Maria Murumaa-Mengel
Associate Professor of Media Studies, University of Tartu
maria.murumaa@ut.ee
This learning resource is about the possibilities of analysing the content of content creators (i.e. influencers, micro-celebrities, trendsetters, social media stars, whatever we want to call them) in the classroom or in other settings where you can have a long conversation with young people.
This document consists of three parts:
– The longer version of a comprehensive article was initially published in Õpetajate leht.
– A lesson plan and thematic plan for topics on influencers.
– 73 questions/aspects to focus on when analysing videos
Do influencers influence us, and if so how?
Maria Murumaa-Mengel, Associate Professor of Media Studies, University of Tartu
“Suunamudija” is the Estonian word for “influencer”, which was suggested by children in a word invention contest a few years ago, and it sounded so good and right that it quickly became widely used. Admittedly, the suunamudijas themselves are not very fond of the moniker – sisulooja [content creator], influencer or platform-specific terms such as juutuuber [YouTuber], instagrammer, tiktokker or blogija [blogger] are used in parallel. There are a lot of other terms: mõjuisik [influencer], netikuulsus [online celebrity], digi-arvamusliider [digital opinion leader], brändisaadik [brand ambassador], sotsiaalmeediakuulsus [social media celebrity], trendilooja [trendsetter], mikrokuulsus [micro-celebrity], etc. However, we are often talking about the same thing – people who have built up a significant following by creating content on social media platforms, and who are considered opinion leaders of sorts. It should be borne in mind that the content that is created and the fame that is achieved can vary. Some people become famous on the internet by accident (like-minded people, viral content), some work systematically and professionally towards the status of influencer, and some people create content primarily for themselves and then discover that over time, they have gained a lot of devoted followers.
However, in marketing, efforts are made to identify the potential magnitude of the impact, and a distinction is sometimes made between nano-, micro-, macro-, and mega-influencers. For example, a nano-influencer could be a slime champion on YouTube with a small but very loyal fan base, while the Kardashians and Charli D’Amelio are considered mega-influencers. It is probably apparent even to the uninitiated that the numbers of followers behind these categories are context-dependent –Chinese and Seto influencers operate in very different-sized spaces. Marketing communication research has shown that influencers with a smaller number of followers often have a more substantial impact on their audience than mega-stars (De Veirman et al., 2017; Park et al., 2021), and recent studies also suggest focusing on the ‘fringes’ and small influencers to trigger larger social upheavals and changes (Guilbeault & Centola, 2021). Influencers with many followers may seem more appealing to people, but their opinions may not be valued because they start to seem fake. More on this below.
What influence can they have?
Some skeptical readers will think, “Hmmm!” at this point: “Some influencers and opinion leaders! After all, it’s all a load of baloney. What impact do they have!” Numerous studies, both by us and from elsewhere (see, e.g., Abidin, 2018; Mesipuu, 2022; Õunpuu 2019; Viru, 2019; Miil, 2019; Lukk, 2019; Kaljuvee, 2015), have over the past two decades conclusively proven that, whether we like it or not, they do influence us. The audience of a family blogger can be more significant than a provincial newspaper’s. A TikToker can have more followers than the most prestigious news channel, and a YouTuber’s opinion can outweigh that of a top politician. And the influencers are many and varied – there’s roosabanaanike posting on TikTok about nails, water safety, and vodka in turn. Still, there’s also Arvo Kassin, a pensioner doing home cooking on YouTube, there’s a far-right podcaster, and there’s a nine-year-old dancing star. While it is difficult to quantify the direct and quickly manifested impact of content creators (see e.g. Folkvord & de Bruijne, 2020), it can be argued that influencers do affect people’s purchasing behaviour (both in terms of preferring particular products over others, and in terms of lifestyle and consumption behaviour), health-related choices (diets, ideal body shapes, cosmetic surgery, attitudes towards vaccination, etc.), and political preferences (both support for specific political parties and politicians and broader beliefs about the world).
