How livestreaming increases product sales
Role of trust transfer and elaboration likelihood model
Bibliographic Data
| ID | 21452972 |
|---|---|
| Authors | Chun-Der Chen (0000-0002-2840-984X, Ming Chuan University), Qun Zhao (0000-0002-2082-4192, Ningbo University, corresponding author), Jin-Long Wang (0000-0001-9240-5600, Ming Chuan University) |
| Year | 2022 |
| Volume | 41 |
| Issue | 3 |
| Pages | 558-573 |
| Publication date | 2022-02-17 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Behaviour and Information Technology (JOURNAL) |
| Journal identifiers | ISSN: 0144-929X • E-ISSN: 1362-3001 |
| Publisher | Informa UK Limited (PUBLISHER • GB) |
| DOI | 10.1080/0144929x.2020.1827457 |
| OpenAlex | W3091504604 |
| Language | EN |
| Citations received | 42 |
| References cited | 59 |
With the ever-increasing popularity of livestreaming commerce, understanding how livestreaming contributes to online consumption becomes crucial to social commerce. However, studies pertain to livestreaming commerce are still at a nascent stage. Based on the elaboration likelihood model and trust transfer theory, we aim to examine the underlying mechanism of how livestreaming influences consumers’ trust building and purchasing intention. The determinants, process and consequences of trust are discussed. More than 545 experienced livestreaming commerce users participated in this study in China. Our findings show two different routes through which consumers’ trust can be built and affect their purchase intention and willingness to pay more. We also verify the trust transfer effect exists from trust in the streamer to trust in product in livestreaming commerce. We hope this study will bring more insight into trust and the underlying mechanism of how livestreaming increases product sales
Advertising · Affect (linguistics) · Business · Consumption (sociology) · Elaboration likelihood model · Mechanism (biology) · Persuasion · Popularity · Product (mathematics) · Purchasing · Social commerce · Social media · Computer Science · Customer Service Quality and Loyalty · Digital Marketing and Social Media · Marketing · Psychology · Social Psychology · Technology Adoption and User Behaviour
Marketing Campaigns Leading to the Purchase of Accommodation Products
Did product certification and e-commerce benefit agricultural producers in China
Tourism e-commerce live streaming
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How Does Social Currency Influence Prosocial Behavior? The Role of Collective Self-Esteem and Communication Network Heterogeneity
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Crafting Persuasive Language Strategies
The impact of social presence and facilitation factors on online consumers' impulse buying in live shopping – celebrity endorsement as a moderating factor
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From elements of empowerment to psychological empowerment
Personal Brand Equity and Telepresence's Role in Tourism Electronic Commerce Live Streaming
Live Influence
Symmetric and asymmetric modeling to boost customers’ trustworthiness in livestreaming commerce
The effects of fair information practices on ad effectiveness among Chinese consumers
Virtual and human streamers
What drives users’ knowledge payment behaviour? The moderating role of knowledge expertise and social identity
The influence of informative and normative features of social e-commerce UGC on consumers’ purchase intention
The effect of live streaming commerce quality on customers’ purchase intention
Factors affecting continued purchase intention in live streaming shopping
Loyal to the concept or to the platform? The complexity of the dual loyalty of crowdfunding backers
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How to interact with consumers to enhance their purchase intention? Evidence from China’s agricultural products live streaming commerce
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Antecedents of Impulse Purchase through Perceived Enjoyment Among Chinese Live Streaming Commerce Consumers
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Testing Mediation and Suppression Effects of Latent Variables
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Developing and Validating Trust Measures for e-Commerce
Persuasion in crowdfunding
What drives live-stream usage intention? The perspectives of flow, entertainment, social interaction, and endorsement
At What Level (and in Whom) We Trust
E-commerce
Why Don’t Men Ever Stop to Ask for Directions? Gender, Social Influence, and Their Role in Technology Acceptance and Usage Behavior1
An Examination of the Nature of Trust in Buyer-Seller Relationships
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Beyond Baron and Kenny
| Unique citing works | 42 |
|---|---|
| Citations per year | 8,4 |
| Citation span | 2021 - 2026 (6) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 38 |