Datum:   2024-01-04 Nivå:    Kandidatuppsats i företagsekonomi, 15 hp Akademi:   Akademin för Ekonomi, Samhälle och Teknik, Mälardalens  Universitet.  Författare:   Danayit Yibrah   &   Mikaela Isacson                     (00/12/10)                 (99/02/26) Titel:    Influencer marketing inom hudvårdsbranschen Handledare:   Pejvak Oghazi Nyckelord:   Sociala medier, Influencer marketing, Attityd, Köpintention,  Interaktion, Förtroende. Forskningsfrågor:  Hur påverkar influencer marketing konsumenters attityd och köpintention gentemot hudvårdsprodukter?I vilken utsträckning påverkar influencer marketing konsumenters attityd och köpintention hos Gen Z i jämförelse med Gen X? Syfte:    Uppsatsen avser att undersöka hur influencer marketing påverkar  konsumenters attityd och köpintention gentemot hudvårdsprodukter samt analysera eventuella skillnader mellan Generation Z och Generation X. Metod:   Uppsatsen bygger på en kvantitativ metod med deduktiv ansats.  Empirisk data har samlats in via en enkätundersökning och  analyserats med hjälp av SPSS.  Slutsats:   Influencer marketing har en påverkan på konsumenters attityd och  köpintention. Gen Z påverkas i större utsträckning. Exponeringpåverkar interaktiv attityd och förtroendeingivande köpintention hos främst hos Gen Z. / Date:   2024-01-04 Level:   Bachelor thesis in Business Administration, 15 cr Institution:  School of Business, Society and Engineering, Mälardalens University Authors:   Mikaela Isacson     &     Danayit Yibrah                    (99/02/26)                       (00/12/10) Title:    Influencer marketing within the skincare industry Supervisor:   Pejvak Oghazi Keywords:  Social media, Influencer marketing, Attitude, Purchase  intention, Interaction, Trust. Research questions:  How does influencer marketing affect consumers' attitudes and purchase intention toward skincare products?To what extent does influencer marketing influence consumers' attitudes and purchase intention of Gen Z compared to Gen X? Purpose:   The essay intends to study how influencer marketing affects  consumers’ attitude and purchase intention toward skincare products, as well as analyze any differences in reception between Generation Z and Generation X. Method:   The study is based on a quantitative method with deductive approach.  Empirical data has been collected via a questionnaire survey and analyzed using SPSS.  Conclusion:   Influencer marketing has an impact on consumers’ attitude and  purchase intention. Gen Z is affected to a greater extent. Exposure influences interactive attitude and confidence-inspiring purchase intention among mainly Gen Z.

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Forskningsfrågor: 1. Hur påverkar den upplevda attraktiviteten hos influencers köpintentionen hos deras följare? 2. Vilka faktorer i relationen mellan influencers och konsumenter leder till en ökad upplevd attraktivitet hos influencers? Syfte: Syftet med uppsatsen är att undersöka och få en djupare förståelse för vad som påverkar influencers upplevda attraktivitet. Vidare kommer uppsatsen att undersöka vilka faktorer i konsumenters relation till influencers som leder till köp med attraktivitet i fokus. Följande faktorer som undersökts är attraktivitet, expertis, trovärdighet, community, autenticitet och köpintention. Genom att analysera dessa faktorer i relationer mellan konsumenter och influencers kan studien bidra med insikter som kan ligga till grund för framtida marknadsföringsstrategier. Metod: Studien har utgått från en kvantitativ undersökning där data har samlats in med hjälp av en enkätstudie med 355 respondenter. Vidare har data analyserats med hjälp av analysverktyget SPSS Statistics. I analysprogrammet har korrelationsanalyser, korstabuleringar, Cronbach’s reliabilitetsanalyser och regressionsanalyser genomförts för att tolka insamlad data.  Slutsats: Studien visar att det finns ett mycket signifikant och säkert positivt samband mellan attraktivitet och köpintention. Attraktivitet påverkas dessutom av expertis, trovärdighet, community och autenticitet. Kunder som känner attraktion till sin influencer i den mån att de har liknande intressen och värderingar kommer påverkas av marknadsföring från sin influencer på ett positivt sätt. Företag bör ha det i beaktning när de väljer influencers som ska marknadsföra deras varor. / Research questions: 1. How does the perceived attractiveness of influencers affect the purchase intention of their followers? 