Investigating the Key Drivers of Impulsive Buying Behavior in Live Streaming

Author:

Cui Yi1ORCID,Liu Yanping2,Gu Meng1

Affiliation:

1. Communication University of China, China

2. Guangdong University of Finance and Economics, China

Abstract

Live streaming has become popular among various e-commerce models. As an efficient way of marketing, live streaming can stimulate consumers' impulse purchasing behavior by creating a compelling experience, flow experience. Even though research on flow experience has been applied to understand consumer behavior in e-commerce, few studies have been conducted in live streaming e-commerce, let alone the influencing factors. Drawing on the stimulus-organism-response (S-O-R) model, this paper examines the impact of cognitive stimuli and perceptive stimuli on the urge to buy impulsively via flow experience. The results indicate that information content, website design, time pressure, and personalized recommendation positively relate to flow experience and the urge to buy impulsively. They also find the direct effect of time pressure and personalized recommendation on the urge to buy impulsively. The theoretical contributions and the practical implications for e-commerce live streaming are presented.

Publisher

IGI Global

Subject

Information Systems and Management,Management Science and Operations Research,Strategy and Management,Computer Science Applications,Business and International Management

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