Determinant of Intention to Use Search Engine Advertising: A Conceptual Model

Determinant of Intention to Use Search Engine Advertising: A Conceptual Model

Hamed Jafarazdeh (School of Information Systems, Technology and Management, University of New South Wales, Sydney, NSW, Australia), Aybüke Aurum (School of Information Systems, Technology and Management, University of New South Wales, Sydney, NSW, Australia), John D’Amba (School of Information Systems, Technology and Management, University of New South Wales, Sydney, NSW, Australia) and Babak Abedin (Department of Business and Economics, Macquarie University, Sydney, NSW, Australia)
Copyright: © 2013 |Pages: 17
DOI: 10.4018/jeis.2013070102
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Abstract

The innovation of Search Engine Advertising (SEA) acts as a prominent source of revenue for search engine companies, as well as being a solution for businesses to promote their visibility on the Web. However, the underlying factors that contribute to businesses’ decision to adopt SEA have not been well investigated. Building upon known behavioural theories (Theory of Planned Behaviour, Technology Acceptance Model and Unified Theory of Acceptance and Use of Technology) this paper conceptualizes and develops a context-specific model for understanding the factors that influence the decision of businesses to utilize SEA. The conceptual model of the paper proposes that this decision is influenced by four direct factors (attitude toward SEA, subjective norms, perceived control over SEA, perceived benefits of SEA) and ten indirect factors (trust in search engines, perceived risk of SEA, ability to manage keywords and bids, ability to analyse and monitor outcomes, ability to detect click fraud, advertising expertise, using third party tools, using external experts, perceived complexity of SEA tool, commitment to SEA).The study also identifies future research directions.
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2. Background

The innovation of Search Engine advertising (SEA) stems from the creative idea that when there are thousands of websites competing for top positions in organic search engine rankings, it may be more profitable to buy a direct position from search engines in order to gain visibility on the first page (Karjaluoto & Leinonen, 2009). In SEA, businesses can pay the search engine company to place them in the sponsored section of the results pages (Sen, 2005) (see Figure 1). This is a faster way to gain visibility on the Web (Morochove, 2008, Sen, 2005).

Figure 1.

Sponsored results on Google page

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