A striking example is the ‘Naked Carrot Effect’. In 2019, an important influencer for many young women at the time, blogger Paljas Porgand [Naked Carrot], wrote about how birth control pills are harmful to health and recommended as an alternative a calendar-based monitor (because she had a cooperation agreement with the manufacturer and received financial benefits for recommending it), which gynecologists found to be very unreliable. After a while, Estonian gynecologists began to notice that in the case of unwanted pregnancies, the name Paljas Porgand and the recommendations from her blog came up in conversation with some patients (Laser, 2019). In other words, the impact of one influencer on the occurrence of unwanted pregnancies was noticeable, affecting in a very small way indirectly also the birth rate in Estonia and, unfortunately, the future of many young people and their family planning.
More broadly, influencers influence social reality, culture, and communication itself. Yes, (teenage) content creators can strongly influence what we consider normal and abnormal, what is desirable, what deserves to be looked down upon, how we interact with each other, and what comprises basic knowledge and core texts. So even if we don’t think much of the influencer culture, or sometimes even ruthlessly make fun of it (see for example, @influencersinthewild on Instagram), we can’t claim that it is just an insignificant blip on the radar. Even the world’s most powerful have realised this – for example, in Russia’s war against Ukraine, influencers have a crucial role to play, so much so that the White House even briefed US TikTokers, once again legitimising the actors in the field.
Old theories, new phenomena
From the point of view of media and communication studies, this is a very old phenomenon. As early as the 1950s, there was talk of a two-tiered communication flow, the essence of which is, in a nutshell, as follows: messages are more effective when delivered by people who are important to social groups, who are opinion leaders. In the 1950s, these were mainly key figures in physical communities (village elders, clergy, etc.), but today, social media influencers are often the information mediators and opinion leaders.
Speaking of social theories that are old but still relevant today, it is perhaps worth mentioning the theory of parasocial relationships, which dates back to 1956, according to which the media can create the illusion of a relationship that seems real to one party but actually is not. A good example are soap opera and reality show stars, whose fans and followers can feel that they know the person on the screen and are rooting for them like they would root for a friend. “What’s Esmeralda up to today?” or “How could Seidi say that?” The same feeling leads us to check if the YouTuber or blogger we follow has posted something new on their social media channels. It’s the same feeling that makes us take an interest in what a likable TikToker or Instagrammer is up to and follow them over a long period. In a parasocial relationship, members of the audience develop an illusory sense of intimacy, often accompanied by trust and identification.
Of course, the so-called ‘grand old theories’ have been much more widely used in new studies of content creators (if you are curious, see Goffman’s concepts of front and backstage, Bourdieu’s use of the theory of capitals in the analysis of influencers’ activities, or Rogers’ application of the diffusion of innovation models in the context of this topic).
Four E’s, or how do they do it?
Researcher Crystal Abidin, who has studied internet celebrities and influencers for a long time, has identified four key qualities, or core values, on which an influencer’s actions can be built. These qualities can, of course, intertwine, and emphases can shift.
Exclusivity means content creators provide their followers’ access to what is otherwise not accessible to ‘ordinary people.’ This often means exhibiting economic capital – expensive items, luxurious places, and events with exclusive access. We often see this value emerging in travel blogs, for example, and social media content created by the children of wealthy people.
Exceptionalism attracts audiences above all because the content creator is truly special, an expert. Here, think of all the dancers, drummers, artists, craftsmen, etc. who are active on social media and have gone viral in a positive way. They can do something that we, the ‘ordinary people’, cannot. For example, YouTubers playing various games are currently very popular among children, and are often exceptionally good at this, having dedicated thousands of hours of expert knowledge and technical capital to Minecraft or Sea of Thieves, for example.
Exoticism: in the case of exotic social media celebrities, the content creator is perceived as deviating from the conventional and ‘normal’ and is, therefore, interesting and worth watching. This could include all influencers who rely on shocking content, content creators with a unique physical appearance, and people who are super good at something weird, surprising, or unusual. Content creators focusing on the mukbang genre (eating large quantities of food) capture the attention of their followers through precisely such exotic cultural capital.
Everydayness: the category of ‘everydayness’ is the most popular. Everydayness means that we can identify with the content creator, that they are human beings like us, and that they speak openly and authentically about their lives. Followers develop a sense of belonging, identification, and thus often a sense of community with other audience members, exchanging mainly social capital. This means that the content creators show that they are ‘real’ people with ‘real’ problems, not in staged situations. However, it should be remembered that there is always a certain degree of staging, thinking through, and performativity when creating social media content. For example, you can read more about all the techniques and strategies involved in Anett Taal’s bachelor thesis (2021).
