The role of influencer marketing in the rapid rise of Nusr-et: the cognitive response theory

Purpose This research examines the factors that affect business owner influencers' success in growing their businesses and making them a brand in line with the principles of the cognitive response theory (CRT). Design/methodology/approach This research examined the perceived uniqueness and originality of the posts on Nusr-et’s Instagram account as external information; information credibility was examined as a cognitive response, and desire was taken as a cognitive response and intention. Partial least squares structural equation modeling (PLS-SEM) was used in the analysis of the data. Findings According to the research findings, perceived uniqueness and originality were found to have positively affected information credibility and cognitive response, while cognitive response factors were also found to have positively affected desire. In addition, cognitive response factors were found to have mediated the effect of external information factors on desire. All these results reveal the significant accuracy of the model developed based on the CRT. In addition, age and gender variables were found to have had moderating roles. Based on the research findings, original suggestions for restaurant enterprises have been presented to help them gain a competitive advantage. Practical implications This study has found that the posts shared by business owner influencers have affected their followers in their desire to eat in the promoted restaurants and therefore, entrepreneurs and owners of the food and beverage industry should give importance to the preparation of social media content that could directly affect customers for visit to their restaurants and regularly post such contents in their social media accounts. Originality/value This research has been one of the first research papers using a model to reveal the reasons for behavioral intention in the field of hospitality based on the CRT.