The Nexus of Influencers and Purchase Intention: Does Consumer Brand Co-Creation Behavior Matter?

Abstract

The advancement of social media has led to the rise of influencers who are powerful in shaping consumer purchasing behavior. While influencer attributes play a role in shaping consumer behavior, little attention has been paid to the interplay of the attributes of social presence, influencer congruence with the endorsed brand, and purchasing intention. Thus, the current study investigates the effect of social presence and influencer congruence on purchase intention through consumer brand co-creation behavior. A survey approach was used to collect data from consumers who actively interact with at least one social media influencer in Tanzania. Using a sample size of 422, PLS-SEM was applied to test the hypotheses. The results showed that social presence and congruence affected consumer brand co-creation behavior, which subsequently affected purchase intention. Unlike influencer congruence, the social presence of the influencer did not directly affect purchase intention. Furthermore, the study holds that stimulating consumer brand co-creation behavior catalyzes the effects of social presence and influencer congruence on purchase intention. Therefore, in designing an influencer marketing campaign, selecting an influencer with social presence and congruence attribute is pivotal for the effectiveness of the influencer marketing strategy. Marketers should be relational rather than transaction-focused when designing and implementing the influencer marketing strategy.