Journal Screenshot

International Journal of Academic Research in Business and Social Sciences

Open Access Journal

ISSN: 2222-6990

Effect of Interaction Stimuli in Live Streaming Social Commerce on Consumer Shopping Intention: A Conceptual Study

Zhang Lulu, Izzal Asnira Zolkepli

http://dx.doi.org/10.6007/IJARBSS/v14-i6/21346

Open access

The growing area of live streaming social commerce (LSSC) has significantly affected consumer buying behaviors, highlighting interaction stimuli as a key factor in this change. These interactions, which set LSSC apart from traditional online shopping methods, are recognized as essential but not well-studied elements that motivate consumer engagement and decision-making. The importance of this research lies in its aim to clarify the effect of interaction stimuli in LSSC on consumer shopping intentions, underlining the importance of examining the detailed effects of interaction that go beyond traditional insights. This study applies the Stimulus-Organism-Response (S-O-R) model and Trust Transfer Theory to explore the effect of different types of interaction (anchor-to-consumer, consumer-to-consumer, and machine-to-consumer) on consumers' emotional and cognitive states. These interactions are further divided into informational and emotional interactions (anchor-to-consumer and consumer-to-consumer) and perceived control, response, and personalization (machine-to-consumer). The research investigates the effect of these specific types of interaction on flow experience and trust, which are crucial in forming shopping intentions. Preliminary findings indicate that the detailed interaction environment offered by LSSC has a significant effect on trust and flow experiences among consumers, positively affecting their shopping intentions. A key element is the development of a positive trust environment, supported by the Trust Transfer Theory, where trust in the anchor, other consumers, and the machine collectively enhances product trust within the LSSC ecosystem. The expected contribution of this research is twofold. Academically, it lays a foundation for future empirical studies by setting a detailed research agenda that tests the proposed hypotheses and examines further dimensions of interaction stimuli that could have an effect on consumer behavior in digital marketplaces. Practically, the results offer actionable insights for refining interaction strategies on LSSC platforms, boosting consumer engagement, and fostering growth in the digital economy.

Aliresearch. (2020). Toward a trillion-dollar market for live streaming social commerce. http://www.aliresearch.com/ch/information/informationdetails?articleCode=124024843019620352&type=??
Arora, A., Glaser, D., Kim, A., Kluge, P., Kohli, S., & Sak, N. (2021). Live commerce is transforming online shopping. McKinsey & Company.
Barta, S., Gurrea, R., & Flavián, C. (2023). Telepresence in live-stream shopping: An experimental study comparing Instagram and the metaverse. Electronic Markets, 33(1). https://doi.org/10.1007/s12525-023-00643-6
Bawack, R. E., Bonhoure, E., Kamdjoug, J. R. K., & Giannakis, M. (2023). How social media live streams affect online buyers: A uses and gratifications perspective. International Journal of Information Management, 70(January), 102621.
https://doi.org/10.1016/j.ijinfomgt.2023.102621
Bu, L., Wang, J., Wang, K. W., & Zipser, D. (2023). Powering growth in China with social and live commerce. McKinsey&Company. https://www.mckinsey.com/cn/our-insights/our-insights/powering-growth-in-china-with-social-and-live-commerce
Cai, J., Wohn, D. Y., Mittal, A., & Sureshbabu, D. (2018). Utilitarian and hedonic motivations for live streaming shopping. TVX 2018 - Proceedings of the 2018 ACM International Conference on Interactive Experiences for TV and Online Video, June 2018, 81–88. https://doi.org/10.1145/3210825.3210837
CASS, N. A. of E. S. (2022). Industry “New Direction”, 2022 Ecommerce Live Streaming Whitepaper. https://www.199it.com/archives/1582673.html
Chan, L. Q., Kong, Y. M., Ong, Z. Y., Toh, J. X., Von, Y. H., Lee, V. H., Loh, X. M., & Tan, G. W. H. (2022). Driving Factors Towards Live-Stream Shopping in Malaysia. Lecture Notes in Networks and Systems, 299, 580–591. https://doi.org/10.1007/978-3-030-82616-1_48
Chang, C. W., Huang, H. C., & Wang, S. J. (2021). Relational bonds, customer engagement, and service quality. The Service Industries Journal, 41(5–6), 330–354.
