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Influencer marketing: a scoping review and a look ahead
Influencers can effectively promote products and brands but are also leading personalities who might inspire others to support polarizing and/or prosocial issues (e.g., against gender‐based violence, social inequality, and racism). This research analyses the impact of influencer activism on perceived authenticity and prosocial behaviors, focusing on collaborations with brands and nonprofit organizations. Drawing on social influence theory and signaling theory, two key factors are examined: the influencer‐partner congruity, and the influencer‐sociopolitical issue alignment. The research consists of a preliminary study, four experimental studies on behavioral intentions, two experimental studies on proxies of actual behavior, and a content analysis on Instagram comments. The results suggest that congruity and alignment significantly enhance perceived authenticity, which positively impacts attitudes toward the influencer and increases the intention to engage in prosocial behaviors. The article offers further insight into individual engagement in actual prosocial behavior, such as seeking information on an issue, subscribing to newsletters, and signing petitions. The research underscores the importance of selecting congruent influencers, whose values and advocacy efforts are consistent with the brand's or organization's characteristics, and aligned with relevant issues, to enhance perceived authenticity, foster genuine engagement and effectively drive prosocial behaviors through effective partnerships.
Dramaturgical analysis has been applied by scholars to social media influencers, but how props and settings are used to signal identity is understudied. This study uses a series of in-depth interviews with Latina influencers who live and work in a mid-size city on the U.S./Mexico border and an analysis of corresponding posts to explore how props and settings can be used to signal gender and race while also communicating authenticity. The findings show that influencers have to carefully and strategically navigate the use of props and settings not to appear fake and contrived. They blend the use of frontstage props with calibrated sharing of backstage settings to approximate an authentic online performance of their branded identity that is approachable but also monetizable. When performing their gender, the influencers adopt a having-it-all performance, balancing family, beauty, career success, and health while using backstage settings to create connection. Finally, Latina influencers on the border portray it as a setting that differs from its mainstream representation as a place to avoid. They also strategically deploy Latina identity to market themselves and localize national trends.
The digital age has given rise to new pathways for everyday individuals to accrue media attention, which can be translated into promotional endeavors. Such sociocultural currency is referred to as celebrity capital, which can be exchanged within the field of advertising through celebrity endorsements. Traditional celebrities acquire celebrity capital through institutional intermediaries such as sport, television, music, and movies. Research is needed to understand the unique process by which social media influencers (SMIs) acquire celebrity capital. We draw on interviews with 40 global advertising industry practitioners and influencers to better understand how influencers acquire celebrity capital in a saturated media landscape. Extending previous work on celebrity capital and influencer advertising, this study conceptualizes a process which we term influencer celebrification. Influencer celebrification is the process by which SMIs acquire celebrity capital within an interconnected advertising ecosystem. Empirical findings identify three types of practices in the influencer celebrification process: generative practices; collaborative practices; and evaluative practices. This study identifies the role of advertising practitioners in the influencer celebrification process and offers implications for advertising theory and practice.
Social media influencers (SMIs) have become an efficient advertising tool. However, their roles vis-à-vis the brands for which they advertise are changing. Far from being just simple promoters anymore they now take active part in both the product and communications development of firms. Yet in advertising research, a discussion of these new roles is absent. This article, therefore, seeks to categorize the roles influencers play in advertising collaborations by means of an empirical typology. In a netnographic study, we investigate the posts of 21 fashion influencers over a period of three years and find three main roles (spokesperson, cocreator, or co-owner) and eight subroles (for spokesperson: billboard, stylist, and ambassador; for cocreator: consultant and codesigner; for co-owner: sole proprietor, facilitator, and partner) that influencers take on in relation to brands. We contribute to theory on influencer marketing by conceptualizing influencer roles in advertising collaborations as well as categorizing these roles, thus allowing future researchers to use our typology as a conceptual foundation. Another contribution is the insight into how the dynamics of control over product and communication creation is evolving in influencer collaborations.
Social media intersects across physical spaces, digital infrastructures, and social subjectivities in terms of what is being called the “postdigital,” in an increasingly merging offline/online world. But what precisely does it mean to be “postdigital” if you are an Arab woman or social actor in the Global South? How does access to social networking sites, while increasing visibilities, also provide potential for increased agency? This study is concerned with the extent to which Arab women’s self-presentation practices on Instagram could be considered as empowering, or otherwise, within the postdigital condition. First, the study takes Instagram as a case to develop a theoretical framework for considering social media as a tertiary artifact, involving material, routine-symbolic, and conceptual affordances. Second, it applies the artifact framework to explore a corpus of self-presentations by five Arab women influencers. Feminist postdigital theorizing offers unique contributions to problematizing normative, ethnocentric, and neoliberal conceptions of Arab women’s empowerment. The application of the novel framework leads to an interpretative discussion of Arab women’s influencing practices across merging offline/online and transnational boundaries. Overall, the critical perspective begins to reimagine Arab women’s empowerment, not simply as individualized or material processes, but as agencies that are interwoven within the commercialized and conceptual dynamics of visual social media.
Purpose: To summarize the important contextual influences East Asian philosophy may have on marketing strategy and consumerism.
Design/methodology/approach: A qualitative approach is used to deconstruct (1) the literature on marketing as a contextual discipline, (2) East Asian philosophical underpinnings and their personal and institutional manifestations in East Asian marketing contexts, and (3) the implications for non-East Asian marketers. This essay includes a brief introduction to the manuscripts in this special issue.
