The emergence of virtual influencers: a shift in the influencer marketing paradigm

In: Young consumers: insight and ideas for responsible marketers, Band 24, Heft 4, S. 468-484

Abstract

Purpose
This study aims to gain insights into the rise of virtual social media influencers and identify the significant theories governing virtual influencers' (VIs) interaction with followers on social media platforms. Studies on VI being scarce in marketing literature, the authors attempt to propose a theoretical model to understand the acceptance of VIs by social media users (SMUs).


Design/methodology/approach
Using a structured literature review and a case study approach, a conceptual model is developed and propositions are offered.


Findings
Parasocial interaction (PSI) between the SMU and VIs builds up source credibility, thereby leading to the acceptance of VIs. Thus, the authors establish that PSI and source credibility theory combine to explain the acceptance of VIs by SMUs. Furthermore, similarity with the VI is another added dimension of source credibility, as suggested by this study. A comparative analysis of the growth of five major VIs elucidates that the fashion, electronic, tourism and health-care industries can use them for promotions and as influencers, especially for luxury products.


Research limitations/implications
VIs are a potent tool to achieve improved brand awareness and to target young consumers (especially Gen Y and Gen Z – millennials).


Originality/value
The emergence of VIs being recent; little is comprehended about their interaction with SMUs. Hence, it becomes important to delineate the foundations of VI–SMU interaction. Thus, this study addresses the gap in identifying the theoretical background and proposes a conceptual model elucidating VI acceptance by SMUs.