Pathways to persuasion
The impact of social media influencers’ self-disclosure and follower size on persuasion outcomes
Bibliographic Data
| ID | 7477113 |
|---|---|
| Authors | Nicole Kashian (0000-0003-0822-0983, Florida International University, corresponding author) |
| Year | 2024 |
| Volume | 28 |
| Issue | 2 |
| Pages | 549-566 |
| Publication date | 2024-11-18 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | New Media & Society (JOURNAL) |
| Journal identifiers | ISSN: 1461-4448 • E-ISSN: 1461-7315 |
| Publisher | SAGE Publishing (PUBLISHER • US) |
| DOI | 10.1177/14614448241293143 |
| OpenAlex | W4404460591 |
| Language | EN |
| Citations received | 2 |
| References cited | 42 |
A 2 (influencer type: nano with 5000 followers vs mega with 1.1 million followers) × 2 (influencer self-disclosure: low depth vs high depth) between-subjects online experiment tested the different pathways social media influencers take to achieve persuasion outcomes in one model. Participants viewed an Instagram influencer’s profile page with either 5000 or 1.1 million followers, and a post from the influencer with either low or high depth self-disclosure. Participants then answered questions regarding social attraction, parasocial relationship, perceived expertise, persuasion outcomes, covariates, and demographic information. Results showed three serial pathways facilitate persuasion: two pathways through self-disclosure depth by way of social attraction and parasocial relationship development and another pathway through follower size by way of perceived expertise. This research advances understanding of the influencing process by using theory and empirical precedent to derive and test an integrated model of the influencing process
Advertising · Business · Influencer marketing · Persuasion · Social media · World Wide Web · Computer Science · Digital Marketing and Social Media · Impact of Technology on Adolescents · Media Influence and Health · Psychology · Social Psychology · Marketing
Construction and Validation of a Scale to Measure Celebrity Endorsers' Perceived Expertise, Trustworthiness, and Attractiveness
The measurement of interpersonal attraction
The Persuasiveness of Source Credibility
Measuring Attitude toward the Brand and Purchase Intentions
A Theory of Heuristic and Systematic Information Processing
Antecedents and Effects of Parasocial Relationships
Twenty-Five Years of Social Media
The appeal of “real” in parasocial interaction
The commercialization of social media stars
Managing the Transparency Paradox Of Social-Media Influencer Disclosures
Public Intimacy
Social and Heuristic Approaches to Credibility Evaluation Online
The effects of the standardized instagram disclosure for micro- and meso-influencers
The function of self-disclosure on social network sites
Digital Media, Youth, and Credibility
Following Celebrities’ Tweets About Brands
Computer-Mediated Communication in Personal Relationships
Reducing Resistance
Communication and persuasion
Self-disclosure and liking
Masspersonal communication
Toward a Theory of Entertainment Persuasion
Theorizing Development of Parasocial Engagement
Examining Four Processes of Audience Involvement With Media Personae
Marketing through Instagram influencers
Heuristic versus systematic information processing and the use of source versus message cues in persuasion
Principles and Practice of Structural Equation Modeling
Revealing Family Secrets
Boosting Health Campaign Reach and Engagement Through Use of Social Media Influencers and Memes
Generalizability in Communication Research
Loneliness, Parasocial Interaction, and Local Television News Viewing
| Unique citing works | 2 |
|---|---|
| Citations per year | 2 |
| Citation span | 2025 - 2026 (2) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 2 |