137
Views
0
CrossRef citations to date
0
Altmetric
Research Article

The effects of influencer marketing on purchase intention: exploring the roles of materialism, envy and wishful identification

ORCID Icon &

References

  • Ackerman, D. S., Folkes, V., & MacInnis, D.(2000). Social comparisons of possessions: When it feels good and when it feels bad. In Advances in consumer research (Vol. 27, pp. 173–178). Association for Consumer Research.
  • Appel, H., Gerlach, A. L., & Crusius, J. (2016). The interplay between Facebook use, social comparison, envy, and depression. Current Opinion in Psychology, 9, 44–49. https://doi.org/10.1016/j.copsyc.2015.10.006
  • Aw, E. C. X., & Agnihotri, R. (2023). Influencer marketing research: Review and future research agenda. Journal of Marketing Theory & Practice, 1–14. https://doi.org/10.1080/10696679.2023.2235883
  • Aw, E. C. X., & Chuah, S. H. W. (2021). “Stop the unattainable ideal for an ordinary me!” Fostering parasocial relationships with social media influencers: The role of self-discrepancy. Journal of Business Research, 132, 146–157. https://doi.org/10.1016/j.jbusres.2021.04.025
  • Beatty, S. E., & Talpade, S. (1994). Adolescent influence in family decision making: A replication with extension. Journal of Consumer Research, 21(2), 332–341. https://doi.org/10.1086/209401
  • Belk, R. (2011). Benign envy. AMS Review, 1(3), 117–134. https://doi.org/10.1007/s13162-011-0018-x
  • Belk, R. W. (1984). Three scales to measure constructs related to materialism: Reliability, validity, and relationships to measures of happiness T.C. In Kinnear (Ed.), Advances in consumer research, association for consumer research (pp. 291–297). The Association.
  • Belk, R. W. (1985). Materialism: Trait aspects of living in the material world. Journal of Consumer Research, 12(3), 265–280. https://doi.org/10.1086/208515
  • Belk, R. W. (1987). Material values in the comics. Journal of Consumer Research, 14(1), 26–42. https://doi.org/10.1086/209090
  • Bond, B. J., & Drogos, K. L. (2014). Sex on the shore: Wishful identification and parasocial relationships as mediators in the relationship between Jersey shore exposure and emerging adults’ sexual attitudes and behaviors. Media Psychology, 17(1), 102–126. https://doi.org/10.1080/15213269.2013.872039
  • Bui, M. T., Tran, T. T. H., Phi, H. M., Nguyen, N. D., Nguyen, T. T. M., & Pham, T. L. (2021). Impact of digital celebrities on their followers’ purchase intention: Roles of wishful identification, parasocial relationship, and behavioral loyalty. Proceedings of the 2nd International Conference on Human-centered Artificial Intelligence (Computing4Human 2021). CEUR Workshop Proceedings, Oct 2021, Da Nang, Vietnam.
  • Cheung, M. L., Leung, W. K., Aw, E. C. X., & Koay, K. Y. (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, 66, 102940. https://doi.org/10.1016/j.jretconser.2022.102940
  • Chia, S. C. (2010). How social influence mediates media effects on adolescents’ materialism. Communication Research, 37(3), 400–419. https://doi.org/10.1177/0093650210362463
  • Cohen, J. (2001). Defining identification: A theoretical look at the identification of audiences with media characters. Mass Communication & Society, 4(3), 245–264. https://doi.org/10.1207/S15327825MCS0403_01
  • Colliander, J., & Dahlén, M. (2011). Following the fashionable friend: The power of social media - weighing publicity effectiveness of blogs versus online magazines. Journal of Advertising Research, 51(1), 313–320. https://doi.org/10.2501/JAR-51-1-313-320
  • Collins, R. L. (1996). For better or worse: The impact of upward social comparison on self-evaluations. Psychological Bulletin, 119(1), 51–69. https://doi.org/10.1037/0033-2909.119.1.51
  • Crusius, J., & Lange, J. (2014). What catches the envious eye? Attentional biases within malicious and benign envy. Journal of Experimental Social Psychology, 55, 1–11. https://doi.org/10.1016/j.jesp.2014.05.007
  • Crusius, J., & Mussweiler, T. (2012). When people want what others have: The impulsive side of envious desire. Emotion, 12(1), 142. https://doi.org/10.1037/a0023523
  • De Veirman, M., Cauberghe, V., & Hudders, L. (2017). How exposure to peers’ portrayal of luxury lifestyles on social media hurts the self. 16th ICORIA Annual Conference, Ghent, Belgium.
