Advances in Consumer Research
Issue 4 : 412-420
Original Article
Digital Word-of-Mouth: Measuring the Influence of Micro-Influencers on Buying Behavior
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1
Associate Professor, Department of Business Administration, S.S Jain Subodh P.G. College, Jaipur
2
Associate Professor, Department of BBA, S.S Jain Subodh P. G. College, Jaipur
3
Professor, Department of Management, S.S. Jain Subodh Management Institute, Jaipur
Abstract

The rapid expansion of social media platforms has revolutionized traditional marketing paradigms, giving rise to a new form of consumer persuasion: digital word-of-mouth (eWOM). Within this landscape, micro-influencers—individuals with a modest but highly engaged following—have emerged as powerful voices capable of shaping consumer attitudes and purchase decisions. This paper explores the measurable impact of micro-influencers on consumer buying behavior, focusing on how their perceived authenticity, credibility, and relatability enhance trust and engagement. Drawing from an extensive body of interdisciplinary literature, the paper synthesizes key findings from marketing, psychology, and communication studies to assess the mechanisms through which micro-influencers exert influence. Unlike traditional celebrities or macro-influencers, micro-influencers often maintain closer interactions with their followers, fostering a sense of community and personalized communication that significantly affects brand perception and purchase intent. The review also investigates the metrics commonly used to evaluate micro-influencer effectiveness, including engagement rates, sentiment analysis, and conversion tracking. Furthermore, it examines emerging trends such as influencer-brand alignment, the role of niche content, and consumer skepticism in digital endorsements. By consolidating current insights, this paper provides a comprehensive understanding of how micro-influencers shape digital consumer journeys, highlighting practical implications for marketers aiming to leverage eWOM strategically. The findings underscore the importance of authenticity and trust in digital spaces and suggest directions for future research to better quantify and optimize micro-influencer campaigns. This study ultimately positions micro-influencers as key agents in the evolving landscape of consumer influence, offering both theoretical contributions and actionable insights for academia and industry alike.

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