An Empirical Model of Impulse Purchases in Live Streaming Commerce on the Chinese Economy
Keywords:
Empirical Model, Impulse Purchases, Live Streaming Commerce, Chinese EconomyAbstract
In today's fiercely competitive e-commerce landscape, understanding the consumer shopping decision process is crucial. This study takes a management perspective, employing the S-O-R theory (Stimulus-Organism-Response) as a theoretical framework to delve into the key factors influencing impulse purchases in the context of live streaming commerce. Factors such as Authentic Experience, Interactive Experience, Real-Time Experience, Credibility, Enjoyment, and Sense of Immediacy are included in the research scope to reveal their interrelationships and impact on impulsive buying behavior. The study focuses on TikTok users aged 25-34 in the Xuhui district of Shanghai, China, totaling 389,577 individuals. Utilizing Yamane's sampling method, the required sample size was determined to be 399. By distributing 650 questionnaires randomly, 583 were successfully collected, and after data cleaning, 542 valid responses were obtained. The study employs the partial least squares structural equation model, aiming to comprehensively understand impulsive buying behavior and its potential influencing factors in live streaming commerce. Using a cross-sectional design facilitates the swift capture of a large amount of data, providing comprehensive support for in-depth research. After conducting path analysis on key factors such as Authentic Experience (AUE), Interactive Experience (INE), Real-Time Experience (RTE), Credibility (CRE), Enjoyment (ENJ), Sense of Immediacy (SOI), and Impulse Purchase (IPE), the results confirm the validity of all hypotheses, affirming the applicability of the S-O-R theory in the context of live streaming commerce. Specifically, the highest significant positive correlations were found for A2 in AUE, B3 in INE, C2 in RTE, D4 in CRE, E4 in ENJ, F2 in SOI, and G3 in IPE, validating the positive influences of these factors on impulsive buying. The study emphasizes the critical roles of Authentic Experience, Interactive Experience, Real-Time Experience, Credibility, Enjoyment, and Sense of Immediacy in the live streaming commerce environment. These research findings provide profound insights into consumer behavior in the field of management and offer targeted marketing strategy recommendations for businesses. By delving into the mechanisms behind impulsive buying behavior, the empirical results of this study provide valuable insights for the healthy development and ongoing innovation of the e-commerce industry.
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