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Yes / In expert knowledge elicitation (EKE) for forecasting, the perceived credibility of an expert is likely to affect the weighting attached to their advice. Four experiments have investigated the extent to which the implicit weighting depends on the advisor’s experienced (reflecting the accuracy of their past forecasts), or presumed (based on their status) credibility. Compared to a control group, advice from a source with a high experienced credibility received a greater weighting, but having a low level of experienced credibility did not reduce the weighting. In contrast, a high presumed credibility did not increase the weighting relative to a control group, while a low presumed credibility decreased it. When there were opportunities for the two types of credibility to interact, a high experienced credibility tended to eclipse the presumed credibility if the advisees were non-experts. However, when the advisees were professionals, both the presumed and experienced credibility of the advisor were influential in determining the weight attached to the advice.

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This thesis examines how female consumers’ self-esteem may impact an influencer’s ability to create a purchase through suggesting and testing a developed conceptual model. The Source credibility model, Similarity and Tie-strength were utilized as underlying theoretical frameworks. Five different independent variables were identified; Source- Attractiveness, Trustworthiness, Expertise, Similarity, and Tie-strength, which were evaluated in relation to the dependent variable; Purchase intention. Lastly, Self-esteem was introduced as a moderating variable. The goal with the conceptual model was to gain a deeper understanding of how a consumer’s self-esteem may affect their purchasing behavior, as well as which factors that may influence their purchase intention. A quantitative research method was used, and ten hypotheses were developed from the conceptual model.    To test the hypotheses and answer the research questions, a questionnaire was distributed with the use of snowball sampling. Overall, 1029 Swedish females who followed an influencer on a social media participated in the survey. It was stated in the results and the analysis that all five independent variables had a significant positive relation on the consumer’s purchase intention. However, data shows that a consumer’s self-esteem solely had a relation on two of the five independent variables; Trustworthiness & Tie-strength. Trustworthiness was found to have a negative relation to the purchase intention, while Tie-strength was found to have a positive relation. A content analysis was conducted in order to identify other factors that the participants in the survey felt had a significant impact on why they followed their favorite influencer. The result of the content analysis identified two more factors that may impact the ability of an influencer to create a purchase. These were the Entertainment value and the Core values of the influencer.

Titel: Är influencers vampyrer? En studie om influencer-baserad marknadsföring och brand recall. Nivå: Examensarbete på Grundnivå (kandidatexamen) i ämnet företagsekonomi. Författare: Julia Jansson och Christina Najm Handledare: Jonas Kågström Datum: 2018 - maj Syfte: Syftet med studien är att analysera hur influencer-baserad marknadsföring, vad gäller brand recall, påverkas av tidsaspekten, vampire effect, source credibility och match-up hypotesen. Metod: Data har insamlats med hjälp av två enkäter med 1461 respondenter. Respondenterna fick svara på enkäter gällande två olika influencers och dess samarbete med ett företag. Materialet har sedan analyserats och bearbetats med hjälp av deskriptiv statistik, T-test, korrelationsanalyser, faktoranalyser samt klusteranalys. Resultat & slutsats: Studien visade betydelsen för företag att välja en lämplig influencer för deras marknadsföring. Dessa influencers har möjligheten att nå en stor del av konsumenterna och det är då viktigt att de kan sända ut rätt information om varumärket. I fallet om vampire effect kom studien fram till att detta hot inte nödvändigtvis behöver påverka varumärkets brand recall, utan vid val av en lämplig och rätt influencer kan istället varumärket gynnas av influencer-baserad marknadsföring. Uppsatsens bidrag: Studiens bidrag till marknadsföringens forskningsområde är en ökad kunskap om influencer-baserad marknadsföring, vad gäller brand recall och dess effekter. Studien bidrar också med olika aspekter för företag att ta hänsyn till i valet av lämplig influencer. Förslag till fortsatt forskning: Forskning bör vidare undersöka hur tidsaspekten har en påverkan på brand recall, då tidigare forskning varit begränsad. Vi anser att fler studier ska göras om influencer-baserad marknadsföring och brand recall då detta fält är relativt nytt och outforskat. Nyckelord: Brand recall, the vampire effect, source credibility model, match-up hypotesen, influencers, tidsaspekt. / Title: Are influencers vampires? A study about influencer-based marketing and brand recall. Level: Student thesis, final assignment for