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Date:2021-11-04

Indexed by:Journal Article

Date of Publication:2021-02-02

Journal:INTERNATIONAL JOURNAL OF INFORMATION MANAGEMENT

Volume:54

ISSN:0268-4012

Key Words:Digital influencer; Stickiness; Parasocial relationships; Wishful identification; Revenue model

Abstract:The ability of digital influencers to convert their followers into paying customers relies heavily on the followers' "stickiness", a topic that has not been adequately investigated in the existing literature. From a psychological perspective, this study develops a theoretical model of followers' stickiness. Two forms of followers' psychological responses to digital influencers are jointly considered: wishful identification and parasocial relationships. This study also categorizes and examines the moderating effects exerted by the genres of digital influencers' revenue models, which represent a vital contextual factor for forming followers' stickiness. A survey was conducted on Weibo, the Chinese equivalent to Twitter, with a sample of 319 followers of real digital influencers that are using different genres of revenue models. The findings indicate that both wishful identification and parasocial relationships have significant but different impacts on followers' stickiness in different genres of influencers' revenue models. This paper enriches our understanding of the phenomenon of followers' stickiness toward digital influencers and provides practical guidance for digital influencers and social commerce/media platform providers.