Zhang Nan, Hu Wen
School of Computer and Information Engineering, Harbin University of Commerce, Harbin 150028, China.
Behav Sci (Basel). 2024 Aug 11;14(8):696. doi: 10.3390/bs14080696.
E-commerce live streaming has become a lucrative global industry. As the main carrier to convey information in live broadcasting, user-generated content (UGC)-and especially bullet screens-are crucial in influencing users' purchase intentions. However, the influence of bullet screens' multidimensional information characteristics on consumers' decision-making processes requires further exploration. Additionally, most existing studies start with the short-term effects of live product realization, and must address how to enhance customers' psychological ownership using new means of live streaming marketing to obtain long-term sustainable brand-building effects. This study introduces psychological ownership and the communicative presence as mediating variables based on the theory of elaboration likelihood modeling to explore the mechanism of the influence of UGC's multidimensional features on viewers' purchase intentions in live e-commerce broadcasting rooms. We collected 404 valid online questionnaires and tested our hypotheses using structural equation modeling. These findings indicate that UGC emotions, quality, and their interaction significantly and positively affect purchase intentions. Moreover, psychological ownership and the communicative presence mediate UGC's effect on purchase intentions. These results provide a new perspective for understanding consumer behavior in live e-commerce to improve marketing effectiveness of e-commerce live streaming platforms.
电子商务直播已成为一个利润丰厚的全球产业。作为直播中传递信息的主要载体,用户生成内容(UGC)——尤其是弹幕——在影响用户购买意愿方面至关重要。然而,弹幕的多维信息特征对消费者决策过程的影响尚需进一步探究。此外,大多数现有研究始于直播带货的短期效果,必须解决如何利用直播营销新手段增强顾客心理所有权以获得长期可持续品牌建设效果的问题。本研究基于精细加工可能性模型理论,引入心理所有权和社交临场感作为中介变量,以探究UGC多维特征对电商直播间观众购买意愿的影响机制。我们收集了404份有效在线问卷,并使用结构方程模型对假设进行了检验。研究结果表明,UGC情感、质量及其交互作用对购买意愿有显著正向影响。此外,心理所有权和社交临场感在UGC对购买意愿的影响中起中介作用。这些结果为理解电商直播中的消费者行为提供了新视角,以提高电商直播平台的营销效果。
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