  • Dodds, W. B., Monroe, K. B., & Grewal, D. (1991). Effects of price, brand, and store information on buyers’ product evaluations. Journal of Marketing Research, 28(3), 307–319. https://doi.org/10.1177/002224379102800305
  • Ellis, S. R. (1992). A factor analytic investigation of Belk’s structure of the materialism construct. ACR North American Advances.
  • Feilitzen, C., & Linne, O. (1975). Identifying with television characters. Journal on Communications, 24(4), 51–55. https://doi.org/10.1111/j.1460-2466.1975.tb00638.x
  • Feldman, S. (2019). Instagram is a favorite for influencer marketing. Retrieved August 20, 2022, from. https://www-statista-com.ezproxy.tcnj.edu/chart/19551/instagram-for-influencer-marketing/
  • Femenia-Serra, F., & Gretzel, U. (2020). Influencer marketing for tourism destinations: Lessons from a mature destination. In J. Neidhardt, & W. Wörndl (Eds.), Information and communication technologies in tourism (pp. 65–78). Springer.
  • Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7(2), 117–140. https://doi.org/10.1177/001872675400700202
  • Foster, G. (1972). The anatomy of ency. Current Anthropology, 13(2), 165–202. https://doi.org/10.1086/201267
  • Goldsmith, R. E., & Clark, R. A. (2012). Materialism, status consumption, and consumer independence. The Journal of Social Psychology, 152(1), 43–60. https://doi.org/10.1080/00224545.2011.555434
  • Gupta, S., & Srivastav, P. (2016). An exploratory investigation of aspirational consumption at the bottom of the pyramid. Journal of International Consumer Marketing, 28(1), 2–15. https://doi.org/10.1080/08961530.2015.1055873
  • Gurel-Atay, E., & Sirgy, M. (2018). Materialism. In M. Bornstein (Ed.), The SAGE encyclopedia of lifespan human development (pp. 1337–1338). SAGE Publications, Inc.
  • Hayes, A. F. (2013). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach (p. 1609182308). Guilford publications.
  • Hoffner, C. (1996). Children’s wishful identification and parasocial interaction with favorite television characters. Journal of Broadcasting & Electronic Media, 40, 389–402. https://doi.org/10.1080/08838159609364360 (3)
  • Hoffner, C., & Buchanan, M. (2005). Young adults’ wishful identification with television characters: The role of perceived similarity and character attributes. Media Psychology, 7(4), 325–351. https://doi.org/10.1207/S1532785XMEP0704_2
  • Horton, D., & Richard Wohl, R. (1956). Mass communication and para-social interaction: Observations on intimacy at a distance. Psychiatry, 19(3), 215–229. https://doi.org/10.1080/00332747.1956.11023049
  • Hu, L., Min, Q., Han, S., & Liu, Z. (2020). Understanding followers’ stickiness to digital influencers: The effect of psychological responses. International Journal of Information Management, 54, Article 102169 102169. https://doi.org/10.1016/j.ijinfomgt.2020.102169
  • Hung, K. (2014). Why celebrity sells: A dual entertainment path model of brand endorsement. Journal of Advertising, 43(2), 155–166. https://doi.org/10.1080/00913367.2013.838720
  • Hwang, K., & Zhang, Q. (2018). Influence of parasocial relationship between digital celebrities and their followers on followers’ purchase and electronic word-of-mouth intentions, and persuasion knowledge. Computers in Human Behavior, 87, 155–173. https://doi.org/10.1016/j.chb.2018.05.029
  • Jin, S. V., & Muqaddam, A. (2021). ‘Fame and Envy 2.0’ in luxury fashion influencer marketing on Instagram: Comparison between mega-celebrities and micro-celebrities. International Journal of Internet Marketing and Advertising, 15(2), 176–200.