Bachelor Degree in Business Administration. Authors: Julia Jansson and Christina Najm Supervisor: Jonas Kågström Date: 2018 – may Aim: The purpose of this study is to investigate how influencer-based marketing, in terms of brand recall, is affected by the time aspect, vampire effect, source credibility and match-up hypothesis. Method: Data were collected from two surveys, with 1461 respondents. The respondents answered surveys about two influencers and their collaboration with a company. The data has been analysed and processed with descriptive statistics, T-test, correlation as well as factor and cluster analyses. Results & Conclusion: The study showed the importance for companies to choose an appropriate influencer for marketing. These influencers have the ability to reach a large portion of consumers and it is, therefore, important that they can send accurate information about the brand. Regarding the vampire effect, the study showed that it is not necessarily a threat to brand recall, but if the appropriate influencer is chosen, the brand can benefit from influencer-based marketing. Contribution of the thesis: The contribution of this study to the marketing research area is an increased knowledge about influencer-based marketing, in terms of brand recall and its effects. The study also contributes with different aspects for companies to consider in selecting an appropriate influencer. Suggestions for future research: Future research should examine how the time aspect can affect brand recall, since prior research has been narrowed. We believe that more studies should be done especially about influenced-based marketing and brand recall since it is relatively new and unexplored. Key words: Brand recall, the vampire effect, source credibility, match-up hypothesis, influencers, time aspect

Sociala medier har under senare år växt och blivit en integrerad del av människors vardag. Tillväxten i populariteten av sociala medier har resulterat i att många företag flyttar delar av sin marknadsföring till dessa plattformar i förhoppningen om att få en bredare och mer engagerad publik. En följd av det ökade intresset för marknadsföring på sociala medier har blivit att sponsra och samarbeta med personer som har ett stort antal följare, även kallade influencers, på sociala medie-plattformar såsom Instagram, Twitter och Youtube. Samtidigt som sponsring av influencers blir allt vanligare så ser vi också att influencerns publik, följare och andra intressenter, har börjat tröttna på det sponsrade materialet. Tidigare forskning på marknadsföring med hjälp av kända personer har visat att det finns ett negativt samband mellan mängden produkter som en känd person marknadsför och den kända personens source credibility. Forskarna fann i samband med studierna även att konsumentens köpintention och varumärkesattityd påverkades negativt. Vår studie ämnade därför dels till att undersöka om samma slutsatser går att dra för dagens influencers. Å andra sidan visar forskning att konsumentens relation till en känd person kan skilja sig från relationen till en influencer. Då konsumenter ofta upplever att de har en relation till de influencers som de följer på sociala medier kan detta påverka den minskade source credibility som annars skulle uppstå när en influencer publicerar en större mängd sponsrat material. Därför syftade denna studie även till att undersöka huruvida konsumentens intention och attityd påverkas av att konsumenten följer en influencer eller inte. För att kunna besvara studiens syfte och frågeställning genomfördes därför en experimentell studie på nätet. Deltagarna i studien slumpades in i en av två grupper där de exponerades för olika mängder sponsrat material. Experimentet avslutades med en enkät och grupperna jämfördes sedan för att se huruvida attityden gentemot influencern, köpintentionen och varumärkesattityden förändrades vid en större mängd sponsrat material. Enkäten möjliggjorde även vidare analys av hur attityder och intentioner påverkas av att konsumenten är följare eller inte. Resultatet visade att antal sponsrade inlägg som en influencer publicerar inte påverkar konsumentens köpintention, varumärkesattityd eller attityd gentemot influencern. Dock fann studien stöd för att en influencers source credibility påverkas beroende på om konsumenten är följare eller icke-följare, vilket i sin tur även påverkar konsumentens köpintention och varumärkesattityd. Vi fann även att source credibility påverkar köpintention och varumärkesattityd i båda fallen. Vi kan därmed dra slutsatsen att det är mindre viktigt för konsumenten hur många sponsrade inlägg en influencer publicerar. Det handlar snarare om huruvida man följer personen eller inte gällande hur konsumenten tar emot det sponsrade materialet. / Social media has in recent years grown and become an integrated part of people's everyday lives. The growth in popularity of social media has resulted in many companies moving parts of their marketing efforts to these platforms in the hope of getting a wider and more committed audience. An effect of the increased interest in social media marketing has been to sponsor people who have large numbers of followers, also called influencers, on social