18 - SCROLLING INTO DEBT: A QUALITATIVE STUDY ON SOCIAL MEDIA-INDUCED COMPULSIVE BUYING

Session: D09S009 - Technology and Consumers 1
AUTHORS:
Arora Astha (Central University of Karnataka ~ Karnataka ~ India)
Abstract text:
Modern consumer behavior has been altered by social media influencers, merging entertainment with marketing in ways that blur the lines of traditional definitions. This qualitative study concerns the hedonic consumption process by which purchase decisions are made mainly on emotional grounds and not from necessity, thus trying to delineate the role of influencers. While much of the existing research has examined the persuasive power of influencer marketing, this study goes deeper by focusing on the lived experiences of consumers to uncover the underlying psychological and behavioral drivers. Adopting a phenomenological approach, we conducted semi-structured interviews with 24 social media users (ages 18-35) who frequently engage with influencer content. The thematic analysis yielded three main learnings such as (1) Narrative Persuasion & Emotional Resonance, which refers to the storytellings of an influencer that evoke the feeling of authenticity and emotional ties; (2) Digital Peer Influence & Identity Formation, which indicates that users purchase based on the values and aesthetics of their aspirational online communities; and (3) Algorithmic Consumerism, which permits the widening of platform-driven recommendations and even more solidifies the interaction on consumption by hedonic patterns. These findings reveal that hedonic consumption is not just impulsive behavior because it has some strong affinity for the dimension of social identity, emotional belonging, and algorithmic influence. While they may create more engagement, they tend to create major concerns about consumer vulnerability and ethics in digital marketing. This study delves into developing ethical guidelines within influencer marketing, as well as increasing digital literacy for responsible consumption.