质量信息还是稀缺线索?直播间羊群效应及驱动机制研究
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作者单位:

电子科技大学经济与管理学院

基金项目:

国家自然科学基金项目(面上项目,重点项目,重大项目)


Quality Information or Scarcity Cues? Herding and Mechanism in Live Streaming
Author:
Affiliation:

School of Management and Economics, University of Electronic Science and Technology of China

Fund Project:

The National Natural Science Foundation of China (General Program, Key Program, Major Research Plan)

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    摘要:

    由于直播电商能够在短时间内实现高频高额交易,获得了产业界和研究人员的广泛关注。受到股票市场投资者羊群效应的启发,直播电商中消费者购买行为羊群效应可能是驱动其高频高额交易的重要原因。区别于传统电商,直播电商中焦点消费者不仅能够观察到前序消费者购买决策结果还能目睹结果的动态变化过程,这可能赋予了前序消费者购买行为区别于产品质量信息的新内涵。为了明确直播电商中是否存在购买行为羊群效应以及前序消费者购买行为的真实信息内涵,本文收集了中国直播电商头部平台(抖音直播)的42,339个产品共计371,829条产品销量序列数据,结合信息级联理论和需求驱动的稀缺线索,实证证明了直播电商中确实存在消费者购买行为羊群效应,且焦点消费者主要将前序消费者购买行为视作稀缺线索。本研究不仅从理论上揭示了直播电商兴起的重要原因,并且还厘清了直播电商与传统电商消费者购买行为驱动机制的重要差异,能够进一步为直播电商中的企业运营管理和平台规范治理提供有益的管理洞见。

    Abstract:

    Due to its ability to facilitate high-frequency and high-volume transactions within a short period, live-streaming e-commerce has garnered significant attention from both industry and researchers. By comparing live-streaming e-commerce to the stock market, it is suggested that herd behavior in purchasing may be a critical factor contributing to the high-frequency and high-volume transactions observed in live-streaming e-commerce. Unlike traditional e-commerce, live-streaming e-commerce allows focal consumers to witness the purchasing process and resulting outcomes of preceding consumers in real-time, potentially adding a new dimension to preceding consumers' purchasing behavior that goes beyond product quality information. To ascertain whether herding effect exists in live-streaming e-commerce purchasing decisions and to uncover the true informational content of preceding consumers' purchasing signals, this study collected a dataset comprising 371,829 sales sequences for 42,339 products from Douyin Live, a leading live-streaming e-commerce platform. Utilizing theories of information cascades and scarcity cues, the empirical analysis demonstrates the presence of herding effect in consumer purchasing decisions within live-streaming e-commerce. Furthermore, it reveals that focal consumers primarily interpret the purchasing behavior of preceding consumers as scarcity cues. This research not only theoretically elucidates a key reason behind the rise of live-streaming e-commerce but also clarifies significant differences between live-streaming and traditional e-commerce. These findings offer valuable managerial insights for companies managing live-streaming sales and for platforms regulating live-streaming e-commerce activities.

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历史
  • 收稿日期:2024-08-05
  • 最后修改日期:2025-03-02
  • 录用日期:2025-03-24
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