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More Trust in Fewer Followers: Diverging Effects of Popularity Metrics and Green Orientation Social Media Influencers

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  • Pittman, Matthew
  • Abell, Annika

Abstract

Digital marketing campaigns increasingly utilize social media influencers. Research in influencer marketing has investigated popularity metrics but found conflicting results on how the number of followers and likes on posts might influence consumers' behaviors. The present research investigates green living orientation of influencers as a moderating characteristic that leads to differential interpretation of popularity metrics in the context of green advertising messages. Specifically, lower popularity metrics seem to benefit green influencers or “greenfluencers.” An increased perception of trust in greenfluencers with lower popularity results in enhanced attitudes toward a sponsored product and increased purchase intentions. Additionally, consumers are willing to donate higher amounts to a related charity after exposure to a promotional post by a green influencer with low following. We present the results of three lab studies and discuss theoretical and practical implications.

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  • Pittman, Matthew & Abell, Annika, 2021. "More Trust in Fewer Followers: Diverging Effects of Popularity Metrics and Green Orientation Social Media Influencers," Journal of Interactive Marketing, Elsevier, vol. 56(C), pages 70-82.
    • Handle: RePEc:eee:joinma:v:56:y:2021:i:c:p:70-82
    DOI: 10.1016/j.intmar.2021.05.002
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    3. Sewar Alkhatib & Petra Kecskés & Veronika Keller, 2023. "Green Marketing in the Digital Age: A Systematic Literature Review," Sustainability, MDPI, vol. 15(16), pages 1-16, August.
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    7. Giuliana Isabella & Andressa Freitas de Melo & Marcela Carvalho Gonzalez, 2023. "Going viral on advertising YouTube video: Detecting the influences," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 27(Vol. 27 N), pages 220300-2203.
    8. Manuel Joaquim de Sousa Pereira & António Cardoso & Ana Canavarro & Jorge Figueiredo & Jorge Esparteiro Garcia, 2023. "Digital Influencers’ Attributes and Perceived Characterizations and Their Impact on Purchase Intentions," Sustainability, MDPI, vol. 15(17), pages 1-17, August.
    9. Andrea Bonassi & Ilaria Cataldo & Giulio Gabrieli & Moses Tandiono & Jia Nee Foo & Bruno Lepri & Gianluca Esposito, 2022. "The Interaction between Serotonin Transporter Allelic Variation and Maternal Care Modulates Instagram Sociability in a Sample of Singaporean Users," IJERPH, MDPI, vol. 19(9), pages 1-15, April.
    10. Cabeza-Ramírez, L. Javier & Sánchez-Cañizares, Sandra M. & Santos-Roldán, Luna M. & Fuentes-García, Fernando J., 2022. "Impact of the perceived risk in influencers' product recommendations on their followers' purchase attitudes and intention," Technological Forecasting and Social Change, Elsevier, vol. 184(C).
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    12. Zhao, Xiaowen & Zhu, Zhenzhong & Shan, Minghui & Cao, Rui & Chen, Haipeng (Allan), 2024. "“Informers†or “entertainers†: The effect of social media influencers on consumers' green consumption," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
    13. Ghaffar, Abdul & Islam, Tahir & Khan, Huda & Kincl, Tomas & Sharma, Anshuman, 2023. "A sustainable Retailer's journey to sustainable practices: Prioritizing the customer and the planet," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    14. Shuqair, Saleh & Filieri, Raffaele & Viglia, Giampaolo & Mattila, Anna S. & Costa Pinto, Diego, 2024. "Leveraging online selling through social media influencers," Journal of Business Research, Elsevier, vol. 171(C).
    15. 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).
    16. Tafesse, Wondwesen & Dayan, Mumin, 2023. "Content creators' participation in the creator economy: Examining the effect of creators’ content sharing frequency on user engagement behavior on digital platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    17. Evangelia Ktisti & Leonidas Hatzithomas & Christina Boutsouki, 2022. "Green Advertising on Social Media: A Systematic Literature Review," Sustainability, MDPI, vol. 14(21), pages 1-25, November.

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