Article Sidebar

The Influence of Transformational Leadership Style and Work Discipline on Job Performance among Maros District Education Office Employees SettingsThe Influence of Competence, Motivation, Loyalty, and Work Discipline on the Productivity of North Kalimantan Regional Police SettingsThe Effect of CSR, Intellectual Capital and GCG on Company Value with Financial Performance as a Moderating Variable in Food & Beverage Industry Companies Listed on the Indonesia Stock Exchange (IDX) SettingsAnalysis of Leading Sector Development in the Mamminasata Region, South Sulawesi SettingsThe Effect of Liquidity and Leverage on Firm Value Through Profitability at PT. Indofood Sukses Makmur Tbk SettingsThe Impact of Human Resources on the Rectorate of Universitas Hasanuddin Financial Performance SettingsThe Influence of Education Level, Job Satisfaction, and Compensation on the Performance of State Civil Apparatuses at the Mambi District Office SettingsThe Effect of Financial Literacy and Online Shopping on Student Consumptive Behavior SettingsThe Effect of Financial Literacy on Interest in Using Fintech Payments on the Shopee Application SettingsThe Effect of Attitude and Trust on Behavioral Intention In The Modern Market Industry SettingsThe Influence of Tenure of Service Rewards, Job Satisfaction, and Work Environment on the Performance of Regional Inspectorate Employees in Kolaka Regency, Southeast Sulawesi Province SettingsThe Effect of Promotion, Work Experience, and Motivation on Employee Performance at the Regional Revenue Agency, Kolaka Regency, Southeast Sulawesi Province SettingsThe Effect of Motivation and Work Environment on Employee Performance at PT. Pratomo Putra Teknik, City of Palopo SettingsThe Relationship between Work Motivation and Workload on Employee Job Satisfaction at PT. Pratomo Putra Teknik Palopo SettingsThe Influence of Communication Teamwork and Work Discipline on Employee Performance at PT. Pratomo Putra Teknik Palopo SettingsThe Influence of Job Satisfaction and Organizational Culture on Employee Performance at the Regional Drinking Water Company (PDAM) in Luwu Regency SettingsBehavior of Political Elite Taxpayers and Political Connections to Tax Obligations during the COVID-9 Pandemic SettingsThe Effect of Information Technology Perceptions and Complaint Handling on Customer Interests in Using BMM Mobile at PT. Bank Maluku Malut KC Ternate SettingsThe Influence of Compensation and Competence on Employee Performance at the Maritime Affairs and Fisheries Office of Takalar Regency SettingsThe Influence of Location and Price on Shopping Decisions at Practical Gelael Makassar
Download
PDF
Statistic
Read Counter : 523 Download : 477

Main Article Content

Abstract

Influencer marketing is considered a form of endorsement using the influencer's product recommendations to drive sales, but its purported purpose involves a much broader outcome of getting the attention of potential customers, generating word of mouth, and creating customer engagement with a brand or product. This research is based on Observational Learning Theory which explains new individual learning behavior by observing other people and the consequences of their actions. This study aims to determine whether influencer attractiveness has an influence on brand engagement in self-concept, the expected value of the brand and the purchase intention of the recommended brand. The method used is the structural structural model (SEM) to distribute samples from a total of 220 respondents in the questionnaire. Testing was carried out using the IBM SPSS 25 program and SmartPLS ver 4.0 software. The results of this study indicate that the rejection of one of the hypotheses that attracts influencer attractiveness has a positive but not significant effect on the intention to buy the recommended brand.

Keywords

Influencer Attractiveness Brand Engagement Self-Concept Brand Expected Value Purchase Intention

Article Details

References

  1. Aguirre, A., Bosnjak, M. & Sirgy, M. J. (2012). Moderators of the self-congruity effect on consumer decision-making: a meta-analysis. Journal of Business Research, vol. 65, no. 8, pp. 1179-1188.
  2. Ahmad, Irfan (2018), “The Influencer Marketing Revolution”. Social Media Today, February 16.
  3. Ahn, J., & Thomas, T. K. (2020). The role of customers’ perceived values of integrated resort brands in destination. Journal of Destination Marketing & Management, vol. 15, 100403.
  4. Al-Debei, M. M., & Al-Lozi, E. (2014). Explaining and predicting the adoption intention of mobile data services: A value-based approach. Computers in Human Behavior, vol. 35, pp. 326-338.
