Effects of in-store live stream on consumers’ offline purchase intention

Title
Effects of in-store live stream on consumers’ offline purchase intention
Publication Date
2023-05
Author(s)
Zhang, Peilin
Chao, Chih-Wei (Fred)
Chiong, Raymond
( author )
OrcID: https://orcid.org/0000-0002-8285-1903
Email: rchiong@une.edu.au
UNE Id une-id:rchiong
Hasan, Najmul
Aljaroodi, Hussain M
Tian, Feng
Type of document
Journal Article
Language
en
Entity Type
Publication
Publisher
Elsevier Ltd
Place of publication
United Kingdom
DOI
10.1016/j.jretconser.2023.103262
UNE publication id
une:1959.11/61353
Abstract

Live stream marketing through social media has attracted the attention of digital retailing marketers in recent years. However, there is a lack of evidence in understanding the influence of in-store live stream on offline purchase intentions. This study aimed to investigate the influence patterns of environmental stimuli on consumers' intention to purchase offline/in-store after watching an in-store live stream session. The StimuliOrganism-Response (SOR) model was employed as the theoretical framework, and a structured questionnaire was used to collect data from individuals who had previous experience with in-store live stream marketing. Structural equation modelling was then applied for data analysis, with a total of 234 valid responses. The findings revealed that environmental stimuli have a significant positive effect on consumers' intentions to make in-store purchases, and the attitudes towards influencers and products substantially mediate the relationship between stimuli and purchase intention. More specifically, consumer attitude towards products has a pronounced effect on whether they will make an in-store purchase. The novelty of this research lies in its investigation of the impact that live stream marketing has on offline or in-store shopping experiences. This contrasts with the majority of existing live stream studies, which focus on consumers' online shopping experiences. In addition, this study broadens the scope of the application of the SOR model to contribute to the growing body of literature on live stream marketing.

Link
Citation
Journal of Retailing and Consumer Services, v.72, p. 1-12
ISSN
1873-1384
0969-6989
Start page
1
End page
12
Rights
Attribution 4.0 International

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