Working Paper

Calibrating Online Influencer Marketing Posts for Enhanced Brand Performance

Jordan Moffett

University of Kentucky

Daniel Sheehan

University of Kentucky

Colleen Harmeling

Florida State University

Patrick Fennell

Kennesaw State University

Robert W. Palmatier

University of Washington - Seattle

Jan 24, 2023

One–sided (“parasocial”) relationships consumers imagine they have with celebrities can influence their purchase and other decisions. This research develops a model with ten social media posting cues and three parasocial experience dimensions to understand how influencers can best promote specific types of brands.

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