Findings: Ancient philosophical wisdom shared by East Asian societies can shed light on how marketing activities and consumer behavior intertwine within East Asia and beyond. Three ancient philosophies (i.e., Confucianism, Taoism, Buddhism) heavily influence East Asian societies through personal and institutional-level cultural manifestations in marketing contexts.
Research limitations/implications: Although the three discussed East Asian philosophical schools are not exhaustive, they lay a foundation for future discussions about how alternative marketing-related theories and frameworks may complement ones grounded in Western historical and cultural contexts.
Originality/value: This essay initiates an overdue academic discussion about relying on non-Western historical and cultural contexts to globalize the marketing discipline further.
Keywords: East Asia, Confucianism, Taoism, Buddhism, marketing, consumer behavior
Over the past few years, the popularity of social media influencers (SMIs) has been growing exponentially, making influencer marketing (IM) prevalent in firm strategies. Despite the mounting interest of researchers and practitioners, the resulting scholarly work remains divergent, partial and fragmented. In light of the pivotal role of SMIs on the consumer decision journey and as this research domain is still developing, a comprehensive and critical overview of extant research on this topic is sorely needed. In response, this paper is the first to consolidate the present state of research on IM within social media settings. More specifically, a systematic review of relevant studies published in peer‐reviewed academic journals across diverse fields was conducted in order to identify key themes and dominant concepts. The analysis of 68 articles from 29 Chartered Association of Business Schools‐ranked journals forges a robust understanding of this phenomenon, shedding light on the mechanisms underlying the appeal of SMIs and their influential power in shaping consumer attitudes and behaviour. Based on the analysis, an integrative multidimensional framework is presented that considers antecedents, mediators and moderators of potential outcomes, as well as contextual factors that translate into consumer behaviour. In so doing, various research gaps are identified and avenues for future research are proposed that reflect important emerging areas and unexplored realms with reference to theory, context and methodology. Conclusively, implications of this study for theory and practice are discussed.
Purpose: This paper aims to elucidate instances whereby celebrity endorsements by social media influencers (SMIs) embedded within online consumption communities are perceived as transgressive by their fellow community members. In doing so, this research provides insights into the new challenges and considerations that such community contexts present for celebrity endorsement.
Methodology: The research team conducted a longitudinal, netnographic study of the YouTube beauty community, involving an initial phase of netnographic immersion followed by an investigative netnography that examined community members' response to celebrity endorsements by twelve SMIs within the community.
Findings: This research identifies five recurring celebrity endorsement transgressions, each violating an established moral responsibility within the community. The paper explores how community members attribute responsibility for transgressive endorsements and identifies consequences for both the SMI and the endorsed brand.
Research limitations: This study focused on a single consumption community, developing a deep understanding of the distinct moral responsibilities that shape the reception of celebrity endorsements within this context.
Originality/value: Our analysis extends prior research on celebrity endorsement by SMIs by explaining when and why SMI endorsements are likely to be perceived as transgressive by the community, and providing new insights into community member responses to transgressive SMI endorsements. It also extends wider theories of celebrity endorsement by highlighting the influence of consumption community contexts upon endorsement reception and examining consumer responses to celebrity endorsements perceived as transgressive in and of themselves.
Practical implications: The paper presents managerial recommendations that will aid both SMIs and brands in implementing celebrity endorsements that avoid communal perceptions of transgression.
In this essay, we interrogate the boundary between the highly controlled Hollywood celebrity star system and the highly liberated social media influencer. By examining the case of Lil Miquela, a virtual social media influencer created through computer-generated imagery (CGI), we introduce the notion of a re-imagined virtual star system, which is defined by techno-human cultural intermediaries and the non-agentic persona as property. The virtual star system calls attention to contradictions between the real and the artifice and questions the significance of authenticity in both celebrity practice and the influencer industry.
As COVID-19 broke out across the Asia Pacific from December 2019, media coverage on its impacts proliferated online. Among these discourses, coverage on influencers was prominent, likely as many of the issues arising from COVID-19 contingencies – like digitalisation, public messaging, and misinformation – are cornerstones of this digital
economy. In response, this cross-cultural study draws on a corpus of Australian, Chinese, Japanese, and Korean online news articles published between January and May 2020, to understand how local news ecologies were parsing the impacts of COVID-19 on influencers. From the coding of 150 news articles guided by Grounded Theory, this paper focuses on
the impact of the pandemic on influencers, and influencers’ engagements with and reactions to the pandemic. Our study of individual governments’ past engagements with their influencer industries suggest that local backstories and contexts are crucial to decipher why news angles tend to pitch particular stories on influencers.
In this study, we critically examine the ongoing adoption of various posthumanist influences into the fields of marketing and consumer research from a theological perspective. By conducting a theological-historical assessment, we propose that it is not posthuman notions of human/technology relations, nor their broader context in the emerging non-representational paradigms, that mark radically new disruptions in the continuing restructuring of the disciplines of marketing and consumer research. Instead, we argue that what is taking place is an implicit adherence to a contemporary form of age-old Christian dogma. As a radical conjecture, we thus propose that an identification of certain similarities between Christian dogma and the grounds for various posthumanist frameworks suggest that posthuman thought may well herald the global dissemination of a far more elusive, authoritarian, and hegemonic system than that which posthumanists typically claim to have abandoned. Consequently, we elaborate on implications to developments in marketing thought.
