ISO 9001:2015

INTERNATIONAL JOURNAL OF ADVANCED RESEARCH IN COMMERCE, MANAGEMENT & SOCIAL SCIENCE (IJARCMSS) [ Vol. 9 | No. 2 (II) | April - June, 2026 ]

Influencer Marketing and Purchase Intention among Indian Women Consumers: A Conceptual Framework

Dr. Anita Maheshwari

Social media platforms have fundamentally transformed the landscape of brand communication in India, giving rise to influencer marketing as one of the most powerful and rapidly growing forms of digital advertising. With India's influencer marketing industry projected to reach INR 3,375 crore by 2026 (INCA-GroupM, 2023), the need for academically rigorous research examining influencer marketing dynamics in the Indian context has become increasingly imperative. Among the various demographic segments engaging with influencer content in India, urban women consumers represent a particularly significant yet under researched group — digitally active, aspirationally oriented, and increasingly empowered as primary decision-makers across fashion, beauty, health, wellness, and financial product categories. This conceptual paper proposes a theoretically grounded framework examining the impact of influencer credibility on the purchase intention of digitally active Indian women consumers, with trust and brand credibility functioning as dual parallel mediating variables. Influencer credibility which is operationalized across three dimensions of expertise, trustworthiness, and attractiveness, is positioned as the primary independent variable in the framework. Trust, defined as the willingness to rely on an influencer's recommendations based on the expectation of positive outcomes, is proposed as the first mediating variable. Brand credibility, defined as the believability of a brand's product position information, is proposed as the second mediating variable. Purchase intention, defined as an individual's conscious willingness to purchase a specific product or brand, constitutes the dependent variable. A structured review of fifteen empirical and conceptual studies identifies three critical gaps in the extant literature. On the basis of this review and the seven theoretical frameworks, seven testable hypotheses are developed.The framework contributes theoretically by integrating seven complementary theories into a unified model tailored to the Indian women consumer context, and practically by providing actionable insights for brand managers and marketing strategists targeting this commercially significant demographic.

Maheshwari, A. (2026). Influencer Marketing and Purchase Intention among Indian Women Consumers: A Conceptual Framework. International Journal of Advanced Research in Commerce, Management & Social Science, 09(02(II)), 62?70. https://doi.org/10.62823/IJARCMSS/9.2(II).8965
  1. Ajzen, I. (1991). The theory of planned behavior. Organizational Behavior and Human Decision Processes, 50(2), 179–211.
  2. Aw, E. C. X., & Labrecque, L. I. (2020). Celebrity endorsement in social media contexts: Understanding the role of parasocial interactions and the need to belong. Journal of Consumer Marketing, 37(7), 895–908.
  3. Chopra, A., Avhad, V., & Jaju, S. (2021). Influencer marketing: An exploratory study to identify antecedents of consumer behavior of millennials. Business Perspectives and Research, 9(1), 77–91.
  4. De Veirman, M., Cauberghe, V., & Hudders, L. (2017). Marketing through Instagram influencers: The impact of number of followers and product divergence on brand attitude. International Journal of Advertising, 36(5), 798–828.
  5. Djafarova, E., & Rushworth, C. (2017). Exploring the credibility of online celebrities' Instagram profiles in influencing the purchase decisions of young female users. Computers in Human Behavior, 68, 1–7.
  6. Erdem, T., & Swait, J. (2004). Brand credibility, brand consideration, and choice. Journal of Consumer Research, 31(1), 191–198.
  7. Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7(2), 117–140.
  8. Gefen, D., Karahanna, E., & Straub, D. W. (2003). Trust and TAM in online shopping: An integrated model. MIS Quarterly, 27(1), 51–90.
  9. Hofstede, G. (1984). Culture's consequences: International differences in work-related values. Sage Publications.
  10. Horton, D., & Wohl, R. R. (1956). Mass communication and para-social interaction. Psychiatry, 19(3), 215–229.
  11. Hudders, L., De Jans, S., & De Veirman, M. (2021). The commercialisation of social media stars: A literature review and conceptual framework on the strategic use of social media influencers. International Journal of Advertising, 40(3), 327–351.
  12. INCA-GroupM. (2023). India influencer marketing report 2023. GroupM India.
  13. Kantar. (2022). India social media consumer behavior report 2022. Kantar Insights.
  14. Katz, E., Blumler, J. G., & Gurevitch, M. (1973). Uses and gratifications research. Public Opinion Quarterly, 37(4), 509–523.
  15. Ki, C. W. C., Cuevas, L. M., Chong, S. M., & Lim, H. (2020). Influencer marketing: Social media influencers as human brands attaching to followers and yielding positive marketing results by fulfilling needs. Journal of Retailing and Consumer Services, 55, 102133.
  16. Kumar, A., & Nanda, A. (2022). Social media and consumer purchase behavior in India. Journal of Retailing and Consumer Services, 58, 102346.
  17. Lou, C., & Yuan, S. (2019). Influencer marketing: How message value and credibility affect consumer trust of branded content on social media. Journal of Interactive Advertising, 19(1), 58–73.
  18. McCracken, G. (1989). Who is the celebrity endorser? Cultural foundations of the endorsement process. Journal of Consumer Research, 16(3), 310–321.
  19. Ohanian, R. (1990). Construction and validation of a scale to measure celebrity endorsers' perceived expertise, trustworthiness, and attractiveness. Journal of Advertising, 19(3), 39–52.
  20. Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral routes to attitude change. Springer.
  21. Reinikainen, H., Munnukka, J., Maity, D., & Luoma-aho, V. (2020). 'You really are a great big sister' — Parasocial relationships, credibility, and the moderating role of audience comments in influencer marketing. Journal of Marketing Management, 36(3–4), 279–298.
  22. Schouten, A. P., Janssen, L., & Verspaget, M. (2020). Celebrity vs. influencer endorsements in advertising: The role of identification, credibility, and product-endorser fit. International Journal of Advertising, 39(2), 258–281.
  23. Singh, S., & Singh, N. (2022). Instagram influencers and gender-specific purchase behavior in India. Journal of Business Research, 145, 402–415.
  24. Sokolova, K., & Kefi, H. (2020). Instagram and YouTube bloggers promote it, why should I buy? How credibility and parasocial interaction influence purchase intentions. Journal of Retailing and Consumer Services, 53, 101742.
  25. Statista. (2023). Instagram user statistics India 2023. Statista Research Department.
  26. TRAI. (2023). Telecom subscription data report. Telecom Regulatory Authority of India.
  27. Trivedi, J., & Sama, R. (2020). The effect of influencer marketing on consumers' brand admiration and online purchase intentions: An emerging market perspective. Journal of Internet Commerce, 19(1), 103–124.
  28. Vrontis, D., Makrides, A., Christofi, M., & Thrassou, A. (2021). Social media influencer marketing: A systematic review, integrative framework and future research agenda. International Journal of Consumer Studies, 45(4), 617–644.

DOI:

Article DOI: https://doi.org/10.62823/IJARCMSS/9.2(II).8965

DOI URL: https://doi.org/1https://doi.org/10.62823/IJARCMSS/9.2(II).8965


Download Full Paper:

Download