  5. Amos, C., Holmes, G., & Strutton, D. (2008). Exploring the relationship between celebrity endorser effects and advertising effectiveness: A quantitative synthesis of effect size. International Journal of Advertising, vol. 27, no. 2, pp. 209-234.
  6. Ananda, A. S., Hernández-García, Á., & Lamberti, L. (2016). N-REL: A comprehensive framework of social media marketing strategic actions for marketing organizations. Journal of Innovation & Knowledge, vol. 1, no. 3, pp. 170–180.
  7. Andi Dwi Riyanto 2022, Digital 2022: Indonesia, Hootsuite (We are Social), viewed 10 November 2022, https://andi.link/hootsuite-we-are-social-indonesian-digital-report-2022/
  8. Astuti, B., & Putri, A. P. (2018). Analysis on the effect of Instagram use on consumer purchase intensity. Review of Integrative Business and Economics Research, vol. 7, pp. 24-38.
  9. Babin, B. J., & Zikmund, W. G. (2015). Essentials of Marketing Research (with Qualtrics). 6th Edition. Florida: South-Western College Pub.
  10. Babin, B. J., & Zikmund, W. G. (2016). Exploring Marketing Research (11th ed.). Cengage Learning.
  11. Bandura, A., & Walters, R. H. (1977). Social learning theory (Vol. 1). Prentice Hall: Englewood cliffs.
  12. Bao, T., & Chang, T. S. (2014). Finding disseminators via electronic word of mouth message for effective marketing communications. Decision Support Systems, vol. 67, pp. 21–29.
  13. Barreda, A. A., Bilgihan, A., Nusair, K., & Okumus, F. (2016). Online branding: Development of hotel branding through interactivity theory. Tourism Management, vol. 57, pp.180–192.
  14. Behind influencer marketing: key marketing decisions and their effects on followers’ responses. Journal of Marketing Management, vol. 36, no. 7-8, pp. 579– 607.
  15. Belch, G., & Belch, M. (2003). Advertising and Promotion: An Integrated Marketing Communication Perspective. 6th Ed. London: Irwin/McGraw-Hill.
  16. Brand Equity. European Journal of Marketing, vol. 45, no. 6, pp. 882-909. Sugiyono. (2018). Metode Penelitian Kuantitatif, Kualitatif, dan R&D. Bandung: Alfabeta.
  17. Brodie, R. J., Hollebeek, L. D., Jurić, B., and Ilić, A. (2011). Customer engagement: conceptual domain, fundamental propositions, and implications for research. J. Serv. Res. vol. 14, pp. 252–271.
  18. Brown, D. and Hayes, N. (2008) Influencer Marketing Routledge, USA.
  19. Carsky, M. L., Smith, M. F., & Dickinson, R. A. (1995). Measuring the Involvement Construct. Journal of International Food & Agribusiness Marketing, vol 6, no. 4, pp. 71–102.
  20. Casaló, L. V., Flavián, C., & Ibáñez-Sánchez, S. (2017). Antecedents of consumer intention to follow and recommend an Instagram account. Online Information Review, vol. 41, no. 7, pp. 1046-1063.
  21. Casaló, L. V., Flavián, C., & Ibáñez-Sánchez, S. (2018). Influencers on Instagram: Antecedents and consequences of opinion leadership. Journal of Business Research, vol. 117(C), pp. 510-519.
  22. Cha, M., Haddadi, H., Benevenuto, F., & Gummadi, K. (2010). Measuring user influence in Twitter: The million-follower fallacy. Proceedings of the Fourth International AAAI Conference on Weblogs and social media, Washington D.C., USA.
  23. Chen, Y. R. (2017). Perceived values of branded mobile media, consumer engagement, business consumer relationship quality and purchase intention: A study of WeChat in China. Public Relations Review, vol. 43, pp. 945-954.
  24. Chin, W. W. (1998). The Partial Least Squares Aproach to Structural Equation Modeling. Modern Methods for Business Research, vol. 2, pp. 295-336.
  25. Customer engagement behavior: Theoretical foundations and research directions. Journal of Service Research, vol. 13, no. 3, pp. 253-266.
  26. Dao, W., Le, A., Cheng, J., & Chen, D. (2014). Social media advertising value: The case of transitional econoeies in Southeast Asia. International Journal of Advertising, vol. 33, no. 2, pp. 271-294.