Chen, A., Lu, Y., & Wang, B. (2017). Customers’ purchase decision-making process in social commerce: A social learning perspective. International Journal of Information Management, 37(6), 627–638. https://doi.org/10.1016/j.ijinfomgt.2017.05.001
Chen, C. Der, Zhao, Q., & Wang, J. L. (2022). How livestreaming increases product sales: role of trust transfer and elaboration likelihood model. Behaviour and Information Technology, 41(3), 558–573. https://doi.org/10.1080/0144929X.2020.1827457
Chen, H., Zhang, S., Shao, B., Gao, W., & Xu, Y. (2022). How do interpersonal interaction factors affect buyers’ purchase intention in live stream shopping? The mediating effects of swift guanxi. Internet Research, 32(1), 335–361. https://doi.org/10.1108/INTR-05-2020-0252
Chen, J., Zhang, C., & Xu, Y. (2014). The role of mutual trust in building members’ loyalty to a C2C platform provider. International Journal of Electronic Commerce, 14(1), 147–171. https://doi.org/10.2753/JEC1086-4415140105
Chen, Y. M., Hsu, T. H., & Lu, Y. J. (2018). Impact of flow on mobile shopping intention. Journal of Retailing and Consumer Services, 41(March 2016), 281–287. https://doi.org/10.1016/j.jretconser.2017.04.004
Christine?Chou. (2019). Taobao Helping Farmers Reap Gains in Livestream Boom. https://www.alizila.com/taobao-helping-farmers-reap-gains-in-livestream-boom/
Csikszentmihalyi, M. (1990). Flow: The Psychology of Optimal Experience. (HarperPer).
Dong, W. W., Wang, Y. Q., & Qin, J. (2023). An empirical study on impulse consumption intention of livestreaming e-commerce: The mediating effect of flow experience and the moderating effect of time pressure. Frontiers in Psychology, 13(January), 1–17. https://doi.org/10.3389/fpsyg.2022.1019024
Dong, X., Zhao, H., & Li, T. (2022). The Role of Live-Streaming E-Commerce on Consumers’ Purchasing Intention regarding Green Agricultural Products. Sustainability (Switzerland), 14(7), 1–13. https://doi.org/10.3390/su14074374
Fei, M., Tan, H., Peng, X., Wang, Q., & Wang, L. (2021). Promoting or attenuating? An eye-tracking study on the role of social cues in e-commerce livestreaming. Decision Support Systems, 142(November 2019), 113466. https://doi.org/10.1016/j.dss.2020.113466
Guo, L., Hu, X., Lu, J., & Ma, L. (2021). Effects of customer trust on engagement in live streaming commerce: mediating role of swift guanxi. Internet Research, 31(5), 1718–1744. https://doi.org/10.1108/INTR-02-2020-0078
Guo, Y., Zhang, K., & Wang, C. (2022). Way to success: Understanding top streamer’s popularity and influence from the perspective of source characteristics. Journal of Retailing and Consumer Services, 64(September 2021), 102786.
https://doi.org/10.1016/j.jretconser.2021.102786
Hewei, T., & Youngsook, L. (2022). Factors affecting continuous purchase intention of fashion products on social E-commerce: SOR model and the mediating effect. Entertainment Computing, 41(December 2021), 100474.
