Purpose This study aims to analyze how the characteristics of virtual streamers influence consumers’ trust formation and purchase intention in live commerce, based on the Elaboration Likelihood Model (ELM). Although virtual streamers have emerged as...
Purpose This study aims to analyze how the characteristics of virtual streamers influence consumers’ trust formation and purchase intention in live commerce, based on the Elaboration Likelihood Model (ELM). Although virtual streamers have emerged as key actors in live commerce, empirical evidence on how their attributes affect consumer decision-making remains limited.
Design/methodology/approach A research model integrating information quality and relationship quality as antecedents of trust was developed. Data from 329 Chinese live-commerce consumers were collected via Wenjuanxing, and CB-SEM was used to test the measurement and structural models.
Findings Information and relationship quality significantly enhanced both product and emotional trust, which positively affected purchase intention. The results highlight that balancing information delivery and interactivity is key to fostering trust and promoting consumer purchase behavior.