When employees become streamers: the mediating power of friendship and self-congruity

Abstract

Purpose

The purpose of this study is to investigate the effects of employee live streamers on consumers' purchase behaviors and brand image, as well as to understand the mediating roles of friendship and self-congruity.

Design/methodology/approach

A framework was proposed to explain the influence of employee live streamers' qualities on consumers' behaviors and brand image through the mediators of friendship and self-congruity. Primary data was collected from 225 valid survey responses in China, and the PLS-SEM analysis was employed to test the statistical significance of the hypothesized relationships.

Findings

The study found that four qualities of employee live streamers – trustworthiness, attractiveness, responsiveness and expertise – had significant effects on consumers' purchase behaviors and brand image through the mediators of self-congruity and friendship.

Originality/value

This research provides valuable insights into the varying roles of employee live streamers in consumers' decision-making and brand image formation. It offers a theoretical basis for scholars to understand the factors of PSI (parasocial interaction) between consumers and an employee streamer, contributing to the growing body of literature on live streaming and consumer behavior.

研究目的

本研究旨在调查员工直播主对消费者购买行为和品牌形象的影响, 以及了解友谊和自我一致性在其中的中介作用。

研究方法

本研究提出了一个框架, 以解释员工直播主的特质通过友谊和自我一致性的中介对消费者行为和品牌形象的影响。在中国收集了225份有效的调查问卷数据, 并采用PLS-SEM分析来测试假设关系的统计显著性。

研究发现

研究发现员工直播主的四种特质 - 可信度、吸引力、反应能力和专业性 - 通过自我一致性和友谊的中介对消费者的购买行为和品牌形象产生了显著影响。

研究创新

本研究深入探讨了员工直播主在消费者决策和品牌形象塑造中的不同作用, 为学者们理解消费者与员工直播主之间PSI（伪社交互动）的因素提供了理论基础, 为直播和消费者行为领域的日益增长的文献体系做出了贡献。

Citation

Zhang, T., Li, B., Hua, N. and Zhang, P. (2024), "When employees become streamers: the mediating power of friendship and self-congruity", Journal of Hospitality and Tourism Technology, Vol. 15 No. 4, pp. 551-573. https://doi.org/10.1108/JHTT-05-2023-0128