https://doi.org/10.1016/j.entcom.2021.100474
Hou, F., Guan, Z., Li, B., Yee, A., & Chong, L. (2020). Factors influencing people ’ s continuous watching intention and consumption intention in live streaming. Internet Research, 30(1), 141–163. https://doi.org/10.1108/INTR-04-2018-0177
Hsu, C. W., & Yeh, C. C. (2018). Understanding the critical factors for successful M-commerce adoption. International Journal of Mobile Communications, 16(1), 50–62. https://doi.org/10.1504/IJMC.2018.088272
Hu, M., & Chaudhry, S. S. (2020). Enhancing consumer engagement in e-commerce live streaming via relational bonds. Internet Research, 30(3), 1019–1041. https://doi.org/10.1108/INTR-03-2019-0082
Huo, C., Wang, X., & Sadiq, M. W. (2023). Exploring Factors Affecting Consumer ’ s Impulse Buying Behavior in Live- Streaming Shopping?: An Interactive Research Based Upon SOR Model. 58, 1–15. https://doi.org/10.1177/21582440231172678
Iresearch. (2022). 2022 Taobao Live Annual New Consumer Trend Report. http://www.199it.com/archives/1463270.html
Jacoby, J. (2002). Stimulus-organism-response reconsidered: An evolutionary step in modeling (consumer) behavior. Journal of Consumer Psychology, 12(1), 51–57. https://doi.org/10.1207/153276602753338081
Kaczorowska, D. (2019). How chatbots in fluence marketing. 23(1), 0–2. https://doi.org/10.2478/manment-2019-0015
Kang, K., Lu, J., Guo, L., & Li, W. (2021). The dynamic effect of interactivity on customer engagement behavior through tie strength: Evidence from live streaming commerce platforms. International Journal of Information Management, 56(December 2019), 102251. https://doi.org/10.1016/j.ijinfomgt.2020.102251
Krejcie, R. V, & Morgan, D. (1970). DETERMINING SAMPLE SIZE FOR RESEARCH ACTIVITIES ACTIVITIES. 607–610.
Kuzminov, M. (2023). The Power Of Livestream Social Commerce. Forbes Agency Council. https://www.forbes.com/sites/forbesagencycouncil/2023/07/14/the-power-of-livestream-social-commerce/?sh=ee3035834239
Lee, C.-H., & Chen, C.-W. (2021). Impulse buying behaviors in live streaming commerce based on the stimulus-organism-response framework. Information (Switzerland), 12(6), 1–17. https://doi.org/10.3390/info12060241
Lee, H. J., & Yun, Z. S. (2015). Consumers’ perceptions of organic food attributes and cognitive and affective attitudes as determinants of their purchase intentions toward organic food. Food Quality and Preference, 39(2015), 259–267.
https://doi.org/10.1016/j.foodqual.2014.06.002
Li, C. Y. (2019). How social commerce constructs influence customers’ social shopping intention? An empirical study of a social commerce website. Technological Forecasting and Social Change, 144(129), 282–294. https://doi.org/10.1016/j.techfore.2017.11.026
Li, D., & Han, X. (2021). Assessing the influence of goal pursuit and emotional attachment on customer engagement behaviors. Journal of Retailing and Consumer Services, 59(September 2020), 102355. https://doi.org/10.1016/j.jretconser.2020.102355
Li, D., Zhang, G., Xu, Z., Lan, Y., Shi, Y., Liang, Z., & Chen, H. (2018). Modelling the roles of cewebrity trust and platform trust in consumers’ propensity of live-streaming: An extended TAM method. Computers, Materials and Continua, 55(1), 137–150. https://doi.org/10.3970/cmc.2018.055.137
Li, G., Jiang, Y., & Chang, L. (2022). The Influence Mechanism of Interaction Quality in Live Streaming Shopping on Consumers ’ Impulsive Purchase Intention. ORIGINAL RESEARCH, 13(July), 1–13. https://doi.org/10.3389/fpsyg.2022.918196
Li, Y., Li, X., & Cai, J. (2021). How attachment affects user stickiness on live streaming platforms: A socio-technical approach perspective. Journal of Retailing and Consumer Services, 60(February), 102478. https://doi.org/10.1016/j.jretconser.2021.102478
