Micro, macro and mega-influencers on instagram: The power of persuasion via the parasocial relationship
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jbusres.2023.113708
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Audrezet, Alice & de Kerviler, Gwarlann & Guidry Moulard, Julie, 2020. "Authenticity under threat: When social media influencers need to go beyond self-presentation," Journal of Business Research, Elsevier, vol. 117(C), pages 557-569.
- Ladhari, Riadh & Massa, Elodie & Skandrani, Hamida, 2020. "YouTube vloggers’ popularity and influence: The roles of homophily, emotional attachment, and expertise," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
- Sokolova, Karina & Kefi, Hajer, 2020. "Instagram and YouTube bloggers promote it, why should I buy? How credibility and parasocial interaction influence purchase intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
- Magno, Francesca, 2017. "The influence of cultural blogs on their readers’ cultural product choices," International Journal of Information Management, Elsevier, vol. 37(3), pages 142-149.
- Hu, Lixia & Min, Qingfei & Han, Shengnan & Liu, Zhiyong, 2020. "Understanding followers’ stickiness to digital influencers: The effect of psychological responses," International Journal of Information Management, Elsevier, vol. 54(C).
- Sheikhahmadi, Amir & Nematbakhsh, Mohammad Ali & Zareie, Ahmad, 2017. "Identification of influential users by neighbors in online social networks," Physica A: Statistical Mechanics and its Applications, Elsevier, vol. 486(C), pages 517-534.
- Teresa Borges-Tiago, Maria & Santiago, Joanna & Tiago, Flavio, 2023. "Mega or macro social media influencers: Who endorses brands better?," Journal of Business Research, Elsevier, vol. 157(C).
- Belanche, Daniel & Casaló, Luis V. & Flavián, Marta & Ibáñez-Sánchez, Sergio, 2021. "Understanding influencer marketing: The role of congruence between influencers, products and consumers," Journal of Business Research, Elsevier, vol. 132(C), pages 186-195.
- Uzunoğlu, Ebru & Misci Kip, Sema, 2014. "Brand communication through digital influencers: Leveraging blogger engagement," International Journal of Information Management, Elsevier, vol. 34(5), pages 592-602.
- Kim, Do Yuon & Kim, Hye-Young, 2021. "Influencer advertising on social media: The multiple inference model on influencer-product congruence and sponsorship disclosure," Journal of Business Research, Elsevier, vol. 130(C), pages 405-415.
- Uribe, Rodrigo & Buzeta, Cristian & Velásquez, Milenka, 2016. "Sidedness, commercial intent and expertise in blog advertising," Journal of Business Research, Elsevier, vol. 69(10), pages 4403-4410.
- Campbell, Colin & Farrell, Justine Rapp, 2020. "More than meets the eye: The functional components underlying influencer marketing," Business Horizons, Elsevier, vol. 63(4), pages 469-479.
- Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
- Sakib, MD Nazmus & Zolfagharian, Mohammadali & Yazdanparast, Atefeh, 2020. "Does parasocial interaction with weight loss vloggers affect compliance? The role of vlogger characteristics, consumer readiness, and health consciousness," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Zhang, Shaoling (Katee) & Tang, Tanya (Ya) & Krallman, Alexandra, 2024. "Navigating livestream commerce: A dual-lens framework of influencers’ impact on product sales," Journal of Business Research, Elsevier, vol. 185(C).
- Branka Bizjak Zabukovec & Armand Faganel, 2024. "The Issue of Scales for Measuring Parasocial Interaction and Parasocial Relationship between Followers and Influencers on Social Media," Sustainability, MDPI, vol. 16(17), pages 1-35, September.
- Deng, Fengyi & Tuo, Muyuan & Chen, Si & Zhang, Zichen, 2024. "Born for marketing? The effects of virtual versus human influencers on brand endorsement effectiveness: The role of advertising recognition," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
- Gerrath, Maximilian H.E.E. & Olya, Hossein & Shah, Zahra & Li, Huaiyu, 2024. "Virtual influencers and pro-environmental causes: The roles of message warmth and trust in experts," Journal of Business Research, Elsevier, vol. 175(C).
- Bilal Afzal & Xiao Wen & Ahad Nazir & Danish Junaid & Leidy Johanna Olarte Silva, 2024. "Analyzing the Impact of Social Media Influencers on Consumer Shopping Behavior: Empirical Evidence from Pakistan," Sustainability, MDPI, vol. 16(14), pages 1-23, July.
- Hsieh, Jung-Kuei, 2023. "The impact of influencers' multi-SNS use on followers’ behavioral intentions: An integration of cue consistency theory and social identity theory," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
- Osorio, Maria Lucila & Centeno, Edgar & Cambra-Fierro, Jesus, 2023. "An empirical examination of human brand authenticity as a driver of brand love," Journal of Business Research, Elsevier, vol. 165(C).
- Alnoor, Alhamzah & Abbas, Sammar & Khaw, Khai Wah & Muhsen, Yousif Raad & Chew, XinYing, 2024. "Unveiling the optimal configuration of impulsive buying behavior using fuzzy set qualitative comparative analysis and multi-criteria decision approach," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
- Hu, Anqi & Yuan, Ruizhi & Chen, Ruolan & Liu, Martin J., 2024. "A glamorous but highly stressful job: The role of social media-afforded status in micro-celebrity stress coping," Technological Forecasting and Social Change, Elsevier, vol. 209(C).
