How does the influencers' country of origin affect online brand advocacy among young consumers?

Abstract

Purpose Marketers increasingly use social media influencers to appeal to young consumers. This study aims to investigate the impact of the influencers’ country of origin (COO) on young customers' online brand advocacy (OBA). It also tests the mediating effects of trustworthiness and perceived homophily on these relationships. Design/methodology/approach Data were obtained from 197 Generation Z (Gen-Z) consumers of skin care products living in Trinidad and Tobago, using a quasi-experimental study and online self-administered questionnaires. The data were analyzed using confirmatory factor analysis, analysis of covariance and multiple regression analysis. Findings The findings support the role of an influencer's COO on young consumers' OBA and the mediating effects of influencers' trustworthiness and perceived homophily. The findings show that local influencers have a more substantial effect on OBA for Gen-Z customers. In addition, results show that both variables of trustworthiness and perceived homophily mediate the influencer’s COO and OBA relationship. The findings also show that local influencers benefit from higher levels of trustworthiness and greater perceived homophily than foreign ones. Originality/value The study fills the gap in the marketing literature by understanding how an influencer’s extrinsic characteristics, such as country of origin, can affect the marketing outcome of OBA among Gen-Z consumers in a small developing country. It also demonstrates the importance of perceived homophily and trustworthiness between influencers and audiences for marketing success.