Influencer marketing has become increasingly popular in the last few years. This technique uses digital influencers who, due to their large number of followers, influence the consumption decisions of those who follow them. Grounded on Uses and Gratifications Theory, this study aims to understand the role of digital influencers on destination repurchase intentions. Data derived from an online survey was analyzed using Structural Equation Modeling (SEM). The results show that interactivity, convenience, and entertainment are important gratifications influencing the engagement with the influencer, with convenience having the strongest effect. Additionally, engagement positively influences attitude and repurchase intention. Attitude has a positive direct effect on repurchase intention, but also a mediating effect between engagement and repurchase intention. This study contributes to expanding the literature on influencer marketing, and the results obtained provide a better understanding of how consumers’ repurchasing decision process can be influenced by digital influencers, allowing content creators to create more effective marketing strategies.

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Digital Influencers in Tourism: How Instagrammers Affect Destination Repurchases with Millennials

  • Susana Santos,
  • Bernardo T. Chagas,
  • Catarina Sobreiras

摘要

Influencer marketing has become increasingly popular in the last few years. This technique uses digital influencers who, due to their large number of followers, influence the consumption decisions of those who follow them. Grounded on Uses and Gratifications Theory, this study aims to understand the role of digital influencers on destination repurchase intentions. Data derived from an online survey was analyzed using Structural Equation Modeling (SEM). The results show that interactivity, convenience, and entertainment are important gratifications influencing the engagement with the influencer, with convenience having the strongest effect. Additionally, engagement positively influences attitude and repurchase intention. Attitude has a positive direct effect on repurchase intention, but also a mediating effect between engagement and repurchase intention. This study contributes to expanding the literature on influencer marketing, and the results obtained provide a better understanding of how consumers’ repurchasing decision process can be influenced by digital influencers, allowing content creators to create more effective marketing strategies.