• Information Systems Review
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• v.24 no.4
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• pp.77-96
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• 2022

Live commerce has recently received substantial attention due to the spread of the non-face-to-face consumption culture driven by the COVID-19 pandemic. Live commerce has a higher purchase conversion rate than other forms of commerce. Accordingly, the likelihood of impulse buying in a live commerce environment is expected to be high. However, there is a shortage of research on consumer impulse buying in the live commerce environment. This study designs a scenario-based experiment using the integrated model of consumption impulse formation and enactment. Through this method, this study validates the influence of the characteristics of live commerce (i.e., vicarious experience and real-time interaction) on consumers' likelihood of impulse buying and further examines the moderating role of a live commerce host feature (i.e., professionalism) in these relationships. The results of this study confirm that both vicarious experience and real-time interaction have a positive effect on consumers' likelihood of impulse buying and that professionalism strengthens the impact of vicarious experience on the likelihood of impulse buying. This study's scenario-based experimental design is meaningful because it analyzes the likelihood of impulse buying in the context of live commerce shopping. Additionally, it provides live commerce service and platform providers with practical insights into how to maximize profits and operate services more efficiently.

• The Journal of the Korea Contents Association
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• v.21 no.6
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• pp.138-154
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• 2021

'Live commerce', a brand new format of online shopping, is actively promoted in China recently. This research focused on 'Taobao-live', China's largest live commerce platform to investigate the relationships among para-social interaction, source characteristics (e.g., trustworthiness, attractiveness, and expertise), perceived ease of use, perceived usefulness, and shopping intention based on Technology Acceptance Model. A total of 536 Taobao live users were recruited through the Chinese research platform. The results showed that para-social interactivity positively affected perceived ease of use and usefulness, whereas the source characteristics had no significant effect on consumers' perceptions. Furthermore, higher perceived ease of use generated higher perceived usefulness, and both perceived ease of use and usefulness positively influenced consumers' intention to shop through Taobao live. This research can provide theoretical background for understanding the potential of live commerce platforms and help brands come up with effective online shopping strategies using live commerce platforms.

• Journal of Korea Multimedia Society
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• v.25 no.2
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• pp.335-344
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• 2022

In recent years, Internet Word of Mouth (IWOM) as an important way for internet consumers to obtain product information, it has become a key factor influencing consumers purchase intention. However, does IWOM also affect consumers' willingness to buy in the E-commerce live broadcast environment? What online IWOM can make a difference? And how? This study establishes a theoretical model of the impact of IWOM on consumer purchase intention in Chinese E-commerce live broadcast. Questionnaire data were collected from 204 people through the internet, with the model and the hypotheses are tested by SPSS 21.0 software. The research results show that: Firstly, the influencing factors of IWOM in the E-commerce live broadcast are different from those in general E-commerce. Secondly, anchor traits, word of mouth quantity, and product involvement have a positive impact on consumers purchase intentions, but the strength of relationship, word of mouth quality and Word of mouth timeliness do not have significantly direct effect on consumers' purchase intentions. Finally, conclusion with theoretical references and practical suggestions for E-commerce live broadcast merchants that may enter the Chinese market.

• The Research Journal of the Costume Culture
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• v.30 no.2
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• pp.297-318
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• 2022

A growing number of fashion brands and retailers are actively adopting live streaming as a new marketing channel. In spite of the increasing use of live commerce, the effects of live streaming commerce on customer purchasing behavior for fashion products are not fully understood. The purpose of this study is to examine factors affecting consumers' attitudes toward a purchase via fashion live streaming commerce (FLSC) and intention to use FLSC. The study also investigated whether consumers' expenditure on fashion and time spent on mobile shopping moderate the relationships among research variables. A total of 230 questionnaires were analyzed through descriptive statistics, confirmatory factor analysis, and multiple-group comparison tests using SPSS and AMOS. A summary of the main results of this study is as follows. First, the perception of the attributes of FLSC (ease of use, economic efficiency, interactivity, and enjoyment) has a positive effect on attitude toward a purchase via FLSC. The ease of use and economic efficiency of FLSC, in particular, have greater impacts on attitudes than other factors. Secondly, attitudes toward FLSC positively impact the intention to use FLSC. Lastly, the results of group comparisons, by fashion expenditure and time spent on mobile shopping respectively, hold no significant moderation effects among the variables. These findings demonstrate that consumers are more likely to use FLSC as they form a positive attitude by the attributes of FLSC mentioned earlier. The study provides some insights on an exploration of live streaming commerce for fashion product sales.

• Journal of Digital Convergence
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• v.20 no.5
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• pp.221-226
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• 2022

The purpose of this study is to explore the differentiated motivations of users of live commerce by focusing on the entry into untact consumption culture. In addition, we intend to verify the mediating effect of engagement in the relationship between the motivation and attitude of live commerce use. As for the research method, an online survey was conducted targeting live commerce users, and 245 valid samples were used for analysis. For data analysis, frequency analysis, exploratory factor analysis, reliability analysis, multiple regression analysis, and mediation regression analysis were performed. As a result of the analysis, the motivation for using live commerce was derived from four factors: Enjoyment of interaction, Substitutability of personal examination, Need for community, Trend setting. And Engagement was found to have a significant effect on attitude. Finally, engagement was found to have a partial mediating effect in the relationship between the motivation and attitude of live commerce use. The research results will provide implications for understanding non-face-to-face consumption culture and establishing effective strategies for the live commerce industry in the future.

