brand value (Cobb-Walgren,
Ruble, & Donthu, 1995) and purchase intentions, in which con-
sumers form perceptions about the physical characteristics of a
brand from various information sources on advertising (Pikas &
Sorrentino, 2014; Lipsman et al., 2012). These attributes
contribute to the meaning or value the brand gives consumer, such
as brand awareness (Rao & Minakakis, 2003; Debatin, Lovejoy,
Horn, & Hughes, 2009; Lee & Shen, 2009).(See Fig. 1)
Empirically, Ducoffe (Edwards et al., 2002a, 2002b) conducted a
study regarding the aspect of irritation on ad value that had a
negative impact on the attitude toward the ad. In addition, in a
separate study, Ducoffe (Rao & Minakakis, 2003) reported that
there is a negative relationship between irritation and ad value and
a positive correlation between informativeness and advertising
value, which accordingly effect on attitude toward advertising.
Previous studies have also shown that advertising value is related
to three factors: informativeness, entertainment and irritation,
which in turn influence attitudes toward advertising (Waters,
Canfield, Foster, & Hardy, 2011). Nevertheless, entertainment and
informativeness are measured from the positive aspect of social
media advertising, representing affective values and cognitive
value respectively (Lee & Choi, 2005). On the other hand, a different
study found irritation has nothing to do with advertising value, but
reflects consumers' negative reactions to incompletely deliver
M. Dehghani et al. / Computers in Human Behavior 59 (2016) 165e172 167

social media advertising (Aaker & Bruzzone, 1985). Base on the
previous studies customized advertising can enhance informa-
tiveness, pleasure and credibility. However, Customized advertising
can also decrease irritation because advertising messages are well
personalized to deal with customer's interest and preference. Ac-
cording to (Lee, Kim, & Sundar, 2015) personalization does not
indicate a direct influence on advertising value, but has an indirect
influence through informativeness, credibility, and entertainment.
The study of Cobb-Walgren et al (Cobb-Walgren et al., 1995), a
consumer's brand awareness, as formed by advertising, influences
purchase intentions through social media channel (Dehghani &
Tumer, 2015). To confirm this process, Kim and park (Kim, Kim, &
Park, 2010) performed an empirical test and determined that
consumer's attitude toward the advertising positively influence
purchase intentions. Overall, these form the total utility that the
possibility of consumer's attention on social media advertising such
as YouTube channel. Therefore, we considered the following hy-
pothesis for our empirical research:
H1: Consumer has perceived informativeness through YouTube
advertising, which is positively affecting advertising value.
H2: consumer has perceived customization through YouTube
advertising, which is positively affecting advertising value.
H3: consumer has perceived Irritation on YouTube advertising,
which is negatively affect advertising value.
H4: Advertising value through YouTube ad will positively effect
on brand awareness.
H5: Brand awareness through YouTube ad will positively effect
on purchase intention of consumers.
3. Methodology
3.1. Sample and data collection
Data for the present study was collected in May 2015. In total,
378 students from the Sapienza University of Rome, the largest
university within Europe, which located in Italy, participated in this
study via a questionnaire. Like many social networking sites, You-
Tube is widely used by younger users e 82% of 18- to 29-year-olds
used YouTube in 2014 (Norman, 2010). As far as the time and
budget were concerned, the data were collected using judgmental
and quota sampling based on the demographics of the university
population. We excluded 55 from the sample because of incom-
plete responses or lack of information; in addition, eight partici-
pants were dropped out of the present study due to their lack of
experience in watching advertising on online video. 100% of the
initial sample uses the internet ranging from one to seven and half
hours daily; however, 98% reported that they had experience in
using social networking, therefore 8 of 378 questionnaires have
been excluded. The 315 useable surveys lead to an 83% useable
response rate. Demographic data show the sampled subjects have
about 3.5 years of social media experience in average. The mean of
their ages is 23 years. 55% of the students are female, and 45% of
them are male.
