TY - GEN
T1 - Social Media Presence Impacts AI Influencer’s Endorsement
T2 - International Conference on Marketing and Technologies, ICMarkTech 2023
AU - Wang, Sharon Xiao
AU - Xue, Jin
AU - Liu, Matthew Tingchi
AU - Loi, Hoi Ngan
N1 - Publisher Copyright:
© The Author(s), under exclusive license to Springer Nature Singapore Pte Ltd. 2024.
PY - 2024
Y1 - 2024
N2 - With the rapid development and adoption of artificial intelligence (AI), the emergence of AI-generated influencers has surged in the public sphere. The current paper aims to investigate the endorsement effectiveness of AI influencers by exploring the psychological mechanism underlying the characteristics of AI influencers and consumers’ purchase intention. About 500 samples were collected from China through an online survey to (1) measure the multidimensional scale of social media presence, fantasy, attitude towards the endorser, and purchase intention; and (2) test the relationships among these variables. The results show that social media presence exerted positive and significant effects on purchase intention, fantasy, and attitude towards the endorser. Additionally, fantasy positively correlated with purchase intention and attitude towards the endorser. Furthermore, attitude towards the endorser positively influenced purchase intention. This paper explains the underlying reasons for consumers fantasizing about AI influencers for multiple gratifications on social media. It is based on the Uses and Gratifications Theory (UGT) as the internal psychological mechanism for determining the effectiveness of AI influencers’ endorsement, rather than solely relying on interpersonal social interaction as explained by para-social interaction. This approach offers a new perspective on AI influencer endorsement and its future study. This paper presents a new theoretical basis and key findings for AI influencer endorsements in addition to providing significant management guidance on AI influencer incubation and AI influencer endorsement selection for marketers. Moreover, the conclusions from this study serve as valuable references for policymakers in shaping regulations related to AI-driven advertisements, promotions, and campaigns.
AB - With the rapid development and adoption of artificial intelligence (AI), the emergence of AI-generated influencers has surged in the public sphere. The current paper aims to investigate the endorsement effectiveness of AI influencers by exploring the psychological mechanism underlying the characteristics of AI influencers and consumers’ purchase intention. About 500 samples were collected from China through an online survey to (1) measure the multidimensional scale of social media presence, fantasy, attitude towards the endorser, and purchase intention; and (2) test the relationships among these variables. The results show that social media presence exerted positive and significant effects on purchase intention, fantasy, and attitude towards the endorser. Additionally, fantasy positively correlated with purchase intention and attitude towards the endorser. Furthermore, attitude towards the endorser positively influenced purchase intention. This paper explains the underlying reasons for consumers fantasizing about AI influencers for multiple gratifications on social media. It is based on the Uses and Gratifications Theory (UGT) as the internal psychological mechanism for determining the effectiveness of AI influencers’ endorsement, rather than solely relying on interpersonal social interaction as explained by para-social interaction. This approach offers a new perspective on AI influencer endorsement and its future study. This paper presents a new theoretical basis and key findings for AI influencer endorsements in addition to providing significant management guidance on AI influencer incubation and AI influencer endorsement selection for marketers. Moreover, the conclusions from this study serve as valuable references for policymakers in shaping regulations related to AI-driven advertisements, promotions, and campaigns.
KW - AI influencer endorsement
KW - Artificial intelligence
KW - Fantasy
KW - Social media presence
KW - UGT
UR - http://www.scopus.com/inward/record.url?scp=85196817763&partnerID=8YFLogxK
U2 - 10.1007/978-981-97-1552-7_1
DO - 10.1007/978-981-97-1552-7_1
M3 - Conference contribution
AN - SCOPUS:85196817763
SN - 9789819715510
T3 - Smart Innovation, Systems and Technologies
SP - 3
EP - 17
BT - Marketing and Smart Technologies - Proceedings of ICMarkTech 2023
A2 - Reis, José Luís
A2 - Santos, José Paulo Marques dos
A2 - Zelený, Jiří
A2 - Gavurová, Beáta
PB - Springer Science and Business Media Deutschland GmbH
Y2 - 30 November 2023 through 2 December 2023
ER -