  • Johnson, C. (2012). Behavioral responses to threatening social comparisons: From dastardly deeds to rising above. Social and Personality Psychology Compass, 6(7), 515–524. https://doi.org/10.1111/j.1751-9004.2012.00445.x
  • Kasser, T. (2002). The high price of materialism. MIT Press.
  • Ki, C. W. C., Cuevas, L. M., Chong, S. M., & Lim, H. (2020). Influencer marketing: Social media influencers as human brands attaching to followers and yielding positive marketing results by fulfilling needs. Journal of Retailing and Consumer Services, 55, 102133. https://doi.org/10.1016/j.jretconser.2020.102133
  • Kilbourne, W., & Pickett, G. (2008). How materialism affects environmental beliefs, concern, and environmentally responsible behavior. Journal of Business Research, 61(9), 885–893. https://doi.org/10.1016/j.jbusres.2007.09.016
  • Kim, E., Duffy, M., & Thorson, E. (2021). Under the influence: Social media influencers’ impact on response to corporate reputation advertising. Journal of Advertising, 50(2), 119–138. https://doi.org/10.1080/00913367.2020.1868026
  • Kim, E., Shoenberger, H., & Sun, Y. (2021). Living in a material world: Sponsored Instagram posts and the role of materialism, hedonic enjoyment, perceived trust, and need to belong. Social Media+ Society, 7(3), 20563051211038306. https://doi.org/10.1177/20563051211038306
  • Kim, J., Kim, J., & Yang, H. (2019). Loneliness and the use of social media to follow celebrities: A moderating role of social presence. The Social Science Journal, 56(1), 21–29. https://doi.org/10.1016/j.soscij.2018.12.007
  • Koay, K. Y., Lai Cheung, M., Chin-Hooi Soh, P., & Wen Teoh, C. (2021). Social media influencer marketing: The moderating role of materialism. European Business Review, 34(2), 224–243. https://doi.org/10.1108/EBR-02-2021-0032
  • Labrecque, L. L. (2014). Fostering consumer–brand relationships in social media environments: The role of parasocial interaction. Journal of Interactive Marketing, 28(2), 134–148. https://doi.org/10.1016/j.intmar.2013.12.003
  • Lee, J. A., Bright, L. F., & Eastin, M. S. (2021). Fear of missing out and consumer happiness on Instagram: A serial mediation of social media influencer-related activities. Cyberpsychology, Behavior, and Social Networking, 24(11), 762–766. https://doi.org/10.1089/cyber.2020.0431
  • Lee, J. E., & Watkins, B. (2016). YouTube vloggers’ influence on consumer luxury brand perceptions and intentions. Journal of Business Research, 69(12), 5753–5760. https://doi.org/10.1016/j.jbusres.2016.04.171
  • Lee, J. A., Sudarshan, S., Sussman, K. L., Bright, L. F., & Eastin, M. S. (2022). Why are consumers following social media influencers on Instagram? Exploration of consumers’ motives for following influencers and the role of materialism. International Journal of Advertising, 41(1), 78–100.
