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.
Based on survey data obtained from 336 Taobao Live users, PLS techniques were used to test hypotheses.
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.
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.
Thanks to Songshan (Sam) Huang, Bo Pu, XiaoXiao Gong, Yong Zhang and Jijun Kang for their assistance in improving the study. Thanks to anonymous reviewers for all their valuable opinions and suggestions.
Funding: This study was supported by the Fundamental Research Funds for the Central Universities of Chongqing University (Project No. 2019 CDJSK 02 XK 12).
Chen, H., Zhang, S., Shao, B., Gao, W. and Xu, Y. (2022), "How do interpersonal interaction factors affect buyers' purchase intention in live stream shopping? The mediating effects of swift guanxi", Internet Research, Vol. 32 No. 1, pp. 335-361. https://doi.org/10.1108/INTR-05-2020-0252
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