The intangible values of live streaming and their effect on audience engagement

Kah Yi Leong (), Jessica Sze Yin Ho (), Shehnaz Tehseen (), Eiad Yafi () and Tat-Huei Cham ()
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Kah Yi Leong: Sunway University
Jessica Sze Yin Ho: Heriot-Watt University
Shehnaz Tehseen: Sunway University
Eiad Yafi: University of Technology Sydney
Tat-Huei Cham: UCSI University

Journal of Marketing Analytics, 2024, vol. 12, issue 4, No 17, 990-1005

Abstract: Abstract Although live streaming via social media offers consumers real-time shopping experiences and potentially increases sales volume, the intangible values carried by live streaming from the streamer’s perspective are relatively unknown. Building upon the Trust Transfer Theory, this study examined the values behind Instagram live streaming that could potentially build young consumers’ trust in and engagement with social commerce sellers. Known for its visually appealing content, simplicity, speed, and mobility, Instagram is unlike other social media platform. More importantly, its targeting ability makes it an influencer dominant social media platform. Analysis using dual-stage PLS-SEM and ANN from 209 respondents revealed that utilitarian and symbolic values significantly influence trust, which subsequently builds customer engagement. Hedonic values and economic values, on the other hand, were found to play no significant role in building trust and customer engagement.

Keywords: Live streaming; Social media influencers; Perceived (intangible) values; Trust; Engagement; Instagram (search for similar items in EconPapers)
Date: 2024
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DOI: 10.1057/s41270-023-00247-1

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