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Way to success: Understanding top streamer's popularity and influence from the perspective of source characteristics

Citations

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Cited by:

  1. Zhang, Cong & Pan, Siyu & Zhao, Yanhui, 2024. "More is not always better: Examining the drivers of livestream sales from an information overload perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
  2. Zhai, Mengfan & Chen, Yuan, 2023. "How do relational bonds affect user engagement in e-commerce livestreaming? The mediating role of trust," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
  3. Cai, Yajun & Wu, Yibin & Xue, Weili, 2024. "Social media retailing in the creator economy," Omega, Elsevier, vol. 124(C).
  4. Wu, Shuilong & Hu, Zekun & Li, You & Yuan, Yongna, 2024. "How brand familiarity affects green product purchase intention: The moderating role of streamers’ environmental knowledge," Technology in Society, Elsevier, vol. 77(C).
  5. Wang, Xueying & Zhang, Yuexian, 2025. "Product-independent or product-dependent: The impact of virtual influencers’ primed identity on purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 84(C).
  6. Liao, Miyan & Fang, Jiaming & Han, Lintong & Wen, Ling & Zheng, Qiqi & Xia, Guoen, 2023. "Boosting eCommerce sales with livestreaming in B2B marketplace: A perspective on live streamers’ competencies," Journal of Business Research, Elsevier, vol. 167(C).
  7. Gong, Xiuyuan & Sun, Pengkai, 2026. "How to liberate human labor? Understanding the interplay of virtual streamer type and interaction style in livestreaming e-commerce," Journal of Business Research, Elsevier, vol. 205(C).
  8. Liu, Jinghua & Zhao, Jichang, 2024. "Nonverbal communication of dual anchors in live streaming and its effects on sales," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  9. Lu, Hsiao-Han & Chen, Ching-Fu & Tai, Yi-Wen, 2024. "Exploring the roles of vlogger characteristics and video attributes on followers’ value perceptions and behavioral intention," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
  10. Chen, Yuangao & Hu, Shuyi & Wang, Lu & Yang, Shuiqing & Zhou, Shasha & Hu, Pengxiang, 2025. "The power of nonverbal cues: Evidence from video mining in live streaming e-commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 87(C).
  11. Jian Wang & Fakhar Shahzad, 2024. "Deciphering Social Commerce: A Quantitative Meta-Analysis Measuring the Social, Technological, and Motivational Dimensions of Consumer Purchase Intentions," SAGE Open, , vol. 14(2), pages 21582440241, June.
  12. Xu, Xiaoyu & Sun, Huan & Jia, Qingdan, 2025. "A meta-analytic review of live streaming commerce research through the lens of means-end-chain," Journal of Business Research, Elsevier, vol. 195(C).
  13. Zhiyi Zhuo & Shuhong Chen & Hong Yan & Yue He, 2024. "A new demand function graph: Analysis of retailer-to-individual customer product supply strategies under a non-essential demand pattern," PLOS ONE, Public Library of Science, vol. 19(2), pages 1-16, February.
  14. Guo, Shuhui & Chen, Huan & Dai, Bitao & Wang, Mengning & Liu, Shuo & Zhang, Cheng & Liu, Shan & Lu, Xin, 2025. "Influential factors of streamer popularity in the live streaming platform," Journal of Retailing and Consumer Services, Elsevier, vol. 84(C).
  15. Hu, Hai-hua & Ma, Fang, 2023. "Human-like bots are not humans: The weakness of sensory language for virtual streamers in livestream commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
  16. Huang, Qianru & Dastane, Omkar & Cham, Tat-Huei & Cheah, Jun-Hwa, 2024. "Is ‘she’ more impulsive (to pleasure) than ‘him’ during livestream e-commerce shopping?," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
  17. Xiaojun Mai & Fauziah Sheikh Ahmad & Jiayi Xu, 2023. "A Comprehensive Bibliometric Analysis of Live Streaming Commerce: Mapping the Research Landscape," SAGE Open, , vol. 13(4), pages 21582440231, December.
  18. Zhang, Yihan & Li, Kai & Qian, Chen & Li, Xiaotong & Yuan, Qinjian, 2024. "How real-time interaction and sentiment influence online sales? Understanding the role of live streaming danmaku," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
  19. Yi Yang & Jiawei Gao & Jiayin Qi, 2025. "Moderating effect of consumers’ opinion leader acceptance: Exploring the relationship between livestreaming shopping and online shopping safety satisfaction," Electronic Commerce Research, Springer, vol. 25(6), pages 4313-4341, December.
  20. Li, Peng & Sun, Yang, 2025. "A co-creation involving peripheral cues: When and how engagement size generates persuasiveness," Journal of Retailing and Consumer Services, Elsevier, vol. 86(C).
  21. Ma, Jianan & Li, Fangxuan (Sam), 2023. "Does ‘chicken soup for the soul’ on the product packaging work? The mediating role of perceived warmth and self-brand connection," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
  22. Jie Zhao & Jie Zhou & Peng Wu & Kun Liang, 2026. "Boosting e-commerce sales with live streaming: the power of barrages," Electronic Commerce Research, Springer, vol. 26(1), pages 147-184, February.
