The Impact of Interpersonal Interaction on Purchase Intention in Livestreaming E-Commerce: A Moderated Mediation Model

Abstract

Over the last few years, livestreaming e-commerce has shown rapid growth and has become an important form of e-commerce. However, the potential mechanisms of interpersonal interaction’s influence on purchase intention in livestreaming e-commerce have yet to be fully investigated. Based on the SOR (Stimulus-Organism-Response) framework, this study reveals the association between interpersonal interaction (consumer–anchor interaction and consumer–consumer interaction), psychological distance, consumer purchase intention, and the positive role of brand identification and time pressure in this context of influential relationships. The results of analyzing 603 questionnaires show that psychological distance between consumers and products plays a mediating role in the effect of interpersonal interaction on purchase intention. Meanwhile, this study found that consumers’ brand identification with the products in the live room was effective in enhancing the direct effect of interpersonal interaction in the model. Additionally, the time pressure associated with limited-time sales was also found to be effective in enhancing the effects of interpersonal interaction and psychological distance on purchase intention. The results of this study reveal the potential influence mechanisms of interpersonal interactions with various identities in livestreaming e-commerce, providing theoretical guidance and practical insights for practitioners in the field.