How livestreaming increases product sales: role of trust transfer and elaboration likelihood model

References

• Aaker, D. A. 1991. Managing Brand Equity. New York: The Free Press.
   Google Scholar
• Agnihotri, R., A. Rapp, and K. Trainor. 2009. “Understanding the Role of Information Communication in the Buyer-Seller Exchange Process: Antecedents and Outcomes.” Journal of Business & Industrial Marketing 24 (7): 474–486.
   Web of Science ®Google Scholar
• Allison, T. H., B. C. Davis, J. W. Webb, and J. C. Short. 2017. “Persuasion in Crowdfunding: An Elaboration Likelihood Model of Crowdfunding Performance.” Journal of Business Venturing 32 (6): 707–725.
   Web of Science ®Google Scholar
• Armstrong, J. S., and T. S. Overton. 1977. “Estimating Nonresponse Bias in Mail Surveys.” Journal of Marketing Research 14 (3): 396–402.
   Web of Science ®Google Scholar
• Bhattacherjee, A., and C. Sanford. 2006. “Influence Process for Information Technology Acceptance: An Elaboration Likelihood Model.” MIS Quarterly 30 (4): 805–825.
   Web of Science ®Google Scholar
• Cai, J., and D. Y. Wohn. 2019. “Live streaming commerce: Uses and gratifications approach to understanding consumers’ motivations.” In Proceedings of the 52nd Hawaii International Conference on System Sciences, Hawaii, USA.
   Google Scholar
• Cai, J., D.Y. Wohn, A. Mittal, and D. Sureshbabu.2018. “Utilitarian and hedonic motivations for live streaming shopping.” In Proceeding of ACM Conference on Interactive Experiences for Television and Online Video (ACM TVX 2018), Seoul, Korea
   Google Scholar
• Chen, J., and S. Dibb. 2010. “Consumer Trust in the Online Retail Context: Exploring the Antecedents and Consequences.” Psychology & Marketing 27 (4): 323–346.
   Web of Science ®Google Scholar
• Chen, C., Y. Hu, Y. Lu, and Y. Hong. 2019. “Everyone can be a Star: Quantifying grassroots online sellers’ live streaming effects on product sales.” In Proceedings of the 52nd Hawaii International Conference on System Sciences, Hawaii, USA.
   Google Scholar
• Chen, C.-C., and Y.-C. Lin. 2018. “What Drives Live-Stream Usage Intention? The Perspectives of Flow, Entertainment, Social Interaction, and Endorsement.” Telematics and Informatics 35: 293–303.
   Web of Science ®Google Scholar
• Cheng, X., Y. Gu, and J. Shen. 2019. “An Integrated View of Particularized Trust in Social Commerce: An Empirical Investigation.” International Journal of Information Management 45: 1–12.
   Web of Science ®Google Scholar
• Cheng, X., and J. Yang. 2020. “Livestream e-commerce gains traction in China: Is it worth the hype?” https://news.cgtn.com/news/2020-05-08/Livestream-e-commerce-gains-traction-in-China-Is-it-worth-the-hype–QjRRqc2kIo/index.html
   Google Scholar
• Cheung, G. W., and R. S. Lau. 2008. “Testing Mediation and Suppression Effects of Latent Variables: Bootstrapping with Structural Equation Models.” Organizational Research Methods 11 (2): 296–325.
   Web of Science ®Google Scholar
• Chin, W. W. 1998. ““The Partial Least Squares Approach to Structural Equation Modeling.”.” In Modern Methods for Business Research, edited by G. A. Marcoulides, 295–358. Mahwah, NJ: Lawrence Erlbaum Associates.
   Google Scholar
• Chinomona, R., L. Okoumba, and D. Pooe. 2013. “The Impact of Product Quality on Perceived Value, Trust and Students’ Intention to Purchase Electronic Gadgets.” Mediterranean Journal of Social Science 4 (14): 463–472.
   Google Scholar
• Chung, N., H. G. Song, and H. Lee. 2017. “Consumers’ Impulsive Buying Behavior of Restaurant Products in Social Commerce.” International Journal of Contemporary Hospitality Management 29 (2): 709–731.
   Web of Science ®Google Scholar
• Doney, P. M., and J. P. Cannon. 1997. “An Examination of the Nature of Trust in Buyer–Seller Relationships.” Journal of Marketing 61 (2): 35–51.
   Web of Science ®Google Scholar
• Fulmer, C. A., and M. J. Gelfand. 2012. “At What Level (and in Whom) we Trust: Trust Across Multiple Organizational Levels.” Journal of Management 38 (4): 1167–1230.
