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The Formation and Transformation Mechanisms of Deep Consumer Engagement and Purchase Behavior in E-Commerce Live Streaming

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  • Chenglin Liu

    (School of Management Science and Engineering, Shandong University of Finance and Economics, Jinan 250014, China)

  • Kai Sun

    (School of Management Science and Engineering, Shandong University of Finance and Economics, Jinan 250014, China)

  • Luchuan Liu

    (School of Management Science and Engineering, Shandong University of Finance and Economics, Jinan 250014, China
    Dongfang College, Shandong University of Finance and Economics, Taian 271000, China)

Abstract

With the intensification of competition, it is of great significance for businesses and platforms to explore the formation and transformation mechanisms of deep consumer engagement and purchase behavior in an e-commerce live streaming environment. With the help of Hovland’s persuasion theory and the uses and gratifications theory, this study constructed a model of these formation and transformation mechanisms via the grounded theory coding of interview data from 42 consumers. Our study shows that demand drives consumers to use e-commerce live streaming, and attraction factors, such as the e-commerce anchor (source), the product message (message), and the live streaming medium (channel), can influence consumers’ attitudes, thus reinforcing deep engagement and purchase behavior. This behavior creates feedback to consumer demand generates new purchase motivation in the consumer, and eventually, forms new purchase behavior. Finally, the theoretical contribution of this study to understanding consumer behavior in e-commerce live streaming is discussed; it could be of practical use for merchants and platforms and also highlights directions for future research.

Suggested Citation

  • Chenglin Liu & Kai Sun & Luchuan Liu, 2023. "The Formation and Transformation Mechanisms of Deep Consumer Engagement and Purchase Behavior in E-Commerce Live Streaming," Sustainability, MDPI, vol. 15(7), pages 1-17, March.
    • Handle: RePEc:gam:jsusta:v:15:y:2023:i:7:p:5754-:d:1107253
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    References listed on IDEAS

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    Cited by:

    1. Jian Li & Eryong Xue & Chang Liu, 2023. "Pedagogical concept and social environment matters: example from parents’ attitudes towards student-learning burden reduction policy and its influencing factors in China," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-10, December.
    2. Qu, Yi & Khan, Jashim & Su, Yuyang & Tong, Jiao & Zhao, Shuo, 2023. "Impulse buying tendency in live-stream commerce: The role of viewing frequency and anticipated emotions influencing scarcity-induced purchase decision," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    3. Yunpeng YU & Amer Hamzah Jantan & Shao LI, 2024. "Unveiling the Impact of Live Video Marketing on College Students’ Online Grocery Repurchase Behavior: A Performance Technology Approach," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 15(3), pages 11213-11249, September.
    4. Marko Šostar & Vladimir Ristanović, 2023. "Assessment of Influencing Factors on Consumer Behavior Using the AHP Model," Sustainability, MDPI, vol. 15(13), pages 1-24, June.

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