  27. De Magistris, T., & Gracia, A. (2008). The decision to buy organic food products in Southern Italy. British Food Journal, vol. 110, no. 9, pp. 929–947.
  28. De Veirman, M., Cauberghe, V., & Hudders, L. (2017). Marketing through Instagram influencers: the impact of number of followers and product divergence on brand attitude. International Journal of Advertising, vol. 36, no. 5, pp. 798–828.
  29. Discovery and Data Mining, pp. 61-70Robson, C. (2011). Real World Research: A Resource for Users of Social Research Methods in Applied Settings, (2nd Ed.). Sussex, A. John Wiley, and Sons Ltd.
  30. Djafarova, E., & Rushworth, C. (2017). Exploring the credibility of online celebrities' Instagram profiles in influencing the purchase decisions of young female users. Computers in Human Behavior, vol. 68, pp. 1–7.
  31. Dwivedi, A. (2013). Self-Brand Connection with Service Brands: Examining Relationships with Performance Satisfaction, Perceived Value, and Brand Relationship Quality. Services Marketing Quarterly, vol. 35, no. 1, pp. 37–53.
  32. Dwivedi, A., Johnson, L.W. & McDonald, R.E. (2015). Celebrity endorsement, self-brand connection and consumer-based brand equity. Journal of Product & Brand Management, vol. 24, no. 5, pp. 449-461.
  33. Escalas J. E. (2004). Narrative Processing: Building Consumer Connections to Brands. Journal of Consumer Psychology, vol. 14, no. 1-2, pp. 168–80.
  34. Escalas, J. E., & Bettman, J. R. (2003). You are what they eat: The influence of reference groups on consumers' connections to brands. Journal of Consumer Psychology, vol. 13, no. 3, pp. 339–348.
  35. Examination of a Recent Campaign. Special Edition on Consumer Satisfaction – Global Perspective, 97.
  36. Eyal, G. (2018, Jul 9). Why influencers fail to disclose commercial relationships and the brands that enable them. Adweek, https://www.adweek.com/digital/whyinfluencers-fail- to-disclose-commercialrelationships-and-the-brands-that-enablethem/
  37. Eyal, K., & Rubin, A. M. (2003). Viewer aggression and homophily, identification, and parasocial relationships with television characters. Journal of Broadcasting & Electronic Media, vol. 47, no. 1, pp. 77-98.
  38. Ferraro, R., Kirmani, A., & Matherly, T. (2013). Look at me! Look at me! Conspicuous brand usage, self-brand connection, and dilution. Journal of Marketing Research, vol. 50, no. 4, pp. 477-488.
  39. France, C., Merrilees, B., & Miller, D. (2015). Customer brand co-creation: a conceptual model. Marketing Intelligence & Planning, vol. 33, no. 6, pp. 848–864.
  40. France, C., Merrilees, B., & Miller, D. (2016). An integrated model of customer-brand engagement: Drivers and consequences. Journal of Brand Management, vol. 23, no. 2, pp. 119–136.
  41. Ganguly, B., Dash, S.B. and Cyr, D. (2009). Website Characteristics, Trust and Purchase Intention in Online Stores: An Empirical Study in the Indian Context. Journal of Information Science and Technology, vol. 6, pp. 22-44.
  42. Gardner Lindzey and Elliot Aronson, eds., New York: Random House. McNutt, L. (2021, Feb 1). 5 influencer marketing predictions for 2021. PR Daily.
  43. Ghozali, Imam. (2014). Structural Equation Modeling, Metode Alternatif dengan Partial Least
  44. Gogoi, B, J. (2013). Study of Antecedents of Purchase Intention and Its Effect on Brand Loyalty of Private Label Brand of Apparel. International Journal of Sales & Markrting Management Research and Development, vol. 3, no. 2, pp. 73-86.
  45. Goldsmith, R. E., Flynn, L. R., & Clark, R. A. (2011). Materialism and brand engagement as shopping motivations. Journal of Retailing and Consumer Services, vol. 18, no. 4, pp. 278–284.
  46. Gómez, M., Lopez, C., & Molina, A. (2019). An integrated model of social media brand engagement. Computers in Human Behavior, 96 (December 2019), pp. 196–206.
  47. Gruen, T. W., Osmonbekov, T., & Czaplewski, A. J. (2006). eWOM: The impact of customer-to- customer online know-how exchange on customer value and loyalty. Journal of Business Research, vol. 59, no. 4, pp. 449–456.
