Valet av ett köp! : En studie om konsumenters köpbeteende i samband med influencer marketing.

Detta är en Kandidat-uppsats från Uppsala universitet/Företagsekonomiska institutionen

Sammanfattning: The purpose of this study is to investigate how attitude and credibility have an impact on consumers' buying behavior in connection with influencer marketing. Thus, the study aims to investigate which of the phenomena influencer marketing and WoM are reported to affect consumers' buying behavior to the highest degree. To investigate the study and answer the questions, this study has been based on a non-probability sample in the form of a purposive sample since a few predestined criteria were used in the selection of respondents. Furthermore, this study is based on a semi-structured interview because the interviews have taken place according to specific themes that have been addressed. These themes are attitude, credibility, and word-of-mouth (WoM) which are also used in the theoretical framework of the study.   The results of the study have shown that a positive attitude has a significant impact on consumers' buying behavior. The recommendations that influencers make are more genuine than the marketing posts that they present on social media. A positive attitude leads consumers to be inclined to buy what the influencer recommends or marketing. As a result, it has been shown that a negative attitude can reduce consumers' credibility towards influencers and affect their purchase decisions. Based on the results, it has emerged that credibility affects consumers' buying behavior. The credibility of the influencers decreases when they market a product / service, as consumers believe that they do so for financial reasons. It is important that the influencers convey the information in a unique way and show that they use the marketed product / service afterwards to generate credibility. It can be stated that scandals that the influencers are involved in, partly affect consumers' credibility towards them because consumers do not have a direct relationship with the influencer. The study has thus shown that consumers have greater confidence in their surroundings than influencers because they do not receive any payment when they recommend a product / service. But also, because consumers have a personal relationship with their friends and family. It has also emerged that consumers have greater confidence in influencers than those around them. However, it depends on whether the influencer is knowledgeable and educated in what he/she presents on social media.

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