More than what meets the eye : an exploratory study of what image attributes influence consumer behaviour on Instagram

In an era where Instagram is the new dominating social media platform to reach and communicate with consumers, the demands on companies to differentiate their social media content have increased. Executives seem to avoid social media due to absence of how to manage and learn from it. Therefore, additional in-depth knowledge of how to place apparel products in favourable contexts through images could make marketing efforts more efficient on Instagram. The path this dissertation follows is qualitative with an abductive approach, since the aim of this dissertation is to create an in-depth understanding of what image attributes influence and motivate consumers on Instagram. Primary data have been produced through three semi-structured focus group interviews along with secondary data collected from five apparel brands’ Instagram accounts. This thesis takes its ground in consumer behaviour and theories of visual content, but does not rely on theory alone, as it would have prevented findings of new insights. Findings of previous research on how visual content influence consumers reinforced our research study even when displayed in the forum of Instagram. Additionally, the results of this dissertation stress the importance of placing the product in a relevant context, to a visually appealing background and preferably shown on a human being. These findings may be useful as guidance for apparel companies using Instagram as a promotional tool, as well as for companies who are planning to do so