2. Which factors in the relationship between influencers and consumers lead to an increased perceived attractiveness of influencers? Purpose: The study aims to investigate and gain a deeper understanding of what affects the perceived attractiveness of influencers. Furthermore, the study will be researching which factors in the consumers' relationship with influencers lead to increased purchases intention, with attractiveness in focus. The following factors investigated are attractiveness, expertise, trustworthiness, community, authenticity and purchase intention. By analyzing these factors in relationships between consumers and influencers, the study can contribute with insights that can form the basis of future marketing strategies. Method: The study has been based on quantitative research where data has been collected using a questionnaire study with 355 respondents. Furthermore, the data has been analyzed using the analysis tool SPSS Statistics. In the analyses program, correlation analyses, cross-tabulations, Cronbach's reliability analyses and regression analyses have been carried out to interpret the collected data. Conclusion: The study shows that there is a very significant and certainly positive relationship between attractiveness and purchase intention. Attractiveness is also influenced by expertise, trustworthiness, community and authenticity. Customers who feel attraction to their influencer to the extent that they have similar interests and values will be affected by marketing from their influencer in a positive way. Companies should take this into consideration when choosing influencers to promote their products.

The current study investigated the role of social media influencers' credibility and followers' motivations in shaping consumer behavior among Saudi consumers, focusing on key aspects of influencers' credibility (expertise, trustworthiness, and attractiveness) and followers' (consumers) motivations (information, socialization, and entertainment). The current study developed a framework to investigate how social media influencers' credibility and followers' motivations impact consumer purchase intention and consumer behavior, using the theory of reasoned action (TRA). The study employed quantitative research methodology, utilizing the Qualtrics platform to distribute online surveys to collect data. The study sample was 416 Saudi consumers. The study proposed a framework to describe the phenomena. The relationships were tested using liner multiple regression. SPSS software was employed for analysis of data including the demographic characteristics of participants. The study's findings showed that in relation to the influencer's credibility, the factors of trustworthiness and attractiveness had a statically significant and positive direct impact on purchase intention. However, expertise had a statistically insignificant negative impact on purchase intention. The findings showed that all the investigated factors of follower motivations, which include information, socialization, and entertainment, were statically significant and had a direct positive impact on purchase intention. The study offers significant insights into the connection between social media marketing influencers and consumer behavior, insights ultimately beneficial in the areas of both academic research and practical implications. These findings will enable marketers to optimize their strategies and improve their effectiveness within the Saudi market.

Background: The traditional way of product promotion is no longer enough to attract the emerging consumer class; high-quality short video platforms have brought more business opportunities and dividends, providing a new channel for product marketing and promotion. The short video platform of TikTok has strong traffic attributes and intuitive product presentation, and many brands and merchants have shifted their product marketing and promotion positions here. However, brands and merchants lack a deep understanding of the internal mechanism of the influence of TikTok's short videos on the purchase intention of the consumer, cannot grasp the pain points of consumers' demand well, and lack attention to the online shopping experience of consumers. The existing researches mainly analyze the marketing strategies of short videos, and there are insufficient researches on consumers' purchase intention in the context of short videos on TikTok. Purpose: This thesis takes the consumer of TikTok short videos as the research object. Based on SOR theory, three main characteristics of TikTok short videos are selected as independent variables: entertainment, interactivity, and personalization. Meanwhile, social presence is introduced as the intermediary variable to explore the mechanism of influence of TikTok short videos' characteristics on consumers' purchase intention. Method: In this thesis, the questionnaire survey method was used to collect data, and 207 valid questionnaires were collected. Finally, SPSS26.0 statistical analysis software was used to process and analyze the data. Conclusion: The empirical results show that: (1) the entertainment, interactivity, and individuation of TikTok short videos have a positive impact on the purchase intention of the consumer; (2) TikTok short video entertainment, interactive, personalized positive impact on the consumer's sense of social presence; (3) Social presence plays a partial mediating role in the influence of entertainment, interactivity and personalization on purchase intention. According to the research conclusions, this thesis puts forward relevant suggestions for guiding enterprises to use short video platforms to carry out targeted and efficient precision marketing, stimulate the consumer's purchase intention, and maximize the use of short video as a differentiated marketing tool to cultivate their core competitiveness.

