Influencer marketing: Homophily, customer value co-creation behaviour and purchase intention

Given the rise in influencer marketing on social media, this paper explores how homophily between influencers and their audiences affects customer value co-creation behaviour, resulting in increased expected brand value and purchase intention. A sample of 910 respondents from the United States completed an online investigation. The results indicate that homophily positively influences customer value co-creation behaviour as well as positively correlates with expected brand value and purchase intention. Customer value co-creation behaviour plays a multi-mediating role. Para-social relationship moderates the relationship between homophily and customer participation behaviour. Overall, this study encourages further research on value co-creation in influencer marketing and can constitute a valuable reference for marketing practitioners and influencers.

Automated summary

This paper examines how homophily between influencers and their audiences affects customer value co-creation behavior, leading to increased expected brand value and purchase intention. The study finds that homophily has a positive influence on customer value co-creation behavior and is positively correlated with expected brand value and purchase intention. Customer value co-creation behavior plays a multi-mediating role, and the para-social relationship moderates the relationship between homophily and customer participation behavior.