Background: Social media has become a big part of our society. One platform that has had remarkable growth in popularity is Instagram. In Sweden, Instagram had 5.75 million users in 2021. The evolution of Instagram created an opportunity for people to establish new careers as social media influencers (SMIs). Today, SMIs are professional content marketers who monetize their large following making them dependent on being able to influence their followers.  Purpose: This paper aims to explore how SMIs can influence their followers on Instagram. A macro and micro perspective will be combined to create a broad and holistic understanding of the phenomenon. The study leverages on two theories; institutional theory and relationship marketing. Furthermore, the empirical context of this study is the SMI Bianca Ingrosso. Together, the theories and empirical data will address the research question.  Method: This is qualitative research that includes a netnography and 12 semi-structured interviews. The findings are analyzed with a thematic analysis approach.  Conclusion: Based on the frame of reference and empirical findings, a conceptual framework has been developed that gives a clear overview of the research subject. The authors have identified that SMIs can influence followers by acting according to Instagram’s logic, and they can exploit their legitimacy to increase their influence. Furthermore, SMIs make sure to maintain and build on their relationship with their followers by engaging in relationship marketing.

Background: Social media influencers (SMI’s) can influence the consumers’ decisions by sending out social signals through social functions which social media platforms enable. These social functions SMI’s as well as consumers use, could be for example through sharing content; having a conversation; developing relationships with like-minded individuals; or it could also be used for sending out social signals, such as identity, presence or reputation. SMI’s can play a significant role when it comes to consumers' buying decision process, thus makes it important to research on how the consumers’ buyer decision process potentially could be influenced and therefore shaped, as the staticity of the buyer decision process, hence the five stages, might change depending upon what it is combined with and in regards to what consumer audience. Purpose: The purpose of this paper is to explore how the consumers’ buyer decision process is influenced by social media influencers from the consumers’ perspective. Methodology: This research has been taking advantage of the qualitative research approach in an explanatory nature. As the empirical material had to become thick, subjective and from a consumer's point of view, this research included unstructured interviews allowing the interviews to become conversational-like, thus giving the respondents the chance to control and steer the topics within the scope. Aide-mémoaire’s were used if the interviews developed a complete wrong direction, steering the conversation back. The unstructured interviews included 6 females between the ages of 20-30 years old, this selection were made with purposive sampling method. Findings: This bachelor thesis identified four different factors that were influencing the consumer's buyer decision process, namely, characteristics, trust, risk and drivers. Conclusion: Concluding the thesis, four different factors were found having an influence upon the consumers buyer decision process while being exposed to an SMI. These four factors further played different roles in different stages of the buyer decision process, which is important for companies, brands, marketers and SMIs to observe. Keywords: Buyer Decision Process, SMI’s, Social Media Influencers, Influence

In the contemporary communication landscape, sustainable social media influencers play a vital role in advocating for sustainability campaigns initiated by companies. However, audience trust in these influencers can be challenged by perceived biases. This study examines how sustainable social media influencers maintain authenticity and credibility when collaborating on sustainability campaigns. Internal and external challenges are identified, and strategies such as strong self-identity, co-creation, and consistency are employed to address them. The findings underscore the importance of transparency and ethical communication in fostering trust and driving positive social change. This research sheds light on the critical role of influencers in promoting authenticity and credibility, particularly in the context of sustainability advocacy.

京都大学 / 新制・課程博士 / 博士(経済学) / 甲第25071号 / 経博第678号 / 新制||経||305(附属図書館) / 京都大学大学院経済学研究科経済学専攻 / (主査)教授 松井 啓之, 教授 秋田 祐哉, 講師 門傳 藍香, 教授 若林 靖永 (佛教大学) / 学位規則第4条第1項該当 / Doctor of Agricultural Science / Kyoto University / DGAM

Background:  Over the years, traditional entrepreneurs started businesses due to either pull or push factors within their environments. Research has been carried out in profiling different types of entrepreneurs and their characteristics. The social media influencers are new forms of entrepreneurs who recently appeared due to changes in the technological environments. The existence of social media platforms has enhanced the possibility of entrepreneurial activities online. The platforms are available for everyone, but some have more entrepreneurial orientation or characteristics than others.  Purpose: The aim of this research is to measure the entrepreneurial orientation and the characteristics of social media users, compare social media influencers with other social media users, to determine if differences exist. Methods:       This research uses the Individual Entrepreneurial Orientation scale (Bolton & Lane, 2012) and the Individual Personality Traits measuring scale (Al Mamun, Bin Yusoff, & Ibrahim, 2018). This is a deductive study, testing the above-mentioned theories on social media users, and a quantitative study aided using data collected from online survey. Conclusion:   The results of this study show that Social Media Influencer have higher entrepreneurial traits than non-Social Media Influencers.  The result also supports the three-factor structure and satisfactory reliability of the IEO scales and subscales. Subsequently, I found out that non-SMIs do create online contents and carry out entrepreneurial activities online too.

