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The influence of YouTubers on followers’ use intention

Stela Cristina Hott Corrêa (Postgraduate Program in Business Administration, Department of Administration, Faculty of Economic Sciences, Federal University of Minas Gerais, Belo Horizonte, Brazil)
João Luiz Soares (Postgraduate Program in Business Administration, Department of Administration, Faculty of Economic Sciences, Federal University of Minas Gerais, Belo Horizonte, Brazil)
Juliana Maria Magalhães Christino (Postgraduate Program in Business Administration, Department of Administration, Faculty of Economic Sciences, Federal University of Minas Gerais, Belo Horizonte, Brazil)
Marlusa de Sevilha Gosling (Postgraduate Program in Business Administration, Department of Administration, Faculty of Economic Sciences, Federal University of Minas Gerais, Belo Horizonte, Brazil)
Carlos Alberto Gonçalves (Postgraduate Program in Business Administration, Department of Administration, Faculty of Economic Sciences, Federal University of Minas Gerais, Belo Horizonte, Brazil)

Journal of Research in Interactive Marketing

ISSN: 2040-7122

Article publication date: 16 May 2020

Issue publication date: 16 May 2020

2431

Abstract

Purpose

This study aims to investigate the relationship between the follower’s engagement with YouTubers and his/her intention of using a brand they advertise or use. Self-connection, brand love and trust are mediating variables concerning the YouTuber–follower relationship and involvement is the antecedent variable of the engagement.

Design/methodology/approach

A survey was carried out and 272 YouTubers’ followers responded. The structural model was tested by covariance-based structural equation modeling using the software R, v3.6.0.

Findings

The present study reveals that the follower’s engagement with YouTubers presents itself within cognitive, affective and behavioural aspects; it rises from the involvement the followers have with their favourite YouTuber. Engagement, enhanced by self-connection, love and trust in the YouTuber, impacts the intention of use of a brand he/she indicates or uses.

Practical implications

YouTube is a relevant channel for advertising and promoting a brand. Hence, the company should bear in mind the fact that the YouTuber appointed to represent its image must be connected to the feelings and interests of their followers as well as those of the brands to be publicised.

Originality/value

The present research proposes a novel conceptual connection to engagement, established no longer by the brand of a product or service, but by YouTubers. It aims at rendering contribution to this subject as it investigates the correlation of use intention of a brand, subject to the engagement with a human brand, herein represented by YouTubers.

Keywords

Citation

Corrêa, S.C.H., Soares, J.L., Christino, J.M.M., Gosling, M.d.S. and Gonçalves, C.A. (2020), "The influence of YouTubers on followers’ use intention", Journal of Research in Interactive Marketing, Vol. 14 No. 2, pp. 173-194. https://doi.org/10.1108/JRIM-09-2019-0154

Publisher

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Emerald Publishing Limited

Copyright © 2020, Emerald Publishing Limited

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