Be/seem sincere and talk to me!
Despite the ‘dominant E’ choice, today’s content creators need to seem authentic and open to dialogue. We allow an influencer into our minds when we trust them when they seem sincere in what they do and say. When it comes to authenticity and intimacy, the why-it-works question has a simple answer: it is easier for me, as an ordinary person, to trust and identify with my neighbor Mary than with a distant Hollywood star. The first is probably wrestling with the same problems I am – worrying about soaring prices and poor weather during the holidays, wondering on social media what to rustle up for a meal with half a packet of lentils and lemon juice concentrate found in the corner of the larder. However, that old-school Hollywood star is living a life that I have little or nothing to do with: her words are carefully chosen by her PR team, she can be flown to the other side of the world to escape bad weather, a private chef and her abs prepare her meals are kept in optimal shape by a private trainer. This is why all the classic distant celebrities have gradually migrated to social media, trying to achieve a new kind of sincere and authentic (micro)fame or calibrated amateurism (Abidin, 2017).
Sincerity can be expressed in myriad ways – naively materialistic, genre-true, predictable, philosophically profound, embarrassingly funny, passionately idealistic, whatever. However, if audiences notice that the influencer is trying too hard, imitating someone else, repeating predetermined marketing messages, being inconsistent in their core values, or hiding something, the content creator may be subjected to a wave of anger and ridicule and miss out on the most important capital in the attention economy – our eyes, ears, and fingertips.
On the other hand, we don’t necessarily have to like the people we are passionately following. Hate-watching, or ironic watching, is a fairly common practice (Murumaa-Mengel & Siibak, 2020), in which an influencer is followed for the follower to feel better and more valuable. Scientific approaches distinguish between ‘upward’ social comparisons (with people who are better, more successful, and more beautiful than ourselves) and ‘downward’ social comparisons (with people we perceive as inferior, uglier, more stupid, etc.). Why did people avidly watch the Võsa-Pets shows, “Girls’ Night Out” and “Bachelor Party,” or look for the most obnoxious drunkards in the Facebook group Eestlaste kolmnurk to watch live? Downward social comparison certainly played an important role here. The characters of this genre, such as Rahaboss, Kidra, Lädra, and Papa Kährik (the reader can think of other social media celebrities relevant to them now), may not always appeal to us. Still, we can find ourselves empathising with them because of the parasocial relationship between us.
The parasocial relationship becomes stronger when the influencer speaks to us – dialogic can take the form of a conversation, intertextual references, collaborative content, asking questions at the end of the video, taking quick polls, using the AMA genre, reading certain comments from the commentary, and paying attention to your followers. “We have been noticed!” and “They really want to know!” are important sentiments that bind us to social media content creators.
So, the next time you’re following a content creator/influencer, why don’t you quietly count on your fingers the techniques and effects you recognise: consciously increasing/limiting the audience? Targeting messages to the broad field or the fringes? Upward or downward social comparison? Attempts to influence purchasing, health-related or political behavior? Paid or personal? What type of capital is moving? Is the expected impact personal or societal? Does it offer an opportunity for identification, or does it aim for exclusivity? Is it exceptional or exotic? Do they attempt to start a dialogue with you? What is sincere, and what is performative authenticity? Where does the line run?
Abidin, C. (2018). Internet celebrity: Understanding fame online. Emerald Group Publishing.
Abidin, C. (2017). #familygoals: Family influencers, calibrated amateurism, and justifying young digital labor. Social Media+ Society, 3(2).
Folkvord, F., & de Bruijne, M. (2020). The effect of the promotion of vegetables by a social influencer on adolescents’ subsequent vegetable intake: A pilot study. International Journal of Environmental Research and Public Health, 17(7), 2243.
Guilbeault, D., & Centola, D. (2021). Topological measures for identifying and predicting the spread of complex contagions. Nature Communications, 12(1), 1-9.
Horton, D. & Richard Wohl, R. (1956). Mass communication and para-social interaction: Observations on intimacy at a distance. Psychiatry, 19(3), 215–229.
