How streamer channels influence luxury brand sales in live streaming commerce: an empirical study

Abstract

PurposeThis study aims to understand how different levels of streamer channels influence luxury brand sales in live streaming commerce. This study also seeks to understand the conditions under which luxury brands may benefit more from different level streamer channels.Design/methodology/approachPanel data were collected from 17 international luxury brands on the Douyin live streaming platform in an 18 week period from August to December 2020 and analyzed by using a two-way fixed effects model.FindingsThe authors compared different mega-, macro- and micro-streamer channels within live streaming commerce and found that the densities of mega- and macro-streamer channels had significant positive impacts on luxury brand sales in live streaming commerce. Moreover, the effects of the density of streamer channel on luxury brand sales were moderated by such variables as product line breadth, product line depth, product type (star/non-star) and product price (high/low). The authors found that product line breadth and depth could reduce the positive impact of the densities of mega- and macro-streamer channels on luxury brand sales. For star products and high-priced products, the relationship between the density of mega-streamer channel and luxury brand sales was more likely to be observed than for non-star products and low-priced products. The relationship between the density of macro-streamer channel and luxury brand sales was more likely to be observed in low-priced products than in high-priced products.Originality/valueThe findings make important contributions to the literature in that the authors expand the influencer-brand fit theory by proposing a new model of effects of the densities of mega-, macro- and micro-streamer channels on sales performance across different luxury products to improve our understanding of the fit among influencers, brands and products. This helps luxury brands make basic decisions of “who sells” and “sells what” when engaging in live streaming commerce.