Student or educator? Sign up with your school email and get 6 months of Pro free.
CoChat
Sign Up
Cited by 465

The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.

Influencer advertising on social media: The multiple inference model on influencer-product congruence and sponsorship disclosure

Kim, Do Yuon, Kim, Hye-Young·2021·Journal of Business Research
DOI 10.1016/j.jbusres.2020.02.020
Open this paper in CoChat — free account

Abstract

Abstract This study investigates the effects of influencer advertising attributes on consumer responses via multiple motive inference processing. Influencer-product congruence and sponsorship disclosure are manipulated as independent variables. In so doing, this study examines whether social media users infer two types of motives (Affective vs. Calculative) of the influencer derived from perceived congruence (High vs. Low) and sponsorship disclosure (Presence vs. Absence). Results suggest that influencer-product congruence can be used to enhance product attitude and reduce advertising recognition by generating a higher affective motive inference. Sponsorship disclosure can also affect product attitude in a serial mediation of calculative motive inference and advertising recognition. The multiple motive inference model explained the dual processing of influencer advertising by attributing to the prior persuasion knowledge and situational characteristics simultaneously. The findings discussed theoretical and managerial implications on native advertising on social media.

Overview

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Integrity signals

Registry

Crossref · 10.1016/j.jbusres.2020.02.020

Cites

7 of 7 references verified0 citation errors · 0 not checkable

Statistics

Verification

Claims the paper makes

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Self-check

Percentages, sums and reported differences re-computed from the paper’s own numbers.

The self-check needs the paper’s full text.