The purpose of this article is to provide an in-depth overview of the scientific literature pertaining to the Human Brand (HB) and to highlight research opportunities based on trends and gaps identified over the course of our study. We conducted a systematic literature review (SLR) examining a total of 3910 articles containing the keywords “personal brand” OR “personal brands” OR “personal branding” OR “human brand” OR “human brands” OR “human branding” OR “influencer*” published between 2006 and 2019. We analysed these documentary sources according to our criteria of inclusion and exclusion, then selected 101 articles from 77 different scientific journals. Based on our results, the artistic industry represents the most studied industry and, it is the influencer which prevails as the most studied type of HB. In addition, influencer identification on social media represents the most studied subject. The contribution of this article is twofold. First, we present a comprehensive research agenda for potential future studies in this academic field. Secondly, to our knowledge, this is the first SLR focusing on the HB. Based on the existing literature, we offer an overview of past research while providing findings contributing to a better theoretical and contextual understanding of the subject of interest.
In today’s marketplace, consumers want brands to take a stand on sociopolitical issues. When brands match activist messaging, purpose, and values with prosocial corporate practice, they engage in authentic brand activism, creating the most potential for social change and the largest gains in brand equity. In contrast, brands that detach their activist messaging from their purpose, values, and practice are enacting inauthentic brand activism through the practice of “woke washing,” potentially misleading consumers with their claims, damaging both their brand equity and potential for social change. First, the authors draw on theory to inform a typology of brand activism to determine how, and when, a brand engaging with a sociopolitical cause can be viewed as authentic. Second, a theory-driven framework identifies moderate, optimal incongruence between brand and cause as a boundary condition, showing how brand activists may strengthen outcomes in an increasingly crowded marketplace. Third, the authors explore important policy and practice implications for current and aspiring brand activists, from specific brand-level standards in marketing efforts to third-party certifications and public sector partnerships.
Popular press reports that some bloggers active on Instagram are attracting a large number of followers and strongly shaping their brand-related perceptions. Academic examination of the nature and extent of influence of Instagram bloggers (IBs) on consumers’ brand-related perceptions is yet to occur. In response, the article reports findings from three studies that examined the personal influence of IBs. The first study derived a grounded framework, hypotheses and measurement scales from focus group data. The second study used survey data to test the structural coherence of the grounded framework, and the reliability and validity of newly developed measurement scales, and produced a purified theoretical model. Finally, a third study surveyed Instagram users for the purpose of validating the purified theoretical model. Findings yield a new framework and scales for assessing IBs influence on brand-perceptions and consumer–brand relationships. The research finds that IBs are tribal leaders anointed by their followers on the medium; they curate brands for their followers’ consumption, and endow the status of tribal artifacts to brands.
Purpose
The purpose of this paper is to better understand the role of closeness and the relationships between social media influencers and their followers, and, more specifically, how social media influencers can effectively manage their human brands.
Design/methodology/approach
Two studies were conducted to explore social media influencers. Qualitative content analysis and modeling with path analysis were used to analyze the data.
Findings
Results found attractiveness and likeability to positively predict attitudes toward the influencer, word-of-mouth and purchase intentions, whereas similarity only predicted word-of-mouth from the follower. Closeness served as a moderator but had different effects. Closeness positively moderated the effect of attractiveness on purchase intentions; however, it had a negative effect with similarity on purchase intentions. Moreover, closeness moderated the effect of likeability on attitude toward the influencer.
Research limitations/implications
This study was limited by the student sample as well as the students’ self-identification of a social media influencer. Future research should include experimental design manipulating well-known/followed or fictional social media influencers on different social media.
Practical implications
This paper explores the characteristics of social media influencers as well as the potential outcomes associated with influencers on social media. The implications for marketers and advertisers include a better understanding of how consumers engage with influencers on social media.
Originality/value
The role of closeness is identified as a moderator of consumers’ behaviors toward social media influencers.
Social media has provided significant opportunities for individuals to pursue entrepreneurial endeavors. One phenomenon, in particular, has been the rise of social media influencers as a driving force in the entrepreneurial landscape. In this chapter we investigate the social media influencers in an Islamic context, exploring how institutional factors influence their behavior in such contexts.
Influencer marketing is the practice of compensating individuals for posting about a product or service on social media. Influencer marketing is on the rise, and many marketers now plan either to start using influencers or to increase their use of them in their media mixes. Despite such growth, relatively little strategic or academic insight exists that is specific to influencers. In this article, we describe the roots of influencer marketing and the many different types of influencers that now exist. We identify influencers’ three functional components: the audience, the endorser, and the social media manager. We then detail for each of these components the different sources of value influencers potentially offer marketers. We draw on relevant academic research to offer advice about how to leverage each component strategically. We close by describing how the interplay of these functional components makes influencers a potentially powerful—and undervalued—marketing tool.
There are growing discussions of social media influencers and their effectiveness in endorsing products. Further, recent policy regulations are requiring social media influencers to disclose sponsored content when using a form of native advertising. This research examined the effect of macro-influencers (high likes) and micro-influencers (low likes) and their disclosure of native advertising sponsorship on consumer evaluations of products. Results from a 2 × 2 experiment first show that consumers exposed to the micro-influencer condition report higher levels of product knowledge, and consumers exposed to the disclosure condition reported the products endorsed by social media influencers to be more attractive. The results also show that when exposed to micro-influencers who disclose, consumers have higher levels of purchase intentions than when exposed to macro-influencers who do not disclose, as well as higher purchase intentions than for posts where sponsorship is not disclosed by influencers. The important findings of this research for theory, practice and policy are discussed.
