  {"id":104456,"date":"2022-04-18T11:23:06","date_gmt":"2022-04-18T16:23:06","guid":{"rendered":"https:\/\/uwm.edu\/news\/?p=104456"},"modified":"2022-04-21T16:06:55","modified_gmt":"2022-04-21T21:06:55","slug":"for-businesses-it-pays-to-be-nice-to-competitors-on-social-media","status":"publish","type":"post","link":"https:\/\/uwm.edu\/news\/for-businesses-it-pays-to-be-nice-to-competitors-on-social-media\/","title":{"rendered":"For businesses, it pays to be nice to competitors on social media"},"content":{"rendered":"<p>Brand competitors are not known for being kind to each other. Think of the legendary \u201cad wars\u201d between Coke and Pepsi, Avis and Hertz, or McDonald\u2019s and Burger King.<\/p>\n<p>But what would happen if brands played nicely with each other on social media? A group of researchers from the University of Wisconsin-Milwaukee and Duke University wondered that after noticing tweets by Xbox and PlayStation congratulating Nintendo on the launch of new products.<\/p>\n<p>In a study that\u2019s created a buzz among marketing professionals, the researchers\u00a0ran nearly a dozen experiments that show when a brand compliments a competitor on social media, it boosts the brand\u2019s reputation \u2013 and its sales.<\/p>\n<figure id=\"attachment_104458\" aria-describedby=\"caption-attachment-104458\" style=\"width: 250px\" class=\"wp-caption alignleft\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-104458\" src=\"https:\/\/uwm.edu\/news\/wp-content\/uploads\/sites\/41\/2022\/03\/competitors250x300Kat.Du_0982.jpg\" alt=\"\" width=\"250\" height=\"300\" \/><figcaption id=\"caption-attachment-104458\" class=\"wp-caption-text\">Katherine Du<\/figcaption><\/figure>\n<p>Benefits go to the brand dishing out the praise, but it does not affect the brand on the receiving end, said Katherine Du, a co-author of the study and assistant professor of marketing at the Lubar School of Business at UW-Milwaukee.<\/p>\n<p>In one of the experiments included in the study, participants received one of two fictitious tweets: One in which Kit Kat\u00a0complimented\u00a0a top competitor,\u00a0Twix (\u201c@twix, Competitor or not, congrats on your 54 years in business! Even we can admit \u2013 Twix are delicious\u201d). In the other tweet,\u00a0Kit Kat\u00a0mentioned\u00a0only its own product\u00a0(\u201cStart your day off with a tasty treat!\u201d).<\/p>\n<p>After 11 days,\u00a0participants reported candy purchases\u00a0since the time they completed the study.\u00a0Those\u00a0who saw the\u00a0complimentary tweet\u00a0from Kit Kat purchased that brand 34% more frequently compared to\u00a0those who\u00a0saw\u00a0the self-promoting tweet from Kit Kat. Twix sales did not increase, even though Kit Kat\u00a0called Twix delicious.<\/p>\n<figure id=\"attachment_104460\" aria-describedby=\"caption-attachment-104460\" style=\"width: 250px\" class=\"wp-caption alignright\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-104460\" src=\"https:\/\/uwm.edu\/news\/wp-content\/uploads\/sites\/41\/2022\/03\/competitors250x300Lingrui-Zhou.jpg\" alt=\"\" width=\"250\" height=\"300\" \/><figcaption id=\"caption-attachment-104460\" class=\"wp-caption-text\">Lingrui Zhou<\/figcaption><\/figure>\n<p>The strategy works for the company doing the praising because consumers\u2019 views of brands are based on two dimensions \u2013 warmth and competence, said Du, who conducted the study with Lingrui Zhou and Keisha Cutright at Duke University.<\/p>\n<p>\u201cWarmth is one of the first things that we judge a brand by \u2013 and how we judge other people by too,\u201d she said. \u201cOur contribution was to look at how brands can interact to create that perception. But it\u2019s important for the praising brand to initiate the interaction and to appear authentic.\u201d<\/p>\n<p>Why doesn\u2019t it work for the brand that is praised?<\/p>\n<p>\u201cWe think it\u2019s because consumers recognize that it\u2019s an uncommon and potentially risky action for the praiser brand, given that there are no obvious benefits for them,\u201d said Zhou, a doctoral student at Duke.<\/p>\n<figure id=\"attachment_104459\" aria-describedby=\"caption-attachment-104459\" style=\"width: 250px\" class=\"wp-caption alignleft\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-104459\" src=\"https:\/\/uwm.edu\/news\/wp-content\/uploads\/sites\/41\/2022\/03\/competitors250x300kmw25.jpg\" alt=\"\" width=\"250\" height=\"300\" \/><figcaption id=\"caption-attachment-104459\" class=\"wp-caption-text\">Keisha Cutright<\/figcaption><\/figure>\n<p>Zhou added that brand-to-brand praise works best for organizations that are not traditionally seen\u00a0as warm\u00a0or caring. Among consumers, the most skeptical were the ones who experienced the greatest effect.<\/p>\n<p>\u201cSkeptical consumers aren\u2019t very trusting of brands to begin with,\u201d she said. \u201cAnd so when they see this type of interaction, it disarms them and allows them to change their perceptions of the praising brand.\u201d<\/p>\n<p>The <a href=\"https:\/\/journals.sagepub.com\/doi\/10.1177\/00222429211053002\">study<\/a>, published earlier this year in the Journal of Marketing, included around 4,000 participants and a collection of tens of thousands of real tweets.<\/p>\n<p>Suggesting that marketers can profit by bringing positive attention to competitors is still a radical idea, Du said.<\/p>\n<p>\u201cIt\u2019s been an uphill battle for us to get marketing people to believe that this brand-to-brand praise does work,\u201d she said. \u201cThat\u2019s why there\u2019s so much data in this study because the burden for evidence was really high.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In a study that\u2019s created a buzz among marketing professionals, the researchers from 51ÁÔÆæ and Duke University found that when a brand compliments a competitor on social media, it boosts the brand\u2019s reputation sales. <\/p>\n","protected":false},"author":836,"featured_media":104457,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":"","uwm_wg_additional_authors":[]},"categories":[174,175],"tags":[],"section":[132,246],"display_categories":[115,116],"related-coverage":[338],"uwmnews-feed":[162],"class_list":["post-104456","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-news","category-research","section-business","section-business-world-affairs","display_categories-top-story-secondary","display_categories-top-story-section","related-coverage-research","uwmnews-feed-business"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>For businesses, it pays to be nice to competitors on social media<\/title>\n<meta name=\"description\" content=\"In a study 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