ESCP Europe

Langue

English

Publication year

01/11/2021

The fusion of live streaming and e-commerce is booming. However, it remains unclear how live streaming affects consumers’ purchase intention (PI) in online markets of clothes and cosmetics. On the basis of signaling theory and uncertainty literature, we propose broadcasters’ physical characteristics conveyed through vicarious product trials and values shared via instant interaction as two signals that can help reduce product uncertainty and cultivate trust for the consumers with similar physical traits and values. The analysis of survey and interview data largely supports the hypotheses. This research contributes to the literature of live streaming commerce, uncertainty literature, and signaling theory.