This study examines the effects of age (early versus middle adolescence) combined with the content of disclosures for sponsoring in online influencer videos on adolescents’ knowledge of persuasion and on persuasion. An experiment was conducted among a sample of 406 adolescents (167 early adolescents aged 12–14 years, mean age 12.85, SD = 0.14, 53% female; and 239 middle adolescents, aged 15–16 years, mean age 14.36, SD = 0.13, 59% female). The results show that early adolescents need extensive information (disclosure of advertising and of its intent) to activate their knowledge of persuasion regarding sponsored influencer videos, whereas middle adolescents’ knowledge of persuasion is activated by disclosure of advertising alone. This indicates that early adolescents’ knowledge of persuasion is less well developed and that their information processing is more limited than that of middle adolescents. Moreover, only middle adolescents showed more negative brand and influencer attitudes in response to the disclosure. Interestingly, purchase intention remains unaffected by the disclosure for all adolescents. These findings add to the research on adolescence as they show that adolescents’ responses to influencer marketing are a function of their developmental stage in combination with disclosure content. As such, this study has implications for theory on persuasion among adolescents and for regulations aiming to empower adolescents to deal with online sponsored influencer videos.
Social media allows people to freely interact with others and offers multiple ways for marketers to reach and engage with consumers. Considering the numerous ways social media affects individuals and businesses alike, in this article, the authors focus on where they believe the future of social media lies when considering marketing-related topics and issues. Drawing on academic research, discussions with industry leaders, and popular discourse, the authors identify nine themes, organized by predicted imminence (i.e., the immediate, near, and far futures), that they believe will meaningfully shape the future of social media through three lenses: consumer, industry, and public policy. Within each theme, the authors describe the digital landscape, present and discuss their predictions, and identify relevant future research directions for academics and practitioners.
Previous studies have overlooked how intermediaries and their digital cultural capital enhance the relationship between brand values and consumer identities; their specific uses of digital technologies; and how those uses are displayed in activities where intermediaries create consumer experiences. This paper thus explores the role that cultural intermediaries (music bloggers and an advertising agency) and their digital cultural capital play in making and communicating a branded music event. Briefly, intermediaries used a set of digital technologies (social media, guest lists, blogs, and websites) to create and orchestrate an authentic and exclusive experience between brands and consumers. We draw on empirical material from interviews and ethnographic work conducted in Santiago, Chile. Our study identifies digital technologies used by cultural intermediaries in communicating branded music events, including as: promotional tools; advertising campaign efficacy evaluation mechanisms; and relational objects that connect advertising agencies, music bloggers, brands, and consumers. By exploring the tensions and conflicts that arise among bloggers and advertising executives, we shed light on the uses and exchanges of digital cultural capital for commercial purposes, resulting from the connections between intermediaries that come from different fields of cultural production.
The multifold increase in influencer marketing has sparked debates about the mechanism of influencer marketing on social media. Although the research on influencer marketing is escalating, its integration with other forms of advertising to facilitate positive outcomes is unexplored. This article introduces the new research concept of femluencing, which is influencer marketing coupled with femvertising. This article attempts to integrate influencing with femvertising and provides an outline of femluencing by integrating the aspects of femvertising and influencer marketing. In addition to laying the foundation of femluencing, 25 social media influencers (SMIs) were interviewed to identify their perceptions about utilizing femluencing. The study develops a model from the past literature and responses from our interviews with SMIs.
Educator engagement with social media’s entrepreneurial and commercial facets has received limited scholarly attention. This conceptual paper defines and contextualizes the education influencer phenomenon in relation to literature on micro-celebrity, social media influencers, teacher social media use, teacher identity, and teacher entrepreneurship. Some educators use social media platforms to gain large audiences of followers, develop personal brands, and monetize their perceived influence. To illustrate the education influencer phenomenon, we provide empirical examples from our research. Education influencers can affect other educators’ practices, philosophies,
and professional identities. We consider implications of the rise of
education influencers and discuss future research avenues.
Online influencer marketing (OIM) has become an integral component of brands’ marketing strategies; however, marketers lack an adequate understanding of its scope, effectiveness, and potential threats. To fill this gap, this article first describes the phenomenon’s background, defines OIM, and delineates its unique features to set the conceptual boundaries for the new concept. Drawing insights from practitioner and consumer interviews, and in line with social capital theory, the authors propose that OIM can be understood as leveraging influencer resources (including follower networks, personal positioning, communication content, and follower trust) to enhance a firm’s marketing communication effectiveness. Six novel propositions illustrate the benefits and potential threats of OIM, which may spur progress toward a theory of OIM. Finally, this article outlines key strategies for effectively managing OIM and identifies important literature–practice gaps to suggest avenues for further research.
