Intro: Online Video Ads and the Law of Reciprocity
Back in March 2009, we reviewed that video ads are a savvy strategy for marketers because the number of online video viewed has been steadily growing, as reported by eMarketer, and has a high click-through rate when compared to its alternatives. We found that the success of online video ads lies in the law of reciprocity.
The law of reciprocity by Robert Cialdini, in his book, Influence: Science and Practice (New York: Harper Collins, 1993). Basically, the law of reciprocity boils down to this: “a person can trigger a feeling of indebtedness by doing us an uninvited favor”.
Online video ads are a form of entertainment and people are willing to be entertained. An IBM study reveals that almost 60% of its study respondents said they were willing to provide to advertisers some personal information about themselves in exchange for something of value, such as access to high-quality music videos, store discounts or airline frequent-flyer points.
Therefore, the success of online video ads lies in the law of reciprocity.
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