  48. Guesalaga, R. (2016). The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media. Industrial Marketing Management, vol. 54, pp. 71–79.
  49. Gupta, S., Gallear, D., Rudd, J., & Foroudi, P. (2020). The impact of brand value on brand competitiveness. Journal of Business Research, vol. 112, pp. 210–222.
  50. Hair, J. F., Black, W. C., Babin, B. J. & Anderson, R. E. (2010). Multivariate Data Analysis. 7th Edition, Pearson, New York.
  51. Hair, J. F., Hult, G. T. M., Ringle, C. M., and Sarstedt, M. (2017). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM), 2nd Ed., Thousand Oaks: Sage.
  52. Hair, J. F., Jr., Ringle, C. M., & Sarstedt, M. (2013). Partial least squares structural equation modeling: Rigorous applications, better results, and higher acceptance. Long Range Planning: International Journal of Strategic Management, vol. 46, no. 1-2, pp. 1–12.
  53. Hair, J. F., Sarstedt, M., Hopkins, L. & Kuppelwieser, V.G. (2014). Partial Least Squares Structural Equation Modeling (PLS-SEM): An Emerging Tool in Business Research. European Business Review, vol. 26, no. 2, pp. 106-121.
  54. Hamid, R. S., & Anwar, S. M. (2019). Structural Equation Modeling (SEM) Berbasis Varian: Konsep Dasar dan Aplikasi dengan Program SmartPLS 3.2.8 dalam Riset Bisnis. PT Inkubator Penulis Indonesia.
  55. Hartono, J. 2011. Structural Equation Modeling Berbasis Varian Dalam Penelitian Bisnis. Cetakan Pertama. Yogyakarta: STIM YKPN. Hashoff (2017a). Influencer marketer. A #Hashoff state of the union report.
  56. He, H., Li, Y., & Harris, L. (2012). Social identity perspective on brand loyalty. Journal of Business Research, vol. 65, no.5, pp. 648–657.
  57. Hellier, P. K., Geursen, G. M., Carr, R. A., & Rickard, J. A. (2003). Customers repurchase intention. European Journal of Marketing, vol. 37, no. 11/12, pp. 1762–1800.
  58. Hollebeek, L. (2011). Demystifying customer brand engagement: exploring the loyalty nexus. Journal of Marketing Management, vol. 27, no. 7-8, pp. 785-807.
  59. Hollebeek, L. D., & Macky, K. (2019). Digital Content Marketing’s Role in Fostering Consumer Engagement, Trust, and Value: Framework, Fundamental Propositions, and Implications. Journal of Interactive Marketing, vol. 45, pp. 27–41.
  60. Hong, J. W., & Zinkhan, G. M. (1995). Self-concept and advertising effectiveness: The influence of congruency, conspicuousness, and response mode. Psychology & Marketing, vol. 12, no. 1, pp. 53–77.
  61. Hoonsopon, D., & Puriwat, W. (2016). The effect of reference groups on purchase intention: evidence in distinct types of shoppers and product involvement. Austral. Mark. J. vol. 24, no. 2, pp. 157–164.
  62. Huhn, R., Brantes Ferreira, J., Sabino de Freitas, A., & Leão, F. (2018). The effects of social media opinion leaders’ recommendations on followers’ intention to buy. Review of Business Management, vol. 20, no. 1, pp. 57–73.
  63. Husain, A., S. (2015). Penelitian bisnis dan manajemen menggunakan partial least squares (PLS) dengan smart PLS 3.0. Modul ajar jurusan manajemen fakultas ekonomi dan bisnis unversitas Brawijaya.
  64. Jamil, R. A., & Rameez ul Hassan, S. (2014). Influence of celebrity endorsement on consumer purchase intention for existing products: a comparative study. Journal of Management Info, vol. 4, no. 1, pp. 1-23.
  65. Jansom, A., & Pongsakornrungsilp, S. (2021). How Instagram Influencers Affect the Value Perception of Thai Millennial Followers and Purchasing Intention of Luxury Fashion for Sustainable Marketing. Sustainability, vol. 13, no. 15, pp. 1-19.
  66. Jiménez-Castillo, & Sánchez-Fernández. (2019). The role of digital influencers in brand recommendation: Examining their impact on engagement, expected value and purchase intention. International Journal of Information Management, vol. 49, pp. 366-376.
