‘Meat’ the influencers: Crafting authentic endorsements that drive willingness to buy cultured meat

Abstract

Cultured meat is a promising substitute for regular meat, but its introduction faces challenges and expected consumer resistance. While some studies investigate how communication strategies and advertising appeals can address these concerns, the role of social media influencers in promoting cultured meat adoption remains yet to be explored. Across two online experimental studies involving 752 participants recruited from Prolific, this research investigates how influencer type (micro- vs. mega-influencer) affects consumers' willingness to buy cultured meat. Study 1 reveals that consumers are more willing to buy cultured meat when it is endorsed by micro- rather than mega-influencers. Further, perceived endorsement authenticity mediates this effect such that micro-influencers endorsements are perceived as more authentic than those of mega-influencers. Study 2 demonstrates that these effects are moderated by influencer expertise and type of meat, where micro-influencers with health (but not fashion) expertise have a more pronounced impact on increasing willingness to purchase cultured meat (but not regular meat). This research provides theoretical insights into how consumers perceive influencer endorsements for cultured meat. These findings aim to enhance consumer acceptance of cultured meat while offering actionable guidance for practitioners on promoting cultured meat brands on social media.