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Effects of Background Fitting of e-Commerce Live Streaming on Consumers' Purchase Intentions: A Cognitive-Affective Perspective.

作者信息

Shang Qian, Ma Haoyu, Wang Cuicui, Gao Li

机构信息

School of Management, Hangzhou Dianzi University, Hangzhou, People's Republic of China.

Shanghai Key Laboratory of Brain-Machine Intelligence for Information Behavior, Shanghai International Studies University, Shanghai, People's Republic of China.

出版信息

Psychol Res Behav Manag. 2023 Jan 19;16:149-168. doi: 10.2147/PRBM.S393492. eCollection 2023.


DOI:10.2147/PRBM.S393492
PMID:36699986
原文链接:https://pmc.ncbi.nlm.nih.gov/articles/PMC9869996/
Abstract

PURPOSE: The purpose of this paper is to explore the effects of the background fitting of e-commerce live streaming on consumers' purchase intentions and the relevant internal psychological mechanism from the cognitive-affective perspective. METHODS: In this study, a theoretical framework model of SOR comprising six variables is established. SPSS and SmartPLS are used to test the model and analyze data collected from a comprehensive questionnaire survey of 424 Chinese online consumers. RESULTS: Results demonstrate that the impact of background fitting in e-commerce live streaming on consumers' purchase intentions can be divided into three stages. In the first stage, background fitting (comprised of both product-background fit and anchor-background fit) positively affect consumer cognitive process (perceived trust and perceived value). Perceived trust is mainly affected by anchor-background fit, while perceived value is mainly affected by product-background fit. In the second stage, consumers' cognitive process subsequently affects their affective process (perceived pleasure). Perceived value also has a greater positive effect on consumers' perceived pleasure than perceived trust, although perceived trust is a prerequisite for improving perceived value. In the third stage, the affective process further promotes consumers' purchase intentions. CONCLUSION: Combining both SOR theory and cognitive-affective perspective, this study reveals that the internal influence mechanism of background fitting in e-commerce live streaming on consumers' purchase intentions is divided into three stages. Theoretically, this study not only expands the application of SOR theory in the research field of e-commerce live streaming from the perspective of external background stimulation, but also importantly contributes to the application of cognitive-emotional perspective in e-commerce live streaming. Practically, the study suggests optimizing background fitting as an effective way to improve consumer purchase intention in e-commerce live streaming, and it is better to optimize background fitting from the perspective of improving perceived trust, perceived value, and perceived pleasure.

摘要
https://cdn.ncbi.nlm.nih.gov/pmc/blobs/b0a4/9869996/5849693629fd/PRBM-16-149-g0002.jpg
https://cdn.ncbi.nlm.nih.gov/pmc/blobs/b0a4/9869996/6d2fe7c52af0/PRBM-16-149-g0001.jpg
https://cdn.ncbi.nlm.nih.gov/pmc/blobs/b0a4/9869996/5849693629fd/PRBM-16-149-g0002.jpg
https://cdn.ncbi.nlm.nih.gov/pmc/blobs/b0a4/9869996/6d2fe7c52af0/PRBM-16-149-g0001.jpg
https://cdn.ncbi.nlm.nih.gov/pmc/blobs/b0a4/9869996/5849693629fd/PRBM-16-149-g0002.jpg

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[5]
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[7]
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[8]
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[9]
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本文引用的文献

[1]
Impact of perceived diagnosticity on live streams and consumer purchase intention: streamer type, product type, and brand awareness as moderators.

Inf Technol Manag. 2022-9-21

[2]
Contributions of Ecosystem Services to Human Well-Being in Puerto Rico.

Sustainability. 2020-11-18

[3]
How Live Streaming Features Impact Consumers' Purchase Intention in the Context of Cross-Border E-Commerce? A Research Based on SOR Theory.

Front Psychol. 2021-11-4

[4]
Effects of Information Overload, Communication Overload, and Inequality on Digital Distrust: A Cyber-Violence Behavior Mechanism.

Front Psychol. 2021-4-20

[5]
Low-Order Webpage Layout in Online Shopping Facilitates Purchase Decisions: Evidence from Event-Related Potentials.

Psychol Res Behav Manag. 2020-1-10

[6]
The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations.

J Pers Soc Psychol. 1986-12

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