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Strategic product showcasing mode of E-commerce live streaming

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  • Xin, Baogui
  • Hao, Yaru
  • Xie, Lei

Abstract

E-commerce live streaming can considerably help brands improve sales dynamics, but it is multiple dilemmas in choosing suitable e-commerce live streaming product showcasing modes. To address the multiple dilemmas, we first employ the Stackelberg game to depict three e-commerce live streaming product showcasing modes: brand self-live streaming, influencer-led live streaming mixture, and influencer-led special live streaming. Second, we analyze the relationship between choices and game parameters, including live streaming stimulus sensitivity, unit service quality improvement cost, and service sensitivity. Meanwhile, through the comparative analysis of the three modes, we get the optimal threshold of each mode. Last, we conduct a case study comparing Chinese apparel and accessories brands Hodo and RUANS to verify the above relations. The results suggest that: (i) the more sensitive consumers are to live streaming stimulus, the more beneficial it is for the brand manufacturer to employ special live streaming, while the increase in unit service quality improvement cost will harm the brand manufacturer; (ii) the fixed participation fee determines the choice of e-commerce live streaming product showcasing modes; (iii) e-commerce live streaming product showcasing modes can help brands to optimize their decision-making.

Suggested Citation

  • Xin, Baogui & Hao, Yaru & Xie, Lei, 2023. "Strategic product showcasing mode of E-commerce live streaming," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    • Handle: RePEc:eee:joreco:v:73:y:2023:i:c:s0969698923001078
    DOI: 10.1016/j.jretconser.2023.103360
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    Cited by:

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    3. Wang, Ying & Lan, Jiahui & Pan, Jialing & Fang, Lin, 2024. "How do consumers’ attitudes differ across their basic characteristics toward live-streaming commerce of green agricultural products: A preliminary exploration based on correspondence analysis, logis," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
    4. Xie, Lei & Guo, Guangtao & Chen, Jiao, 2024. "Bundling products and service on influencer channels," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    5. Zhen, Xueping & Wang, Ping & Li, Xinran, 2024. "The Streamer's sales strategy choice considering sales effort," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    6. Lu, Yusheng & Duan, Yongrui, 2024. "Strategic live streaming choices for vertically differentiated products," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    7. Chen, Feng & Xu, Su Xiu & Ning, Yu & Ji, Xiang & Ren, Yaping, 2024. "Compatible electric vehicle charging service: Blessing or curse?," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    8. Li, Nianlin & Xuan, Changchun & Chen, Rui, 2024. "Different roles of two kinds of digital coexistence: The impact of social presence on consumers' purchase intention in the live streaming shopping context," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
    9. Zhang, Yundi & Zhang, Tingting & Yan, Xiangbin, 2024. "Understanding impulse buying in short video live E-commerce: The perspective of consumer vulnerability and product type," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).

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