  67. Jin, S.V., Muqaddam, A. & Ryu, E. (2019). Instafamous and social media influencer marketing",Marketing Intelligence & Planning, vol. 37, no. 5, pp. 567-579.
  68. Journal of Consumer Research.
  69. Jung, J. Y. (2017). Media dependency theory. The international encyclopedia of media effects, 1-10.
  70. Kahle, L. R., & Homer, P. M. (1985). Physical Attractiveness of the Celebrity Endorser: A Social Adaptation Perspective. Journal of Consumer Research, vol 11, no.4, pp. 954-961.
  71. Keller, K. L. (2001). Building Customer-Based Brand Equity: A Blueprint for Creating Strong Brands. Marketing Science Institute, Working Paper (01-107).
  72. Khodabandeh, A., & Lindh, C. (2021). The importance of brands, commitment, and influencers on purchase intent in the context of online relationships. Australasian Marketing Journal, vol. 29, no. 2, pp. 177–186.
  73. Ki, C. W. C., & Kim, Y. K. (2019). The mechanism by which social media influencers persuade. consumers: The role of consumers’ desire to mimic. Psychology & marketing, vol.36, no. 10, pp. 905-922.
  74. Kim, D.Y., and H. Y. Kim. (2021). Influencer advertising on social media: The multiple inference model on influencer-product congruence and sponsorship disclosure. Journal of Business Research, vol. 130, pp. 405–15.
  75. Kim, J. H. (2018). Social media use and well-being. In J. E. Maddux (Ed.), Subjective well-being and life satisfaction (pp. 253–271).
  76. Kumar, V., & Mirchandani, R. (2012). Increasing the ROI of social media marketing. MIT Sloan Management Review, vol. 54, no. 1, 55-61.
  77. Kumar, V., & Mirchandani, R. (2012). Increasing the ROI of social media marketing. MIT Sloan Management Review, vol. 54, no. 1, 55-61.
  78. Laurent, G. and Kapferer, J.-N. (1985), Measuring consumer involvement profiles. Journal ofMarketing Research, vol. 22, pp. 41-53.
  79. Leal, G. P. A., Hor-Meyll, L. F., & de Paula Pessôa, L. A. G. (2014). Influence of virtual communities in purchasing decisions: The participants’ perspective. Journal of Business Research, vol. 67, no. 5, pp. 882–890.
  80. Lee, J. E., & Watkins, B. (2016). YouTube vloggers’ influence on consumer luxury brand perceptions and intentions. Journal of Business Research, vol. 69, no. 12, pp. 5753– 5760.
  81. Lim, X. J., Radzol, A. M., Cheah, J., & Wong, M. W. (2017). The impact of social media influencers on purchase intention and the mediation effect of customer attitude. Asian Journal of Business Research, vol. 7, no. 2, pp. 19-36.
  82. Lindh, C., & Lisichkova, N. (2017). Rationality versus emotionality among online shoppers: the mediating role of experts as enhancing influencer effect on purchasing intent. Journal of Customer Behavior, vol. 16, no. 4, pp. 333–351.
  83. Lipsman, A., Mudd, G., Rich, M., & Bruich, S. (2012). The Power of “Like.”. Journal of Advertising Research, vol. 52, no. 1, pp. 40–52.
  84. Liu, M. T., & Brock, J. L. (2011). Selecting a female athlete endorser in China: The effect of attractiveness, match-up, and consumer gender difference. European Journal of Marketing, vol. 45, no. 7-8, pp. 1214–1235.
  85. Liu, M. T., Huang, Y. Y. & Minghua, F. (2007). Relations among attractiveness of endorsers, match-up, and purchase intention in sport marketing in China. Journal of Consumer Marketing, vol. 24, no. 6, pp. 358-365.
  86. 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, vol. 19, no. 1, pp. 58-73.
  87. Mafé, C.R., & Blas, S.S. (2006). Explaining Internet dependency: An exploratory study of future purchase intention of Spanish Internet users. Internet Research, vol. 16, pp. 380-397.
  88. Mangold, W. G., & Faulds, D. J. (2009). Social media: The new hybrid element of the promotion mix. Business Horizons, vol. 52, no. 44, pp. 357–365.
  89. Marketing Land. Retrieved 2/032016 from: http://marketingland.com/ brands-turn- bloggers-instead-celebrity-spokespeople-75971.