3.2. Measurement
The relationships between variables have been measured
instead of measuring the variables itself as conducted in (Dehghani
& Tumer, 2015). All measurement scales are Likert-type with 5-
point format, anchoring at “1”–strongly disagree and “5”–strongly
agree. The fifteen measurements are derived from previous studies
(Speck & Elliott, 1997; Rao & Minakakis, 2003; Waters et al., 2011).
Particularly, a separate items measure each of the entertainment,
informativeness, Customization and irritation scales (Kim et al.,
2010). Other items measuring the relationship between adver-
tisement value and brand awareness, and between brand aware-
ness and consumer's purchase intention are adopted by the
pervious studies.
The Cronbach's alpha coefficient was used in order to validate
the reliability of the questionnaire. The reliability coefficient of the
questionnaire was 0.97 through Cronbach's alpha coefficient.
4. Results
Consistent with pervious literature, the effectiveness of adver-
tising on YouTube in ads value has been evaluated with four
components including entertainment, informativeness, custom-
ization and irritation (The first four hypotheses). Therefore, we can
conclude the effectiveness of advertising on YouTube by supporting
these four hypotheses.
4.1. Hypotheses testing
For the standard t-tests, it is the assumption of normality of the
distribution of means, not of the data. The Central Limit Theorem
shows that, for sample sizes greater than 5 or 10 per group, the
means are approximately normally distributed regardless of the
original distribution. Furthermore, theories converge on the
conclusion that parametric statistics including t-test can be used
with Likert scale, with unequal variances, and with non-normal
distributions, with no fear of “coming to the wrong conclusion”.
These findings are consistent with empirical literature dating back
nearly 80 years (Norman, 2010). They analyzed the variables
Fig. 1. A conceptual Model for consumer Acceptance of YouTube Advertising.
168

relationship using parametric t-test and Friedman test. Table 1 in-
dicates the description of variables contributing to the influence of
YouTube ad on attracting consumers in the sample size. The in-
dividuals' scores on the questionnaire were rated on a Likert scale.
The mean in each of the variables is reported. It shows that, among
the factors, all components have close means and SD's among the
sample.
4.1.1. The effect of ad entertainment on ad value
H1: consumer has perceived utility of entertainment on You-
Tube advertising, which is positively affect advertising value.
As seen in Table 2, t-test was conducted to determine if the
entertainment in YouTube ads affected the ad's value. A significant
effect was found for the relationship, since the mean equal to
3.2153, which is greater than the test value (Median) and
t ¼ 5:9005; p < 0:05 there is not enough evidence to reject the
hypothesis. Thus, it can be concluded that consumers' perceived
entertainment on YouTube advertising affects advertising value,
which supporting H1.
4.1.2. The effect of ad informativeness on ad value
H2: consumer has perceived utility of informativeness on You-
informativeness of YouTube ads affected the ad's value. A signifi-
cant effect was found for the relationship, since the mean equal to
3.1112, which is a little greater than the test value (Median) and t ¼
2:9356; p < 0:05 there is not enough evidence to reject the hy-
pothesis. Thus, it can be concluded that consumers' perceived
informativeness on YouTube advertising affects advertising value,
4.1.3. The effect of ad customization on ad value
H3: consumer has perceived utility of customization on You-
Customization on YouTube ads affected the ad's value. A significant
3.4321, which is greater than the test value (Median) and
customization of YouTube advertising affects advertising value,
4.1.4. The effect of ad irritation on ad value
H4: consumer has perceived utility of Irritation of YouTube
advertising is negatively affect advertising value.
irritation of YouTube ads affected the ad's value. A negative ef-
fect was found for the relationship, since the mean equal to
3.1581, which is a little greater than the test value (Median) and
irritation of YouTube advertising affects advertising value, which
supporting H4.
4.2. Variable ranking
Through supporting these above hypotheses, we can concluded
that the advertising on YouTube affects advertising value.
Furthermore, the Friedman test was used to specify the mean dif-
ferences of research variables in the society studied. The Friedman
Test is a version of the Repeated-Measures ANOVA that can be
performed on ordinal data. Thus, the statistic theory below is
measured:
H0: the mean ranks of variables are equal.
H1: At least one pair of mean factor ranks is significantly
different.
