KMITL Business School, King Mongkut's Institute of Technology Ladkrabang, Bangkok, Thailand, 10520.
Acta Psychol (Amst). 2024 Sep;249:104415. doi: 10.1016/j.actpsy.2024.104415. Epub 2024 Aug 3.
The e-commerce landscape is evolving rapidly, and businesses seek novel ways to enhance their competitive edge. In this context, understanding consumers' purchase intentions becomes crucial. Drawing from the Stimulus-Organism-Response (SOR) theory, we propose a conceptual framework investigating the factors influencing purchase intention in e-commerce live-streaming marketing. The research adopts Structural Equation Modeling (SEM), Confirmatory Factor Analysis (CFA), and hypothesis testing to evaluate the relationships. The findings revealed that the attributes of live streaming, including the live streamer, the product, and the field, as well as trust and impulsiveness, positively influence purchase intention. This study provides a novel perspective on live streaming e-commerce with evidence on how e-commerce live streaming drives purchase intentions, enriches the content of live streaming e-commerce literature, and explores the practical implications for marketing managers who are looking for marketing by live streaming.
电子商务领域正在迅速发展,企业寻求新的方法来增强竞争优势。在这种情况下,了解消费者的购买意向变得至关重要。本研究以刺激-有机体-反应(SOR)理论为基础,提出了一个概念框架,探讨了影响电子商务直播营销购买意向的因素。研究采用结构方程模型(SEM)、验证性因素分析(CFA)和假设检验来评估关系。研究结果表明,直播的属性,包括直播者、产品和现场,以及信任和冲动,正向影响购买意向。本研究为直播电子商务提供了一个新的视角,证明了电子商务直播如何驱动购买意向,丰富了直播电子商务文献的内容,并为寻求直播营销的营销经理们提供了实践意义。