Can an OTT platform develop brand advocates via customer engagement? An integration of platform and message-based factors

Abstract

Purpose

The study follows platform theory (PT) and information processing theory (IPT) to understand the determinants of customer engagement (CE) on an over-the-top (OTT) platform. Platform-based factors include superior streaming infrastructure (SSI), multilayer analytics (MA), secure monetisation (SM) and convenient navigability (CN), while message-based factors include content diversification (CD), interactive elements (IE) and content localisation (CL). The study further investigates the impact of CE on brand advocacy (BA).

Design/methodology/approach

The study employed the quantitative method using the cross-sectional survey to collect the data using judgemental sampling. Data were collected from 650 users of OTT services. Partial least square-structural equation modelling (PLS-SEM) was used to test the hypothesised relationship.

Findings

The impact of platform and message-based factors on CE is significant, except for the IE. As per the results, SSI is the most significant platform-based factor of CE, followed by MA, CN and SM. The study also found that CL followed by CD has a substantial influence as a message-based factor for OTT providers. The significant impact of CE is also established on BA, as per the findings of the study.

Practical implications

The outcome of the study is relevant to managers and practitioners in the highly competitive OTT industry. The new research framework emphasises the increasing importance of platform- and message-based factors for CE and BA. The study will also assist OTT providers in guiding strategic and operational decisions in the context of the OTT industry to increase customer loyalty in emerging economies.

Originality/value

The study introduces a novel approach to assessing OTT subscriber engagement by integrating PT and IPT. The final outcome of the research model is BA, which is highly relevant for an OTT operator as it helps retain existing subscribers and attract new ones through BA.

Citation

Singh, S., Misra, R., Bhatnagr, P. and Aggarwal, E. (2024), "Can an OTT platform develop brand advocates via customer engagement? An integration of platform and message-based factors", Asia Pacific Journal of Marketing and Logistics, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/APJML-05-2024-0666