What motivates viewers to purchase recommended products in live streaming? The moderating role of extroversion–introversion personality

Abstract

Purpose

This study aims to investigate the factors driving viewers' purchase intention in live-streaming by incorporating stimuli–organism–response (S–O–R) framework and extroversion–introversion personality perspectives.

Design/methodology/approach

Data collected from 228 users on live-streaming platforms in Taiwan were used to test the proposed model. The partial least squares method was used to test the measurement and the structural models.

Findings

Product attractiveness and trust in streamer significantly impacts purchase intention. The results also reveal that interactivity, breadth of information and uniqueness of information significantly impact product attractiveness, whereas social presence, breadth of information and uniqueness of information positively affect trust in streamer. Furthermore, streamer attractiveness has a greater effect on the purchase intention of extroverts.

Originality/value

This study investigates how the features of media, message and streamer impact purchase intention through their reactions to live-streaming. This research is also one of the earliest studies to examine the moderating role of extroversion–introversion personality on purchase intention and its antecedents in live-streaming commerce.

Citation

Chang, C.-M., Yen, C., Chou, S.-Y. and Lo, W.-W. (2023), "What motivates viewers to purchase recommended products in live streaming? The moderating role of extroversion–introversion personality", Asia Pacific Journal of Marketing and Logistics, Vol. 35 No. 12, pp. 2983-3007. https://doi.org/10.1108/APJML-07-2022-0582