  23. Jiangbo Zou & Xiaokang Fu, 2024. "Understanding the purchase intention in live streaming from the perspective of social image," Humanities and Social Sciences Communications, Palgrave Macmillan, vol. 11(1), pages 1-14, December.
  24. Fan, Xiaojun & Tao, Wenxia & Yu, Haowei & Wang, Zheng, 2025. "The higher the better? A study on the dark side of high engagement atmosphere in live streaming sales on consumer post-purchase satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 85(C).
  25. Luo, Lijuan & Xu, Meiling & Zheng, Yujie, 2024. "Informative or affective? Exploring the effects of streamers’ topic types on user engagement in live streaming commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
  26. Chang, Yaping & Wang, Han & Guo, Zhenjiang, 2025. "Artificial intelligence in live streaming: How can virtual streamers bring more sales?," Journal of Retailing and Consumer Services, Elsevier, vol. 84(C).
  27. Yuan, Haixia & Lü, Kevin & Fang, Wenting, 2025. "Machines vs. humans: The evolving role of artificial intelligence in livestreaming e-commerce," Journal of Business Research, Elsevier, vol. 188(C).
  28. Zhipeng Zhang & Liyi Zhang, 2026. "How do online celebrities attract consumers? an EEG study on consumers’ neural engagement in short video advertising," Electronic Commerce Research, Springer, vol. 26(2), pages 1643-1669, April.
  29. Chen, Yuangao & Hu, Shuyi & Hu, Pengxiang & Zhu, Liyuan & Zhou, Shasha & Yang, Shuiqing, 2026. "Does a streamer's personality influence sales performance? Text mining evidence from Chinese live streaming e-commerce," Technological Forecasting and Social Change, Elsevier, vol. 222(C).
  30. Gao, Wei & Jiang, Ning & Guo, Qingqing, 2023. "How do virtual streamers affect purchase intention in the live streaming context? A presence perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
  31. Qin Wan & Junjun Chen & Cuiting Yu & Meili Lu & Danping Liu, 2025. "Optimal marketing strategies for live streaming rooms in livestream e-commerce," Electronic Commerce Research, Springer, vol. 25(6), pages 4655-4688, December.
  32. Ki, Chung-Wha (Chloe) & Chenn, Ashley & Man Chong, Sze & Cho, Erin, 2024. "Is livestream shopping conceptually New? a comparative literature review of livestream shopping and TV home shopping research," Journal of Business Research, Elsevier, vol. 174(C).
  33. Xie, Jifei & Wu, Haoyu & Liu, Kexi & Cui, Yunce & Zhang, Xiaofei, 2024. "Is virtual streamer useful? Effect of streamer type on consumer brand forgiveness when streamers make inappropriate remarks," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
  34. Chen, Yue & Wang, Yong & Zheng, Jing & Song, Yimin & Wen, Yue, 2025. "Self-reliance vs. Dependence: Optimal live streaming strategies selection for E-retailers at different developmental stages," Journal of Retailing and Consumer Services, Elsevier, vol. 84(C).
  35. Liu, Zixuan & Zhong, Shiquan & Jia, Ning & Zhang, Jiemin & Lee, Likchern, 2026. "When feeling takes a backseat in livestream commerce: The effects of virtual versus human streamers on consumers’ impulsive buying," Journal of Retailing and Consumer Services, Elsevier, vol. 88(C).
  36. Yun, Jeewoo & Lee, Don & Cottingham, Michael & Hyun, Hyowon, 2023. "New generation commerce: The rise of live commerce (L-commerce)," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
  37. Mohd Hasrul Yushairi Johari & Nur Syamimi Nadrah Zamri & Nor Ain Maisarah Azmi, 2024. "Exploring The Influence of Short Travel Reels and Video Reviews on Travel Inspiration: A Study of Island Reviews," Information Management and Business Review, AMH International, vol. 16(3), pages 346-366.
  38. Peng, Lifang & Zhang, Na & Huang, Ling, 2024. "How the source dynamism of streamers affects purchase intention in live streaming e-commerce: Considering the moderating effect of Chinese consumers’ gender," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  39. Bo Lu & Guoxin Li & Jiaoju Ge, 2025. "Effects of streamer effort and popularity on livestream retailing performance: a mixed-method study," Electronic Commerce Research, Springer, vol. 25(4), pages 2553-2583, August.
  40. Gegen tana, & Chai, Junwu & Li, Hengyu, 2024. "Consumer empowerment in the ethical spectrum: Rethinking retention in live-streaming markets," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  41. Wang, Xiao-Wu & Guo, Yihao, 2026. "Beyond the screen: Understanding consumer engagement with live-stream shopping from the perspective of the information system success model," Journal of Retailing and Consumer Services, Elsevier, vol. 88(C).
  42. Shizhen Bai & Xinyue Huang & Hao He & Hang Guo, 2025. "Product or Cultural Knowledge: Where Should More Attention Be Directed? Analyzing the Heterogeneous Effects of Streamers’ Knowledge-Sharing on Consumer Purchases in Live Streaming," SAGE Open, , vol. 15(4), pages 21582440251, November.
  43. Yang, Xiao & Liu, Ying & Dong, Jichang & Li, Sirui, 2023. "Impact of streamers’ characteristics on sales performance of search and experience products: Evidence from Douyin," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
  44. