The bad-influencer effect: Indulgence undermines social connection

Abstract

This research tested the “bad influencer” effect, whereby consumers are less willing to connect with people on social media who post about their indulgence (vs. self-control) with respect to the goals valued by those consumers. We present six studies that test the bad-influencer effect across multiple domains involving indulgence (vs. self-control): eating indulgent (vs. healthy) foods, spending time mindlessly (vs. mindfully), and using profane (vs. proper) language. Our findings show consumers are less willing to connect with people whose social media posts appear indulgent (vs. self-controlled) because they believe such posters will more negatively influence their own valued goals (i.e., interpersonal instrumentality expectations). We further identify two theoretically derived moderators of the bad-influencer effect: goal commitment amplifies the effect, whereas goal suppression attenuates the effect. Finally, we show that willingness to connect (WTC) has downstream consequences for consumers’ receptivity to word-of-mouth (WOM) recommendations made by posters. Our research suggests that content creators and marketing managers seeking to maximize connections should avoid sharing content that appears indulgent with respect to their target audience’s goals.