• International journal of advanced smart convergence
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• 제10권4호
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• pp.149-157
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• 2021

This study aims to understand how an influencer's social and physical attractiveness, background and value homophily influences consumer's emotional attachment, which in turn causes user stickiness with regards the influencer's live commerce. We tested all proposed hypotheses among users of the online shopping platform "TaoBao". Ultimately, 297 questionnaires were collected by means of an online survey. The results revealed that social and physical attractiveness positively influence emotional attachment. Meanwhile only value homophily significantly affected emotional attachment, whereas background homophily did not significantly affect emotional attachment. Additionally, emotional attachment was found to significantly influence live commerce stickiness. We also investigated the moderation effect of perceived beauty trends of products sold on live commerce, where the results indicated that high beauty tends to have a higher effect on live commerce stickiness behavior. Lastly, theoretical and managerial implications have been offered.

• 한국융합학회논문지
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• 제13권1호
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• pp.201-213
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• 2022

본 연구는 타오바오 온라인 라이브 커머스 인플루언서의 속성이 타오바오 라이브 플랫폼 사용자의 구매 후 만족, 재구매 의도 및 플로우, 중독에 미치는 영향요인을 확인하고자 하였다. 연구자들은 선행연구를 통해 라이브 커머스 인플루언서 속성을 전문성, 매력, 상호작용성, 심미성의 4가지로 설정하고, 이러한 속성이 소비자의 재구매 의도와 플로우과 중독에 미치는 영향을 살펴보았다. 연구결과 라이브 커머스 인플루언서의 속성 중에서 전문성, 상호작용성, 심미성이 소비자 만족도에서의 실용적인 쇼핑 가치에 유의한 영향을 미치는 것으로 확인되었으며, 매력을 포함한 4가지 속성이 유희적 쇼핑 가치에 긍정적 영향을 끼친 것으로 보인다. 소비자 만족도에는 유희적 쇼핑 가치가 실용적인 쇼핑 가치 만족에 긍정적인 영향을 미쳤다. 또한 소비자의 구매 후 만족도가 재구매 의도 및 플로우에 영향을 미치는 것으로 나타났다. 플로우가 재구매 의도와 중독에 미치는 영향도 확인되었다. 본 연구를 통해 성장 추세에 있는 라이브 커머스 시장에서 인플루언서 마케팅을 활성화하고, 마케팅 전략을 세우는 데 기여할 기초자료를 제공하는 데 도움이 되기를 기대한다.

• 한국정보시스템학회지:정보시스템연구
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• 제32권1호
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• pp.23-51
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• 2023

Purpose: Live commerce is a new type of electronic commerce in combination with live streaming services. It is expected to increase virtual presence in the context of online shopping by overcoming a lack of social interactions between sellers and buyers which have been raised as a limitation in electronic commerce. Drawing on the studies of communication media, this study examines how live commerce contributes to the increase of virtual presence which consists of telepresence and social presence. Telepresence refers to a buyer's perception that he or she is present at the physical shopping mall during live shopping streaming whereas social presence refers to a buyer's perception of social interaction with a seller which is human warm, social, sensitive, and personal. In this study, we verify key determinants of virtual presence and its consequences. More specifically, this study proposes virtual presence contributes to the increase of buyers' trust in products and further purchase intentions. Furthermore, we verify influential factors of virtual presence from the technical and influencer perspectives of live commerce. Design/methodology/approach: To test the proposed hypotheses, the partial least squares (PLS) analysis is conducted with a total of 250 data collected on users with experience in the TaoBao live streaming shopping platform. Findings: The results show that first, telepresence and social presence are increased by visibility, media richness and attractiveness in the context of live shopping streaming. Second, buyers' trust in product trust and purchase intentions are positively influenced by telepresence and social presence. Finally, buyers' trust in product has a direct, positve effect on their purchase intentions. Overall, the findings offer new insights into the studies of electronic commerce by introducting the concepts of virtual presence and media richness from the literature of communication media in the field of live commerce.

• International journal of advanced smart convergence
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• 제11권1호
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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.

• 벤처혁신연구
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• 제5권4호
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• pp.23-39
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• 2022

본 연구는 4차산업혁명의 진전과 코로나19 팬데믹으로 인한 디지털 접촉이 활발해지면서 활성화 되고 있는 라이브 커머스의 지속 사용 의도에 영향을 미치는 요인을 실증적으로 분석하기 위해 이루어졌다. 다양한 영향 요인중 인플루언서의 특성에 주목하여 연구 모형을 설정하였다. 인플루언서의 특성을 매력성, 전문성, 인지도, 오락성으로 세분화하였다. 또한 인플루언서의 특성이 지속 사용의도에 영향을 미침에 있어서 상호작용성과 신뢰성의 2중 매개효과도 함께 검정하였다. 이를 위해 설문조사 방식으로 데이터를 수집하였다. 이용 경험자 중 유효한 300부를 분석의 대상으로 삼았다. 실증 분석은 SPSS 25.0과 Process Macro 4.0을 활용하였다. 실증 분석 결과 인플루언서의 특성으로 도출된 매력성, 전문성, 인지도, 오락성은 종속변수로 설정한 지속 사용의도에 유의한 영향을 미치는 것으로 나타났다. 지속사용의도에 직접 영향을 미치는 변인의 영향력 크기는 오락성, 인지도, 전문성, 매력성 순으로 나타났다. 한편, 상호작용성과 신뢰성의 2중 매개효과를 검정한 결과 이들은 모두 매력성, 전문성, 인지도, 오락성과 라이브 커머스 지속 사용 의도 간 매개 역할을 하는 것으로 나타났다. 이러한 연구 결과를 바탕으로 본 연구가 가지는 학술적인 차원의 시사점과 실무적인 차원의 시사점을 제시하였다.