- Liu, Fanjue & Wang, Rang, 2025. "Fostering Parasocial Relationships with Virtual Influencers in the Uncanny Valley: Anthropomorphism, Autonomy, and a Multigroup Comparison," Journal of Business Research, Elsevier, vol. 186(C).
- Guo, Rui & Wang, Yuchen, 2024. "Finding the best creation strategy: How influencer's photo-editing behavior affects consumer's engagement intention," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Aswathi Kanaveedu & Jacob Joseph Kalapurackal, 2024. "Influencer Marketing and Consumer Behaviour: A Systematic Literature Review," Vision, , vol. 28(5), pages 547-566, November.
- Li, Wenting & Zhao, Fang & Lee, Ji Min & Park, Jiwoon & Septianto, Felix & Seo, Yuri, 2024. "How micro- (vs. mega-) influencers generate word of mouth in the digital economy age: The moderating role of mindset," Journal of Business Research, Elsevier, vol. 171(C).
- Spörl-Wang, Katja & Krause, Franziska & Henkel, Sven, 2025. "Predictors of social media influencer marketing effectiveness: A comprehensive literature review and meta-analysis," Journal of Business Research, Elsevier, vol. 186(C).
- Ren, Shengnan & Karimi, Sahar & Bravo Velázquez, Alberto & Cai, Jianfeng, 2023. "Endorsement effectiveness of different social media influencers: The moderating effect of brand competence and warmth," Journal of Business Research, Elsevier, vol. 156(C).
- Barta, Sergio & Belanche, Daniel & Fernández, Ana & Flavián, Marta, 2023. "Influencer marketing on TikTok: The effectiveness of humor and followers’ hedonic experience," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
- Lu, Hsiao-Han & Chen, Ching-Fu & Tai, Yi-Wen, 2024. "Exploring the roles of vlogger characteristics and video attributes on followers’ value perceptions and behavioral intention," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
- Mukta Garg & Apurva Bakshi, 2024. "Exploring the impact of beauty vloggers’ credible attributes, parasocial interaction, and trust on consumer purchase intention in influencer marketing," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-14, December.
- Bu, Yi & Parkinson, Joy & Thaichon, Park, 2022. "Influencer marketing: Homophily, customer value co-creation behaviour and purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
- Cheung, Man Lai & Leung, Wilson K.S. & Aw, Eugene Cheng-Xi & Koay, Kian Yeik, 2022. "“I follow what you post!†: The role of social media influencers’ content characteristics in consumers' online brand-related activities (COBRAs)," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
- Robert Zniva & Wolfgang J. Weitzl & Christina Lindmoser, 2023. "Be constantly different! How to manage influencer authenticity," Electronic Commerce Research, Springer, vol. 23(3), pages 1485-1514, September.
- Sestino, Andrea & Nasta, Luigi & Bernando, Alessandro & Giannattasio, Alessandro, 2024. "Just the right push! Social Media as a Therapeutical catalyst: The impact of influencers’ motivational (vs. Neutral) communication on healthy consumption," Technology in Society, Elsevier, vol. 78(C).
- Belanche, Daniel & Casaló, Luis V. & Flavián, Marta, 2024. "Human versus virtual influences, a comparative study," Journal of Business Research, Elsevier, vol. 173(C).
- Wong, Amy & Wei, Joicey, 2023. "Persuasive cues and reciprocal behaviors in influencer-follower relationships: The mediating role of influencer defense," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
- Li Chen & Yajie Yan & Andrew N. Smith, 2023. "What drives digital engagement with sponsored videos? An investigation of video influencers’ authenticity management strategies," Journal of the Academy of Marketing Science, Springer, vol. 51(1), pages 198-221, January.
- Liao, Junyun & Chen, Jiada, 2024. "The authenticity advantage: How influencer authenticity management strategies shape digital engagement with sponsored videos," Journal of Business Research, Elsevier, vol. 185(C).
- Filieri, Raffaele & Acikgoz, Fulya & Du, Hao, 2023. "Electronic word-of-mouth from video bloggers: The role of content quality and source homophily across hedonic and utilitarian products," Journal of Business Research, Elsevier, vol. 160(C).
- Suhaib Ahmed & Tahir Islam & Abdul Ghaffar, 2024. "Shaping Brand Loyalty through Social Media Influencers: The Mediating Role of Follower Engagement and Social Attractiveness," SAGE Open, , vol. 14(2), pages 21582440241, May.
- Zofia Saternus & Patrick Weber & Oliver Hinz, 2022. "The effects of advertisement disclosure on heavy and light Instagram users," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(3), pages 1351-1372, September.
- Lin, Sheng-Wei & Huang, Chia-Ding, 2024. "Hooked on audio! Unveiling the secrets of podcast stickiness through social identity and uses and gratification theories," Technology in Society, Elsevier, vol. 76(C).
- Xu, Zhen & Islam, Tahir & Liang, Xiaobei & Akhtar, Naeem & Shahzad, Mohsin, 2021. "‘I'm like you, and I like what you like’ sustainable food purchase influenced by vloggers: A moderated serial-mediation model," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
More about this item
Keywords
Influencer Marketing; Social Media Influencers; Micro-influencers; Parasocial Relationship; Instagram;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:158:y:2023:i:c:s0148296323000668. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.