• Journal of Distribution Science
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• v.21 no.12
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• pp.103-111
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• 2023

Purpose: This study explores the impact of live commerce on consumer purchase intention in the Chinese market. Live commerce, a novel marketing strategy that fuses e-commerce with live streaming, has gained significant popularity in China. The study aims to pinpoint main ways that live commerce increases customers' propensity to make purchases. Research design, data, and methodology: The PRISMA technique was adhered to in the systematic cycle of finding, screening, and selecting publications. Predefined keywords like "live commerce," "live-stream shopping," "consumer purchase intention," and "China" produced a large number of possibly pertinent research in the first search. Results: This study has delved into the profound effects of live commerce on consumer purchase intention, with a specific focus on the dynamic Chinese market. This study has identified four primary outcomes that support the revolutionary potential of live commerce: increased product engagement, significant social influences, dynamic pricing tactics, and the establishment of trust and credibility. Conclusions: Finally, the study provides live commerce practitioners with valuable insights, advising them on maximizing these impacts to increase consumer buy intention. In summary, this study offers helpful information to companies and marketers who want to take advantage of live commerce as a powerful tool for connecting with Chinese customers and increasing sales.

• Asia-Pacific Journal of Business
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• v.15 no.2
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• pp.237-256
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• 2024

Purpose - The purpose of this study was to analyze the interrelationship between the characteristics of TikTok live commerce: host expertise, host reliability, sales marketing strategy, product price, logistics speed, refund convenience), purchase intention, and continuous purchase intention. Design/methodology/approach - This study collected 470 questionnaires collected from the survey for consumers using TikTok live commerce in China and conducted an empirical analysis using SPSS 24.0 statistical packages for 423 valid questionnaires (90%) excluding unfaithful responses. Findings - First, it was confirmed that the characteristics of TikTok Live (host expertise, host reliability, sales marketing strategy, product price, logistics speed, and refund convenience) had a positive effect on consumers' purchase intention. Second, it was confirmed that the higher the consumer's purchase intention, the higher the continuous purchase intention. Third, it was also confirmed that the characteristics of TikTok Live (host expertise, host reliability, sales marketing strategy, product price, logistics speed, and refund convenience) had a positive effect on consumers' continuous purchase intention. Research implications or Originality - Through the research results of this paper, product prices have the greatest influence on consumers' purchase intentions, followed by sales marketing strategies and host expertise. Therefore, this study aims to present implications for product prices, sales marketing strategies, and host expertise in TikTok live commerce based on empirical analysis and analysis of previous studies.

• Asia Marketing Journal
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• v.24 no.2
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• pp.39-50
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• 2022

Live streaming has become one of the most important communication tools for influencers to synchronously interact with viewers. It is critical to understand the effect of the reciprocal and synchronously interactive relations built between influencers and viewers, so-called trans-parasocial relations, in the context of live streaming. In this study, we investigate how trans-parasocial relations impact viewers' stickiness and purchase intention on live streaming platforms. Furthermore, we investigate fanship as a mediating factor in the relationship between trans-parasocial relations and viewers' behaviors. Overall, the results reveal significant direct and indirect effects of trans-parasocial relations on viewers' stickiness and purchase intention. Higher trans-parasocial relations further lead to stronger viewers' fanship toward influencers and increases their willingness to stay longer or make purchases on live streaming platforms. These findings further the understanding of influencer-viewer relations and viewers' behavior on live streaming platforms and provide valuable insights into influencer marketing and live streaming.