Citations

Cites

Show all 7 references

Research works printed but not linked: 41

  1. Allen, 1990, The measurement and antecedents of affective, continuance and normative commitment to the organization, Journal of Occupational Psychology, 63, 1, 10.1111/j.2044-8325.1990.tb00506.x · DOI · Paper page
  2. Baker, 1977, The impact of physically attractive models on advertising evaluations, Journal of Marketing Research, 14, 538, 10.1177/002224377701400411 · DOI · Paper page
  3. Boerman, 2012, Sponsorship disclosure: effects of duration on persuasion knowledge and brand responses, Journal of Communication, 62, 1047, 10.1111/j.1460-2466.2012.01677.x · DOI · Paper page
  4. Boerman, 2015, How audience and disclosure characteristics influence memory of sponsorship disclosures, International Journal of Advertising, 34, 576, 10.1080/02650487.2015.1009347 · DOI
  5. Breves, 2019, The perceived fit between instagram influencers and the endorsed brand: how influencer-brand fit affects source credibility and persuasive effectiveness, Journal of Advertising Research, 59, 440, 10.2501/JAR-2019-030 · DOI · Paper page
  6. Campbell, 2018, The role of a companion banner and sponsorship transparency in recognizing and evaluating article-style native advertising, Journal of Interactive Marketing, 43, 17, 10.1016/j.intmar.2018.02.002 · DOI
  7. Chatterjee, 2011, Drivers of new product recommending and referral behaviour on social network sites, International Journal of Advertising, 30, 77, 10.2501/IJA-30-1-077-101 · DOI
  8. Conill, 2016, Camouflaging church as state: An exploratory study of journalism’s native advertising, Journalism Studies, 17, 904, 10.1080/1461670X.2016.1165138 · DOI
  9. Cornwell, 2001, The value of winning in motorsports: Sponsorship-linked marketing, Journal of Advertising Research, 41, 17, 10.2501/jar-41-1-17-31 · DOI
  10. Cramer, H. (2015). Effects of ad quality & content-relevance on perceived content quality. In Proceedings of the 33rd annual ACM conference on human factors in computing systems (pp. 2231–2234). ACM. · DOI
  11. Dick, 1990, Memory-based inferences during consumer choice, Journal of Consumer Research, 17, 82, 10.1086/208539 · DOI · Paper page
  12. Evans, 2017, Disclosing Instagram influencer advertising: The effects of disclosure language on advertising recognition, attitudes, and behavioral intent, Journal of Interactive Advertising, 38, 1
  13. Evans, 2019, How sponsorship transparency mitigates negative effects of advertising recognition, International Journal of Advertising, 1
  14. Fleck, 2012, Celebrities in advertising: Looking for congruence or likability?, Psychology & Marketing, 29, 651, 10.1002/mar.20551 · DOI · Paper page
  15. Hunt, 1998, Targeting advertising age, Supplement OnlineMedia, 69, 38
  16. Jansen, 2006, An examination of searcher's perceptions of nonsponsored and sponsored links during ecommerce Web searching, Journal of the Association for Information Science and Technology, 57, 1949
  17. Jin, 2014, Following celebrities’ tweets about brands: the impact of twitter-based electronic word-of-mouth on consumers’ source credibility perception, buying intention, and social identification with celebrities, Journal of Advertising, 43, 181, 10.1080/00913367.2013.827606 · DOI · Paper page
  18. Kamins, 1990, An investigation into the “match-up” hypothesis in celebrity advertising: When beauty may be only skin deep, Journal of Advertising, 19, 4, 10.1080/00913367.1990.10673175 · DOI · Paper page
  19. Kamins, 1994, Congruence between spokesperson and product type: A matchup hypothesis perspective, Psychology & Marketing, 11, 569, 10.1002/mar.4220110605 · DOI · Paper page
  20. Kim, 2017, Product type and spokespersons in native advertising-the role of congruency and acceptance, Journal of Interactive Advertising, 17, 109, 10.1080/15252019.2017.1399838 · DOI
  21. Kim, 2014, “Brand Followers’ retweeting behavior on twitter: how brand relationships influence brand electronic word-of-mouth, Computers in Human Behavior, 37, 18, 10.1016/j.chb.2014.04.020 · DOI · Paper page
  22. Lee, 2016, ‘YouTube Vloggers’ Influence on consumer luxury brand perceptions and intentions, Journal of Business Research, 69, 5753, 10.1016/j.jbusres.2016.04.171 · DOI · Paper page
  23. Lithium (2016). 74 Percent of Digital Natives Tired of Brands Shouting at Them. Harris Poll Study. Retrieved from https://www.lithium.com/company/news-room/press-releases/2016/lithium-74-percent-of-digital-natives-tired-of-brands-shouting-at-them.
  24. Menon, 2003, Corporate sponsorships of philanthropic activities: When do they impact perception of sponsor brand?, Journal of Consumer Psychology, 13, 316, 10.1207/S15327663JCP1303_12 · DOI · Paper page
  25. Misra, 1990, Celebrity spokesperson and brand congruence: An assessment of recall and affect, Journal of Business Research, 21, 159, 10.1016/0148-2963(90)90050-N · DOI · Paper page
  26. Olson, 2011, Explaining and articulating the fit construct in sponsorship, Journal of Advertising, 40, 57, 10.2753/JOA0091-3367400104 · DOI
  27. Pappu, 2014, Corporate sponsorship as an image platform: Understanding the roles of relationship fit and sponsor–sponsee similarity, Journal of the Academy of Marketing Science, 42, 490, 10.1007/s11747-014-0373-x · DOI
  28. Reeder, 2009, Mindreading: Judgments about intentionality and motives in dispositional inference, Psychological Inquiry, 20, 1, 10.1080/10478400802615744 · DOI
  29. Reeder, 2004, Dispositional attribution: Multiple inferences about motive-related traits, Journal of Personality and Social Psychology, 86, 530, 10.1037/0022-3514.86.4.530 · DOI
  30. Rifon, 2004, Congruence effects in sponsorship: The mediating role of sponsor credibility and consumer attributions of sponsor motive, Journal of Advertising, 33, 30, 10.1080/00913367.2004.10639151 · DOI · Paper page
  31. Rodgers, 2003, The effects of sponsor relevance on consumer reactions to internet sponsorships, Journal of Advertising, 32, 67, 10.1080/00913367.2003.10639141 · DOI · Paper page
  32. Schouten, 2019, Celebrity vs. Influencer endorsements in advertising: The role of identification, credibility, and Product-Endorser fit, International Journal of Advertising, 1
  33. Silvera, 2004, Factors predicting the effectiveness of celebrity endorsement advertisements, European Journal of Marketing, 38, 1509, 10.1108/03090560410560218 · DOI · Paper page
  34. Speed, 2000, Determinants of sports sponsorship response, Journal of the Academy of Marketing Science, 28, 226, 10.1177/0092070300282004 · DOI · Paper page
  35. Till, 2000, The match-up hypothesis: Physical attractiveness, expertise, and the role of fit on brand attitude, purchase intent and brand beliefs, Journal of Advertising, 29, 1, 10.1080/00913367.2000.10673613 · DOI · Paper page
  36. Van Reijmersdal, 2016, Effects of disclosing sponsored content in blogs: How the use of resistance strategies mediates effects on persuasion, American Behavioral Scientist, 60, 1458, 10.1177/0002764216660141 · DOI · Paper page
  37. Williams, 2004, When consumers do not recognize “benign” intention questions as persuasion attempts, Journal of Consumer Research, 31, 540, 10.1086/425088 · DOI
  38. Woisetschläger, 2017, Inferring corporate motives: How deal characteristics shape sponsorship perceptions, Journal of Marketing, 81, 121, 10.1509/jm.16.0082 · DOI
  39. Wojdynski, 2016, Going native: Effects of disclosure position and language on the recognition and evaluation of online native advertising, Journal of Advertising, 45, 157, 10.1080/00913367.2015.1115380 · DOI · Paper page
  40. Wojdynski, 2018, Measuring sponsorship transparency in the age of native advertising, Journal of Consumer Affairs, 52, 115, 10.1111/joca.12144 · DOI
  41. Zdravkovic, 2012, Enhancing brand image via sponsorship: Strength of association effects, International Journal of Advertising, 31, 113, 10.2501/IJA-31-1-113-132 · DOI

Cited by

See all 465

Metadata

Authors
Kim, D. Y., & Kim, H.-Y.
Venue
Journal of Business Research
Publisher
Elsevier BV
Published
2021-06
Volume
130
Pages
405-415
ISSN
0148-2963 (ISSN-L)
DOI
10.1016/j.jbusres.2020.02.020
OpenAlex
W3008374096
Cited by
465
References
7
FWCI
67.42
Type
journal article
Language
en
Open access
closed
Licence
  • www.elsevier.com/tdm/userlicense/1.0/ (tdm)
  • www.elsevier.com/legal/tdmrep-license (tdm)

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

How to cite

Cite CoChat for the checks on this page, and the paper for its own findings.

This page
CoChat. (2026). Citation check: Influencer advertising on social media: The multiple inference model on influencer-product congruence and sponsorship disclosure. https://app.cochat.ai/papers/10.1016/j.jbusres.2020.02.020
The paper
Kim, D. Y., & Kim, H.-Y. (2021). Influencer advertising on social media: The multiple inference model on influencer-product congruence and sponsorship disclosure. Journal of Business Research. https://doi.org/10.1016/j.jbusres.2020.02.020

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.