RESEARCH SHOWS MICRO-INFLUENCERSHAVE MORE IMPACT THAN AVERAGE CONSUMERS
Nationwide study sheds new light on the importanceof this emerging influencer marketing channel.

The status of influencer marketing
Many marketers today are interested in influencer marketing. Yet,
there isn't a strong view of how to measure influence or understandhow experts and other types of consumers influence others.
The growing importance of influencer marketing has led marketers
to openly question exactly how impactful word of mouth is whencoming from different types of consumers. Dr. Jonah Berger,
marketing professor at the Wharton School of the University ofPennsylvania and author of the bestselling book Contagious: WhyThings Catch On, and Keller Fay Group, the leading authority on
word of mouth marketing research, partnered to examine how
micro-influencers are driving buying behavior by measuring thevolume and impact of their recommendations on consumers.

Who is a micro–influencer?
An influencer is best defined as a person
who has a greater than average reach or
impact through word of mouth in a relevantmarketplace. Micro-influencers are not
traditional celebrities, but rather individuals
who work in their category or are truly
knowledgeable, passionate and authentic
and are seen as a trusted source when it
comes to recommendations for what to buy.

With the concept of influencer marketing quickly growing from a buzz word to a full-fledged industry, the resultsof this study will be important to marketers struggling to find a more holistic view of how micro-influencers
directly impact consumer buying behavior. The survey shows that micro-influencers are a reliable and credible
channel that has real impact in swaying consumer behavior.

Methodology
Drawing from Experticity’s unpaid influencer network, Jonah Berger and Keller Fay Group randomly surveyed
micro–influencers from across the United States about the number of buying conversations they have withconsumers each week. They then polled average consumers nationwide to measure the volume of expert
influencer recommendations. Additionally, they polled peers of both groups to evaluate the impact ofrecommendations received.
The study was conducted with online interviews of more than 6,000 individuals from the United States drawn
from Experticity’s micro–influencer network and the general population. In addition, more than 800 peers ofthese individuals were surveyed to evaluate the impact of the recommendations they had received.

Influencer Consumer

General ConsumerPopulation

How frequently are influencers sought out for their opinions?
• Micro–influencers have up to 22.2 times more “buying conversations” that include product recommendations
each week than an average consumer.
• 87% of influencer recommendations happen face-to-face compared to 78% of general population
recommendations.
• Influencers are more direct in their recommendations with 74% encouraging someone to “buy it or try it”
compared to 66% of the general population who encouraged those actions in their recommendations.

Consumer

Number of conversations
a consumer has each week

Influencer

Number of conversations
an influencer has each week

The value of an influencer recommendation
Consumers are more likely to act on influencer recommendations.
• 82% of consumers are “highly likely” to follow a recommendation made by a micro–influencer, comparedto 73% who are highly likely to act on a recommendation from an average person.
Micro–influencers tend to have a wider range of influence.
• 53% of influencers’ recommendations happen at work, compared to 19% of general population
recommendations.
Influencers tend to get their own firsthand information vs. asking others.
• 26% of the general population became aware of brands through friends & family while only 15% of
influencers find brand information that way.

82%

53%

15%

Consumers “highly likely"
to follow a recommendation
made by an influencer

Micro–influencers’
recommendations
happen at work

Influencers becameaware of brands throughfriends and family

What drives influence?
Individuals that received recommendations were also asked to help shed light on what made an influencer more
impactful. The following is the ranking of perceived values versus the general population or an average person:

GeneralPopulation

Better at explaining
how the product works
or could be used

83% –GeneralPopulation
0100

92% – Influencer

More Knowledgable84% –094% – Influencer

100GeneralPopulation83% –More credible andbelievable

94% – Influencer

1000Conclusion
Due to the high number of recommendations they make, theresults show that micro–influencers are more valuable comparedto the general population. While being passionate about or working
in a particular category leads to an even higher impact than theaverage expert, the mere fact of being an expert leads to higher
influence overall.

What categories are the mostrecommended by micro–influencers?
Not only do sporting goods and outdoor gear get
the highest number of recommendations, theserecommendations were calculated to have thehighest cumulative impact.

1 Sporting goods / outdoor gear
2 Fashion / footwear
3 Fitness / nutrition / wellness
4 Beauty
5 Consumer electronics

About Experticity
Experticity is a platform for marketing through influencers, including retail associates. They have built the world’s
largest community of influential category experts and connects them with more than 600 of the world’s top brands
to create a new breed of buying experience — one that is informed, genuine and mutually beneficial. Experticity’scommunity of nearly 2 million experts is comprised of industry professionals, category opinion leaders and influential
retail sales associates that are actively sought out for trusted recommendations on what to buy. Experticity is based inSalt Lake City and led by Tom Stockham, a CEO with an impressive track record of championing companies like Ancestry
and Ticketmaster.com. To learn more about Experticity and how its rapidly growing community of brands and experts
are transforming today’s buying experience, visit experticity.com.

About Jonah Berger
Jonah Berger is a marketing professor at the Wharton School at the University of Pennsylvania and author of therecent New York Times and Wall Street Journal bestseller Contagious: Why Things Catch On. Dr. Berger has spentover 15 years studying how social influence works and how it drives products and ideas to catch on. He’s publisheddozens of articles in top-tier academic journals, consulted for a variety of Fortune 500 companies, and popular
outlets like the New York Times and Harvard Business Review often cover his work.

About The Keller Fay GroupThe Keller Fay Group is the leading market research company focused on consumer word of mouth and socialinfluence. Now part of Engagement Labs (TSXV:EL), a data and technology company and creator of eValue™ Analytics,
the global benchmark for social media scoring. The Keller Fay Group owns TalkTrack®, the only continuous study of
consumer conversations about brands across all channels, online and offline. Founders Ed Keller and Brad Fay are
the authors of the award winning book, The Face-to-Face Book: Why Real Relationships Rule in a Digital Marketplace,published in 2012 by Free Press. For more information visit www.kellerfay.com or www.engagementlabs.com.