In tandem with the increasing role of Influencers in culture and commerce, Influencers’ advertorial disclosures have become controversial in many countries, including South Korea. In August 2020, under the accusations by tabloids and other YouTubers, several famous Influencers were embroiled in the “backdoor advertising scandal,” wherein Influencers deftly advertise products in exchange for a significant amount of money from sponsoring companies, without any notice to followers. This article focuses on two (in)famous Influencers in the scandal: fashion stylist Han Haeyoun and mukbang-YouTuber tzuyang. By situating reactions around the scandal within broader Influencer ecologies and Korean cultures, we map out tensions between various actors, and the subsequent embroilments with online hate, call-out cultures, and misogyny. Drawing on a longitudinal digital ethnography on Influencer cultures and industry in East Asia, we highlight how the myth of “hitting the jackpot” in Korea compels people to follow, worship, and debunk Influencers within networked cultures.
Women largely dominate the influencer business, and previous studies often either have focused on female social media influencers, or else matched the influencer’s gender with the participant’s gender in experimental research, as it is assumed that same-gender endorsements may increase persuasion. However, no empirical research is available yet that examines how the influencer’s gender affects the persuasiveness of sponsored content posted by this influencer. Therefore, this paper reports on the results from an experimental study (N = 241) testing whether a sponsored post leads to more engagement and greater brand attitude when endorsed by a male vs. a female influencer, and whether the participants’ gender moderates this effect. The results revealed no main effects of an influencer’s gender, however, an interaction effect was found with participants’ gender. More specific, and in line with social identity theory, results suggest that women perceive themselves to be more similar to the female compared to the male influencer, leading to stronger feelings of parasocial interaction, which in turn positively affect brand attitude and post engagement. For men, no differences were found between a male and female influencer on brand attitude nor post engagement through perceived similarity and parasocial interaction. These findings’ implications will be discussed further.
This study aims to integrate the literature on social media influencers into a framework that classifies (potential) social media influencers and highlights their features. Previous classifications mainly focused on the measurable characteristics of social media influencers as determined either by scholars or consumers. In reality, though, the social impact of an influencer evolves as an interaction between his/her own goals and motivations and audience's perceptions and attributions. This study proposes a conceptual classification that combines the characteristics of social media influencers with audience’s perceptions of the social media influencer. The proposed classification consists of three types of top social media influencers – Passionate Business Influencers, Passionate Influencers and Celebrity Influencers and two types of potential social media influencers - Dreaming Business Dormants and Passionate Topic Enthusiasts. The differences between them are explained by celebrity status, authenticity and received revenues. The implications of our framework for marketers and research directions are discussed.
The Black Lives Matter (BLM) movement ignited divergent social media reactions and conversations. Addressing the importance of message sources, this study aims to (1) compare audience reactions toward BLM content posted by brands and by influencers with brand sponsorship and (2) apply computational methods in influencer marketing to examine a large volume of social media texts qualitatively and quantitatively. A total of 32,702 comments on 110 Instagram posts on BLM were collected and analyzed through both human efforts and machine-learning algorithms. As a result, we found that black-influencer-created BLM attracted higher consumer engagement than posts by nonblack influencers and brands. Moreover, we generated seven different themes among which brands received the highest percentages of criticism, demands for more proactive actions, and purchase/boycott intentions. Influencers had more comments that reflected personal stories and emotion regarding BLM. Black influencers in particular received the highest percentage of praise and appreciation. Finally, comments on brands’ BLM posts embedded the highest proportion of negative sentiment, while those of black influencers’ posts were predominantly positive. Therefore, the comparisons of BLM sources elucidate the promising potential of influencers in communicating corporate social responsibility (CSR) messages of racial equality—a topic which engenders high relevance to every individual in our society.
Social media influencer (SMI) advertising is on the rise; however, extant theory regarding the determinants of SMI advertising effectiveness is undeveloped. The present research establishes when and how the type of SMI based on the number of followers influences SMI advertising effectiveness. Specifically, the findings of four experimental studies show that micro-influencers (those who have 10,000 to 100,000 followers) are more persuasive than mega-influencers (those who have more than 1 million followers) because endorsements by micro-influencers (versus mega-influencers) bestow higher perceptions of authenticity on the endorsed brand, which “rubs off” from the perceptions regarding influencer authenticity. However, this differential effect of SMI type through influencer and brand authenticity occurs only when the endorsed product is perceived as hedonic (as opposed to utilitarian) consumption. From a theoretical perspective, these findings extend prior research on how endorsements from different SMI types vary in terms of their persuasiveness, shed light on the underlying mechanism, and identify consumption type as an important boundary condition. From a practical perspective, we offer managerial implications for enhancing the effectiveness of SMI advertising strategies by taking into consideration SMI types, consumption contexts, and message framing styles.
The present study investigates the effectiveness of nanoinfluencers in persuading consumers on social media platforms. Specifically, we propose that message features, such as message construal and message valence, determine message credibility, which influences behavioral intentions toward the service provider and the nanoinfluencer. Three experiments were carried out to test the hypotheses across different contexts. The study findings reveal that low-construal messages posted by the nanoinfluencer are viewed as more credible than high-construal messages. Furthermore, message valence moderates this relationship, such that positively framed low-construal messages are perceived as more credible than negatively framed low-construal messages, which affects consumers’ behavioral intentions. Theoretically, the present study contributes to the literature on influencer marketing by examining the persuasion process for nanoinfluencers. The study findings provide novel insights for service providers interested in nanoinfluencer marketing and nanoinfluencers looking to increase message credibility and grow their following.
