نوع مقاله : مقاله پژوهشی
نویسندگان
1 دانشجوی دکتری، گروه گردشگری، دانشکده گردشگری، دانشگاه علم و فرهنگ، تهران، ایران.
2 دانشیار، گروه گردشگری، دانشکده گردشگری، دانشگاه علم و فرهنگ، تهران، ایران.
چکیده
کلیدواژه‌ها
موضوعات
عنوان مقاله [English]
نویسندگان [English]
Objective
The rapid expansion of social media platforms has revolutionized communication, transforming these digital spaces into powerful tools for shaping public opinion and consumer behavior. Within this evolving landscape, social media influencers have emerged as pivotal figures in guiding consumer choices, particularly in the tourism sector. Their ability to engage large audiences through authentic and relatable content has positioned them as key drivers of travel-related decisions. This study aims to investigate the critical factors through which social media influencers impact tourists’ decision-making processes, with a specific focus on their role in shaping travel preferences, destination choices, and overall tourist behavior. By exploring the interplay of influencer characteristics, content strategies, and audience dynamics, this research seeks to provide a comprehensive understanding of how influencers contribute to tourism marketing and decision-making. The study also aims to offer actionable insights for tourism stakeholders to optimize influencer-driven strategies in an increasingly digital world.
Research Methodology
To achieve the research objectives, this study adopts a descriptive-survey methodology, combining qualitative and analytical approaches to ensure a robust exploration of the topic. A purposive sampling technique was employed to select ten tourism experts for in-depth interviews. These experts, chosen non-randomly based on their extensive knowledge and experience in the tourism industry, provided specialized insights into the role of influencers in tourism marketing. The interviews focused on identifying key factors that influence tourists’ decision-making, such as content quality, audience engagement, and trust-building mechanisms. Data collected from these interviews were analyzed using the fuzzy cognitive mapping (FCM) technique, facilitated by FCMapper software. FCM allowed for the modeling of complex relationships and influences among variables, providing a visual and analytical representation of how various factors interact within the influencer ecosystem. Additionally, social network analysis was conducted using UCinet software to map the interconnectedness of these factors and assess their relative importance within the network. This dual-method approach enabled a comprehensive examination of both qualitative insights from expert interviews and quantitative network dynamics, ensuring a holistic understanding of the role of influencers in tourism.
Findings
The analysis identified several key factors through which social media influencers impact tourists’ decision-making processes, with three emerging as the most influential based on their high centrality in the social network analysis:
Audience Understanding: Influencers’ ability to comprehend and align with the needs, interests, and preferences of their followers is critical. This factor ensures that content resonates with the audience, making it more likely to influence travel choices.
High-Quality Content: The production of visually appealing, informative, and engaging content significantly enhances an influencer’s impact. High-quality content, including compelling visuals and storytelling, attracts and retains audience attention, thereby shaping perceptions of destinations.
Trust Based on Experience: Credibility, built through authentic experiences and transparent communication, fosters trust among followers, making influencers’ recommendations more persuasive.
These factors collectively underscore the importance of relevance, quality, and authenticity in influencer-driven tourism marketing. The FCM analysis further revealed the dynamic interplay between these factors, highlighting how they reinforce each other to amplify influencers’ impact on tourists’ decisions. For instance, trust enhances the effectiveness of high-quality content, while audience understanding ensures that content is tailored to specific preferences, creating a feedback loop that strengthens influence.
Discussion & Conclusion
This study highlights the transformative role of social media influencers in the tourism industry, emphasizing their growing significance in an era dominated by digital technologies and social media platforms. Influencers are not merely content creators but strategic actors who shape tourists’ attitudes, preferences, and behaviors through targeted communication. The findings underscore the centrality of audience understanding, high-quality content, and trust in driving effective influencer campaigns. As tourists increasingly rely on social media for travel inspiration and decision-making, the strategic importance of influencers in tourism marketing becomes undeniable. Tourism stakeholders, including destination marketers and policymakers, must recognize and leverage these key factors to enhance destination appeal and competitiveness. By collaborating with influencers who excel in understanding their audience, producing compelling content, and fostering trust, stakeholders can create impactful marketing strategies that resonate with modern travelers. This study also calls for further research to explore the long-term effects of influencer marketing on destination sustainability and the role of emerging technologies, such as artificial intelligence, in enhancing influencer-driven tourism campaigns. Ultimately, the findings provide a roadmap for harnessing the power of social media influencers to drive sustainable and effective tourism growth.
کلیدواژه‌ها [English]
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