• Journal of Fashion Business
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• v.26 no.4
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• pp.52-63
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• 2022

As live commerce, mobile sales platforms based on real-time content and text are drawing attention as a new marketing channel. In particular, the fashion industry also using live commerce as a new fashion distribution channel, requiring marketing strategies to utilize it efficiently. This study attempted to verify the effect of information source, sales promotion, and impulse buying tendency characteristics on fashion live commerce purchase intention. The experimental design of this study was 2(characteristics of information source: expertise vs attractiveness) × 2(sales promotion type: value-added vs price discount) × 2(impulse buying tendency: high vs low) three-way mixed analysis of variance(ANOVA). A convenience sampling of 264 women in their 20s and 50s living in Seoul and the Gyeonggi area who had purchased products through Live Commerce was conducted. For the final analysis, 240 questionnaires were used. Data were analyzed by the SPSS 26 program and three-way ANOVA. Simple main effects analysis was conducted. The results of this study follow. First, there were statistically significant differences in purchase intention according to consumers' impulse buying tendencies and sales promotions. Second, information source and sales promotion showed statistically significant interaction effects on purchase intention. Lastly, information source, sales promotion, and impulse buying tendency showed significant three-way interaction effects on fashion live commerce purchase intention. Therefore, conducting appropriate marketing analysis can result in positive attitudes regarding live commerce products and substantive increases in sales.

• Proceedings of the Korean Society of Computer Information Conference
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• 2022.07a
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• pp.697-699
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• 2022

Based on the integrated analysis of the existing literature, this study combined with S-O-R model to explore the impact of e-commerce live broadcast characteristics on consumers' impulse purchase intention. Among them, interactive, entertaining, economical and visual features are selected as the features of e-commerce live broadcast; Select pleasure and arousal to measure consumer sentiment, and build a theoretical model among e-commerce live broadcast features, consumer sentiment and consumers' impulsive purchase intention to specifically explore the impact of each feature on emotion and the further impact of emotion on impulsive purchase intention.

• Journal of the Korean Society of Clothing and Textiles
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• v.47 no.2
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• pp.371-391
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• 2023

This study examines the impact of live commerce characteristics on customer responses in the ELM perspective. Based on ELM, the central route is composed of information completeness, accuracy, and currency, and the peripheral route is composed of streamer credibility, streamer reputation, social presence, and system quality. An online survey of female customers aged 20 to 49 who have purchased beauty products through live commerce within the past three months was conducted. The results demonstrate that information completeness and information currency exert significant impact on perceived usefulness and enjoyment. Social presence and system quality also exert significant impact on perceived usefulness and enjoyment. Moreover, perceived usefulness and enjoyment had significant impact on behavioral intention. The effect of information completeness on perceived usefulness and enjoyment was much stronger for high product involvement groups. Furthermore, the effect of streamer reputation on perceived enjoyment was much stronger for high product involvement groups. In contrast, the effect of social presence on perceived usefulness and enjoyment was much stronger for low product involvement groups. This study suggests theoretical implications for applying ELM to live commerce and practical implications for differentiated live commerce marketing strategies.

• The Journal of Information Systems
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• v.33 no.2
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• pp.1-25
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• 2024

Purpose Live commerce, a real-time product promotion method using portable hardware, is experiencing significant growth. This approach involves product experts or celebrities endorsing products, providing consumers with valuable information to mitigate uncertainty. This research underscores the significance of the seller's authenticity and their value similarity with consumers in live commerce. The study's first objective enhance the seller's authenticity and elucidate the mechanism that influences purchase intention. The second objective is to demonstrate the interactive effect of value similarity and the seller's authenticity on positively influencing purchase intention. Design/methodology/approach This research utilized previous studies to develop models and hypotheses, focusing on adults experienced in live commerce product purchasing. The study tested the research hypothesis using 330 samples. The study analyzed the path from seller authenticity to purchase intention via structural equation modeling (AMOS 22.0), and also explored the interaction between value similarity and seller authenticity using the Process 3.1 macro. Findings The research validates that the seller's channel activities and external perception amplify the seller's authenticity, influencing purchase intentions. It also affirms that value similarity fosters seller authenticity and interactive effects, thereby boosting purchase intentions. These findings provide insights for devising seller management strategies on live commerce platforms.

• Asia-Pacific Journal of Business
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• v.15 no.1
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• pp.15-31
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• 2024

Purpose - This study explores the causes behind the high rate of impulse purchases in live streaming e-commerce. Design/methodology/approach - The research model is empirically validated with survey data collected from 324 respondents in China, using the Partial Least Squares (PLS) methodology. Findings - We found that the interactivity and visibility of live streaming are key in creating para-social relationships and perceived presence, leading to customers' impulse purchases. Research implications or Originality - This study deepens the understanding of consumers' impulse purchases in live-streaming e-commerce, revealing that para-social relationships and perceived presence developed through real-time interactions can increase impulse buying. It also highlights the differences between relationship-oriented and task-oriented interactions in fostering customers' perceived presence and para-social relationships in live streaming.