Influencer advertising: facilitating poor-fitting influencer posts

Abstract

Purpose

Recent literature identifies the importance of influencer-brand fit, a congruence between the narrative of the social media influencer (SMI) and the branded product being reviewed, on purchase intentions. In creating brand-related content, SMIs can post content that can be either sponsored by the brand or unsponsored. This research merges these literature streams to examine how influencer-brand fit impacts purchase decisions and whether sponsorship status moderates this relationship.

Design/methodology/approach

Using a 2 (poor vs good influencer-brand fit) × 2 (sponsored vs unsponsored post) experimental design (n = 198), the relationship between influencer-brand fit and purchase intention, the mediating role of SMI trust and the moderating role of perceived sponsorship are tested. The PROCESS macro was used to analyze direct and indirect paths.

Findings

The results demonstrate that influencer trust mediates the relationship between influencer-brand fit and purchase intention, highlighting the importance of a congruent influencer and brand image in both increasing influencer trust and purchase intentions. Surprisingly, despite the reductions in purchase intentions from conducting a poor-fitting review, purchase intentions are the same between a poor-fitting unsponsored review and a good fitting sponsored review.

Practical implications

Decision-makers of both corporations and SMI personal brands should consider influencer-brand fit when selecting SMI partners to sponsor and brands to work with, respectively, and should aim for good fit between both parties. SMIs should avoid conducting sponsored, poor-fitting product reviews to limit reductions in trust. Influencers seeking to branch out of their area of expertise can initially consider unsponsored content before venturing into sponsored partnerships. Companies seeking to widen their reach through poor-fitting SMIs should consider alternative strategies to sponsorship.

Originality/value

As sponsored content is common, it is necessary to merge the influencer-brand fit and influencer sponsorship literature. Additionally, this study considers the mediating role of influencer trust, an important variable in predicating purchase intentions as well as helping SMI grow their audience.

Citation

Hawkins, M.A. and Saleem, F.Z. (2024), "Influencer advertising: facilitating poor-fitting influencer posts", Management Decision, Vol. 62 No. 1, pp. 200-218. https://doi.org/10.1108/MD-02-2023-0261