  90. Marketo. (2010). The definitive guide to B2B social media: A Marketo Workbook. San Mateo,
  91. Martínez-López, F.J., R. Anaya-Sánchez, M. Fernández Giordano, and D. Lopez-Lopez. 2020.
  92. McCracken, G. (1989). Who is the Celebrity Endorser? Cultural Foundations of the Endorsement Process. Journal of Consumer Research, vol. 16, no. 3, pp. 310.
  93. McCroskey, J. C., & Teven, J. J. (1999). Goodwill: A reexamination of the construct and its measurement. Communication Monographs, vol. 66, no. 1, pp. 90– 103.
  94. McDaniel C. Jr., & Gates R. (2010). Marketing Research Essentials (11th ed.). Wiley.
  95. McGuire, W.J. (1969). Attitudes and attitude change. In G. Lindzey & E. Aronson (Eds.). The handbook of social psychology (2nd ed., vol. 3, pp. 136–314).
  96. McGuire, William J. (1985). Attitudes and Attitude Change. in Handbook of Social Psychology.
  97. Mencarelli, R., & Lombart, C. (2017). Influences of the perceived value on actual repurchasing behavior: Empirical exploration in a retailing context. Journal of Retailing and Consumer Services, vol. 38, pp. 12–21.
  98. Miller, A. G. (1970). Role of physical attractiveness in impression formation. Psychonomic Science, vol. 19, no. 4, pp. 241–243.
  99. Mirabi, V., Akbariyeh, H., & Tahmasebifard, H. (2015). A study of factors affecting on customers purchases intention: The agencies of Bono brand tile in Tehran. Journal of Multidisciplinary Engineering Science and Technology, vol. 2, no. 1, pp. 267–273.
  100. Monferrer, D., Moliner, M.A. & Estrada, M. (2019). Increasing customer loyalty through customer engagement in the retail banking industry. Spanish Journal of Marketing - ESIC, vol. 23, no. 3, pp. 461-484.
  101. Montano, D. E., & Kasprzyk, D. (2015). Theory of reasoned action, theory of planned behavior, and the integrated behavioral model. Health behavior: Theory, research and practice, vol. 4, pp. 67-96.
  102. Munnukka, J., Uusitalo, O., & Toivonen, H. (2016). Credibility of a peer endorser and advertising effectiveness. Journal of Consumer Marketing, vol. 33, no. 3, pp. 182–192.
  103. Muzakir, & Damrus. (2018). Analysis of Customer Perceived Value and Its Impact on Customer Brand Preference and Future Purchase Intention. Jurnal Bisnis Dan Kajian Strategi Manajemen, vol 2, no. 1, pp. 27–42.
  104. Nam, L. G., & Dân, H. T. (2018). Impact of social media Influencer marketing on consumer at Ho Chi Minh City. International Journal of Social Sciences and Humanities Invention, vol. 5, no. 5, pp. 4710–4714
  105. O’Donnell, N. H. (2018). Storied Lives on Instagram: Factors Associated with the Need for
  106. Ohanian, R. (1990). Construction and Validation of a Scale to Measure Celebrity Endorsers Perceived Expertise, Trustworthiness, and Attractiveness. Journal of Advertising, vol. 19, no. 3, pp. 39–52.
  107. Pansari, A., & Kumar, V. (2017). Customer engagement: the construct, antecedents, and consequences. Journal of the Academy of Marketing Science, vol. 45, no. 3, pp. 294–311.
  108. Perse, E. M., & Rubin, R. B. (1989). Attribution in social and parasocial relationships. Communication Research, vol. 16, no. 1, pp. 59–77.
  109. Personal-Visual Identity. Visual Communication Quarterly, vol. 25, no. 3, pp. 131– 142.
  110. Phua, J., Jin, S. V., & Kim, J. (Jay). (2017). Gratifications of using Facebook, Twitter, Instagram, or Snapchat to follow brands: The moderating effect of social comparison, trust, tie strength, and network homophily on brand identification, brand engagement, brand commitment, and membership intention. Telematics and Informatics, vol. 34, no. 1, pp. 412–424.
  111. Pillai, K.G. & Kumar, V. (2012). Differential effects of value consciousness and coupon proneness on consumers’ persuasion knowledge of pricing tactics. Journal of Retailing, vol. 88, no. 1, pp. 20-33.
  112. Piskorski, M., & Brooks, G. (2017). Online broadcasters: How do they maintain influence, when audiences know they are paid to influence. Proceedings of the 2017 Winter AMA, 28, D70D80.
