Knowledge Management Research (지식경영연구)

The Knowledge Management Society of Korea (한국지식경영학회)
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Factors Influencing Users' Payment Decisions Regarding Knowledge Products on the Short-Form Video Platform: A Case of Knowledge-Sharing on TikTok

짧은 영상 플랫폼에서 지식상품에 대한 사용자의 구매결정에 영향을 미치는 요인: TikTok의 지식 공유 사례

  • Received : 2022.10.24
  • Accepted : 2023.01.23
  • Published : 2023.03.31
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Abstract

TikTok, as a leading short video platform, has attracted many users, and the resulting attention generates immense business value as a platform to diffuse knowledge. As a qualitative and explorative approach, this study reviews the knowledge payment industry and discusses the influential factors of users' payment decisions regarding knowledge products on TikTok. By conducting in-depth interviews with ten participants and observing 95 knowledge providers' videos, we find that TikTok has significant business potential in the knowledge payment industry. By using the ATLAS. ti software to code the data collected from these interviews, this study finds that demander characteristics (personal needs), product characteristics (product quality), provider characteristics (the key opinion leader effect), and platform characteristics (platform management) are the four core categories that influence users' payment decisions regarding knowledge products on TikTok. A theoretical model consisting of the ten variables of emotional needs, professional needs, quality, price, helpfulness, value, charisma, user trust, service guarantee, and scarcity is proposed based on the grounded theory. The theoretical and practical implications of the study findings are also discussed.

짧은 영상 클립을 공유하는 지식공유 플랫폼으로서 TikTok이 많은 주목을 받고 있다. 이러한 TikTok에 대한 폭발적인 관심은 지식공유 플랫폼으로서의 비즈니스 가치가 크다는 점을 시사한다. 본 연구는 질적, 탐색적 접근을 통해 지식거래산업의 발전 현황과 함께 TikTok에서 어떠한 요인이 지식상품에 대한 사용자의 구매 결정에 영향을 미치는가를 규명하고자 하였다. 연구방법론으로서 10명에 대한 심층 인터뷰와 함께 95명의 지식 제공자의 동영상을 관찰한 결과, TikTok은 지식거래 산업을 발전시킬 수 있는 비즈니스 잠재력을 가지고 있었으며, ATLAS ti 소프트웨어를 이용한 10명의 심층 인터뷰에서 수집한 데이터를 코딩한 결과, 수요자 특성, 제공자 특성, 플랫폼 특성 및 제품 특성 등의 네 가지 핵심적 요인이 TikTok에서 지식제품에 대한 사용자의 구매결정에 영향을 미친다는 점을 밝혔다. 근거이론을 기반으로 감정적 니즈, 전문성 니즈, 품질, 가격, 도움성, 가치, 카리스마, 신뢰, 서비스 보증, 희소성 등 10개의 변수로 구성된 이론적 모델이 도출되고 제시되었다. 또한 연구발견점에 따른 이론적 시사점과 실무적 시사점이 토의된다.

Keywords

Acknowledgement

This work was supported by the Ministry of Education of the Republic of Korea and the National Research Foundation of Korea (NRF-2021S1A3A2A02089809).

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