Human or virtual: How influencer type shapes brand attitudes

As social media has grown, firms have increasingly sought endorsements from social media influencers rather than traditional celebrity endorsements. Technological advancements in computer-generated imagery have led to the emergence of a particular new type of social media influencer: virtual influencers. Virtual influencers offer advantages over human influencers because they have no physical limitations and their images are more easily controlled. It remains to be seen, however, whether virtual influencers can be as effective as human influencers in generating a positive brand attitude. Five experimental studies (N = 1,734) reveal that virtual influencers are not as effective as their human counterparts. The underlying process driving this effect is the perceived lack of credibility of virtual influencers compared to their human counterparts, which, in turn, leads to a less positive attitude toward the brands that they endorse. This research, however, identifies a boundary condition: when virtual influencers use rational language (rather than emotional language) in their endorsements, the effect of influencer type on credibility perceptions of the influencers and attitude toward brands is eliminated.