The effect of influencer–product fit on advertising recognition and the role of an enhanced disclosure in increasing sponsorship transparency

Abstract

Many brands are now working on Instagram to promote, showcase their products and services, and benefit from the potentialities of Influencer Marketing. A detailed investigation of the effects of Instagram influencer advertising on the influencer-related outcomes is thus becoming urgent. The present study addresses a conceptual model in which the fit influencer–product congruence and the role of a more prominent disclosure are explored with respect to ad recognition, sponsorship transparency and influencer-related outcomes. Findings from a 2 (disclosure prominence: high vs. low) × 2 (influencer-product congruence: high vs. low) between participants experimental design first show a positive effect of influencer product fit on attitude, credibility and continuance intention to follow the influencer. Moreover, a prominent disclosure enhances users’ perceived sponsorship transparency when the higher congruence makes it harder to discern a genuine endorsement from a sponsored one. Finally, we disentangle the mediating effects of ad recognition and sponsorship transparency between influencer–product congruence and the influencer-related outcomes.

Keywords:

• Instagram
• congruency
• ad recognition
• sponsorship transparency
• influencer marketing

Disclosure statement

No potential conflict of interest was reported by the authors.

Additional information

Notes on contributors

Roberta De Cicco

Roberta De Cicco is a PhD in Business and Behavioural Sciences. Her research interests include human–chatbot interactions, advertising, and consumer behaviour.

Serena Iacobucci

Serena Iacobucci is a PhD in Business and Behavioural Sciences. Her research focuses on the use of language in relation to decision making and human behaviour, while her main interests involve the use of language and semiotics of new media.

Stefano Pagliaro

Stefano Pagliaro is Associate Professor at University G. D’Annunzio of Chieti-Pescara. His research interests include morality, group processes, social identity, leadership and ethical climate.