  113. Pongsakornrungsilp, S., & Schroeder, J. E. (2011). Understanding value co-creation in a co- consuming brand community. Marketing Theory, vol. 11, no. 3, pp. 303–324.
  114. Prentice, C., Han, X. Y., Hua, L. L., & Hu, L. (2019). The influence of identity-driven customer engagement on purchase intention. Journal of Retailing and Consumer Services, vol. 47, pp. 339–347.
  115. Rakuten Marketing. (2019). Influencer marketing global survey, Retrieved November 20, 2022, from https://go.rakutenmarketing.com/hubfs/docs/2019%20Influencer%20Marketing%.
  116. Ramaswamy, V., & Ozcan, K. (2016). Brand value co-creation in a digitalized world: An integrative framework and research implications. International Journal of Research in Marketing, vol. 33, no. 1, pp. 93–106.
  117. Richardson, M., & Domingos, P. (2002). Mining knowledge-sharing sites for viral marketing. Proceedings of The Eighth ACM SIGKDD International Conference on Knowledge
  118. Roy, R., & Rabbanee, F. K. (2015). Antecedents and consequences of self-congruity. European Journal of Marketing, vol. 49, no. 3/4, pp. 444-466.
  119. Sashi, C. M. (2012). Customer engagement, buyer‐seller relationships, and social media. Management Decision, vol. 50, no. 2, pp. 253–272.
  120. Schivinski, B., & Dabrowski, D. (2016). The effect of social media communication on consumer perceptions of brands. Journal of Marketing Communications, vol. 22, no. 2, pp. 189–214.
  121. Schmidt, J. (2007). Blogging practices: an analytical framework. Journal of Computer-Mediated Communication, vol. 12, no. 4, pp. 1409–27.
  122. Sekaran, U. & Bougie, R. (2016). Research Methods for Business: A Skill Building Approach. 7th ed. Chichester: John Wiley & Sons.
  123. Sheth, J. N., B. Mittal., & B. I. Newman. (1999). Customer Behavior: Consumer Behavior and Beyond. The USA: The Dryden Press
  124. Shim, S., Eastlick, M. A., Lotz, S. L., & Warrington, P. (2001). An online prepurchase intentions model. Journal of Retailing, vol. 77, no. 3, pp. 397–416.
  125. Silvera, D. H., & Austad, B. (2004). Factors predicting the effectiveness of celebrity endorsement advertisements. European Journal of Marketing, vol. 38, no. 11/12, pp. 1509–1526.
  126. Simon Kemp 2022, Digital 2022: Indonesia, Datareportal, viewed 7 November 2022, https://datareportal.com/reports/digital-2022-indonesia
  127. Smith, K. T., & Brower, T. R. (2012). Longitudinal study of green marketing strategies that influence Millennials. Journal of Strategic Marketing, vol. 20, no. 6, pp. 535–551.
  128. Sprott, D., Czellar, S., & Spangenberg, E. (2009). The Importance of a General Measure of Brand Engagement on Market Behavior: Development and Validation of a Scale. Journal of Marketing Research, vol. 46, no. 1, pp. 92–104.
  129. Spry, A., Pappu, R. & Cornwell, T. B. (2011). Celebrity Endorsement, Brand Credibility and
  130. Square (PLS). Edisi 4. Semarang: Badan Penerbit Universitas Diponegoro. Giakoumaki, C., & Krepapa, A. (2019). Brand engagement in self‐concept and consumer engagement in social media: The role of the source. Psychology & Marketing, vol. 37, no. 3, pp. 457–465.
  131. Taillon, B. J., Carolina, N., Mueller, S. M., Kowalczyk, C. M., Carolina, N., & Jones, D. N. (2020). Understanding the relationships between social media influencers and their followers: The moderating role of closeness. Journal of Product & Brand Management, vol. 29, no. 6, pp. 767–782.
  132. Temperley, J., &Tangen, D. (2006). The Pinocchio Factor in Consumer Attitudes Towards
  133. Tih, S., & Lee, K. H. (2013). Perceptions and Predictors of Consumers’ Purchase Intentions for Store Brands: Evidence from Malaysia. Asian Journal of Business and Accounting, vol. 6, no. 2.
  134. Till, B. D., & Busler, M. (1998). Matching products with endorsers: attractiveness versus expertise. Journal of Consumer Marketing, vol. 15, no. 6, pp. 576–586.