   Web of Science ®Google Scholar
• Gefen, D. 2000. “E-Commerce: The Role of Familiarity and Trust.” Omega 28 (6): 725–737.
   Web of Science ®Google Scholar
• Gefen, D., E. Karahanna, and D. W. Straub. 2003. “Trust and TAM in Online Shopping: An Integrated Model.” MIS Quarterly 27 (1): 51–90.
   Web of Science ®Google Scholar
• Gefen, D., E. Rigdon, and D. Straub. 2011. “Editor's Comments: An Update and Extension to SEM Guidelines for Administrative and Social Science Research.” MIS Quarterly 35 (2): Iii–Xiv.
   Web of Science ®Google Scholar
• Gefen, D., and D. W. Straub. 2004. “Consumer Trust in B2C e-Commerce and the Importance of Social Presence: Experiments in E-Products and E-Services.” Omega: The International Journal of Management Science 32 (6): 407–424.
   Web of Science ®Google Scholar
• Hair, J. F., J. J. Risher, M. Sarstedt, and C. M. Ringle. 2019. “When to use and how to Report the Results of PLS-SEM.” European Business Review 31 (1): 2–24.
   Web of Science ®Google Scholar
• Hao, K. 2020. “Live-streaming helped China’s farmers survive the pandemic.” https://www.technologyreview.com/2020/05/06/1001186/china-rural-live-streaming-during-cornavirus-pandemic/
   Google Scholar
• Hayes, A. F. 2009. “Beyond Baron and Kenny: Statistical Mediation Analysis in the new Millennium.” Communication Monographs 76: 408–420.
   Web of Science ®Google Scholar
• Henseler, J., C. M. Ringle, and M. Sarstedt. 2015. “A new Criterion for Assessing Discriminant Validity in Variance-Based Structural Equation Modeling.” Journal of the Academy of Marketing Science 43 (1): 115–135.
   Web of Science ®Google Scholar
• Hsu, M. H., L. W. Chuang, and C. S. Hsu. 2014. “Understanding Online Shopping Intention: The Roles of Four Types of Trust and Their Antecedents.” Internet Research 24 (3): 332–352.
   Web of Science ®Google Scholar
• Johnson, D., and K. Grayson. 2005. “Cognitive and Affective Trust in Service Relationships.” Journal of Business Research 58 (4): 500–507.
   Web of Science ®Google Scholar
• Ke, D., A. Chen, and C. Su. 2016. “Online Trust-Building Mechanisms for Existing Brands: the Moderating Role of the e-Business Platform Certification System.” Electronic Commerce Research 16 (2): 189–216.
   Web of Science ®Google Scholar
• Keh, H. T., and Y. Xie. 2009. “Corporate Reputation and Customer Behavioral Intentions: The Roles of Trust, Identification and Commitment.” Industrial Marketing Management 38 (7): 732–742.
   Web of Science ®Google Scholar
• Keller, K. L. 2003. Strategic Brand Management: Building, Measuring, and Managing Brand Equity. New Jersey: Prentice.
   Google Scholar
• Kim, D. J. 2008. “Self-perception-based Versus Transference-Based Trust Determinants in Computer-Mediated Transactions: A Cross-Cultural Comparison Study.” Journal of Management Information Systems 24 (4): 13–45.
   Web of Science ®Google Scholar
• Kim, D. J., D. L. Ferrin, and H. R. Rao. 2008. “A Trust-Based Consumer Decision-Making Model in Electronic Commerce: The Role of Trust, Perceived Risk, and Their Antecedents.” Decision Support Systems 44 (2): 544–564.
   Web of Science ®Google Scholar
• Kim, S., and H. Park. 2013. “Effects of Various Characteristics of Social Commerce (s-Commerce) on Consumers’ Trust and Trust Performance.” International Journal of Information Management 33 (2): 318–332.
   Web of Science ®Google Scholar
• Kuan, H. H., and G. W. Bock. 2007. “Trust Transference in Brick and Click Retailers: An Investigation of the Before-Online-Visit Phase.” Information & Management 44 (2): 175–187.
   Web of Science ®Google Scholar
• Lee, K. C., I. Kang, and D. H. McKnight. 2007. “Transfer From Offline Trust to key Online Perceptions: An Empirical Study.” IEEE Transactions on Engineering Management 54 (4): 729–741.
   Web of Science ®Google Scholar
• Li, X., T. J. Hess, and J. S. Valacich. 2006. “Using Attitude and Social Influence to Develop an Extended Trust Model for Information Systems.” Database for Advances in Information Systems 37 (2-3): 108–124.
