电商直播对消费者冲动性购买行为的影响研究——基于情感认同与主播特征的调节效应
Research on the Influence of E-Commerce Live Streaming on Consumers’ Impulsive Purchasing Behaviour—Moderating Effects Based on Emotional Identity and Anchor Characteristics
摘要: 本研究基于刺激–机体–反应(S-O-R)理论框架，整合社会认同理论与双重加工理论，探究电商直播场景下主播特征(专业性、互动性、可信度)对消费者冲动性购买行为的影响机制，并揭示情感认同的调节作用及性别差异的边界条件。通过对淘宝、抖音、快手平台602名直播购物用户的实证分析，结果表明：1) 主播专业性(β = 0.37, p < 0.001)、互动性(β = 0.42, p < 0.001)与可信度(β = 0.29, p < 0.01)均显著正向驱动冲动性购买行为，其中互动性作用最强；2) 情感认同对专业性路径的调节效应(ΔR2 = 0.11, p < 0.05)显著高于互动性路径(ΔR2 = 0.04, p = 0.082)，印证理性说服需情感强化的双重路径机制；3) 女性消费者对互动性的敏感度较男性高23.6% (p < 0.01)，凸显性别角色理论在直播消费场景的应用价值。本研究提出“能力–情感”双轮驱动模型，为直播电商平台优化主播培养体系、设计差异化运营策略提供理论依据，并拓展了冲动性购买行为研究的理论边界。
Abstract: Based on the Stimulus-Organism-Response (S-O-R) theoretical framework, this study integrates the social identity theory and the dual processing theory to explore the influence mechanism of anchor characteristics (professionalism, interactivity, and trustworthiness) on consumers’ impulsive purchasing behaviours in e-commerce live streaming scenarios and to reveal the moderating role of affective identity and the boundary conditions of gender differences. Through empirical analyses of 602 live shopping users on Taobao, Douyin, Kuaishou platforms, the results show that 1) anchor professionalism (β = 0.37, p < 0.001), interactivity (β = 0.42, p < 0.001) and trustworthiness (β = 0.29, p < 0.01) significantly and positively drive impulsive purchasing behaviours, with interactivity playing the strongest role; 2) The moderating effect of emotional identity on the professional path (ΔR2 = 0.11, p < 0.05) is significantly higher than that of the interactive path (ΔR2 = 0.04, p = 0.082), confirming the dual-path mechanism of rational persuasion requiring emotional reinforcement; 3) female consumers are 23.6% more sensitive to interactivity than males (p < 0.01), which highlights the value of the application of the gender role theory to live streaming consumption scenarios. This study proposes the “ability-emotion” dual-wheel drive model, which provides a theoretical basis for live broadcast e-commerce platforms to optimize the anchor training system and design differentiated operation strategies, and expands the theoretical boundaries of the research on impulsive purchasing behaviours.
文章引用：卜瀚赟. 电商直播对消费者冲动性购买行为的影响研究——基于情感认同与主播特征的调节效应[J]. 电子商务评论, 2025, 14(6): 54-65. https://doi.org/10.12677/ecl.2025.1461711

参考文献

[1] Rook, D.W. and Fisher, R.J. (1995) Normative Influences on Impulsive Buying Behavior. Journal of Consumer Research, 22, 305-313. [Google Scholar] [CrossRef] 
[2] Mehrabian, A. and Russell, J.A. (1974) An Approach to Environmental Psychology. MIT Press.
[3] Petty, R.E. and Cacioppo, J.T. (1986) The Elaboration Likelihood Model of Persuasion. In: Petty, R.E. and Cacioppo, J.T., Eds., Communication and Persuasion: Central and Peripheral Routes to Attitude Change, Springer, 1-24. [Google Scholar] [CrossRef] 
[4] Tajfel, H. and Turner, J.C. (1986) The Social Identity Theory of Intergroup Behavior. In: Worchel, S. and Austin, W.G., Eds., Psychology of Intergroup Relations, Hall Publishers, 7-24.
[5] Mael, F. and Ashforth, B.E. (1992) Alumni and Their Alma Mater: A Partial Test of the Reformulated Model of Organizational Identification. Journal of Organizational Behavior, 13, 103-123. [Google Scholar] [CrossRef] 
[6] Belk, R.W. (1975) Situational Variables and Consumer Behavior. Journal of Consumer Research, 2, 157-164. [Google Scholar] [CrossRef] 
[7] Zeithaml, V.A. (1988) Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence. Journal of Marketing, 52, 2-22. [Google Scholar] [CrossRef] 
[8] Hovland, C.I., Janis, I.L. and Kelley, H.H. (1953) Communication and Persuasion: Psychological Studies of Opinion Change. Yale University Press.
[9] Childers, T.L., Carr, C.L., Peck, J. and Carson, S. (2001) Hedonic and Utilitarian Motivations for Online Retail Banking. Journal of Service Research, 3, 152-169.
[10] Holzwarth, M., Janiszewski, C. and Neumann, M.M. (2006) The Influence of Avatars on Online Consumer Shopping Behavior. Journal of Marketing, 70, 19-36. [Google Scholar] [CrossRef] 
[11] Ohanian, R. (1990) Construction and Validation of a Scale to Measure Celebrity Endorsers’ Perceived Expertise, Trustworthiness, and Attractiveness. Journal of Advertising, 19, 39-52. [Google Scholar] [CrossRef] 
[12] Bhattacharya, C.B. and Sen, S. (2003) Consumer-Company Identification: A Framework for Understanding Consumers’ Relationships with Companies. Journal of Marketing, 67, 76-88. [Google Scholar] [CrossRef] 
[13] Eagly, A.H. and Wood, W. (1999) The Origins of Sex Differences in Human Behavior: Evolved Dispositions versus Social Roles. American Psychologist, 54, 408-423. [Google Scholar] [CrossRef] 
[14] Hu, L. and Bentler, P.M. (1999) Cutoff Criteria for Fit Indexes in Covariance Structure Analysis: Conventional Criteria versus New Alternatives. Structural Equation Modeling: A Multidisciplinary Journal, 6, 1-55. [Google Scholar] [CrossRef] 
[15] Hayes, A.F. (2017) Introduction to Mediation, Moderation, and Conditional Process Analysis: A Regression-Based Approach. 2nd Edition, Guilford Press.
[16] Cheung, G.W. and Rensvold, R.B. (2002) Evaluating Goodness-of-Fit Indexes for Testing Measurement Invariance. Structural Equation Modeling: A Multidisciplinary Journal, 9, 233-255. [Google Scholar] [CrossRef] 
[17] Podsakoff, P.M., MacKenzie, S.B., Lee, J. and Podsakoff, N.P. (2003) Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies. Journal of Applied Psychology, 88, 879-903. [Google Scholar] [CrossRef] [PubMed]
[18] Festinger, L. (1957) A Theory of Cognitive Dissonance. Row Peterson.
[19] Hofstede, G. (1980) Culture’s Consequences: International Differences in Work-Related Values. Sage Publications.
[20] Knutson, B., Adams, C.M., Fong, G.W. and Hommer, D. (2007) Anticipation of Increasing Monetary Reward Selectively Recruits Nucleus Accumbens. Journal of Neuroscience, 21, 1-5.

为你推荐