• Journal of the Korea Fashion and Costume Design Association
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• v.23 no.1
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• pp.19-36
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• 2021

Real-time two-way communication has become an important factor in the relationship between consumers and broadcasters in the Live Commerce environment. To clarify, the relationship of the factors, and the effect of Live Commerce's on consumer purchase intention were examined. In addition, the role of Wanghong, who broadcasts Live Commerce and Co-experience that occurs between consumer and broadcasters influences consumer purchase intention. An online survey method was conducted for 403 subjects in their 20s that were Live Commerce users in Shanghai, Beijing, and Guangzhou, China. The number of final the data used for the analysis was 274 and anlaysis was conducted using SPSS 26.0 program and a Sobel test was employed. Based on the analysis of the data, it was found that Live Commerce's characteristics consisted of interactivity, security, and Wanghong's characteristics consisted of honesty, originality, and expertise. Also, it revealed that Co-experience was consisted of responsiveness and vividness. Second, for Live Commerce's characteristics, the Wanghong's characteristics, and Co-experience had a positive effect on the consumers' purchase intention. Third, the Wanghong's characteristics and vividness, a factor of Co-experience, had significant mediating effects on the relationship between Live Commerce's characteristics and the consumers' purchase intention. Finally, responsiveness of Co-experience had a noteworthy mediating effect on the relationship between the interactivity of Live Commerce's characteristics and the consumers' purchase intention. This study confirmed the important role of Live Commerce's characteristics, the Wanghong's characteristics and Co-experience in relation to the consumers' purchase intention. In addition, the Wanghong's characteristics and Co-experience were proposed as a significant mediating factors.

• The Journal of Information Systems
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• v.33 no.2
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• pp.237-264
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• 2024

Purpose This study explores the impact of tourism live commerce on consumer participation intention. Utilizing Stimulus-Organism-Response (S-O-R) framework and situation theory, the study is to identify the features and situational factors of tourism live commerce and to investigate their impact on flow experience, perceived value, and participation intention. Design/methodology/approach A theoretical model is developed and validated through a survey, adopting PLS-SEM approach. A self-administered questionnaire was developed and distributed via Wenjuanxing, the largest online survey platform in China, in October 2022, resulting in 361 valid responses. Findings The results reveal significant effects of features and situational factors of tourism live commerce on consumer behavior, enhancing the understanding of tourism live commerce and extending the S-O-R framework in this context. The study offers both theoretical contributions and practical implications, providing valuable insights for managers to improve consumer engagement in tourism live commerce.

• Fashion & Textile Research Journal
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• v.24 no.3
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• pp.303-314
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• 2022

This study examined the impact of the social features (identification, interaction, information value) and technical features (visibility affordance, metavoicing affordance, social connecting affordance) in live commerce on consumers' attachment, which in turn affects consumers' continued intent to watch live commerce and intent to purchase from the platform. Consumers' attachment was represented by emotional attachment to the live shopping streamer and functional dependence on live commerce. Furthermore, this study investigated the effect of attachment on continuous watching intention and purchase intention. Using a web-based survey and consumers in their 20s and 30s (average age: 30.32) as a sample, this study collected 274 usable responses. The results showed that among the live commerce social system constructs, identification and interaction positively affected emotional attachment to the live commerce streamer. Among the live commerce technical system constructs, visibility affordance and social connecting affordance positively influenced functional dependence on live commerce. Both emotional attachment to the live streamer and functional dependence on live commerce were positively related to a continued intent to watch, which influenced the intent to purchase. This study empirically investigated live commerce based on the socio-technical systems framework and confirmed that both social and technical factors have a significant effect on consumers. This study also identified the impact of live commerce on consumers' attitudes through attachment theory. In addition, it has proved the antecedents and effect of continuous watching of live commerce on purchase behavior by focusing on continuous watching intention where less attention was paid in live commerce research.

• Asia-Pacific Journal of Business
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• v.15 no.3
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• pp.525-545
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• 2024

Purpose - This study aimed to analyze the impact of Wang Hong's characteristics (awareness, trustworthiness, expertise, attractiveness, and interactivity) in live commerce on consumer loyalty and consumer repurchase intention. Design/methodology/approach - This study collected 709 questionnaires collected from the survey for consumers using live commerce in China and conducted an empirical analysis using SPSS 24.0 statistical packages for 605 valid questionnaires (85%) excluding unfaithful responses. Findings - First, it was confirmed that the characteristics of Wang Hong (recognition, trustworthiness, expertise, attractiveness, and interactivity) in live commerce have a positive (+) effect on consumer loyalty and consumer repurchase intention. Second, it was confirmed that when consumer loyalty increases, consumer repurchase intention also increases. Third, it was confirmed that consumer loyalty acts as a mediating effect between the characteristics of Wang Hong and consumer repurchase intention. Research implications or Originality - This study aims to present implications for Wang Hong, a live commerce host, and live commerce platform operators and live commerce users based on demographic analysis, questionnaire analysis, and empirical analysis.