Bakgrund - En klar majoritet av EU-konsumenterna efterfrågar förbättrad information om hållbarhet inom klädindustrin. Samtidigt har forskning från Sveriges Konsumenter visat på svårigheter för konsumenter att upptäcka greenwashing och vilseledande marknadsföring. Greenwashing har därför blivit ett alltmer diskuterat ämne och väcker oro kring äkthet och hållbarhet inom klädindustrin. För att tackla problematiken med greenwashing kommer en ny lagstiftning från EU inkludera förbud mot falska hållbarhetspåståenden. Syfte - Studien har som syfte att undersöka hur unga svenska konsumenter reagerar på greenwashing, genom att undersöka attityder och beteenden inom klädindustrin, med särskild inriktning på greenwashing. Med hjälp av att analysera hur unga konsumenter reagerar på och påverkas av greenwashing, syftar studien till att ge insikter om hur detta påverkar attityder, köpintentioner och köpbeteende. I analysen av dessa tre faktorer är det även av intresse att studera om textilkunskap har en effekt på unga svenska konsumenters reaktion på greenwashing. Metod - För att uppnå studiens syfte har en kvantitativ metod, med deduktiv ansats använts. Data samlades in genom en enkätundersökning som resulterade i totalt 84 validerade svar från studenter på Högskolan i Borås. Därefter genomfördes statistiska analyser av datamaterialet. Slutsatser - De slutsatser som konstateras är att greenwashing leder till en negativ attityd gentemot företag hos unga svenska konsumenter. Greenwashing påverkar även lojalitet hos konsumenter, vilket påverkar köpintentioner negativt och orsakar ett förändrat konsumentbeteende hos konsumenter. Det kan vidare bekräftas att konsumenter värderar autenticitet inom marknadsföringsinsatser hos företag. De konsumenter som har ett intresse för hållbara produkter har också en högre medvetenhet om greenwashing. Studien kan vidare inte bekräfta att det finns signifikanta skillnader mellan studenter med textilrelaterad utbildning och de med en icke-textilrelaterad utbildning när det gäller effekten av greenwashing. Relevans - Vikten av unga svenska konsumenters reaktioner och beteenden gentemot greenwashing inom klädindustrin är av stor betydelse i ljuset av den ökande medvetenheten om hållbarhet och autenticitet. Genom att studera om det finns skillnader kring effekterna av greenwashing mellan studenter med en textilrelaterad utbildningsbakgrund och studenter med en icke-textilrelaterad utbildning kan vi analysera kunskapens roll i relation till greenwashing. Utifrån detta strävar studien efter att öka kunskapen och bidra med en djupare förståelse kring konsumentbeteende, för att utgöra ett underlag för aktörer inom industrin. Den här kandidatuppsatsen är skriven på svenska. / Background - A clear majority of EU consumers demand improved information on sustainability within the clothing industry. At the same time, research from Sveriges Konsumenter has shown difficulties for consumers in detecting greenwashing and misleading marketing. Therefore, greenwashing has become an increasingly discussed topic, raising concerns about authenticity and sustainability within the clothing industry. To address the issue of greenwashing, new legislation from the EU will include a ban on false sustainability claims. Purpose - The purpose of the study is to investigate how young Swedish consumers react to greenwashing by examining attitudes and behaviors within the clothing industry, with a specific focus on greenwashing. By analyzing how young consumers react to and are affected by greenwashing, the study aims to provide insights into how this affects attitudes, purchase intentions, and purchasing behavior. In the analysis of these three factors, it is also of interest to study whether textile knowledge has an effect on young Swedish consumers' reaction to greenwashing. Method - To achieve the study's purpose, a quantitative method with a deductive approach has been used. Data were collected through a survey resulting in a total of 84 validated responses from students at the University of Borås. Subsequently, statistical analyses of the data material were conducted. Findings - The conclusions drawn are that greenwashing leads to a negative attitude towards companies among young Swedish consumers. Greenwashing also affects consumer loyalty, negatively impacting purchase intentions and causing changes in consumer behavior. It can further be confirmed that consumers value authenticity in companies' marketing efforts. Consumers interested in sustainable products also have a higher awareness of greenwashing. The study cannot confirm significant differences between students with textile-related education backgrounds and those with non-textile-related education regarding the effect of greenwashing. Relevance - The importance of young Swedish consumers' reactions and behaviors towards greenwashing within the clothing industry is significant in light of the increasing awareness of sustainability and authenticity. By studying whether there are differences in the effects of greenwashing between students with textile-related educational backgrounds and those with non-textile-related education, we can analyze the role of knowledge in relation to greenwashing. Based on this, the study aims to increase knowledge and contribute to a deeper understanding of consumer behavior to provide a basis for industry stakeholders. This bachelor’s thesis is written in Swedish.