  • Lee, S.-Y., Chen, Y.-S., & Harmon, M. (2016). Reality TV, materialism, and associated consequences: An exploration of the influences of enjoyment and social comparison on reality TV’s cultivation effects. Atlantic Journal of Communication, 24(4), 228–241. https://doi.org/10.1080/15456870.2016.1208659
  • Liu, H., Wu, L., & Li, X. (2019). Social media envy: How experience sharing on social networking sites drives millennials’ aspirational tourism consumption. Journal of Travel Research, 58(3), 355–369. https://doi.org/10.1177/0047287518761615
  • Lou, C., & Kim, H. K. (2019). Fancying the new rich and famous? Explicating the roles of influencer content, credibility, and parental mediation in adolescents’ parasocial relationship, materialism, and purchase intentions. Frontiers in Psychology, 10, 2567. https://doi.org/10.3389/fpsyg.2019.02567
  • Lou, C., & Yuan, S. (2019). Influencer marketing: How message value and credibility affect consumer trust of branded content on social media. Journal of Interactive Advertising, 19(1), 58–73. https://doi.org/10.1080/15252019.2018.1533501
  • Maltby, J., Houran, J., & McCutcheon, L. E. (2003). A clinical interpretation of attitudes and behaviors associated with celebrity worship. The Journal of Nervous and Mental Disease, 191(1), 25–29. https://doi.org/10.1097/00005053-200301000-00005
  • Martínez-López, F. J., Anaya-Sánchez, R., Esteban-Millat, I., Torrez-Meruvia, H., D’Alessandro, S., & Miles, M. (2020). Influencer marketing: Brand control, commercial orientation and post credibility. Journal of Marketing Management, 36(17–18), 1805–1831. https://doi.org/10.1080/0267257X.2020.1806906
  • McCutcheon, L. E., Lange, R., & Houran, J. (2002). Conceptualization and measurement of celebrity worship. British Journal of Psychology, 93(1), 67–87. https://doi.org/10.1348/000712602162454
  • Milovic, A. J. (2014). “If you haveiIt, I want it…now!” the effect of envy and construal level on increased purchase intentions theses and dissertations. https://dc.uwm.edu/etd/474
  • Morse, S., & Gergen, K. J. (1970). Social comparison, self-consistency, and the concept of self. Journal of Personality and Social Psychology, 16(1), 148. https://doi.org/10.1037/h0029862
  • Narangajavana Kaosiri, Y., Callarisa Fiol, L. J., Rodríguez Artola, R., Moliner Tena, M. Á., & Sánchez García, J. (2017). The effects of traveling reasons on social media resources and tourist expectations. In R. Cataluña, & F. Javier (Eds.), XXIX Congreso de Marketing AEMARK (2017) (pp. 1129–1141). ESIC.
  • Opree, S. J., Buijzen, M., Van Reijmersdal, E. A., & Valkenburg, P. M. (2014). Children’s advertising exposure, advertised product desire, and materialism: A longitudinal study. Communication Research, 41(5), 717–735. https://doi.org/10.1177/0093650213479129
  • Parrott, W. G., & Smith, R. H. (1993). Distinguishing the experiences of envy and jealousy. Journal of Personality and Social Psychology, 64(6), 906–920. https://doi.org/10.1037/0022-3514.64.6.906
  • Pellegrino, A., Abe, M., & Shannon, R. (2022, April 28). The dark side of social media: Content effects on the relationship between materialism and consumption behaviors. Frontiers in Psychology, 13, 870614. https://doi.org/10.3389/fpsyg.2022.870614
  • Pera, A. (2018). Psychopathological processes involved in social comparison, depression, and envy on Facebook. Frontiers in Psychology, 9, 22. https://doi.org/10.3389/fpsyg.2018.00022
  • Pieters, R. (2013). Bidirectional dynamics of materialism and loneliness: Not just a vicious cycle. Journal of Consumer Research, 40(4), 615–631. https://doi.org/10.1086/671564
  • Pyszczynski, T., Greenberg, J., & LaPrelle, J. (1985). Social comparison after success and failure: Biased search for information consistent with a self-serving conclusion. Journal of Experimental Social Psychology, 21(2), 195–211. https://doi.org/10.1016/0022-1031(85)90015-0
  • Ramasubramanian, S., & Kornfield, S. (2012). Japanese anime heroines as role models for U.S. youth: Wishful identification, parasocial interaction, and intercultural entertainment effects. Journal of International & Intercultural Communication, 5(3), 189–207. https://doi.org/10.1080/17513057.2012.679291
  • Rasmussen, E. E., Riggs, R. E., & Sauermilch, W. S. (2022). Kidfluencer exposure, materialism, and US tweens’ purchase of sponsored products. Journal of Children and Media, 16(1), 68–77.