This study uncovers parents’ advertising literacy and their mediation strategies of influencers’ commercial videos that contain media character merchandise. Thirty-five semi-structured interviews were conducted with parents of preschool-aged children currently living in the United States. Few parents could articulate how influencer marketing works on social media in detail. For a majority of parents, influencer marketing was powerful and alluring but also inappropriate for young children. Popular media characters were limitedly discussed as a strategy to attract young children. While multiple mediation strategies were shared, parents with higher affective and moral advertising literacy tended to practice either restrictive mediation or active mediation. Practical implications for scholars and educators are discussed.
Purpose
Past research has examined the extent to which users disclose personal information on social media, but the influence of fear of missing out (FOMO) or other factors on self-disclosure has received little attention. To fill this gap in the social media literature, this paper aims to examine the interrelationships among FOMO, social media addiction and self-disclosure among young users in Kuwait. In addition, the moderating effect of tie strength on the examined relationships is explored.
Design/methodology/approach
A conceptual framework is developed and tested by applying two-stage structural equation modeling using AMOS to examine the results of an online survey distributed to 1,347 social media users in Kuwait, 25 years of age and younger.
Findings
Path analysis confirmed an indirect effect of FOMO on self-disclosure mediated by social media addiction. Moreover, the path between FOMO and social media addiction and the path between social media addiction and self-disclosure are moderated by users’ tie strength. That is, higher levels of FOMO are more likely to increase social media addiction and, in turn, self-disclosure activities on social media among young users with weaker ties (compared to stronger ties). Overall, the findings provide support for a moderated mediation model.
Practical implications
Ethicists and consumer protection agencies should increase public awareness of the danger to young users with weaker ties of over disclosing personal data on social media and developing FOMO and social media addiction. Mitigation programs are needed to assist these addicted users in gaining control over their social media behaviors, leveraging social media as a powerful social change tool and preventing further damage to their psychological well-being.
Originality/value
Although previous research has demonstrated that FOMO, in general, is positively correlated with self-disclosure and social media addiction, the current research provides empirical evidence that these relationships are dependent on users’ tie strength. Additionally, this paper is the first to show a paradoxical effect of tie strength on self-disclosure: tie strength enforces the positive relationship between FOMO and self-disclosure in the absence of social media addiction but weakens this relationship when social media addiction is introduced as a mediator.
Influencer marketing appears to be an effective and cost-efficient marketing tool, as it is often not perceived by consumers as advertising and guarantees a wide reach to very engaged audiences. Many businesses harness social media influencers to promote their brands to target audiences. However, influencer marketing has mainly been adopted through a process of trial and error without in-depth insight into how social media influencers should be used strategically as a distinct tool in the marketing mix. In recent years, academic research on influencer marketing has been growing rapidly and offers a deeper insight into how influencer marketing affects customers. The current article deploys bibliometric and thematic content analyses to provide an overview of the current influencer marketing research and identifies the leading journals, authors, publications, and main research themes in this domain. The article concludes with recommendations for future research and businesses when employing influencer marketing.
The phenomenon of brands making sarcastic and sometimes rude comments regarding their competitors via social media is a relatively novel and unexplored behavior, and research in this area is scarce. How consumers perceive the use of humor in brand-to-brand dialogue may have meaningful managerial implications for companies and important theoretical implications for existing theory. Thus, to understand the dyadic relationship between two brands who engage with each other on social media, we explore two different types of humorous comments (low aggression and high aggression) and how the type of humor employed affects consumers’ perceptions of both the brand initiating the dialogue and the brand that responds. Interestingly, we find that the safest strategy for brands that elect to interact with other brands on social media is to refrain from either type of humor, thus avoiding perceptions of manipulative intent. However, for brands that elect to respond to other brands, the type of humor employed can vary based on the tone of the initiating brand’s comment.
Objectives:
We aimed to determine the frequency with which kid influencers promote branded and unbranded food and drinks during their YouTube videos and assess the nutritional quality of food and drinks shown.
Methods:
Researchers used Socialbakers data to identify the 5 most-watched kid influencers (ages 3 to 14 years) on YouTube in 2019. We searched for 50 of their most-watched videos and 50 of their videos that featured food and/or drinks on the thumbnail image of the video. We coded whether kid influencers consumed or played with food or toys, quantified the number of minutes food and/or drinks appeared, and recorded names of branded food and/or drinks. We assessed the nutritional quality of foods using the Nutrient Profile Model and identified the number of drinks with added sugar.
Results:
A sample of 418 YouTube videos met the search criteria, and 179 of those videos featured food and/or drinks. Food and/or drinks were featured in those videos 291 times. Kid influencers' YouTube videos were collectively viewed >48 billion times, and videos featuring food and/or drinks were viewed 1 billion times. Most food and/or drinks were unhealthy branded items (n = 263; 90.34%; eg, McDonald's), followed by unhealthy unbranded items (n = 12; 4.1%; eg, hot dogs), healthy unbranded items (n = 9; 3.1%; eg, fruit), and healthy branded items (n = 7; 2.4%; eg, Yoplait yogurt).
Conclusions:
Kid influencers generate millions of impressions for unhealthy food and drink brands through product placement. The Federal Trade Commission should strengthen regulations regarding product placement on YouTube videos featuring young children.