藉由部落格來經營線上社群的情形已久，但這幾年在部落格上出現一種新的敘事呈現方式，亦即藉由圖文形式，透過詼諧手法來分享生活瑣事或人生觀念，同時以版主(即部落格經營者與圖文創作者)所發起之創意、話題接龍來不斷擴展並豐富部落格上的內容。而藉由圖文角色的創造與自由免費下載，這些圖文流通在部分即時通訊軟體當中，提高了這些圖文角色的曝光度，同時也為版主帶來商機。版主透過哪些方式來經營線上社群，並將之導入商業運作，為本研究之動機。 因此本研究透過文獻整理，建立了線上品牌社群經營之探討層面，此層面包含了「部落格行銷特性」、「社群活動參與程度」、「活動實際認知與期待落差」等三個構面，同時納入「個人涉入度」與「購買意願」等構面，來探討這些構面之間的關係。然後針對回應於個案部落格上的各個成員進行問卷調查，再以因素分析進行構面修整等前測，之後正式發放問卷，回收有效問卷為364份，以SPSS套裝統計軟體進行典型相關分析，來探討構面之間的影響關係。 研究結果發現「部落格行銷特性」構面當中的「讀者針對性」為首要關鍵因素，而經由質化訪談資料分析指出，在此種類型部落格經營取向裡，「讀者針對性」為「資訊豐富性」、「互動性」的基礎。而「社群活動參與程度」亦為關鍵因素之一，尤其是活動的發起與舉辦手法，應透過詼諧趣味與簡單易懂的遊戲規則來進行，同時非實質商業性目的的活動佔大部分，此類活動的功能在於提高社群的參與感、認同與信任感；而商業性質的活動則應在部落格內容中佔較小篇幅，以避免社群成員的厭惡，畢竟此種圖文創作類型的部落格，是以非商業性質的圖文免費自由下載使用為基礎來經營的。而藉由上述的「部落格行銷特性」與「社群活動參與程度」來提升社群成員對於部落格的「個人涉入度」，進而提升社群成員對此品牌的產品之購買意願。 最後，社群成員的「活動實際認知與期待落差」沒有對於「個人涉入度」及「購買意願」造成影響。經由觀察個案部落格當中得知，因為目前所舉辦的活動相對來說較單純，並沒有營造出複雜且嚴謹的階級關係或制度，同時版主會以詼諧自嘲手法來降低社群成員對活動的期待，從而減少成員對於活動實際認知與期待之落差。 / There has been a new type of narration based on blog. That is, sharing trivial or thoughts of lives via interesting pictures with words, enriching content on the certain blog through sharing activities on gossips or ideas. The created characters expose through being used in certain instant message tool, which brought creator business. Based on literature review, the study built up an aspect to discuss managing on-line brand community, including blog marketing features, how much the community join activities. And we included personal involvement and purchase intention to discuss the relationships among these aspects. After processing questionnaires by factor analysis for pilot testing, then we retrieved 364 questionnaires for canonical correlation analysis to discuss the relationships among the aspects. In the outcome, it’s found that the relevancy on the blog for members is the most important one of the key success factors. Quantities’ data analysis indicated that the relevancy on the blog for members is the basis of information richness and interactivity. How much members join the activity is the key factor also, the way to announce the activity should be via interesting and easy rules; meanwhile, non-commercial determination activity takes major part. This kind of activity supposedly focuses on enhancing sense of joining, identification, and trust among members. By contrast, commercial determination activity should take minor part in content on the blog for fear of being excluded by given members since this kind of blog has been managed on the basis of non-commercially free downloading created characters. blogger could enhance the involvement by means of blog marketing features and how much members join the activity, then lift purchase intention of members toward the brand products. No effect has been made by gap of the awareness toward activity on personal involvement and purchase intention. Through observing the blog, it indicates that the activities held so far are relatively pure and easy, which means no complex and solid hierarchy has been set up in the activities; furthermore, blogger scales down members’ expectation of activities by using interesting and self-sarcastic approaches.