• The Journal of Economics, Marketing and Management
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• v.11 no.3
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• pp.67-79
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• 2023

Purpose: This study examines the relationship between content characteristics and customer viewing and purchase intention in live-streaming commerce. Research design, data, and methodology: For this purpose, seven independent factors such as entertainment, artistry, storytelling, informativity, interactivity, reliability, and technicality are extracted based on previous literature. The viewing intention and purchase intention are adopted as dependent factors. The role of 'immersion' is investigated as a mediating factor between the independent and dependent factors. Results: The results showed that entertainment, artistry, technicality, and reliability significantly affected immersion, and immersion affected viewing intention and purchase intention. Immersion was found to play a mediating role between content characteristics and consumer viewing and purchase intention. Conclusions: The results indicate that the content characteristics not only attract customers but also affect their immersion, viewing intention, and purchase intention directly or indirectly in the live-streaming commerce sector.

• The Journal of Industrial Distribution & Business
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• v.12 no.10
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• pp.43-57
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• 2021

Purpose: This study focuses how motivations influence interactivity in the live streaming commerce context. Live streaming commerce involves the provision of e-commerce activities and transactions via a live streaming platform that offers real-time interaction, entertainment, social activities, and commerce. The purpose of study is to examine effects of motivations on perceived interactivity and the effects of perceived interactivity on attitude and intention to use the live streaming commerce. Research design, data and methodology: The study investigates key questions about consumers' motivation to use live streaming commerce and perceived interactivity by surveying 300 users of live commerce. Participants were asked whether they were live streaming commerce users who had experienced live streaming commerce before participating in the survey. The full survey required live streaming commerce users to respond to all the questions. Results: The study uncovered motivations for using live streaming commerce by finding information, entertainment, pass time, fashion/status and real time and perceived interactivity in the live streaming commerce. The results indicated motivation to use live streaming commerce positively influenced perceived interactivity. Perceived interactivity had positive effects on attitude toward brand. Attitude toward brand had positive effects on intention to use. Conclusions: Live streaming commerce is getting increasing attention from marketers because live streaming commerce has seamlessly integrated commerce, social activities, and hedonic factors. This study clarifies motivations and perceived interactivity in the live streaming commerce context. The study uncovers the relationships between motivations, perceived interactivity, attitude, and intention to use that contributes to the theoretical foundation and practical implications for marketing and management in the live streaming commerce context. Specifically, the study develops the theoretical contributions to perceived interactivity in the in the live streaming commerce context. The results also contribute to the practical implications for new marketing strategies that provides dynamic real-time interaction, exact information, and social and hedonic factors to attract consumers to indulge in the consumption processes. Marketing practitioners will obtain insights that can help them develop and manage brand strategies by understanding the influence of motivation and perceived interactivity in the live commerce context, which offers opportunities for contactless marketing and management.

• International journal of advanced smart convergence
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• v.11 no.1
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• pp.76-86
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• 2022

The purpose of this study is to provide insights into live streaming consumer purchase intention by drawing on congruence between consumer and influencer factors and live shopping contents factors during the spread of COVID-19. We surveyed 348 individuals who have watched Fresh Hema's live streaming. SPSS and AMOS were used for data analysis. We determined that only actual congruity between influencer and consumer significantly influenced the consumer social experience. On the other hand, both the informativeness and entertainment value of live shopping contents positively impacted the consumer social experience. Additionally, social experience was significantly related to consumer co-experience and purchase intention. Moreover, the significant mediation effect of social experience was found amongst congruence between consumer and influencers, live shopping contents, co-experience, and purchase intention.