  135. Toor, A., Husnain, M., & Hussain, T. (2017). The impact of social network marketing on consumer purchase intention in Pakistan: Consumer engagement as a mediator. Asian Journal of Business and Accounting, vol. 10, no. 1, pp. 167–199.
  136. Tsang, A.S., & Zhou, N. (2005). Newsgroup participants as opinion leaders and seekers in online and offline communication environments. Journal of Business Research, vol. 58, no. 9, pp. 1186-1193.
  137. Tuten, T. L., & Solomon, M. R. (2013). Social media marketing. International ed. Pearson Education. Upper Saddle River, New Jersey.
  138. Uzunoğlu, E., & Misci Kip, S. (2014). Brand communication through digital influencers: Leveraging blogger engagement. International Journal of Information Management, vol. 34, no. 5, pp. 592–602.
  139. Van Doorn, J., Lemon, K. N., Mittal, V., Nass, S., Pick, D., Pirner, P., & Verhoef, P. C. (2010).
  140. Vivek, S. D., Beatty, S. E. & Morgan, R. M. (2012). Customer engagement: Exploring customer relationships beyond purchase. Journal of Marketing Theory and Practise, vol. 20, no. 2, pp. 127-145.
  141. Wakefield, R. J., Stocks, M. H., & Wilder, W. M. (2004). The role of web site characteristics in initial trust formation. Journal of Computer Information Systems, vol. 45, no. 1, pp. 94-103.
  142. Wang, S. W., & Scheinbaum, A. C. (2018). Enhancing brand credibility via celebrity endorsement: Trustworthiness trumps attractiveness and expertise. Journal of Advertising Research, vol. 58, no. 1, pp. 16-32.
  143. Wang, X., Yu, C., & Wei, Y. (2012). Social Media Peer Communication and Impacts on Purchase Intentions: A Consumer Socialization Framework. Journal of Interactive Marketing, vol. 26, no. 4, pp. 198–208.
  144. Wang, Y., & Yu, C. (2017). Social interaction-based consumer decision-making model in social commerce: The role of word of mouth and observational learning. International Journal of Information Management, vol. 37, no. 3, pp. 179–189.
  145. Warren, C., Barsky, A., & Mcgraw, A. P. (2018). Humor, Comedy, and Consumer Behavior.
  146. Weinberger, M. G., & Gulas, C. S. (2019). The emergence of a half-century of research on humour in advertising: what have we learned? What do we still need to learn?. International Journal of Advertising, pp. 1–46.
  147. Weismueller, J., Harrigan, P., Wang, S., & Soutar, G. N. (2020). Influencer endorsements: How advertising disclosure and source credibility affect consumer purchase intention on social media. Australasian Marketing Journal (AMJ), vol. 28, no. 4, pp. 160-170.
  148. Whiting, A. and Williams, D. (2013), "Why people use social media: a uses and gratifications approach", Qualitative Market Research, vol. 16 no. 4, pp. 362-369.
  149. Whitlark, D.B., Geurts, M.D., & Swenson, M.J. (1993). New product forecasting with a purchase intention survey. The Journal of Business Forecasting Methods and Systems, vol.12, no. 3, pp. 18-21.
  150. Wiedmann, K. P. & von Mettenheim, W. (2021). Attractiveness, trustworthiness, and expertise – social influencers’ winning formula. Journal of Product & Brand Management, vol. 30, no. 5, pp. 707-725.
  151. Wiley, D. (2014). Why brands should turn to bloggers instead of celebrity spokespeople.
  152. Wu, W. Y., Lee, C. L., Fu, C. S., & Wang, H. C. (2014). How can online store layout design and atmosphere influence consumer shopping intention on a website?. International Journal of Retail & Distribution Management, vol. 42, no. 1, pp. 4-24.
  153. Zeithaml, V.A. (1981). How Consumer Evaluation Processes Differ between Goods and Services. in Donnelly, J.H. and George, W.R. (Eds). Marketing of Services. American Marketing Association, Chicago, IL, pp. 39-47.
  154. Zeithaml, V.A. (1988). Consumer perceptions of price, quality and value: A means-end model and synthesis of evidence. Journal of Marketing, vol. 52, no. 3, pp. 2-22.
  155. Zhang, Y., Moe, W. W., & Schweidel, D. A. (2017). Modeling the role of message content and influencers in social media rebroadcasting. International Journal of Research in Marketing, vol. 34, no. 1, pp. 100–119.