Background: With the emergence of new social platforms, nascent strategies of Viral Marketing utilizing User-generated Content has developed. TikTok is a new social media based on User-generated videos, where content is mainly expressed in the form of #challenges. Given its nascent nature, marketers lack clear directives of how to capitalize on #challenges by engaging the user base, in their pursuit of reaching virality. As the underlying motivations behind the participation of #challenges are unknown, further research is required.

Purpose: The purpose of this study is therefore to explore what motivates Gen Z users to participate in #challenges on TikTok and how companies can utilize these motivations to structure their own #challenges’ in marketing campaigns.

Method: This is an exploratory qualitative study inspired by grounded theory where sixteen semi-structured, in-depth interviews were held with participants classified as Gen Z. Qualitative content analysis was used to develop a revised model of Uses and Gratification Theory.

Conclusion: The results suggests that the Uses and Gratification theory could be used in explaining the underlying motivation for participating in #challenges on TikTok. By drawing connections between Uses and Gratification Theory and empirical data, a revised model was found to include the six traditional forms of motivations with structure as an added seventh prevalent motivation on TikTok. The results propose the motivators factors to participate in a challenge to be intertwined but suggest Entertainment to be a superseding motivator. Suggestions of elements that marketers could implement in their campaigns were thereafter derived.