   Google Scholar
• Li, B., F. Hou, Z. Guan, and A.Y.L. Chong. 2018a. “What drives people to purchase virtual gifts in live streaming? The mediating role of flow.” In Proceeding of Twenty-Second Pacific Asia Conference on Information Systems, Japan, 2018.
   Google Scholar
• Li, D., G. Zhang, Z. Xu, Y. Lan, Y. Shi, Z. Liang, and H. Chen. 2018b. “Modelling the Roles of Celebrity Trust and Platform Trust in Consumers’ Propensity of Live-Streaming: An Extended TAM Method.” Materials & Continua 55 (1): 137–150.
   Web of Science ®Google Scholar
• Liang, T.P., P-J. Wu, and C.C. Huang. 2019. “Why Funders Invest in Crowdfunding Projects: Roles of Trust From the Dual-Process Perspective.” Information & Management 56 (1):70-84.
   Web of Science ®Google Scholar
• Lim, K. H., C. L. Sia, M. K. O. Lee, and I. Benbasat. 2006. “Do I Trust you Online, and if so, Will I buy? An Empirical Study of two Trust-Building Strategies.” Journal of Management Information Systems 23 (2): 233–266.
   Web of Science ®Google Scholar
• Macdonald, E. K., and B. M. Sharp. 2000. “Brand Awareness Effects on Consumer Decision Making for a Common, Repeat Purchase Product: a Replication.” Journal of Business Research 48 (1): 5–15.
   Web of Science ®Google Scholar
• McKnight, D. H. 2002. “Developing and Validating Trust Measures for E-Commerce: An Integrative Typology.” Information Systems Research 13 (3): 334–359.
   Web of Science ®Google Scholar
• McKnight, D. H., L. L. Cummings, and N. L. Chervany. 1998. “Initial Trust Formation in new Organizational Relationships.” Academy of Management Review 23 (3): 472–490.
   Web of Science ®Google Scholar
• Morgan, R. M., and S. D. Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.” Journal of Marketing 58: 20–38.
   Web of Science ®Google Scholar
• Moshinsky, B. 2018. “Chinese Millennials Have Created a $5 billion Industry in Their Search for 15 min of Fame.” http://www.businessinsider.com/credit-suisse-note-onchineese-livestreaming-industry-2016-9
   Google Scholar
• Park, H. J., and L. M. Lin. 2020. “The Effects of Match-ups on the Consumer Attitudes Toward Internet Celebrities and Their Live Streaming Contents in the Context of Product Endorsement.” Journal of Retailing and Consumer Services 52: 101934.
   Web of Science ®Google Scholar
• Petty, R. E., and J. T. Cacioppo. 1981. Attitudes and Persuasion: Classic and Contemporary Approaches. Dubuque, IA: Wm. C. Brown.
   Google Scholar
• Petty, R. E., and J. T. Cacioppo. 1984. “Source Factors and the Elaboration Likelihood Model of Persuasion.” Advances in Consumer Research 11 (1): 668–672.
   Google Scholar
• Petty, R. E., and J. T. Cacioppo. 1986. Communication and Persuasion: Central and Peripheral Routes to Attitude Change. New York: Springer Verlag.
   Google Scholar
• Podsakoff, P. M., S. B. MacKenzie, J. Y. Lee, and N. P. Podsakoff. 2003. “Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies.” Journal of Applied Psychology 88 (5): 879–903.
   PubMed Web of Science ®Google Scholar
• Ranganathan, C., and S. K. Jha. 2007. “Examining Online Purchase Intentions in B2C E-Commerce: Testing an Integrated Model.” Information Resources Management Journal 20 (4): 48–64.
   Google Scholar
• Sentance, R. 2019. “What Is China’s Live Commerce Trend? And What Does Pinduoduo’s Livestreaming Launch Mean?” https://econsultancy.com/what-is-live-commerce-pinduoduo-livestreaming-launch/
   Google Scholar
• Shiau, W.-L., M. Sarstedt, and J. F. Hair. 2019. “Internet Research Using Partial Least Squares Structural Equation Modeling (PLS-SEM).” Internet Research 29 (3): 398–406.
   Web of Science ®Google Scholar
• Smith, S., and J. Wheeler. 2002. Managing the Customer Experience: Turning Customers Into Advocates. London: Prentice Hall Financial Times and Pearson Education Ltd.
   Google Scholar
• Statista. 2020. “Market Size of Online Live Streaming in China from 2016 to 2020.” https://www.statista.com/statistics/874591/china-online-live-streaming-market-size/
   Google Scholar
• Stewart, K. J. 2003. “Trust Transference on the World Wide web.” Organization Science 14 (1): 5–17.