• 패션비즈니스
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• 제25권3호
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• pp.90-107
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• 2021

This study concludes that communication based on interaction between broadcasting hosts and consumers is differently characterized by fashion live commerce types. Subcategories of the types of fashion live commerce were created and used in the analyses of domestic consumer awareness. Three subcategories were created: The department store type, Designer brand type, and Influencer host type. Comments representing consumers' awareness that appear immediately during real-time broadcasting were collected and used for the analyses. The frequency and TF-IDF-based top keywords were selected to analyze the semantic network and CONCOR, and the top keywords were analyzed by deriving the values of degree of centrality. The analysis identified that a group of product attributes and a group of live commerce offered value were common between the three types. As for the group characteristics classified by type, for the department store types, brand attributes, benefits, and values from pursuing the products were identified. For designer brand types, a group of viewers' responses and inquiries were identified. It is interpreted that the satisfaction value gained from hosts with product expertise has been clustered. Influencer host types have affirmed a group of external product values. A close relationship is formed and it is thought to have led a group of values to trust the external image of the product. This study carries significance in analyzing real-time comment data from consumers using fashion live commerce to empirically reveal the characteristics of each type.

• 한국IT서비스학회지
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• 제23권3호
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• pp.1-16
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• 2024

As the COVID-19 pandemic confirmed the culture of non-face-to-face consumption. In retail commerce, the 'live commerce' market, where sales are made by communicating with customers in the form of live streaming broadcasts, has grown rapidly. Although previous studies have consistently confirmed the phenomenon of "influencers" in society and culture, there is a lack of research on the "sales expertise" of live commerce broadcasters such as Wang Hong in China. In China, "Wang Hong" is short for "Wang Luo Hong Ren", a combination of "Wang Luo", which means the Internet, and "Hong Ren", which means star, and refers to a person who is popular through social platforms and is gaining popularity from many fans. Therefore, this study focuses on Wang Hong's developing "selling expertise" and examines it from the perspective of a shopping curator. In particular, we applied Harold Jarche(2011)'s "Seek-Sense-Share" model to influencers to verify their influence on trust and purchase intention in live commerce. Furthermore, we analyzed the differences between Korea and China.A survey was conducted among live commerce users in Korea and China, and a total of 228 questionnaires were used in the final analysis. Basic statistical analysis was conducted using SPSS and hypotheses were tested using PLS 3.0. The results of the hypothesis testing showed that influencers' curatorial competence "Seek-Sense-Share" had a significant effect on trust, and trust had a positive effect on purchase intention. In addition, there is a significant difference between Korean and Chinese consumers in this relationship.

• 디지털콘텐츠학회 논문지
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• 제18권3호
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• pp.599-606
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• 2017

동영상을 이용한 콘텐츠에 커머스를 접목한 'V커머스'가 크게 성장하며, 이른바 V커머스 2.0시대를 맞이하고 있다. 본 연구는 이러한 배경을 바탕으로, V커머스 2.0 콘텐츠와 MCN의 연계점과 시너지 창출 가능성에 주목하여, 그 특성을 감안한 연계 전략에 대해 고찰하였다. 결론적으로 첫째, V커머스는 1.0 시대를 넘어, 재미와 공감을 지향하는 콘텐츠로서의 특성이 중심이 되는 2.0시대로 진화하고 있으며, 이는 스마트폰의 대중화와 SNS의 일상화에 따른 웹콘텐츠 전반의 변화에 부합한다. 둘째, V커머스 2.0 콘텐츠는 SNS의 네트워크성을 기반으로 한 공유와 추천을 홍보와 구매 제고로 치환하여 활용하는 특성을 갖는다. 따라서 '커머스' 이전에 '콘텐츠'로서의 경쟁력이 상대적으로 중요하다. 셋째, V커머스 2.0과 MCN산업은 핵심 경쟁력 확보와 새로운 수익모델 창출의 돌파구라는 차원에서, 서로에게 강력한 연계의 필요성을 가지고 있다. 이에 V커머스 2.0과 MCN의 시너지를 창출하기 위한 연계 전략으로 빅데이터의 활용을 통한 V커머스 2.0 맞춤형 콘텐츠 경쟁력 강화, 스토리텔링 마케팅 구축과 브랜드화, 라이브성과 쌍방향 소통성의 강화를 제시하였다.