近十幾年來，消費者對於精品與珠寶的追求與擁有已不像過去，單純只是富有的象徵與富人的專屬附屬品，在行銷人豐富的包裝之下，精品與珠寶已成為生活品味與質感的代表，而天然寶石資源日趨減少，供需不平衡而產生的價格變動也使珠寶儼然成為近年來熱門的投資標的。本研究即以精品珠寶為主要研究目標，欲研究台灣精品珠寶市場之消費者行為。 本研究以大台北地區具有購買精品珠寶意願或實力之對象發放問卷，共回收有效問卷325份，並以此問卷結果進行人口統計變項與購買動機、訊息來源、評估準則、購買意願、風險知覺與購買行為之間的關係，並探討各變數之特質與各變數之間的關係與影響，最後以量化結果與質化訪談作為本研究對於精品珠寶市場之消費者行為行銷策略之建議。 本研究分析結果如下: 一、人口統計變項與購買動機、訊息來源、評估準則、購買意願、風險知覺與購買行為之間皆有不同構面的影響，且有些變項影響程度具有高低的差別。 二、精品珠寶之購買動機、訊息來源、評估準則與購買意願，以及購買意願與購買行為間皆有顯著相關性並具有顯著影響。 三、購買精品珠寶之風險知覺對於購買意願與購買行為不具有干擾效果。 四、最後以質化訪談加強上述量化分析結果並提出未來行銷策略建議。 關鍵詞：消費者行為、購買意願、知覺風險。 / For the last decades, the intesion of consumers’ pursue of the luxury goods and jewelry was not simply the symble of the richness like before. With all the emotional attachments the marketers creacted, luxury good and jewelry have represented the high class of living style. And also because the nature resources of gem is getting less and leass, the price raises based on the higher demand and less supply, which are also the reason why the jewelries have become the popular target to invest. The perpective of this study is to figuring out the customer behavior of the jewelry market. The questionnaires of this study were submitted to the potential customers of luxury jewelries in Taipei City. Total 325 effective copies were collected. And based on the questionnaires results, the connection between the purchase motivation, information source, evaluation, purchase intention, perceived risk and purchase behavior can be studied. Moreover, interviews with two jewelry brand managers to deeply disucss the future strategy. Keywords：Luxurious Jewelry, Consumer Behavior, Purchase Intention, Perceived Risk.

Brand awareness and its establishment among consumers has been a central theme in previous research on marketing as it is proven to indirectly induce purchase. It is thus seen as crucial for marketers to establish brand awareness. However, a research gap is apparent in regard to creating brand awareness among Generation Z. More specifically, this study focuses on which communication channel that is best suited for establishing brand awareness for this generational cohort. Hence, the purpose of this study is to explicitly analyse the linkage between these variables and provide a guideline for companies targeting Generation Z. To obtain a deeper understanding, previous research has been reviewed and an extensive data collection has been conducted including two methods; interviews and a survey to obtain empirical evidence and valuable insights. The qualitative data was of main focus with the quantitative data gave more of an overview. By combining and evaluating the empirical findings in relation to previous research and theory we could identify patterns and relationships that eventually led to the conclusion and final results of this thesis. The initial results concluded from this study underlined the importance of brand awareness since it was the first step for the purpose of inducing purchases. In addition, the results also highlight the importance of building upon brand awareness to establish brand liking as it will provide for the increase of purchase intention. For establishing brand awareness when targeting Generation Z, Instagram is a means of preference and should be considered as part of a mix of various communication channels in using integrated marketing communications.

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.