media platforms such as Instagram, Twitter and Youtube. While sponsoring influencers is becoming more common, we also see that the influencer audience has begun to grow tired of the sponsored material. Earlier research on celebrity marketing has shown that there is a negative relationship between the amount of products that a celebrity endorses and the endorser's source credibility. Researchers also found that the consumer's purchase intention and brand attitude were negatively affected. Our study therefore aimed to investigate whether the same conclusions can be drawn for influencers. On the other hand, research shows that the consumer's relationship with celebrity may differ from the relationship to an influencer. Because consumers often experience that they have a relationship to the influencers that they follow on social media, this can affect the reduced source credibility that would otherwise occur when an influencer publishes a larger amount of sponsored content. Therefore, this study also aimed to investigate whether the consumer's purchase intention and attitude is influenced by the consumer following an influencer or not.In order to answer the purpose of the study, an online experiment was conducted. Participants in the study were randomized into one of two groups where they were exposed to different amounts of sponsored material. The experiment was completed with a survey and the groups were compared to see if the attitude towards the influencer, purchase intentions and brand attitude changed when the participant was exposed to a larger amount of sponsored material. The survey also enabled further analysis of how attitudes and intentions are affected by the consumer being a follower or not. The result showed that the number of sponsored posts published by an influencer does not affect the consumer's purchase intention, brand attitude or the source credibility of the influencer. However, the study found that an influencer's source credibility was affected by whether the consumer is a follower or non-follower, which in turn also affects the consumer's purchase intention and brand attitude. We also found that source credibility affects purchase intention and brand attitude in both cases. We can therefore conclude that it is less important for the consumer how many sponsored posts an influencer publishes. It is more about whether the consumer follows the influencer or not, than about how the consumer receives the sponsored material. The following thesis is written in Swedish.

Att företag använder sig av influencers som ett marknadsföringsverktyg på sociala medier blir allt vanligare att se. Precis som det engelska ursprungsordet influence betyder så handlar influencer marketing om att varumärken använder personer med stora nätverk av följare för att påverka andra konsumenter till varumärkeskännedom och köpbeslut. Syftet med denna studie är att undersöka hur varumärken använder sig utav influencers som ett marknadsföringsverktyg för att skapa trovärdighet genom samarbeten på sociala medier. Studien har undersökt vad det finns för möjligheter samt problem som denna typ av marknadsföringsverktyg kan innebära. För att undersöka frågeställningen har författarna intervjuat två medelstora influencers och två stora varumärken inom skönhet. Deras expertis och kunskap inom influencer marketing har bidragit till ett exceptionellt forskningsmaterial för denna studie. Slutsatsen visade på att varumärken som använder influencers som ett marknadsföringsverktyg gör det i syfte att stärka relationen till sina kunder, samtidigt som de vill öka sin varumärkeskännedom. Influencers som samarbetar med varumärken anser sig själva inspirera sina följare att prova nya varumärken, samtidigt som de ger en ärlig och rättvis recension. Detta sammanlänkar de tre delarna som ingår i marknadsföringsverktyget, vilket är influencer, mottagare och varumärke. / The fact that companies use influencers as a marketing tool on social media is becoming increasingly more common. Just as the English origin word influence means, influencer marketing is about brands using someone with a large number of followers and a power to affect and influence other consumers to brand awareness and purchasing decisions. The purpose of this study is to investigate how brands use influencers as a marketing tool to create credibility through collaborations on social media. The study will examine what opportunities there are as well as problems that this type of marketing tool can entail. To answer the research question, the authors have interviewed two medium-sized influencers and two major beauty brands. Their expertise and knowledge in influencer marketing have contributed to an exceptional research material for this study. The conclusion showed that brands that use influencers as a marketing tool do it, in order to strengthen the relationship with their customers, while at the same time increase their brand awareness. Influencers who work with brands consider themselves to inspire their followers to try new brands, while giving them an honest and fair review. This conclusion links the three parts included in the marketing tool, which are influencers, recipients and brands.