  • Reeves, R. A., Baker, G. A., & Truluck, C. S. (2012). Celebrity worship, materialism, compulsive buying, and the empty self. Psychology & Marketing, 29(9), 674–679. https://doi.org/10.1002/mar.20553
  • Richins, M. (2004). Special session summary the positive and negative consequences of materialism: What are they and when do they occur?. ACR North American Advances.
  • Richins, M. L. (1987). Media, materialism, and human happiness. ACR North American Advances.
  • Richins, M. L. (1992). Media images, materialism, and what ought to be: The role of social comparison. ACR Special Volumes.
  • Richins, M. L. (1994). Special possessions and the expression of material values. Journal of Consumer Research, 21(3), 522–533. https://doi.org/10.1086/209415
  • Richins, M. L., & Dawson, S. (1992). A consumer values orientation for materialism and its measurement: Scale development and validation. Journal of Consumer Research, 19(3), 303–316. https://doi.org/10.1086/209304
  • Schouten, A. P., Janssen, L., & Verspaget, M. (2020). Celebrity vs. Influencer endorsements in advertising: The role of identification, credibility, and product-endorser fit. International Journal of Advertising, 39(2), 258–281. https://doi.org/10.1080/02650487.2019.1634898
  • Schroeder, J. E., & Dugal, S. S. (1995). Psychological correlates of the materialism construct. Journal of Social Behavior and Personality, 10(1), 243.
  • Shan, Y., Chen, K. J., & Lin, J. S. (2020). When social media influencers endorse brands: The effects of self-influencer congruence, parasocial identification, and perceived endorser motive. International Journal of Advertising, 39(5), 590–610. https://doi.org/10.1080/02650487.2019.1678322
  • Sheth, J. N., Sethia, N. K., & Srinivas, S. (2011). Mindful consumption: A customer-centric approach to sustainability. Journal of the Academy of Marketing Science, 39(1), 21–39. https://doi.org/10.1007/s11747-010-0216-3
  • Shoenberger, H., & Kim, E. (2019). Product placement as leveraged marketing communications: The role of wishful identification, brand trust, and brand buying behaviours. International Journal of Advertising, 38(1), 50–66.
  • Shrum, L., Wong, N., Arif, F., Chugani, S. K., Gunz, A., Lowrey, T. M., Nairn, A., Pandelaere, M., Ross, S. M., Ruvio, A., Scott, K., & Sundie, J. (2013). Reconceptualizing materialism as identity goal pursuits: Functions, processes, and consequences. Journal of Business Research, 66(8), 1179–1185. https://doi.org/10.1016/j.jbusres.2012.08.010
  • Sirgy, M. J., Gurel-Atay, E., Webb, D., Cicic, M., Husic-Mehmedovic, M., Ekici, A., Herrmann, A., Hegazy, I., Lee, D.-J., & Johar, J. S. (2013). Is materialism all that bad? Effects on satisfaction with material life, life satisfaction, and economic motivation. Social Indicators Research, 110(1), 349–366. https://doi.org/10.1007/s11205-011-9934-2
  • Smith, A. N., & Fischer, E. (2021). Pay attention, please! Person brand building in organized online attention economies. Journal of the Academy of Marketing Science, 49(2), 258–279. https://doi.org/10.1007/s11747-020-00736-0
  • Smith, R. H., & Kim, S. H. (2007). Comprehending envy. Psychological Bulletin, 133(1), 46–64. https://doi.org/10.1037/0033-2909.133.1.46
  • Sokolova, K., & Kefi, H. (2020). Instagram and YouTube bloggers promote it, Why should I buy? How credibility and parasocial interaction influence purchase intentions. Journal of Retailing & Consumer Services, 53, Article 101742. 101742. https://doi.org/10.1016/j.jretconser.2019.01.011
  • Statista. (2020). Influencer marketing. https://www.statista.com/statistics/1036560/global-influencer-marketing-platform-market-size/
  • Suls, J., Martin, R., & Wheeler, L. (2002). Social comparison: Why, with whom, and with what effect? Current Directions in Psychological Science, 11(5), 159–163. https://doi.org/10.1111/1467-8721.00191
  • Sweeney, E., Lawlor, M. A., & Brady, M. (2022). Teenagers’ moral advertising literacy in an influencer marketing context. International Journal of Advertising, 41(1), 54–77. https://doi.org/10.1080/02650487.2021.1964227
  • Tajfel, H., & Turner, J. C. (1986). The social identity theory of intergroup behavior. In S. Worchel & W. Austin (Eds.), Psychology of intergroup relations (pp. 7–24). Chicago.
