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Assessing Streamer Attributes: The Role of Trust in Purchase Intention for Live E-Commerce

In: Advances in Digital Marketing and eCommerce

Author

Listed:
  • Monica Law

    (Hong Kong Shue Yan University)

  • Mark Ng

    (Hong Kong Shue Yan University)

  • Lubanski Lam

    (Hong Kong Shue Yan University)

  • Xiling Cui

    (Hong Kong Shue Yan University)

Abstract

This study aims to examine which streamer attributes enhance consumer trust and thus increase purchase intention. Regarding signalling theory, each attribute conveys specific signals to consumers. Results obtained from a survey of 453 respondents for live e-commerce in Hong Kong and analysed with a structural equation model indicate that attractiveness, parasocial interaction and responsiveness have significant positive relationships and are fully mediated by trust, whereas trust has a significant positive relationship with purchase intention. However, creativity is neither related nor mediated with trust but has a positive direct relationship with purchase intention. This research contributes to live-streaming e-commerce literature to provide further understanding of the impacts of different streamer attributes on trust and purchase intention. It also provides significant implications for marketers to review current live e-commerce strategies and adopt improved strategies for selecting and cooperating with streamers.

Suggested Citation

  • Monica Law & Mark Ng & Lubanski Lam & Xiling Cui, 2023. "Assessing Streamer Attributes: The Role of Trust in Purchase Intention for Live E-Commerce," Springer Proceedings in Business and Economics, in: Francisco J. Martínez-López (ed.), Advances in Digital Marketing and eCommerce, pages 53-61, Springer.
    • Handle: RePEc:spr:prbchp:978-3-031-31836-8_7
    DOI: 10.1007/978-3-031-31836-8_7
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