More and more companies have started to use influencers on social media platforms for promoting their product or service, in exchange for a compensation. While this has enabled reach for a low cost, it is the nature of the authentic endorsement that has made the marketing channel so efficient. This thesis seeks to investigate how different collaboration types, depending on size and length, impacts the financial performance of Instagram influencer collaborations. In addition, it investigates what underlying factors that might be prevalent in impacting these collaboration types. The thesis is conducted as a mixed method descriptive single case study, utilizing both quantitative and qualitative data. To understand the financial performance of influencer collaborations, data from three consecutive years from the case company are presented and analyzed. To understand what characteristics that impacts this outcome, interviews with marketing professionals are used together with relevant previous literature in the field of influencer marketing. It is found that long-term collaborations have a higher return compared to short-term, along with other useful advantages of collaborating long-term. Additionally, it was found that influencers with more followers tend to have a lower financial return, but can be more efficient in other aspects, such as promoting the brand. Lastly, contributions based on the findings for both theory and practice are presented. / Fler och fler företag har börjat att använda sig av influencers på sociala medieplattformar för att lyfta fram deras produkt eller tjänst i utbyte för kompensation, kallat influencer marketing. Medan det här har möjliggjort räckvidd för en låg kostnad, är det naturen av den autentiska ”omfamningen” av varumärket som gjort marknadsföringskanalen effektiv. Den här uppsatsen söker att förklara hur olika samarbetstyper, beroende på antalet följare som influencern har samt längden på samarbetet, påverkar det finansiella resultatet av influencersamarbeten på Instagram. Därtill, så undersökes vilka underliggande faktorer som ytterligare kan påverka utgången av de olika samarbetstyperna. Fallstudien genomfördes med en blandad metodologi, baserat på både kvantitativ och kvalitativ data. I ett försök att kunna förstå det finansiella resultatet av influencersamarbeten, används data från tre påföljande år som presenteras och analyseras. För att förstå vilka attribut som påverkar utfallet av det finansiella resultatet, intervjuas marknadsförare för deras professionella insikt. Upptäckterna visade att långsiktiga samarbeten med influencers har en högre avkastning jämfört med korta, tillsammans med andra fördelar med lånsiktiga samarbeten. Utöver det upptäcktes det att influencers med fler följare tenderar att ha en lägre avkastning men kan vara användbara på andra sätt, exempelvis för att främja varumärket. Till sist, så beskrivs bidrag för både forskning och praktik baserat på uppsatsens upptäckter.

Background: Social media marketing has grown rapidly in recent years and has become a standard tool for marketers. As a result, companies use social media influencers (SMIs) to reach their target audiences. One important aspect of influencer marketing is the relational aspect. Followers who exert parasocial relationship (PSR) with SMIs are more prone to respond positively to influencer marketing and the persuasion tactics put forward by companies and SMIs. It has therefore become crucial to understand how PSR and followers' persuasion knowledge affect followers' perception of transparency in sponsored posts.  Purpose: The purpose of this thesis is to explore parasocial relationships and persuasion knowledge impact on followers’ perceived transparency of social media influencers. Methodology: This abductive thesis used a qualitative strategy for the collection of empirical data. A combination of four focus groups and semi-structured interviews were used, leading to a total of 17 participants. The data was analyzed using thematic analysis, resulting in three major themes and nine sub-themes. Findings: We found that followers’ perceived transparency has direct relationships with PSR and persuasion knowledge, respectively. However, there was no direct link between PSR and persuasion knowledge. Instead, this relationship was indirect through perceived transparency. Furthermore, how these concepts affect each other determines how followers perceive and respond to sponsored content.  Value: This thesis demonstrates the effectiveness perceived transparency has in SMIs sponsored content. Furthermore, we also extend the view and the meaning of PSR and persuasion knowledge, in response to perceived transparency. Lastly, this thesis illustrates PSR and persuasion knowledge’s effect on perceived transparency and how this ends in followers' perception of sponsored content.

This paper comprehensively examines a new type of social media influencer characterized by altruistic tendencies. Utilizing the popular YouTube channel Vlogbrothers as the case study text for a constant comparative analysis, this research explores how the strategies altruistic influencers use to mobilize their community for good, the characteristics of the altruistic influencers, and how altruistic influencers create community. Through an in-depth analysis of 30 Vlogbrothers videos, the themes of education, community, and shared humanity emerged. Education, shared values, and calls to action are discussed as essential for mobilizing communities in charitable endeavors. Authenticity, quality, accessibility, and solutions-focused action were found to be vital characteristics of altruistic influencers. Structure, collaboration, multi-format content, parasocial relationships, and traditions are discussed as community-building tools for altruistic influencers. This research contributes to the existing literature on corporate social responsibility and purpose-driven organizations within the realm of social media influencers. Furthermore, it introduces the concept of "altruistic influencer" as a distinct category within this literature. By outlining the key characteristics and strategies observed in altruistic influencers, this study provides a valuable framework for other influencers to model and encourages further exploration of this field.

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Purpose: The study aims to explore the effects of social media influencers' credibilitydimensions (attractiveness, trustworthiness, and expertise) on consumer behavior (purchase intention and attitude towards the brand) while considering the followers' loyalty as the mediating variable in the fashion industry.Theoretical approach: The proposed conceptual model of the study is based on assumptions of source credibility theory and theoretical reasonings provided in the previous literature related to social media influencer marketing.Design/methodology: Quantitative research design is used and data is collected through selfreported questionnaires. The population of the study consists of social media users who follow social media influencers on different social media platforms. Findings – Based on data collection from 225 Pakistani respondents, the analysis of the study indicates a positive impact of the three social media influencer credibility dimensions on the purchase intention, and followers’ attitude towards the endorsed brands. Moreover, influencers’ credibility positively impacts followers’ loyalty to the influencers. In addition to the direct effects, followers’ loyalty towards the influencers partially mediated (1) the relationship between influencers’ credibility and purchase intention, as well as (2) the relationship betweeninfluencers’ credibility and followers’ attitude towards the brand. Practical implications – The findings of the thesis provide implications for businesses and marketers to understand the role of credible social media influencers in shaping consumer behavior and it also answers the question of how they influence it.Originality/value – This study adds to the influencer marketing literature by investigating the mediating role of followers’ loyalty in between the relationship of influencer’s credibility and purchase intention of followers as well as their attitude towards the brand.