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Leavey School of Business Santa Clara University

Faculty Research from the
Leavey School of Business


Assistant Professor of Marketing Savannah Wei Shi Head Shot

Assistant Professor of Marketing Savannah Wei Shi Head Shot

Video Content Marketing: The Making of Clips

Liu, Xuan, Savannah Wei Shi, Thales Teixeira, and Michel Wedel

Journal of Marketing, Forthcoming

Journal of Marketing In-Press


Consumers have an increasingly wide variety of options available to entertain themselves. This poses a challenge for content aggregators who want to effectively promote their video content online via the original trailers of movies, sitcoms, and video games. Marketers are now seeking to produce much shorter video clips to promote their content on a variety of digital channels. This research is the first to propose an approach to produce such clips and to study their effectiveness, focusing on comedy movies as an application. Web-based facial-expression is used to study viewers' real-time emotional responses when watching comedy movie trailers online. These data are used to predict viewers' intentions to watch the movie and its box office success. The authors then propose an optimization procedure for cutting scenes from trailers to produce clips and test it in an online experiment and in a field experiment. The results provide evidence that the production of short clips using the proposed methodology can be an effective tool to market movies and other online content.

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