The travel industry and mainstream media often produce neocolonial narratives about global cultures that center the nations and people affiliated with them as exotic and even dangerous others. Today’s Black social media influencers and consumers are actively asserting Black travel perspectives in the digital realm, creating arresting imagery that flout neocolonialist discourse and challenges racial assumptions about certain spaces and people. This article examines how two popular Black travel influencers, Jessica Nabongo and Oneika Raymond, use the social networking site Instagram to challenge erroneous place myths (Shields) about Black travel sites. These influencers expose how racial politics inform the travel industry’s continued marginalization of Black spaces and people. The article ultimately argues that these Black travel activists use their Instagram content, chiefly photographs, to combat what I call the ‘white travel imaginary’, facilitate the survival of Black representation in the travel-sphere, and expose how racist erasure is contested in online spaces.
Word-of-mouth (WOM) marketing—firms’ intentional influencing of consumer-to-consumer communications—is an increasingly important technique. Reviewing and synthesizing extant WOM theory, this article shows how marketers employing social media marketing methods face a situation of networked coproduction of narratives. It then presents a study of a marketing campaign in which mobile phones were seeded with prominent bloggers. Eighty-three blogs were followed for six months. The findings indicate that this network of communications offers four social media communication strategies—evaluation, embracing, endorsement, and explanation. Each is influenced by character narrative, communications forum, communal norms, and the nature of the marketing promotion. This new narrative model shows that communal WOM does not simply increase or amplify marketing messages; rather, marketing messages and meanings are systematically altered in the process of embedding them. The theory has definite, pragmatic implications for how marketers should plan, target, and leverage WOM and how scholars should understand WOM in a networked world.
This review provides insight into the research on the strategic use of social media influencers. A search in the Scopus database yielded a total of 154 peer-reviewed academic publications focussing on influencer marketing, published mostly in the last three years (2018–2020). Most of these studies were empirical and used survey research, an experimental design, content analysis, or interview methodology. While a few studies examined how influencers can incite behavioural change or affect public opinion, the majority of studies focussed on the use of influencers as a commercial marketing tactic. Using Stern’s Revised Communication Model for Advertising as a theoretical framework, the studies were classified according to three research characteristics: source, message, and audience. The first research stream focussed on the perspectives of influencers and communication professionals. The second stream was concerned with the content strategies used by influencers in their sponsored posts. The third research stream focussed on the appeal of influencers and the efficacy of their sponsored recommendations. Several studies in the third stream were concerned with the transparency of this covert marketing tactic. The paper concludes with a future research agenda and implications for marketing practice and public policy.
Brand endorsers can contribute to a brand’s success or failure (in the case of endorser transgressions). Recent advancements in technology have produced new, nonhuman alternatives to traditional celebrity endorsers. These new endorsers rely on artificial intelligence (AI) to interact with and influence consumers. Two studies demonstrate that AI influencers can produce positive brand benefits similar to those produced by human celebrity endorsers. Moreover, just like their human counterparts, AI influencers can also commit transgressions that result in degradation of the endorsed brand. Importantly, though, AI influencers differ from human celebrity endorsers in that consumers are less likely to view them as unique entities (as tested in a pilot study). Thus, consumers are more likely to perceive a transgression committed by an AI influencer as behavior applicable to all AI influencers, but they are less likely to view celebrity endorser behaviors as interchangeable. As such, after an AI influencer has committed a transgression, replacing the AI influencer with a celebrity endorser attenuates negative brand perceptions, an effect which cannot be realized if the replacement is another AI influencer.
A literature review article provides a comprehensive overview of literature related to a theme/theory/method and synthesizes prior studies to strengthen the foundation of knowledge. In the growing International Business (IB) research field, systematic literature reviews have great value, yet there are not many reviews published describing how researchers can design and develop classic review articles. In explaining the purpose, methodology, and structure of a systematic review, we provide guidelines for developing most insightful and useful review articles. By outlining steps and thumb rules to keep in mind, we present an overview of different types of review articles and explain how future researchers could potentially find them useful. In addition, we introduce nine articles finally selected for this special issue of systematic literature review-Looking back to look forward International Business research in the days to come.
Companies increasingly leverage Instagram as a channel for brand management, consumer services, and social commerce. This study addresses the dynamics of interaction among brand-related user-generated contents (UGC) posted on Instagram, social media-based brand communication with Instagram celebrities (parasocial interaction [PSI] and envy), and consumers' characteristics (social comparison tendency, compulsive buying tendency, and materialistic envy). Three between-subjects experiments (Experiment 1: N = 121; Experiment 2: N = 106; Experiment 3: N = 377) were conducted to test the effects of Instagram influencers and their branded-UGC on consumer behavior outcomes. Experiment 1 employed a 3 (branded content type [Instagram influencer's photo type]: selfies vs. photos taken by others vs. group photos) x 2 (gender: female vs. male) factorial design. Experiment 2 employed a 2 (content generator type: Instagram celebrity vs. mainstream celebrity) x 2 (gender: female vs. male) factorial design. Experiment 3 deployed a 2 (branded content type: photos listing products vs. photos showing models) x 2 (content generator type: commercial brand [corporate] vs. Instagram celebrity [human]) factorial design. Experiment 1 indicates Instagram influencers' photo types and gender moderate the effects of envy toward and PSI with them on consumers' intention to buy the products Instagram influencers are wearing. Experiment 2 shows content generator types and gender moderate the effects of envy and PSI on source trustworthiness perception. Experiment 3 demonstrates branded content types and content generator types moderate the effects of consumers' physical appearance social comparison tendency, compulsive buying tendency, and materialistic envy on brand trust. This study makes theoretical contributions to the literature on retailing and consumer services as well as provides managerial implications for Instafamous-based influencer marketing and social commerce in Web 2.0 environments.
