Impact of fashion influencers on consumers' purchase intentions: theory of planned behaviour and mediation of attitude

Abstract

Purpose

The purpose of this study is to examine the impact of fashion influencer measures on consumers' purchase intentions and the mediation of attitudes to understand the phenomenon of influencer marketing in the backdrop of the fashion industry.

Design/methodology/approach

The present study employs a conceptual model based on extended theory of planned behaviour (TPB) with added perceived trust. Data were collected from 341 participants from different regions of the country and analysed using direct path analysis and mediation technique.

Findings

The study found that attitudes toward fashion influencers are positively influenced by perceived trust, subjective norms and perceived behavioural control. However, perceived behavioural control is not directly related to purchasing intents in the research model. The results confirmed that attitudes have a positive association with purchase intentions both directly and indirectly (partially mediation).

Research limitations/implications

The study advocates market practitioners and advertisers to acknowledge the increasing importance of influencer marketing and the promotion of their fashion offerings in the setting of emerging fashion industry.

Originality/value

The present study adds crucial value to enhance the understanding of fashion influencer marketing in the Indian context. This research offers several insights into the continually growing knowledge domain of influencer marketing by predicting the direct relationships with purchase intents and the mediation of attitudes.

Citation

Tiwari, A., Kumar, A., Kant, R. and Jaiswal, D. (2024), "Impact of fashion influencers on consumers' purchase intentions: theory of planned behaviour and mediation of attitude", Journal of Fashion Marketing and Management, Vol. 28 No. 2, pp. 209-225. https://doi.org/10.1108/JFMM-11-2022-0253