Persuasive cues and reciprocal behaviors in influencer-follower relationships: The mediating role of influencer defense |
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| Affiliation: | 1. Qatar University, Qatar;2. Liverpool John Moores University, UK;1. Korea University Business School, 145, Anam-Ro, Seongbuk-Gu, Seoul, 02841, South Korea;2. Bryant University, 1150 Douglas Pike, Smithfield, RI, 02917, USA;3. Jeju National University, 102 Jejudaehak-ro, Jeju-si, Jeju-do, 63243, South Korea;4. Dongguk University, 30, Pildong-ro 1-gil, Jung-gu, Seoul, 04620, South Korea;1. School of Business Administration, Northeastern University, Shenyang, 110169, China;2. Gordon and Jill Bourns College of Engineering, California Baptist University, Riverside, CA, 92504, USA;1. Ozyegin University, Nisantepe, Orman Sk. No:13, 34794, Cekmeköy, İstanbul, Turkey;2. Cardiff University, Aberconwy Building, Colum Drive, Cardiff, Wales, CF10 3EU, United Kingdom;3. Sabanci University, Orhanli-Tuzla, Istanbul, Turkey |
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| Abstract: | In today's internet ecosystem, social media influencers serve a central purpose in the creation of a compelling online presence that engages their followers. This study examines the impact of social attractiveness, physical attractiveness, attitude homophily, actual self-congruity, and parasocial interactivity on influencer defense and purchase intention in the context of beauty influencers. A total of 689 respondents were recruited using Sina Weibo, one of the largest social media platforms in China. The results demonstrate that physical attractiveness, attitude homophily, actual self-congruity, and parasocial interactivity are crucial in affecting influencer defense. However, only attitude homophily, actual self-congruity, and parasocial interactivity emerged as significant predictors of purchase intention. The findings afford insights that can further understanding of the influencer-follower relationship in the social media environment. |
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| Keywords: | Attractiveness Attitude homophily Actual self-congruity Parasocial interactivity Influencer defense Purchase intention |
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