Li, Y., Wang, C., & Liu, J. (2020). A systematic review of literature on user behavior in video game live streaming. International Journal of Environmental Research and Public Health, 17(9). https://doi.org/10.3390/ijerph17093328
Liao, J., Chen, K., Qi, J., Li, J., & Yu, I. Y. (2022). Creating immersive and parasocial live shopping experience for viewers: the role of streamers’ interactional communication style. Journal of Research in Interactive Marketing. https://doi.org/10.1108/JRIM-04-2021-0114
Lin, J., Li, L., Yan, Y., & Turel, O. (2018). Understanding Chinese consumer engagement in social commerce: The roles of social support and swift guanxi. Internet Research, 28(1), 2–22. https://doi.org/10.1108/IntR-11-2016-0349
Lin, X., Wang, X., & Hajli, N. (2019). Building E-Commerce Satisfaction and Boosting Sales: The Role of Social Commerce Trust and Its Antecedents. International Journal of Electronic Commerce, 23(3), 328–363. https://doi.org/10.1080/10864415.2019.1619907
Liu, H., Chu, H., Huang, Q., & Chen, X. (2016). Enhancing the flow experience of consumers in China through interpersonal interaction in social commerce. Computers in Human Behavior, 58, 306–314. https://doi.org/10.1016/j.chb.2016.01.012
Liu, H., & Liu, S. (2021). Optimal decisions and coordination of live streaming selling under revenue-sharing contracts. Managerial and Decision Economics, 42(4), 1022–1036. https://doi.org/https://doi.org/10.1002/mde.3289
Liu, J., & Zhang, M. (2023). Formation mechanism of consumers’ purchase intention in multimedia live platform: a case study of taobao live. Multimedia Tools and Applications, 99. https://doi.org/10.1007/s11042-023-15666-6
Liu, X., Zhang, L., & Chen, Q. (2022). The effects of tourism e-commerce live streaming features on consumer purchase intention: The mediating roles of flow experience and trust. Frontiers in Psychology, 13(August), 1–14.
https://doi.org/10.3389/fpsyg.2022.995129
Lu, B., & Chen, Z. (2021). Live streaming commerce and consumers’ purchase intention: An uncertainty reduction perspective. Information and Management, 58(7), 103509. https://doi.org/10.1016/j.im.2021.103509
Ma, Y. (2021). To shop or not: Understanding Chinese consumers’ live-stream shopping intentions from the perspectives of uses and gratifications, perceived network size, perceptions of digital celebrities, and shopping orientations. Telematics and Informatics, 59(January), 101562. https://doi.org/10.1016/j.tele.2021.101562
Ma, Y. (2022). Social Business in China - Statistics and Facts. Statista.
https://www.statista.com/topics/6718/social-commerce-in-china/#topicOverview
Ming, J., Jianqiu, Z., Bilal, M., Akram, U., & Fan, M. (2021). How social presence influences impulse buying behavior in live streaming commerce? The role of S-O-R theory. International Journal of Web Information Systems, 17(4), 300–320. https://doi.org/10.1108/IJWIS-02-2021-0012
MorketingResearch. (2023). 2023 Chinese Consumers Insight Report.
Park, H. J., & Lin, L. M. (2020). The effects of match-ups on the consumer attitudes toward internet celebrities and their live streaming contents in the context of product endorsement. Journal of Retailing and Consumer Services, 52(May 2019), 101934. https://doi.org/10.1016/j.jretconser.2019.101934
Park, S., & Shin, S. Y. (2021). Effects of Perceived Relational Benefits in Live Commerce on Consumer Trust and Purchase Intention. Journal of the Korean Society of Clothing and Textiles, 45(3), 464–476. https://doi.org/10.5850/JKSCT.2021.45.3.464
Qian, M. (2021). Understanding customer experience and repurchase intention in live streaming shopping: An empirical study in China. 1–57.
