International Journal of Academic Research in Business and Social Sciences

search-icon

Live Streaming Shopping: Effects on Purchase Intentions among Malaysian Consumers

Open access
Live streaming shopping is revolutionizing the way that people shop, as it offers a convenient and interactive shopping experience allowing customers to have real-time access to products and services from their home. This has led to tremendous growth in the industry, with more and more retailers investing in live streaming shopping platforms to meet the needs of their customers. This study investigated the relationship between live streaming and purchase intentions in social commerce in Malaysia using the Theory of Planned Behavior (TPB). A survey was conducted among 200 Malaysian consumers who have experience with live-streaming. The results showed that while attitude does not significantly influence customers’ intention to purchase, subjective norms and perceived behavioral control are significant in influencing consumers’ intention to purchase through live-streaming. The findings provide insights on how marketers can increase the likelihood of customers making a purchase through live-streaming channels.
Ahn, J., & Back, K.-J. (2018). Influence of brand relationship on customer attitude toward integrated resort brands: A cognitive, affective, and conative perspective. Journal of Travel & Tourism Marketing, 35(4), 449–460.
https://doi.org/https://doi.org/10.1080/10548408.2017.1358239
Ajzen, I. (1988). Attitudes, personality, and behaviour. McGraw-Hill Education.
Ajzen, Icek. (1985). Perceived behavioral control, self efficacy, locus of control, and the theory of planned behavior. Journal of Applied Social Psychology, 34(2), 665–683. https://doi.org/10.1111/j.1559-1816.2002.tb00236.x
Ajzen, I. (1991). The Theory of Planned Behavior. Organizational Behavior and Human Decision Processes, 50(2), 179–211. https://doi.org/https://doi.org/10.1016/0749-5978(91)90020-T
Ajzen, I. (2011). The theory of planned behaviour: Reactions and reflections. Psychology & Health, 26(9), 1113–1127. https://doi.org/10.1080/08870446.2011.613995
Apasrawirote, D., & Yawised, K. (2022). Factors influencing the behavioral and purchase intention on live-streaming shopping. Asian Journal of Business Research, 12, 39–56. https://doi.org/https://doi.org/10.14707/ajbr.220119
Apasrawirote, Darlin, & Yawised, K. (2022). Factors Influencing the Behavioral and Purchase Intention on Live-streaming Shopping. Asian Journal of Business Research, 12(1), 39–56. https://doi.org/10.14707/ajbr.220119
Chan, L. Q., Kong, Y. M., Ong, Z. Y., Toh, J. X., Von, Y. H., Lee, V. H., Loh, X. M., & Tan, G. W. H. (2022). Driving Factors Towards Live-Stream Shopping in Malaysia. Proceedings of International Conference on Emerging Technologies and Intelligent Systems: ICETIS 2021, 1, 580–591. https://doi.org/10.1007/978-3-030-82616-1_48
Chen, C.-C., & Lin, Y.-C. (2018). What drives live-stream usage intention? The perspectives of flow, entertainment, social interaction, and endorsement. Telematics and Informatics, 35(1), 293–303. https://doi.org/https://doi.org/10.1016/j.tele.2017.12.003
Addo, C. P., Fang, J., Asare, A. O., & Kulbo, N. B. (2021). Customer engagement and purchase intention in live-streaming digital marketing platforms. The Service Industries Journal, 41(11–12), 767–786. https://doi.org/10.1080/02642069.2021.1905798
Giertz, J. N., Weiger, W. H., Torhonen, M., & Hamari, J. (2021). Content versus community focus in live streaming services: How to drive engagement in synchronous social media. Journal of Service Management, 33(1), 33–58.
https://doi.org/https://doi.org/10.1108/JOSM-12-2020-0439
Gilbert, M. A. (2019). Strengthening Your Social Media Marketing with Live Streaming Video. In A. Al-Masri & K. Curran (Eds.), Smart Technologies and Innovation for a Sustainable Future (pp. 357–365). Springer International Publishing.
https://doi.org/https://doi.org/10.1007/978-3-030-01659-3_42
Guo, Y., Zhang, K., & Wang, C. (2022). Way to success: Understanding top streamer’s popularity and influence from the perspective of source characteristics. Journal of Retailing and Consumer Services, 64, 102786.
https://doi.org/10.1016/j.jretconser.2021.102786
Hair, J. F., Ringle, C. M., & Sarstedt, M. (2013). Editorial - Partial Least Squares Structural Equation Modeling: Rigorous Applications, Better Results and Higher Acceptance. Long Range Planning, 46(1–2), 1–12.
Ham, M., & Lee, S. W. (2020). Factors affecting the popularity of video content on live-streaming services: Focusing on V Live, the South Korean live-streaming service. Sustainability, 12(5), 1784. https://doi.org/https://doi.org/10.3390/su12051784
Ho, C. I., Liu, Y., & Chen, M. C. (2022). Factors Influencing Watching and Purchase Intentions on Live Streaming Platforms: From a 7Ps Marketing Mix Perspective. Information (Switzerland), 13(5), 1–19. https://doi.org/10.3390/info13050239
Jacob, K. (2022). Engaging customers with social experiences in e-commerce. The Edge Markets.
Lee, J., & Lee, M. (2011). Factors influencing the intention to watch online video advertising. Cyberpsychology, Behavior, and Social Networking, 14(10), 619–624. https://doi.org/10.1089/cyber.2009.0305
Li, L., Kang, K., Feng, Y., & Zhao, A. (2022). Factors affecting online consumers’ cultural presence and cultural immersion experiences in live streaming shopping. Journal of Marketing Analytics, 1–14.
