Virtual influencers going head-to-head with human influencers: the impact of influencer type on trust perceptions of endorsement

Abstract

Purpose

This study aims to explore how the extensive implementation of virtual influencers (VIs) in the hospitality and tourism industry shapes tourists’ trust perceptions. Specifically, it compares the differences between human influencers (HIs) and VIs based on mind perception theory and outlines the strategies for hospitality and tourism marketers to efficiently adopt influencers to enhance customers’ trust in diversified consumption contexts.

Design/methodology/approach

Three experiments were conducted with online panels (n = 799). Study 1 outlines the anticipated focal effect and the mediating role of perceived experience. Study 2 replicates the effect and investigates its downstream consequences. Study 3 examines the moderating effect of product type.

Findings

The results reveal that customers are more likely to distrust VIs than their human counterparts because the former is thought to possess a lower degree of perceived experience. This effect is more prominent in the endorsement of experiential (versus functional) products and services.

Originality/value

This research advances the understanding of how tourists perceive HIs andVIs differently in social media endorsement, enriching the growing literature on VIs. Hospitality marketers can also gain insights into the advantages and limitations of VIs, providing valuable information to optimize their marketing effectiveness.

Citation

Liu, X.(S)., Wan, L.C. and Mattila, A.S. (2025), "Virtual influencers going head-to-head with human influencers: the impact of influencer type on trust perceptions of endorsement", International Journal of Contemporary Hospitality Management, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/IJCHM-06-2024-0886