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Gil, IAuthorGaldón-Salvador, JlCorresponding Author

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October 11, 2024
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Article

The New Game of Online Marketing: How Social Media Influencers Drive Online Repurchase Intentions Through Brand Trust and Customer Brand Engagement

Publicated to: Intangible Capital. 20 (1): 103-125 - 2024-01-01 20(1), DOI: 10.3926/ic.2515

Authors:

Tarabieh, Saeed; Gil, Ignacio; Galdon-Salvador, Jose Luis; Alfraihat, Sakher Faisal Ahmad
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Affiliations

Mutah Univ, Sch Business - Author
Mutah Univ, Sch Business, Mkt Dept - Author
Univ Politecn Valencia - Author
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Abstract

Purpose: This study examines the impact of social media influencers (SMIs) on online repurchase intentions through brand trust and customer engagement in the cosmetics sector. Design/methodology/approach: The study framework and hypotheses in this paper were tested using a questionnaire survey approach, with the consumer as the unit of analysis. The study's main target was individuals who purchase cosmetics products through social media platforms. Questionnaire items were created using a measurement scale employed in an earlier study. A Likert scale of seven points, ranging from 1 to 7, was used to grade the questionnaire items. Responses ranged from strong disagreement to strong agreement. Findings: In general, this study revealed that social media influencers have a significant positive direct impact on brand trust, customer brand engagement, and online repurchase intentions. Moreover, social media influencers were the most vital determinant of online repurchase intention, followed by brand trust and customer brand engagement. Moreover, customer brand engagement had a significant positive impact on brand trust. Additionally, brand trust and customer brand engagement impacted significantly and positively on online repurchase intention. The mediation analysis results found that customer brand engagement did not mediate the positive impact of social media influencers on online repurchase intention. Furthermore, it was found that brand trust mediated the positive impact of social media influencers on online repurchase intentions. This study is among the first to offer empirical evidence to demonstrate that social media influencers act as a route to online repurchase intention through brand trust and customer brand engagement. Research limitations/implications: This study has several limitations. The first one is that it was only conducted in one country. Using samples from a single country (Jordan) may produce culture-specific findings that are difficult to generalise across other settings. The second limitation of this study is related to the target population. In this study, researchers surveyed individuals who purchased cosmetics products through social media platforms. Practical implications: As the use of social media rises, social media influencers have an ever-greater impact on customers' online purchase and repurchase intentions, as customers deem influencers to be ideal role models they aim to imitate. Originality/value: The study is highly valuable for marketing strategies, as social media influencers have a powerful impact on effective marketing strategies.
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Keywords

Brand trust (bt)Customer brand engagement (cbe)FollowersImpactOnline repurchase intention (orpi)SatisfactionSocial media influencers (smis)Validation

Quality index

Bibliometric impact. Analysis of the contribution and dissemination channel

The work has been published in the journal Intangible Capital due to its progression and the good impact it has achieved in recent years, according to the agency Dialnet (Dialnet Métricas). In the year of publication of the work, 2024 there are still no calculated indicators, but in 2023, thus managing to position itself as a Q1 (Primer Cuartil).

Notably, the journal is positioned in the Quartile Q4 for the agency WoS (JCR), in the category Management, in the Quartile Q3 for the agency Scopus (SJR), in the category Education, classified as B in other national agencies such as CIRC, classified as C by the agency AGUAR.

Independientemente del impacto esperado determinado por el canal de difusión, es importante destacar el impacto real observado de la propia aportación.

Según las diferentes agencias de indexación, el número de citas acumuladas por esta publicación hasta la fecha 2026-04-05:

  • WoS: 8
  • Scopus: 12
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Impact and social visibility

From the perspective of influence or social adoption, and based on metrics associated with mentions and interactions provided by agencies specializing in calculating the so-called "Alternative or Social Metrics," we can highlight as of 2026-04-05:

  • The use of this contribution in bookmarks, code forks, additions to favorite lists for recurrent reading, as well as general views, indicates that someone is using the publication as a basis for their current work. This may be a notable indicator of future more formal and academic citations. This claim is supported by the result of the "Capture" indicator, which yields a total of: 314 (PlumX).

With a more dissemination-oriented intent and targeting more general audiences, we can observe other more global scores such as:

    It is essential to present evidence supporting full alignment with institutional principles and guidelines on Open Science and the Conservation and Dissemination of Intellectual Heritage. A clear example of this is:

    • The work has been submitted to a journal whose editorial policy allows open Open Access publication.
    • Assignment of a Handle/URN as an identifier within the deposit in the Institutional Repository: http://hdl.handle.net/2117/407766
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    Leadership analysis of institutional authors

    This work has been carried out with international collaboration, specifically with researchers from: Jordan.

    the author responsible for correspondence tasks has been Galdón Salvador, José Luis.

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    Project objectives

    Los objetivos perseguidos en esta aportación se centran en analizar el impacto de los influencers en redes sociales sobre las intenciones de recompra online en el sector cosmético. Se pretende evaluar la influencia directa de los influencers en la confianza hacia la marca y el compromiso del cliente con la marca. Además, se busca determinar la relación entre el compromiso del cliente y la confianza en la marca. También se aspira a examinar el efecto mediador de la confianza en la marca en la relación entre influencers y la intención de recompra. Finalmente, se pretende identificar la relevancia relativa de los influencers, la confianza y el compromiso en la intención de recompra online.
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    Most relevant results

    Los resultados más relevantes del estudio evidencian que los influencers en redes sociales tienen un impacto positivo y significativo en la confianza hacia la marca, el compromiso del cliente con la marca y la intención de recompra online. En primer lugar, los influencers sociales fueron el determinante más importante de la intención de recompra online, seguidos por la confianza en la marca y el compromiso del cliente. En segundo lugar, el compromiso del cliente mostró un efecto positivo significativo sobre la confianza en la marca. En tercer lugar, tanto la confianza en la marca como el compromiso del cliente influyeron positivamente en la intención de recompra online. Finalmente, se identificó que la confianza en la marca medió la influencia positiva de los influencers en la intención de recompra, mientras que el compromiso del cliente no ejerció un efecto mediador.
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