Sanal Etkileyiciler Aracılığıyla Sürdürülebilir Hikâye Anlatımı: Satın Alma Niyetini Şekillendirmede Yaşam Tarzı Uyumu ve Ayırt Ediciliğin Rolüne Dair Deneysel Bir Çalışma
DOI:
https://doi.org/10.63556/tisej.2026.1915Anahtar Kelimeler:
Sanal influencer- hikâye anlatımı- anlatı aktarımı- yaşam tarzı uyumu- sürdürülebilir satın alma- ayırt edicilikÖzet
Bu çalışma, sanal etkileyicilerin sürdürülebilir hikâye anlatımının, tüketicilerin sürdürülebilir ürünlere yönelik satın alma niyetlerini nasıl etkilediğini incelemektedir. Çalışma, anlatı aktarımı ve yaşam tarzı uyumu perspektiflerinden yola çıkarak, hikâye anlatımının satın alma niyetini doğrudan ve dolaylı olarak (algılanan yaşam tarzı uyumu ve ürün benzersizliği aracılığıyla) etkilediğini, sanal etkileyicilerin ayırt edici özelliklerinin ise moderatör görevi gördüğünü önermektedir. Çalışmada, hikâye anlatımı ile anlatı içermeyen manipülasyonları karşılaştıran denekler arası bir deneysel tasarım kullanılmıştır. 150 katılımcıdan toplanan anket verisi, önerilen ilişkileri test etmek amacıyla SPSS yazılımı ve PROCESS Macro kullanılarak analiz edilmiştir. Sonuçlar, sürdürülebilir hikâye anlatımına maruz kalmanın, hikâye içermeyen içeriğe kıyasla satın alma niyetini anlamlı şekilde artırdığını göstermektedir. Hikâye anlatımı, algılanan yaşam tarzı uyumu üzerinde de olumlu bir etki yaratmakta ve bu da algılanan ürün benzersizliğini artırmaktadır. Ancak, ürün benzersizliği satın alma niyetini doğrudan etkilememektedir. Koşullu dolaylı etki analizi ayrıca, yaşam tarzı uyumu yoluyla hikâye anlatımının satın alma niyetine dolaylı etkisinin, sanal etkileyici ayırt ediciliğinin orta ve yüksek seviyelerinde anlamlı olduğunu, ancak düşük seviyelerde anlamlı olmadığını ortaya koymaktadır. Bulgular, yaşam tarzı uyumunu sürdürülebilir hikâye anlatımına bağlayan temel mekanizma olarak tanımlayarak ve bu etkinin sanal etkileyicilerin ayırt ediciliğine bağlı olduğunu göstererek teorik katkı sağlamaktadır. Sürdürülebilirlik, hikâye anlatımı ve sanal etkileyiciler konularını koşullu dolaylı etki çerçevesi içinde birleştiren bu çalışma, hikâye ile ikna yönteminin etkili olabileceği koşullara ilişkin içgörü sağlamaktadır. Sonuçlar markaların, sanal etkileyici tasarımcılarının ve içerik stratejistlerinin ikna edici etkiyi güçlendirmek için iyi hazırlanmış sürdürülebilir yaşam tarzı anlatılarına vurgu yapmaları ve ayırt edici sanal etkileyici kişilikleri geliştirmeleri gerektiğini göstermektedir.
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