Table 6 indicates the first output, indicating that the significance
of the independent variables varied, since chi square is equal to
420.625, and p < 0.05. Thus, the mean ranks of variables are not
equal. In the second output, the mean ranks of these factors are
listed. As seen in Table 7, in descending order, those of the third
hypothesis (mean ¼ 3.67), first hypothesis (mean ¼ 2.49), fourth
hypothesis (mean ¼ 2.23), and second hypothesis (mean ¼ 1.62).
4.3. Linking the consumer perception to purchase intention
The aim of the following hypotheses is to find an explicit linkage
among the consumer perceptions and purchase intention. There-
fore, respectively, the effect of ad value on brand awareness and its
effect on purchase intention are investigated.
4.3.1. The effect of ad value on brand awareness
H5: Advertising value through YouTube ad will positively effect
on brand awareness.
As seen in Table 8, t-test was conducted to determine if the ads'
value through YouTube affected the brand awareness. A significant
3.2117, which is a little greater than the test value (Median) and t ¼
5:4963; p < 0:05 there is not enough evidence to reject the hy-
pothesis. Thus, it can be concluded that the advertising value
through YouTube positively affects brand awareness, which sup-
porting H5.
4.3.2. The effect of brand awareness on consumers' purchase
intention
H6: Brand awareness through YouTube ad will positively effect
on purchase intention of consumers.
Brand awareness through YouTube affected consumers' purchase
intention. A significant effect was found for the relationship, since
the mean equal to 3.2117, which is a little greater than the test value
(Median) and t ¼ 13:4273; p < 0:05 there is not enough evidence
to reject the hypothesis. Thus, it can be concluded that the brand
awareness through YouTube positively affects consumers' purchase
Table 1
Measures of central tendency and dispersion.
Variance Standard deviation Means Hypothesis
0.419 0.6476 3.2153 consumer has perceived utility of entertainment on YouTube advertising, which is positively affect advertising value
0.452 0.6723 3.1112 consumer has perceived utility of informativeness on YouTube advertising, which is positively affect advertising value
0.400 0.6329 3.4321 consumer has perceived utility of customization on YouTube advertising, which is positively affect advertising value
0.486 0.6971 3.1581 consumer has perceived utility of Irritation on YouTube advertising is negatively affect advertising value
0.467 0.6836 3.2117 Advertising value through YouTube ad will positively effect on brand awareness
0.388 0.6227 3.4711 Brand awareness through YouTube ad will positively effect on purchase intention of consumers

intention, which supporting H6.
5. Discussion and conclusion
The main goal of this study was to specify the factors affecting
the ad value in YouTube advertising, in addition to link the con-
sumer's perception to the purchase intention. In our research, the
first five hypotheses are dealing with the communication of which
by the first four hypotheses, we analyzed the contents of adver-
tising in YouTube, and with the fifth hypothesis, we studied the
impact of ad value on brand awareness. Finally, in the last hy-
pothesis, we studied the effect of YouTube advertising on purchase
intention. Consequently, the results demonstrate that the YouTube
advertising has important effects on costumer purchase intention.
Therefore, it can be concluded that our principal research question
“Does YouTube advertising play an important role in forming pur-
chase intention of consumers?” has a confident answer.
Table 2
Student's t-distribution.
Test Value ¼ 3
Mean Std. deviation t df SE mean Sig. (2-Tailed) Mean differences
3.2153 0.6476 5.9005 314 0.0365 0.0000 0.2153
Table 3
Test Value ¼ 3
3.1112 0.6723 2.9356 314 0.0379 0.0036 0.1112
Table 4
Test Value ¼ 3
3.4321 0.6329 12.1173 314 0.0357 0.0000 0.4321
Table 5
Test Value ¼ 3
3.1581 0.6971 4.0252 314 0.0393 0.0001 0.1581
Table 6
The result of Friedman test.
Test result Error rate N The significant level df Chi-square
Approved H1 0.05 315 0.000 3 420.625
Table 7
Friedman test and the rank of means.
