School of Business, Yangzhou University, Yangzhou, China.
School of Business, Xinyang Normal University, Xinyang, China.
PLoS One. 2024 Sep 6;19(9):e0305585. doi: 10.1371/journal.pone.0305585. eCollection 2024.
While live commerce provides consumers with a new shopping experience, it also leads them to experience shopping failures and to develop a self-protection mechanism to prevent wrong purchases. To address this issue, merchants have attempted to explore new marketing methods for live commerce, giving rise to an offense and defense game between streamers and consumers. In this study, we sought to confirm the effectiveness of consumer protection mechanisms and the impact of streamers' information overload marketing strategy in live commerce. Accordingly, we constructed a hypothetical model based on protection motive theory and information overload theory. In addition, we analyzed the data from the simulated live streaming marketing on seven hundred people through partial least squares structural equation modeling. The results indicate that product utilitarian value uncertainty, consumers' experiential efficacy, and response costs, which are the main factors in the formation of consumer protection mechanisms, influence consumers' intention to stop their purchases. Streamers can circumvent consumer self-protection mechanisms through information overload marketing by reducing utilitarian value uncertainty and consumers' experiential efficacy and increasing consumers' response costs. However, consumers would be able to rebuild their self-protection mechanism through consumer resilience, which moderates the effects of information overload. This study's results provide important theoretical perspectives and new ideas for formulating marketing strategies for live commerce.
虽然直播电商为消费者提供了全新的购物体验,但也导致他们体验到购物失败,并形成自我保护机制以防止错误购买。为了解决这个问题,商家试图探索直播电商的新营销策略,导致主播和消费者之间展开了攻防游戏。在本研究中,我们试图确认消费者保护机制的有效性,以及主播信息过载营销策略在直播电商中的影响。因此,我们基于保护动机理论和信息过载理论构建了一个假设模型。此外,我们通过偏最小二乘结构方程建模分析了来自七百人模拟直播营销的数据。结果表明,产品功利价值不确定性、消费者体验效能和反应成本是消费者保护机制形成的主要因素,它们影响消费者停止购买的意愿。主播可以通过信息过载营销来规避消费者的自我保护机制,减少功利价值不确定性和消费者体验效能,增加消费者的反应成本。然而,消费者可以通过消费者弹性重建自我保护机制,从而调节信息过载的影响。本研究结果为直播电商营销策略的制定提供了重要的理论视角和新思路。
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