Li, R., Lu, Y., Ma, J., & Wang, W. (2021). Examining gifting behavior on live streaming platforms: An identity-based motivation model. Information & Management, 58(6), 103406.
Li, Y., Wang, C., & Liu, J. (2020). A systematic review of literature on user behavior in video game live streaming. International Journal of Environmental Research and Public Health, 17(9). https://doi.org/10.3390/ijerph17093328
Lin, S.-C., Tseng, H.-T., Shirazi, F., Hajli, N., & Tsai, P.-T. (2023). Exploring factors influencing impulse buying in live streaming shopping: a stimulus-organism-response (SOR) perspective. Asia Pacific Journal of Marketing and Logistics, 35(6), 1383–1403.
Lu, B., & Chen, Z. (2021). Live streaming commerce and consumers’ purchase intention: An uncertainty reduction perspective. Information & Management, 58(7), 103509. https://doi.org/https://doi.org/10.1016/j.im.2021.103509
Ma, Y. (2021). To shop or not: Understanding Chinese consumers’ live-stream shopping intentions from the perspectives of uses and gratifications, perceived network size, perceptions of digital celebrities, and shopping orientations. Telematics and Informatics, 59, 101562. https://doi.org/https://doi.org/10.1016/j.tele.2021.101562
Noor, N. M., Noranee, S., Zakaria, M. F., Unin, N., & Suaee, M. A. H. M. (2020). Online Shopping: The Influence of Attitude, Subjective Norm and Perceived Behavioral Control on Purchase Intention. ACM International Conference Proceeding Series, October, 33–36. https://doi.org/10.1145/3387263.3387266
Othman, C., & Rahman, M. S. (2014). Investigation of the relationship of brand personality, subjective norm and perceived control on consumers’ purchase intention of organic fast food. Modern Applied Science, 8(3), 92–106.
Pallant, J. (2005). SPSS survival manual (2nd edn.). Allen & Unwin.
Park, H. J., & Lin, L. M. (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.
Qiu, Q., Zuo, Y., & Zhang, M. (2021). Can live streaming save the tourism industry from a pandemic? A study of social media. ISPRS International Journal of Geo-Information, 10(9). https://doi.org/10.3390/ijgi10090595
Sarker, P., Kizgin, H., Rana, N. P., & Dwivedi, Y. (2019). Review of Theoretical Models and Limitations of Social Commerce Adoption Literature. 18th Conference on E-Business, e-Services and e-Society (I3E), 3–12.
Sekaran, U., & Bougie, R. (2009). Research methods for business: A skill building approach (5th edn.). John Wiley and Sons.
Thorburn, E. D. (2014). Social media, subjectivity, and surveillance: Moving on from occupy, the rise of live streaming video. Communication and Critical/Cultural Studies, 11(1), 52–63. https://doi.org/https://doi.org/10.1080/14791420.2013.827356
Wang, X., & Wu, D. (2019). Understanding user engagement mechanisms on a live streaming platform. HCI in Business, Government and Organizations. Information Systems and Analytics: 6th International Conference, HCIBGO 2019, 266–275.
Wang, Y., Lu, Z., Cao, P., Chu, J., Wang, H., & Wattenhofer, R. (2022). How live streaming changes shopping decisions in e-commerce: A study of live streaming commerce. Computer Supported Cooperative Work (CSCW), 31(4), 701–729. https://doi.org/https://doi.org/10.1007/s10606-022-09439-2
Wang, Z., Li, J., & Chen, P. (2022). Factors influencing Chinese flower and seedling family farms’ intention to use live streaming as a sustainable marketing method: an application of extended theory of planned behavior. Environment, Development and Sustainability, 24(3), 4299–4322. https://doi.org/10.1007/s10668-021-01616-5
Wongkitrungrueng, A., & Assarut, N. (2020). The role of live streaming in building consumer trust and engagement with social commerce sellers. Journal of Business Research, 117, 543–556.
Wongkitrungrueng, A., Dehouche, N., & Assarut, N. (2020). Live streaming commerce from the sellers’ perspective: implications for online relationship marketing. Journal of Marketing Management, 36(5–6), 488–518.
https://doi.org/https://doi.org/10.1080/0267257X.2020.1748895
Woodcock, J., & Johnson, M. R. (2019). Live streamers on Twitch.tv as social media influencers: Chances and challenges for strategic communication. International Journal of Strategic Communication, 13(4), 321–335.
https://doi.org/https://doi.org/10.1080/1553118X.2019.1630412
Xiao, Q., Wan, S., Zhang, X., Siponen, M., Qu, L., & Li, X. (2022). How consumers’ perceptions differ towards the design features of mobile live streaming shopping platform: A mixed-method investigation of respondents from Taobao Live. Journal of Retailing and Consumer Services, 69, 103098.
Xu, Y., Ye, Y., & Liu, Y. (2022). Understanding virtual gifting in live streaming by the theory of planned behavior. Human Behavior and Emerging Technologies, 2022, 1–12.
Yan, T. (2022). The Impact of Live Streaming E-Commerce Features on Chinese Consumers’ Attitude and Purchase Intention. Syracuse University.
Yu, F., & Zheng, R. (2021). The effects of perceived luxury value on customer engagement and purchase intention in live streaming shopping. Asia Pacific Journal of Marketing and Logistics, 34(6), 1303–1323. https://doi.org/https://doi.org/10.1108/APJML-08-2021-0564
Zhang, K. Z. K., & Benyoucef, M. (2016). Consumer behavior in social commerce: A literature review. Decision Support Systems, 86, 95–108.
https://doi.org/https://doi.org/10.1016/j.dss.2016.04.001