IDEAS home Printed from https://ideas.repec.org/a/gam/jsusta/v14y2022i19p12323-d927648.html
   My bibliography  Save this article

The Influence of the Credibility of Social Media Influencers SMIs on the Consumers’ Purchase Intentions: Evidence from Saudi Arabia

Author

Listed:
  • Hashed Mabkhot

    (Department of Management, College of Business Administration, King Faisal University, Al-Ahsa 31982, Saudi Arabia)

  • Normalisa Md Isa

    (Department of Marketing, School of Business Management, University Utara Malaysia, Sintok 06010, Malaysia)

  • Ammar Mabkhot

    (Department of Marketing, School of Business Management, University Utara Malaysia, Sintok 06010, Malaysia)

Abstract

In recent years, influencers on social media platforms have received substantial attention during the COVID-19 pandemic. Influencers impact consumer purchase intentions, and credibility plays a mediating role in the link between these variables. A survey was conducted in the Eastern Region of Saudi Arabia with 312 respondents, and partial least squares (PLS-SEM) were used for data analysis. The findings indicate that a significant link was identified between SMIs and purchase intentions, and credibility was determined to play a mediating role between these variables. Furthermore, the findings contribute to understanding customer behavior. The paper discusses the implications and opportunities for the future research.

Suggested Citation

  • Hashed Mabkhot & Normalisa Md Isa & Ammar Mabkhot, 2022. "The Influence of the Credibility of Social Media Influencers SMIs on the Consumers’ Purchase Intentions: Evidence from Saudi Arabia," Sustainability, MDPI, vol. 14(19), pages 1-15, September.
    • Handle: RePEc:gam:jsusta:v:14:y:2022:i:19:p:12323-:d:927648
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/2071-1050/14/19/12323/pdf
    Download Restriction: no
    File URL: https://www.mdpi.com/2071-1050/14/19/12323/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Weismueller, Jason & Harrigan, Paul & Wang, Shasha & Soutar, Geoffrey N., 2020. "Influencer endorsements: How advertising disclosure and source credibility affect consumer purchase intention on social media," Australasian marketing journal, Elsevier, vol. 28(4), pages 160-170.
    2. Ismagilova, Elvira & Slade, Emma & Rana, Nripendra P. & Dwivedi, Yogesh K., 2020. "The effect of characteristics of source credibility on consumer behaviour: A meta-analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    3. Muhammad Hasnain Abbas Naqvi & Yushi Jiang & Miao Miao & Mishal Hasnain Naqvi, 2020. "The effect of social influence, trust, and entertainment value on social media use: Evidence from Pakistan," Cogent Business & Management, Taylor & Francis Journals, vol. 7(1), pages 1723825-172, January.
    4. Ardy Wibowo & Shih-Chih Chen & Uraiporn Wiangin & Yin Ma & Athapol Ruangkanjanases, 2020. "Customer Behavior as an Outcome of Social Media Marketing: The Role of Social Media Marketing Activity and Customer Experience," Sustainability, MDPI, vol. 13(1), pages 1-18, December.
    5. Kim, Do Yuon & Kim, Hye-Young, 2021. "Trust me, trust me not: A nuanced view of influencer marketing on social media," Journal of Business Research, Elsevier, vol. 134(C), pages 223-232.
    6. Akawut Jansom & Siwarit Pongsakornrungsilp, 2021. "How Instagram Influencers Affect the Value Perception of Thai Millennial Followers and Purchasing Intention of Luxury Fashion for Sustainable Marketing," Sustainability, MDPI, vol. 13(15), pages 1-19, July.
    7. Joseph F. Hair & G. Tomas M. Hult & Christian M. Ringle & Marko Sarstedt & Kai Oliver Thiele, 2017. "Mirror, mirror on the wall: a comparative evaluation of composite-based structural equation modeling methods," Journal of the Academy of Marketing Science, Springer, vol. 45(5), pages 616-632, September.
    8. Evelina Francisco & Nadira Fardos & Aakash Bhatt & Gulhan Bizel, 2021. "Impact of the COVID-19 Pandemic on Instagram and Influencer Marketing," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 13(2), pages 1-20, June.
    9. Adibfar, Alireza & Gulhare, Siddhartha & Srinivasan, Siva & Costin, Aaron, 2022. "Analysis and modeling of changes in online shopping behavior due to Covid-19 pandemic: A Florida case study," Transport Policy, Elsevier, vol. 126(C), pages 162-176.
    10. Bu, Yi & Parkinson, Joy & Thaichon, Park, 2022. "Influencer marketing: Homophily, customer value co-creation behaviour and purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Sultan Alaswad Alenazi & Tawfeeq Mohammed Alanazi, 2023. "The Mediating Role of Sustainable Dynamic Capabilities in the Effect of Social Customer Relationship Management on Sustainable Competitive Advantage: A Study on SMEs in Saudi Arabia," Sustainability, MDPI, vol. 15(3), pages 1-12, January.