  • Taylor, C. R., & Carlson, L. (2021). The future of advertising research: New directions and research needs. Journal of Marketing Theory & Practice, 29(1), 51–62. https://doi.org/10.1080/10696679.2020.1860681
  • Tian, S., Cho, S. Y., Jia, X., Sun, R., & Tsai, W. S. (2023). Antecedents and outcomes of Generation Z consumers’ contrastive and assimilative upward comparisons with social media influencers. Journal of Product & Brand Management, 32(7), 1046–1062. https://doi.org/10.1108/JPBM-02-2022-3879
  • Torres, P., Augusto, M., & Matos, M. (2019). Antecedents and outcomes of digital influencer endorsement: An exploratory study. Psychology & Marketing, 36(12), 1267–1276. https://doi.org/10.1002/mar.21274
  • Tsang, J. A., Carpenter, T. P., Roberts, J. A., Frisch, M. B., & Carlisle, R. D. (2014). Why are materialists less happy? The role of gratitude and need satisfaction in the relationship between materialism and life satisfaction. Personality and Individual Differences, 64, 62–66. https://doi.org/10.1016/j.paid.2014.02.009
  • Van de Ven, N. (2016). Envy and its consequences: Why it is useful to distinguish between benign and malicious envy. Social and Personality Psychology Compass, 10(6), 337–349. https://doi.org/10.1111/spc3.12253
  • Van de Ven, N., Zeelenberg, M., & Pieters, R. (2009). Leveling up and down: The experiences of benign and malicious envy. Emotion, 9(3), 419. https://doi.org/10.1037/a0015669
  • Van de Ven, N., Zeelenberg, M., & Pieters, R. (2011). Why envy outperforms admiration. Personality and Social Psychology Bulletin, 37(6), 784–795. https://doi.org/10.1177/0146167211400421
  • Vrontis, D., Makrides, A., Christofi, M., & Thrassou, A. (2021). Social media influencer marketing: A systematic review, integrative framework and future research agenda. International Journal of Consumer Studies, 45(4), 617–644. https://doi.org/10.1111/ijcs.12647
  • Wang, T. (2017). Social identity dimensions and consumer behavior in social media. Asia Pacific Management Review, 22(1), 45–51. https://doi.org/10.1016/j.apmrv.2016.10.003
  • Ward, L. M. (2004). Wading through the stereotypes: Positive and negative associations between media use and black adolescents’ conceptions of self. Developmental Psychology, 40(2), 284–294. https://doi.org/10.1037/0012-1649.40.2.284
  • Wood, J. V. (1989). Theory and research concerning social comparisons of personal attributes. Psychological Bulletin, 106(2), 231–248. https://doi.org/10.1037/0033-2909.106.2.231
  • Ye, G., Hudders, L., De Jans, S., & De Veirman, M. (2021). The value of influencer marketing for business: A bibliometric analysis and managerial implications. Journal of Advertising, 50(2), 160–178. https://doi.org/10.1080/00913367.2020.1857888
  • Zheng, X., Baskin, E., & Peng, S. (2018). The spillover effect of incidental social comparison on materialistic pursuits: The mediating role of envy. European Journal of Marketing, 52(5/6), 1107–1127. https://doi.org/10.1108/EJM-04-2016-0208

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.