Zhou Rong, Baskaran Angathevar
Faculty of Business and Economics, University of Malaya, Kuala Lumpur, Malaysia.
PLoS One. 2025 Apr 29;20(4):e0322294. doi: 10.1371/journal.pone.0322294. eCollection 2025.
Live streaming e-commerce emphasizes the role of live streaming influencers and the dynamic interactions between viewers and live streaming influencers. Utilizing data collected from 400 questionnaires, this study delves into the mechanisms through which characteristics of live streaming influencers influence consumer purchase intentions, with a focus on consumer emotional trust as a mediating variable as well as consumer education level, age, perceived risk, and live-stream engagement as moderating factors. The findings indicate that the traits of live streaming influencers have a positive effect on consumers' intent to purchase. Emotional trust mediates the influence of live streaming influencer characteristics on purchase intention. Consumers' educational level positively moderates the relationship between the professionalism and homogeneity of influencers and their purchase intentions, while it negatively moderates the relationship between influencers' attraction and interactivity with purchase intentions. Additionally, the age of consumers positively moderates the link between the professionalism of influencers and purchase intentions, but negatively moderates the links between homogeneity, attraction, and interactivity of influencers and purchase intentions. Furthermore, both consumers' educational level and age positively moderate the impact of emotional trust on purchase intentions. Lastly, perceived risk and live-stream engagement respectively exert negative and positive moderating effects on the influence of influencer professionalism and attraction on purchase intentions. The study contributes to influencer marketing theory by adopting an innovative approach to systematically investigate the collective influence of all four live streaming influencer characteristics (professionalism, homogeneity, attraction, and interactivity) within a comprehensive framework.
直播电商强调了直播网红的作用以及观众与直播网红之间的动态互动。本研究利用从400份问卷中收集的数据,深入探究直播网红的特征影响消费者购买意愿的机制,重点关注消费者情感信任作为中介变量,以及消费者教育水平、年龄、感知风险和直播参与度作为调节因素。研究结果表明,直播网红的特质对消费者的购买意愿有积极影响。情感信任在直播网红特征对购买意愿的影响中起中介作用。消费者的教育水平正向调节网红的专业性和同质性与其购买意愿之间的关系,而负向调节网红的吸引力和互动性与购买意愿之间的关系。此外,消费者的年龄正向调节网红的专业性与购买意愿之间的联系,但负向调节网红的同质性、吸引力和互动性与购买意愿之间的联系。此外,消费者的教育水平和年龄都正向调节情感信任对购买意愿的影响。最后,感知风险和直播参与度分别对网红的专业性和吸引力对购买意愿的影响产生负向和正向调节作用。本研究通过采用创新方法,在一个综合框架内系统地研究所有四个直播网红特征(专业性、同质性、吸引力和互动性)的集体影响,为网红营销理论做出了贡献。
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