The effect of dynamic information cues on sales performance in live streaming e-commerce: an IFT and ELM perspective

Lin Xiao (), Xinru Lin, Chuanmin Mi and Shahriar Akter
Additional contact information
Lin Xiao: Nanjing University of Aeronautics and Astronautics
Xinru Lin: Nanjing University of Aeronautics and Astronautics
Chuanmin Mi: Nanjing University of Aeronautics and Astronautics
Shahriar Akter: University of Wollongong

Electronic Commerce Research, 2025, vol. 25, issue 4, No 13, 2699-2728

Abstract: Abstract Compared with traditional e-commerce, the advanced technology of live streaming e-commerce provides more dynamic information cues to enable viewers to make better decisions. Drawing on the information foraging theory (IFT) and elaboration likelihood model (ELM), we construct a synthetic model by considering how live streaming information cues influence viewers’ decision making via two distinct routes (central and peripheral). Using the technology of web crawling and text mining, Douyin’s live streaming data were collected, transformed, and then analyzed by fixed-effect regression. The results indicated that product interpretation duration, popularity cue, and herding information are significantly associated with sales performance in live streaming e-commerce. This study enriches our knowledge about live streaming e-commerce, extends the application of IFT and ELM in the individuals’ information foraging and processing by using objective data in the live streaming e-commerce context, and offers practical suggestions to live streaming e-commerce practitioners.

Keywords: Live streaming e-commerce; Dynamic information cues; Sales performance; Information scents; Elaboration likelihood model; Text mining (search for similar items in EconPapers)
Date: 2025
References: Add references at CitEc
Citations:

Downloads: (external link)
http://link.springer.com/10.1007/s10660-023-09774-6 Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:elcore:v:25:y:2025:i:4:d:10.1007_s10660-023-09774-6

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10660

DOI: 10.1007/s10660-023-09774-6

Access Statistics for this article

Electronic Commerce Research is currently edited by James Westland

More articles in Electronic Commerce Research from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().