    2. Bo-Chiuan Su & Li-Wei Wu & Ji-Ping Wu, 2022. "Exploring the Characteristics of YouTubers and Their Influence on Viewers’ Purchase Intention: A Viewers’ Pseudo-Social Interaction Perspective," Sustainability, MDPI, vol. 15(1), pages 1-30, December.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Sardar, Sainaz & Tata, Sai Vijay & Sarkar, Subhro, 2024. "Examining the influence of source factors and content characteristics of influencers' post on consumer engagement and purchase intention: A moderated analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    2. Gong, Heming & Bian, Xuemei & Zheng, Chundong, 2024. "Leveraging celebrities with inconsistent attractiveness and credibility for charitable endorsement: A cue diagnosticity perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    3. Mohammed Arshad Khan & Faisal Alhathal & Shahid Alam & Syed Mohd Minhaj, 2023. "Importance of Social Networking Sites and Determining Its Impact on Brand Image and Online Shopping: An Empirical Study," Sustainability, MDPI, vol. 15(6), pages 1-22, March.
    4. Alboqami, Hassan, 2023. "Trust me, I'm an influencer! - Causal recipes for customer trust in artificial intelligence influencers in the retail industry," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    5. Shamim, Komal & Azam, Muhammad & Islam, Tahir, 2024. "How do social media influencers induce the urge to buy impulsively? Social commerce context," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
    6. Ooi, Keng-Boon & Lee, Voon-Hsien & Hew, Jun-Jie & Leong, Lai-Ying & Tan, Garry Wei-Han & Lim, Ai-Fen, 2023. "Social media influencers: An effective marketing approach?," Journal of Business Research, Elsevier, vol. 160(C).
    7. Xiao Liu & Xiaoyong Zheng, 2024. "The persuasive power of social media influencers in brand credibility and purchase intention," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-12, December.
    8. Wong, Amy & Wei, Joicey, 2023. "Persuasive cues and reciprocal behaviors in influencer-follower relationships: The mediating role of influencer defense," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    9. Alcántara-Pilar, Juan Miguel & Rodriguez-López, María Eugenia & Kalinić, Zoran & Liébana-Cabanillas, Francisco, 2024. "From likes to loyalty: Exploring the impact of influencer credibility on purchase intentions in TikTok," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    10. Hsieh, Jung-Kuei, 2023. "The impact of influencers' multi-SNS use on followers’ behavioral intentions: An integration of cue consistency theory and social identity theory," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    11. Filieri, Raffaele & Acikgoz, Fulya & Du, Hao, 2023. "Electronic word-of-mouth from video bloggers: The role of content quality and source homophily across hedonic and utilitarian products," Journal of Business Research, Elsevier, vol. 160(C).
    12. Ting Chi & Olabisi Adesanya & Hang Liu & Rebecca Anderson & Zihui Zhao, 2023. "Renting than Buying Apparel: U.S. Consumer Collaborative Consumption for Sustainability," Sustainability, MDPI, vol. 15(6), pages 1-16, March.
    13. Ashish Kumar & Muskaan Arora & Monika Saini, 2023. "Influence of mathematics on the academic performance of mechanical engineering students: a PLS-SEM approach," International Journal of System Assurance Engineering and Management, Springer;The Society for Reliability, Engineering Quality and Operations Management (SREQOM),India, and Division of Operation and Maintenance, Lulea University of Technology, Sweden, vol. 14(1), pages 367-376, February.
    14. Keen, Christian & Lescop, Denis & Sanchez-Famoso, Valeriano, 2022. "Does coopetition support SMEs in turbulent contexts?," Economics Letters, Elsevier, vol. 218(C).
    15. Wang, Siqi & Cheah, Jun-Hwa & Lim, Xin-Jean & Leong, Yee Choy & Choo, Wei Chong, 2022. "Thanks COVID-19, I'll reconsider my purchase: Can fear appeal reduce online shopping cart abandonment?," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    16. Chen, Xia & Miraz, Mahadi Hasan & Gazi, Md. Abu Issa & Rahaman, Md. Atikur & Habib, Md. Mamun & Hossain, Abu Ishaque, 2022. "Factors affecting cryptocurrency adoption in digital business transactions: The mediating role of customer satisfaction," Technology in Society, Elsevier, vol. 70(C).
    17. Salgado, Stéphane & Hemonnet-Goujot, Aurelie & Henard, David H. & de Barnier, Virginie, 2020. "The dynamics of innovation contest experience: An integrated framework from the customer’s perspective," Journal of Business Research, Elsevier, vol. 117(C), pages 29-43.
    18. José Roberto Frega & Alex Antonio Ferraresi & Carlos Olavo Quandt & Claudimar Pereira da Veiga, 2018. "Relationships Among Knowledge Management, Organisational Innovativeness and Performance: Covariance-Based Versus Partial Least-Squares Structural Equation Modelling," Journal of Information & Knowledge Management (JIKM), World Scientific Publishing Co. Pte. Ltd., vol. 17(01), pages 1-19, March.
    19. Rodríguez-López, María Eugenia & Higueras-Castillo, Elena & Rojas-Lamorena, Álvaro J. & Alcántara-Pilar, Juan Miguel, 2024. "The future of TV-shopping: predicting user purchase intention through an extended technology acceptance model," Technological Forecasting and Social Change, Elsevier, vol. 198(C).
    20. Lussier, Bruno & Philp, Matthew & Hartmann, Nathaniel N. & Wieland, Heiko, 2021. "Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support," Journal of Business Research, Elsevier, vol. 124(C), pages 112-125.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:gam:jsusta:v:14:y:2022:i:19:p:12323-:d:927648. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.