Qin, F., Le, W., & Zhang, M. (2023). How perceived attributes of livestreaming commerce influence customer engagement?: a social support perspective. 33(1), 1–22. https://doi.org/10.1108/JSTP-01-2022-0022
Shang, Q., Ma, H., Wang, C., & Gao, L. (2023). Effects of Background Fitting of e-Commerce Live Streaming on Consumers’ Purchase Intentions: A Cognitive-Affective Perspective. Psychology Research and Behavior Management, 16, 149–168.
https://doi.org/10.2147/PRBM.S393492
Shanmugam, M., Sun, S., Amidi, A., Khani, F., & Khani, F. (2016). The applications of social commerce constructs. International Journal of Information Management, 36(3), 425–432. https://doi.org/10.1016/j.ijinfomgt.2016.01.007
Sharma, S., Menard, P., & Mutchler, L. A. (2019). Who to Trust? Applying Trust to Social Commerce. Journal of Computer Information Systems, 59(1), 32–42. https://doi.org/10.1080/08874417.2017.1289356
Shih, I.-T., Silalahi, A. D. K., & Eunike, I. J. (2024). Engaging audiences in real-time: The nexus of socio-technical systems and trust transfer in live streaming e-commerce. Computers in Human Behavior Reports, 13(168), 100363.
https://doi.org/10.1016/j.chbr.2023.100363
Sun, Y., Shao, X., Li, X., Guo, Y., & Nie, K. (2019). How live streaming influences purchase intentions in social commerce: An IT affordance perspective. Electronic Commerce Research and Applications, 37(December 2018), 100886.
https://doi.org/10.1016/j.elerap.2019.100886
Sun, Y., Shao, X., Li, X., Guo, Y., & Nie, K. (2020). A 2020 perspective on “How live streaming influences purchase intentions in social commerce: An IT affordance perspective.” Electronic Commerce Research and Applications, 40(January), 10–11.
https://doi.org/10.1016/j.elerap.2020.100958
Taobao. (2023). Taobao Introduction. https://www.deepl.com/translator#zh/en/????
Tuncer, I. (2021). The relationship between IT affordance, flow experience, trust, and social commerce intention: An exploration using the S-O-R paradigm. Technology in Society, 65(December 2020), 101567. https://doi.org/10.1016/j.techsoc.2021.101567
Wang, Y. S. (2019). User experiences in live video streaming: a netnography analysis. Internet Research, 29(4), 638–658. https://doi.org/10.1108/IntR-01-2018-0029
Wongkitrungrueng, A., & Assarut, N. (2020). The role of live streaming in building consumer trust and engagement with social commerce sellers. Journal of Business Research, 117(November 2017), 543–556. https://doi.org/10.1016/j.jbusres.2018.08.032
Wongkitrungrueng, A., Dehouche, N., & Assarut, N. (2020). Live streaming commerce from the sellers’ perspective: implications for online relationship marketing. Journal of Marketing Management, 36(5–6), 488–518.
https://doi.org/10.1080/0267257X.2020.1748895
Wu, W., Wang, S., Ding, G., & Mo, J. (2023). Elucidating trust-building sources in social shopping: A consumer cognitive and emotional trust perspective. Journal of Retailing and Consumer Services, 71(July 2022), 103217.
https://doi.org/10.1016/j.jretconser.2022.103217
Wu, Y., & Huang, H. (2023). Influence of Perceived Value on Consumers’ Continuous Purchase Intention in Live-Streaming E-Commerce—Mediated by Consumer Trust. Sustainability (Switzerland), 15(5). https://doi.org/10.3390/su15054432
Xiang, L., Zheng, X., Lee, M. K. O., & Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction. International Journal of Information Management, 36(3), 333–347.
https://doi.org/10.1016/j.ijinfomgt.2015.11.002
Xiao, J., & Guo, S. (2020). Algorithmic emotions: emotional communication in live commerce. News & Writing.
