Driving purchase intentions through visual storytelling: a study of social media platform reels sponsored advertising

This study explores how social media platforms (for example, Instagram) and Reels-sponsored ads influence what makes consumers stop, watch and decide to buy. Using Consumer Engagement Theory (CET) as a lens, it looks at how people emotionally, cognitively and behaviourally respond to short-form video content. Four key factors were examined: engaging content, scenario-based experiences, user participation and perceived usefulness. Data from 393 active social media platform users in India’s National Capital Region revealed that all four elements positively shaped consumer attitudes, significantly influencing purchase intentions. Notably, relatable and emotionally engaging content had the most substantial impact. Attitude played a central role, bridging how consumers feel about a Reel and what they choose to do next. For marketers, the takeaway is clear: Reels that are visually appealing, useful and invite interaction are more likely to turn engagement into action. The study offers timely insights into how brands can connect meaningfully through short-form video.