直播电商中主播特征对消费者购买意愿的影响
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安徽商贸职业技术学院 电子商务学院,安徽 芜湖 241002

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安徽省2024优秀青年教师培育项目(YQZD2024087); 2021年校级高水平科研项目培育类课题(2021ZDG06)。


The Impact of Anchor Characteristics on Consumers'' Purchase Intention in Live Streaming E-Commerce
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School of E-commerce, Anhui Business College, Wuhu 241002, Anhui, China

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    摘要:

    随着数字经济的纵深发展,以抖音平台为代表的直播电商已成为驱动消费增长的核心引擎。本文针对直播电商中主播特征对消费者购买意愿的影响机理进行研究,以驱动消费增长。以刺激-机体-反应(SOR)理论为基础框架,引入抖音电商官方提出的FACT+S运营框架,并将其转化为消费者心理感知这一中介路径;同时,将“电商直播飞轮效应”概念化,探讨其在“刺激-机体-反应”路径中的调节作用,以此建立模型、提出假设并加以实证分析。结果表明:主播特征正向影响消费者购买意愿和FACT+S影响下的消费者感知;同时,飞轮效应在二者对购买意愿的影响路径中具有一定的调节作用。

    Abstract:

    With the in-depth development of the digital economy, live streaming e-commerce represented by the Douyin platform has become a core engine driving consumption growth. This paper explores the influence mechanism of anchor characteristics on consumers'' purchase intention in live streaming e-commerce to boost consumption growth. Based on the stimulus-organism-response (SOR) theory, the FACT+S operation framework officially proposed by Douyin E-Commerce is introduced and transformed into the mediating path of consumers'' psychological perception. Meanwhile, the concept of the "E-Commerce Live Streaming Flywheel Effect" is conceptualized to explore its moderating role in the SOR path. On this basis, a theoretical model is constructed, research hypotheses are proposed and an empirical analysis is conducted. The results show that anchor characteristics have a significant positive impact on both consumers'' purchase intention and their perceptions under the influence of FACT+S. Moreover, the flywheel effect exerts a certain moderating role in the influence paths of both anchor characteristics and consumers'' perceptions on purchase intention.

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薛晨杰,凌洁,钱丽琼.直播电商中主播特征对消费者购买意愿的影响[J].西昌学院学报(自然科学版),2026,40(1):17-27.

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  • 收稿日期:2025-12-04
  • 最后修改日期:2026-01-04
  • 录用日期:2026-01-06
  • 在线发布日期: 2026-04-16