   Web of Science ®Google Scholar
• Suh, K.-S., and S. Chang. 2006. “User Interfaces and Consumer Perceptions of Online Stores: The Role of Telepresence.” Behaviour & Information Technology 25 (2): 99–113.
   Web of Science ®Google Scholar
• Sun, Y., X. Shao, X. Li, Y. Guo, and K. Nie. 2019. “How Live Streaming Influences Purchase Intentions in Social Commerce: An IT Affordance Perspective.” Electronic Commerce Research and Applications 37: 100886.
   Web of Science ®Google Scholar
• Sun, Y., X. Shao, K. Nie, Y. Qi, and Y. Guo. 2018. “Why Do Customers Buy Products on Social Commerce Platform? A Study from Affordance Theory.” In Proceedings of the 18nd Interantional Conference on Eletronic Business, 731–738, Guilin, China
   Google Scholar
• Szymanski, D. 1988. “Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept.” Journal of Marketing 52: 64–77.
   Web of Science ®Google Scholar
• Tam, K. Y., and S. Y. Ho. 2005. “Web Personalization as a Persuasion Strategy: An Elaboration Likelihood Model Perspective.” Information Systems Research 16 (3): 271–291.
   Web of Science ®Google Scholar
• Toivonen, R. M. 2012. “Product Quality and Value From Consumer Perspective: An Application to Wooden Products.” Journal of Forest Economics 18: 157–173.
   Web of Science ®Google Scholar
• Trampe, D., D. A. Stapel, F. W. Siero, and H. Mulder. 2010. “Beauty as a Tool: The Effect of Model Attractiveness, Product Relevance, and Elaboration Likelihood on Advertising Effectiveness.” Psychology and Marketing 27 (12): 1101–1121.
   Web of Science ®Google Scholar
• Venkatesh, V., and M. G. Morris. 2000. “Why Don’t men Ever Stop to ask Direction? Gender, Social Influence, and Their Role in Technology Acceptance and Usage Behavior.” MIS Quarterly 24: 115–139.
   Web of Science ®Google Scholar
• Wang, Y. 2019. “Laws needed to regulate sales via live streaming.” http://www.chinadaily.com.cn/global/2019-11/07/content_37521376.htm
   Google Scholar
• Wongkitrungrueng, A., and N. Assarut. 2018. “The Role of Live Streaming in Building Consumer Trust and Engagement with Social Commerce Sellers.” Journal of Business Research 117: 543–556.
   Web of Science ®Google Scholar
• Wongkitrungrueng, A., N. Dehouche, and N. Assarut. 2020. “Live Streaming Commerce from the Sellers’ Perspective: Implications for Online Relationship Marketing.” Journal of Marketing Management 36 (5-6): 488–518.
   Web of Science ®Google Scholar
• Wu, S.-I., and J.-Y. Jang. 2013. “The Impact of ISO Certification on Consumers’ Purchase Intention.” Total Quality Management & Business Excellence 25 (3–4): 412–426.
   Web of Science ®Google Scholar
• Yoh, E., M. L. Damhorst, S. Sapp, and R. Laczniak. 2003. “Consumer Adoption of the Internet: the Case of Apparel Shopping.” Psychology and Marketing 20 (12): 1095–1118.
   Web of Science ®Google Scholar
• Yoon, C. 2010. “Antecedents of Consumer Satisfaction with Online Banking in China: The Effects of Experience.” Computers in Human Behavior 26: 1296–1304.
   Web of Science ®Google Scholar
• Yoon, V. Y., R. E. Hostler, and Z. Guo. 2013. “Assessing the Moderating Effect of Consumer Product Knowledge and Online Shopping Experience on Using Recommendation Agents for Customer Loyalty.” Decision Support Systems 55 (4): 883–893.
   Web of Science ®Google Scholar
• Zha, X. J., H. J. Yang, Y. L. Yan, K. F. Liu, and C. S. Huang. 2018. “Exploring the Effect of Social Media Information Quality, Source Credibility and Reputation on Informational fit-to Task: Moderating Role of Focused Immersion.” Computers in Human Behavior 79: 227–237.
   Web of Science ®Google Scholar
• Zhao, Q., C.-D. Chen, and J.-L. Wang. 2016. “The Effects of Psychological Ownership and TAM on Social Media Loyalty: An Integrated Model.” Telematics and Informatics 33 (4): 959–972.
   Web of Science ®Google Scholar
• Zhou, T. 2012. “Understanding Users’ Initial Trust in Mobile Banking: An Elaboration Likelihood Perspective.” Computers in Human Behavior 28 (4): 1518–1525.
   Web of Science ®Google Scholar