影响力营销
责备
归属
心理干预
因果关系(物理学)
社会心理学
广告
心理学
应用心理学
业务
营销
精神科
物理
量子力学
关系营销
市场营销管理
标识
DOI:10.1145/3505284.3529962
摘要
A growing number of computer-generated virtual influencers are being used as alternatives to human endorsers in brand advertising. Because these virtual influencers are not real people, who gets the credit when the endorsement succeeds? And who takes the blame when they fail? In this study, we investigated how and to what extent consumers attribute responsibility to virtual influencers, as well as the behind-the-scenes human interventions (i.e., influencer company, endorsed brand) based on an internal versus external causality for endorsement failure and success—and how their attributions differ compared to human influencer cases. We also examined consumers’ attitudes and behavioral intentions toward influencers and endorsed brands under the given situations. We conducted a 2 (type of influencer: human versus virtual) × 2 (endorsement outcome: success versus failure) × 2 (locus of causality: influencer versus brand) between-subjects online experiment. The results showed that virtual influencers were attributed less blame for an endorsement failure caused by an influencer's misbehavior than human influencers. However, virtual influencers’ companies and endorsed brands were attributed significantly more responsibilities than their human counterparts. Finally, we discuss the theoretical and practical implications in this paper.
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