Previous studies have investigated how customer purchase intention is influenced by live streaming. However, no study has investigated the effect of service marketing mix (7Ps) on consumer shopping behavior from sellers’ perspectives. The present study is designed to shed light on the relationships among the 7Ps and the customers’ purchase intention through watching the broadcasters’ show. An integrative marketing-oriented model is proposed and tested using data collected from 330 customers (including 237 shoppers for apparel and 93 customers for seafood) through Facebook live shopping platforms. The research results reveal that promotion, placement, and physical evidence have positive effects on customers’ purchase intention. In addition, the watching intention had a positive effect on purchase intention. It is also found that watching intention has a full mediation effect on the relationship between the 7Ps marketing mix and the purchase intention. The implications of the findings and issues for future research are also discussed.

The purpose of this paper is to present an integrated model for live streaming shopping (LSS) to examine the antecedents and consequences of consumers’ attitudes. Based on the stimulus–organism–response (S-O-R) paradigm, this study investigates marketing stimuli effects within a live streaming commerce context on viewers’ cognitive and affective states by drawing from their unified knowledge of technology acceptance model (TAM), utilitarian gratification theory (UGT) and the theory of reasoned action (TRA) underpinnings and their subsequent responses. Data collected from 402 live streaming shoppers of several reputable retailers in Mainland China were used to empirically test the proposed framework via structural equation modelling. The theoretical framework found support for most hypothesized relationships. The research results confirm that the 7Ps marketing mix strategies as the stimuli factors positively influence the consumers’ cognitive and emotional states represented by perceived usefulness, perceived value, information gratification, entertainment gratification, and social interaction. These factors have been found to be the direct predictors of consumers’ attitudes toward LSS. Furthermore, consumers’ response in terms of their attitudes influences their intention to watch the show and subsequently affect their purchase intention. This paper bridges a gap in LSS studies, contributing to develop a more comprehensive framework and provide a better understanding of the factors that influence the the formation of consumers’ attitudes, and the influence of the formed attitudes on the intention to engage in LSS before actually making a purchase decision. The findings enable managers to determine how resources should be allocated to improve platform’s competence.

Live-streaming commerce (LSC) is a new shopping method that combines the characteristics of social commerce and e-commerce. Since the global coronavirus disease 2019 (COVID-19) outbreak, the number of branded platforms is growing rapidly, and their competition is fiercer than ever. Understanding consumer needs and improving service quality have become the key issues for survival. This study aims to develop and empirically validate a multidimensional hierarchical model for measuring service quality on LSC platforms. A hierarchical reflective construct was proposed to capture dimensions based on the literature on e-retail and social commerce service quality. The proposed model was rigorously tested using two waves of survey data through the partial least squares method. Results showed that the service quality of LSC is a third-order, reflective construct and includes five primary dimensions (the streamer’s interaction quality, physical environment, website quality, outcome quality, and ordering process) and twelve sub-dimensions (trustworthiness, expertise, responsiveness, telepresence, consumption scenarios, information quality, system operation quality, fulfillment and refund/compensation, privacy/security, contact, and ease of use). Findings also supported the hypothesis that service quality has a significant impact on customers’ satisfaction and their behavioral intentions. Furthermore, we tested an alternative model, and the results showed that the relationship between dimensions and overall assessment is reflective rather than formative. We offered directions for further research on LSC service quality and discussed managerial implications stemming from the empirical findings.