Kaljuvee, K. (2015). Eesti sotsiaalmeedia mikrokuulsuste kasutatavad tähelepanu pälvimise strateegiad. Bakalaureusetöö, juhendaja M. Murumaa-Mengel. University of Tartu, Institute of Social Studies. https://dspace.ut.ee/bitstream/handle/10062/46730/kaljuvee_kristel_ba_2015.pdf?sequence=1&isAllowed=y
Katz, E. & Lazarsfeld, P. F. (1955). Personal influence: The part played by people in the flow of mass communications. New York: The Free Press.
Lukk, L.-J. (2019). Perekonnana avalikult internetis: (video)blogijate sisuloomepraktikad ja laste kaasamisega seonduvate eetiliste dilemmade mõtestamine. Bakalaureusetöö, juhendaja M. Murumaa-Mengel. University of Tartu, Institute of Social Studies. https://dspace.ut.ee/bitstream/handle/10062/64089/lukk_liisa_johanna_ba_2019.pdf?sequence=1&isAllowed=y
Mesipuu, B. (2022) Suunamudijate turundustegevuse tajumine ja ostukäitumisele suunamine – Eesti noorte arvamused ja kogemused. Magistritöö, juhendaja M. Sukk. University of Tartu, Institute of Social Studies. https://dspace.ut.ee/bitstream/handle/10062/82382/mesipuu_brit_ma_2022.pdf?sequence=1&isAllowed=y
Miil, M. (2019). 9–13-aastaste Eesti noorte vaatamiseelistused YouTube’is ja eetiliselt probleemse sisu tõlgendused. Bakalaureusetöö, juhendaja M. Murumaa-Mengel. University of Tartu, Institute of Social Studies. https://dspace.ut.ee/bitstream/handle/10062/64090/miil_marget_ba_2019.pdf?sequence=1&isAllowed=y
Murumaa-Mengel, M. & Siibak, A. (2020). From Fans to Followers to Anti-Fans: Young Online Audiences of Microcelebrities. In: M. Filimowicz & V. Tzankova (Ed.). Reimagning Communication: Meaning. (228−245). London: Routledge.
Park, J., Lee, J. M., Xiong, V. Y., Septianto, F., & Seo, Y. (2021). David and Goliath: when and why micro-influencers are more persuasive than mega-influencers. Journal of Advertising, 50(5), 584-602.
Taal, A. (2021). Teooriast praktikasse: auditooriumi tähelepanu äratava ja säilitava YouTube’i sisu loomise strateegiate rakendamine. Bakalaureusetöö, juhendaja M. Murumaa-Mengel. University of Tartu, Institute of Social Studies. https://dspace.ut.ee/bitstream/handle/10062/72414/taal_anett_ba_2021.pdf?sequence=1&isAllowed=y
De Veirman, M., Cauberghe, V., & Hudders, L. (2017). Marketing through Instagram influencers: the impact of number of followers and product divergence on brand attitude. International Journal of Advertising, 36(5), 798-828.
Viru, K. (2019). Eesti teismeliste tüdrukute kommertskoostööle orienteeritud tähelepanu püüdmise strateegiad sotsiaalmeedias. Bakalaureusetöö, juhendaja M. Murumaa-Mengel. University of Tartu, Institute of Social Studies. https://dspace.ut.ee/bitstream/handle/10062/64103/viru_k2triin_ba_2019.pdf?sequence=1&isAllowed=y
Õunpuu, P. (2019). Mõjuliidrite kaasamine reklaamikampaaniatesse: eetiliste probleemide kaardistamine siseringi uurijana. Magistritöö, juhendaja M. Murumaa-Mengel. University of Tartu, Institute of Social Studies
Read full article: Paljas Porgand põhjustab soovimatute beebide buumi? Laser, 30. september, 2019. https://diktor.geenius.ee/blogi/laser/20467/
Regardless of whether or not the teacher and the students are aware of the latest and most popular content creators, the following analysis plan can still be used to work with students. The material (influencer videos) could be brought to class by the students, and the analysis should be done together. The teacher should certainly not claim to be the holder of ultimate truth and knowledge.
Here is a plan of how to address the topic of influencers together with students in one or more lessons, whereby different points can be omitted, combined, etc., at your discretion:
It should be stressed, however, that in the case of media texts, we cannot speak of a single correct way of interpreting and understanding them, since different people may perceive the same text in very different ways. Similarly, the author of a text may not always be aware of the assessments and hidden meanings in their text, as, for example, the fast pace of work may force them to make choices that are simply the most common.