https://mp.weixin.qq.com/s?__biz=MjM5MjEwODQ2Nw==&mid=2649900193&idx=1&sn=44bd277622fa2a7d58688a9400e14cd7&chksm=beadbe7d89da376be7f1661ac328f2ba438d46f65bcfaa01cf3c08b56d9ff5cc7894c8ee7e52&scene=27
Xu, J. (David), Cenfetelli, R. T., & Aquino, K. (2016). Do different kinds of trust matter? An examination of the three trusting beliefs on satisfaction and purchase behavior in the buyer–seller context. Journal of Strategic Information Systems, 25(1), 15–31. https://doi.org/10.1016/j.jsis.2015.10.004
Xu, P., Cui, B. J., & Lyu, B. (2022). Influence of Streamer’s Social Capital on Purchase Intention in Live Streaming E-Commerce. Frontiers in Psychology, 12(January), 1–13. https://doi.org/10.3389/fpsyg.2021.748172
Xu, X., Wu, J. H., & Li, Q. (2020). What drives consumer shopping behavior in live streaming commerce? Journal of Electronic Commerce Research, 21(3), 144–167.
Xue, J., Liang, X., Xie, T., & Wang, H. (2020). See now, act now: How to interact with customers to enhance social commerce engagement? Information and Management, 57(6), 103324. https://doi.org/10.1016/j.im.2020.103324
Yiqi, L., & Zhe, L. (2021). Tao live report. http://www.199it.com/archives/1241375.html
Youn, S., & Jin, S. V. (2021). “In AI we trust?” The effects of parasocial interaction and technopian versus luddite ideological views on chatbot-based customer relationship management in the emerging “feeling economy.” Computers in Human Behavior, 119(February), 106721. https://doi.org/10.1016/j.chb.2021.106721
Young. (2020). Currently the hottest 4 live streaming platforms you know? Zhihu APP. https://www.zhihu.com/tardis/sogou/art/114448134
Yu, S., Jiang, Z., Chen, D., Feng, S., Li, D., Liu, Q., & Yi, J. (2021). Leveraging Tripartite Interaction Information from Live Stream E-Commerce for Improving Product Recommendation. https://doi.org/10.1145/3447548.3467151
Zhang, H., Lu, Y., Gupta, S., & Zhao, L. (2014). What motivates customers to participate in social commerce? the impact of technological environments and virtual customer experiences. Information and Management, 51(8), 1017–1030. https://doi.org/10.1016/j.im.2014.07.005
Zhang, M., Qin, F., Wang, G. A., & Luo, C. (2020). The impact of live video streaming on online purchase intention. Service Industries Journal, 40(9–10), 656–681. https://doi.org/10.1080/02642069.2019.1576642
Zhou, T. (2013). An empirical examination of continuance intention of mobile payment services. Decision Support Systems, 54(2), 1085–1091. https://doi.org/10.1016/j.dss.2012.10.034
Zhou, T. (2019). The effect of flow experience on users ’ social commerce intention. https://doi.org/10.1108/K-03-2019-0198
Zhou, T. (2020). The effect of social interaction on users’ social commerce intention. International Journal of Networking and Virtual Organisations, 23(1), 82–96. https://doi.org/10.1504/IJNVO.2020.107973
Zhu, L., Li, H., Nie, K., & Gu, C. (2021). How Do Anchors’ Characteristics Influence Consumers’ Behavioural Intention in Livestream Shopping? A Moderated Chain-Mediation Explanatory Model. Frontiers in Psychology, 12(September), 1–11. https://doi.org/10.3389/fpsyg.2021.730636

(Lulu & Zolkepli, 2024)
Lulu, Z., & Zolkepli, I. A. (2024). Effect of Interaction Stimuli in Live Streaming Social Commerce on Consumer Shopping Intention: A Conceptual Study. International Journal of Academic Research in Business and Social Sciences, 14(6), 417–435.