Social media, example Facebook, has made it possible for people to easily be a part of news sharing and to produce news. As a result of this, there are opportunities for each and everyone to influence and to be more involved in news dissemination but at the same time there are risks involved. It has been shown to be common for misinformation to spread through social media where it rapidly reaches a large group of people, which can result in a false image of reality. In this study theories about Uses and Gratifications and source credibility have been brought together for an analysis. The purpose was to investigate what our respondents thought about the benefits of an active audience when it comes to sharing news, but also to investigate the negative sides of news sharing and the risks that follow. The study presents various needs that are satisfied with news sharing on Facebook. With a focus on Facebook the study also presents opinions, behaviors and attitudes about source credibility and news sharing amongst young adults. Young adults have shown to be very active on social media where they also consume a lot of their news intake – which is why we selected this group of people in our study. To find out what young adults think about our subject previously mentioned, we formed focus groups of participants in the ages of 18-29 where they discussed questions about the subject. This study’s most significant finding is that news sharing on Facebook is mostly about satisfying a need of attention – a need to show other people that one has knowledge about recent news and a need to be confirmed by others, in example via comments. Another discovery is that the participants in this study mean that the only way to value sources on social media is to compare different sources with one another. But it was shown that other factors are also important when they value sources on social media. / Sociala medier, exempelvis Facebook har gjort det möjligt för allmänheten att på ett enkelt sätt vara med och bidra till nyhetsskapandet och nyhetsspridning. I och med detta finns det möjligheter för alla att påverka och vara delaktiga i nyhetsspridningen, men samtidigt medföljer även risker. Det har visat sig vara vanligt att falsk information sprids via sociala medier där den snabbt når ut till många människor, vilket kan ge en missvisande bild av verkligheten. I denna studie förs teorier om Uses and Gratifications samman med området källkritik, för att dels undersöka hur våra respondenter resonerar kring fördelar med att alla aktivt kan vara delaktiga i nyhetsspridningen och dels undersöka hur de resonerar kring de negativa sidorna, vilket området källkritik tar upp genom olika risker. Studien redogör för olika behov som uppfylls vid nyhetsspridning på Facebook samt vilka åsikter, beteenden och attityder unga vuxna har kring källkritik och nyhetsspridning på sociala medier, med fokus på Facebook. Varför just unga vuxna undersökts är eftersom den gruppen generellt är mycket aktiva på sociala medier och att de till stor del får reda på nyheter via exempelvis Facebook. För att få reda på hur unga vuxna resonerar kring ovanstående genomfördes fokusgrupper där deltagare mellan 18-29 år fick möjlighet att diskutera frågor kring ämnet. Utmärkande av resultatet i studien är att nyhetsspridning på Facebook till stor del handlar om att uppfylla ett behov av uppmärksamhet. Behov av att andra ska se att man har koll och behov av att få bekräftelse genom exempelvis kommentarer. En annan upptäckt är att deltagarna i studien menar att sättet de värderar källor på sociala medier är att jämföra informationen från olika källor, men däremot spelar flera andra faktorer roll även om deltagarna är mindre medvetna om dessa faktorer då de värderar trovärdigheten.

Nowadays rapid development of information and communication technologies induced changes in many spheres of society. Digital media gives an access to diverse information sources ensuring vast available information. However, it became more difficult to evaluate credibility of these sources and quality of information provided by them. Issues of source credibility and information quality are particularly important in the context of online shopping. Consumers have to rely on information provided by online retailers and other sources in order to make a right purchase decision. The purpose of this master thesis is to examine effects of source credibility and information quality on attitude toward using the information source and purchase intention. Previous research investigated these effects only for one information source, thus, this study addresses this gap by exploring three online information sources: retailer source, eWOM source and neutral source. Furthermore, the theoretical framework is applied to the context of online apparel shopping, as no similar studies have beenconducted in this area before. We have formulated the following research question: What kind of effects do source credibility and information quality have on attitude toward using information source and purchase intention of apparel products? We used Theory of Reasoned Action and Information Adoption Model to develop a conceptual model. Data was collected from a sample of 180 respondents, who completed the online survey. Empirical findings demonstrate that factors of source credibility such as trustworthiness, expertise and attractiveness have positive effects on the attitude toward using eWOM source, while only trustworthiness and expertise positively affect the attitude toward using neutral source. For eWOM and neutral source relationships between factors of information quality and the attitude toward using the information source were found insignificant. On the contrary, for retailer source only factors ofinformation quality, accuracy and relevance, show positive effects on the attitude toward using retailer source. For all three sources attitudes toward using the information source and subjective norms positively affect purchase intentions. This work contributes to the existing knowledge by examining three online information sources in one study, which enables to discover differences in effects of source credibility and information quality on the attitude toward using the information source and purchase intention among sources. Furthermore, this paper provides recommendations for practitioners regarding improvement of perceived credibility and information quality ofeach information source in order to increase the number of consumers willing to use the source during information search.