How do interpersonal interaction factors affect buyers' purchase intention in live stream shopping? The mediating effects of swift guanxi

作者：Chen, Hongquan; Zhang, Shuhua; Shao, Bingjia^*; Gao, Wei; Xu, Yujin

来源：Internet Research, 2022, 32(1): 335-361.

DOI：10.1108/INTR-05-2020-0252

• Live stream shopping
• Swift guanxi
• Purchase intention
• Interpersonal interaction factors
• Perceived expertise
• Perceived likeability

Purpose The purpose of this paper is to investigate the impact of buyer-seller interpersonal interactions on the purchase intention of buyers, incorporating swift guanxi as a mediator. Design/methodology/approach Based on survey data obtained from 336 Taobao Live users, PLS techniques were used to test hypotheses. Findings Swift guanxi exists in buyer-seller interactions and matters, as it drives buyers' purchase intention in live stream shopping. Perceived expertise, perceived similarity and perceived likeability are found to be the three essential interpersonal interaction factors promoting the formation of swift guanxi. Perceived familiarity is also found to be significant but to a lesser extent. In addition, all these interpersonal interaction factors are found to significantly affect purchase intention through the mediation of swift guanxi. Originality/value Swift guanxi has been less explored in live stream shopping. This study takes the lead in empirically examining the mediating role of swift guanxi in the relationship between interpersonal interaction factors and purchase intention and offers a description of key buyer-seller interpersonal interaction factors (perceived expertise, perceived similarity and perceived likeability), thereby helping to extend the swift guanxi literature in social commerce.

• 单位
  重庆大学