Effects of intrinsic and extrinsic cues on customer behavior in live streaming: evidence from an eye-tracking experiment

Abstract

Purpose

This study aims to explore how specific cues with new manifestations (i.e. herding message and price discount information) and customer cognitive style influence attention allocation and purchase intention.

Design/methodology/approach

To empirically validate the research hypotheses, an eye-tracking experiment with a 2 × 2 × 2 mixed design was conducted on a sample of 44 participants recruited from a university in China. Repeated measures analysis of variance was employed for data analysis.

Findings

The results show that herding message and price discount information play different roles in viewers' attention and have an interactive effect on attention. Moreover, individual cognitive styles moderate the impact of herding message on attention allocation. Still, two cues positively affect customer purchase intention.

Originality/value

This study guides future research by applying cue utilization theory to investigate the effects of two cues in live streaming. Findings offer practical implications for how live streaming cues affect viewers' attention allocation and purchase intention.

Citation

Chen, Y., Tong, X., Yang, S. and Zhou, S. (2023), "Effects of intrinsic and extrinsic cues on customer behavior in live streaming: evidence from an eye-tracking experiment", Industrial Management & Data Systems, Vol. 123 No. 9, pp. 2397-2422. https://doi.org/10.1108/IMDS-10-2022-0606