Average rating Dimension
3.67 H3: Customization effects
2.49 H1: Entertainment effects
2.23 H4: Irritation effects
1.62 H2: Informativeness effects
Table 8
Test Value ¼ 3
3.2117 0.6836 5.4963 314 0.0385 0.0000 0.2117
Table 9
Student's t-distribution (Hypothesis 6).
Test Value ¼ 3
Mean Std. deviation T df SE mean Sig. (2-Tailed) Mean differences
3.4711 0.6227 13.4273 314 0.0351 0.0000 0.4711
170

This study proposes that there is an opportunity for researchers
to better understand ad value's factors in the YouTube environ-
ment. Moreover, this research in YouTube channel as it relates to
social media issues could be a fundamental to practitioners as well.
Our research contributes to a number of theoretical and managerial
implications.
From a theoretical standpoint, first, this study reveals that all the
four factors (Entertainment, Customization, Informativness, Irita-
tion) in advertising value plays an important role in helping cus-
tomers with enhancing brand awareness when receiving YouTube
advertisements and subsequently forming purchase intention. The
results indicate the perceived entertainment and the customization
of advertisements are the strongest positive drivers of ads value
while irritation is the negative drivers, which supports previous
studies (Lee & Choi, 2005; Waters et al., 2011; Aaker & Bruzzone,
1985). Furthermore, in the smart advertising environment, cus-
tomization plays an important role in advertisement value. Despite
the previous studies (Zeng et al., 2009; Kim et al., 2010), which
indicated that customization has an indirect influence through
informativness, credibility and entertainment on advertising value,
in this study customization as the highest significant factor were
recognized which has never been investigated through the previ-
ous literature. Although Dao and Liu (Lee et al., 2015; Van-Tien Dao
et al., 2014a, 2014b) addressed the importance of advertising value
on social media by examining effect on attitudes toward the ads;
previous studies have neither paid attention in examining the re-
lationships between our variables in ad value nor the effect on
brand awareness and purchase intention. Therefore, the results of
this study extend the current literature on social media advertising.
From the managerial point of view, this study is valuable for
both company investing in YouTube advertising and for YouTube as
an advertising media. Firms making use of the YouTube video ads as
part of their promotional strategy should always think of the
perceived entertainment, especially for the few starting seconds.
Based on the finding of our research, most of the people 73% often
skip the video ads while watching online video in YouTube.
Therefore, professional design of video ads affects the decision of
viewer to whether skip the video or not. Since the customization of
ads has a strong positive driver on ads value, YouTube should
provide the personalized video ads, as it has already done for its
text ads. Therefore, it is significant to understand that video mar-
keting is just as important as video production. Irritation is nega-
tively related to the value of advertising, and marketers should
avoid any advertising that customers might find irrelevant or irri-
tating. In addition, heterogeneity of ads with online video in terms
of content and time is causing irritation. Thus, providers in YouTube
is better if consists on providing free services financed by com-
panies and services for audiences as the part of their advertisement
which could likely lead to reducing of irritation.
Nowadays, Top 100 Global Brands understand the effectiveness
of YouTube as a critical part of their marketing strategy. They are
moving beyond television-style brand awareness to much more
socially engaged, content rich channels. Finally, the present
research is noteworthy lessons not only to smaller brands, but also
to the marketing and advertising initiatives for all companies.
5.1. Limitation and future research
Finally, some limitations of this research should be considered.
First, in this study, sample size could not completely apply to the
whole population of YouTube' users as we conducted the research
based on small number of population. University students are the
investigated demographic. However, collecting data from only the
university student does not cover the all range of YouTube users,
which limits the generalizability of the findings. Future research
using various samples that cover other segments is necessary.
Furthermore, another limitation deals with users might perceive
advertising on YouTube as valuable if its existence is in accordance
with their incentives of using the video on YouTube channels. Last
but not least, this study relied on Judgmental quota sampling and
across, which makes it difficult to generalize the findings for
changes that occurred in the attitude of all consumers. Thus, more
research should evaluate the usage motivations associated with
videos on YouTube in order to provide empirical data with relation
to the media's use motivations.
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