This study examines the moderating role of audience comments in influencer marketing. A YouTube vlog entry by a social media influencer featuring the endorsement of a brand was studied, and an experimental design featuring two conditions related to audience comments was created. The results indicate that a parasocial relationship with the influencer builds the perceived credibility of the influencer, while comments by other audience members moderate the effect. Influencer credibility positively affects brand trust and purchase intention. The findings enhance the understanding of the role of an active audience in influencer marketing.
Purpose
The purpose of this study is to explore how vulnerable healthcare consumers foster social support through visual storytelling in social media in navigating healthcare consumption experiences.
Design/methodology/approach
This study employs a dual qualitative approach of visual and textual analysis of 180 Instagram posts from female breast cancer patients and survivors who use the platform to narrate their healthcare consumption experiences.
Findings
This study demonstrates how visual storytelling on social media normalises hidden aspects of healthcare consumption experiences through healthcare disclosures (procedural, corporeal, recovery), normalising practices (providing learning resources, cohering the illness experience, problematising mainstream recovery narratives) and enabling digital affordances, which in turn facilitates social support among vulnerable healthcare consumers.
Practical implications
This study highlights the potential for visual storytelling on social media to address shortcomings in the healthcare service system and contribute to societal well-being through co-creative efforts that offer real-time and customised support for vulnerable healthcare consumers.
Social implications
This research highlights that visual storytelling on image-based social media offers transformative possibilities for vulnerable healthcare consumers seeking social support in negotiating the challenges of their healthcare consumption experiences.
Originality/value
This study presents a framework of visual storytelling for vulnerable healthcare consumers on image-based social media. Our paper offers three key contributions: that visual storytelling fosters informational and companionship social support for vulnerable healthcare consumers; recognising this occurs through normalising hidden healthcare consumption experiences; and identifying healthcare disclosures, normalising practices and enabling digital affordances as fundamental to this process.
This paper analyzes how female teen YouTubers manage intimacy and trust in the narration of their personal lives and the ways in which this is perceived by followers. The analysis of two case studies of popular teen YouTubers from Portugal and Brazil – SofiaBBeauty and Manoela Antelo, respectively – revealed that their presentation is anchored in discourses about whom they are with and where they are, what they are doing, and their personal tastes and styles. Through their comments on the videos, followers express trust connections with the vloggers, based on a sense of proximity, a desire for exclusivity in their relationship, relatability with banal aspects, and recognition as cultural intermediaries. These case studies have demonstrated strong similarities in the vloggers’ practices of constructing intimacy and consequent trust with peer audiences, bearing great resemblance with older YouTubers from central cultures. Although Sofia and Manoela put forward different class performances, the trust they inspire in their followers is a fundamental form of capital for both.
Given the prevalence of social media usage among consumers in China and the rise of social media endorsements, it is important to understand the effects of social media influencers and their product endorsements on consumers. The present study explores the effects of self-influencer congruence on brand attitude, brand engagement, and purchase intention in China’s dynamic social media context. The perceived motive of social media influencer’s endorsement behavior, parasocial identification with social media influencers, and their roles in the endorsement process were examined. The results of this study suggest that a high degree of congruence between the image of a social media influencer and the consumer’s ideal self-image leads to effective endorsement outcomes. Parasocial identification was found to mediate the relationship between self-influencer congruence and endorsement outcomes while perceived endorser motive was found to moderate the effects of self-influencer congruence on such outcomes through parasocial identification.
Social media influencers – such as the ‘Instafamous’ – are required to disclose any commercial relationship. To achieve transparency, Instagram has introduced a standardized disclosure (‘Paid partnership with [brand]’). This study examined whether this disclosure effectively raises ad recognition, and how this consequently affects consumers' responses to the message, influencer, and brand. Additionally, the effects of the disclosure were compared between micro- (<10,000 followers) and meso- (10,000–1 million followers) influencers. Results of an online experiment (N = 192) with a 2 (no disclosure vs. standardized disclosure) x 2 (micro-vs. meso-influencer) between subjects design showed that the disclosure did achieve its goal of increasing ad recognition. Furthermore, the disclosure positively affected brand recall and intentions to engage with the post, via ad recognition. The parasocial interaction with the influencer was not affected. Moreover, influencer type did not moderate the effect of the disclosure and did not affect people's responses to the message, influencer, or brand.
Strategic social media influencer communication has become a major topic in strategic communication. However, despite the growing relevance of this new strategic communication instrument, research has paid only limited attention to elaborating its basic concepts. In this article, we adopt a strategic communication perspective to develop a conceptual framework for strategic social media influencer communication. Particularly, we draw on research findings that identify the external resources social media influencers contribute to organization-influencer cooperation. We use these findings to systematically develop functional definitions of social media influencers and of strategic social media influencer communication. We define social media influencers as third-party actors who have established a significant number of relevant relationships with a specific quality to and influence on organizational stakeholders through content production, content distribution, interaction, and personal appearance on the social web. Subsequently, we define strategic social media communication as the purposeful use of communication by organizations or social media influencers in which social media influencers are addressed or perform activities with strategic significance to organizational goals. We then situate these definitions within the broader framework of strategic communication by discussing related concepts and by describing the strategic action field that has emerged around strategic social media influencer communication.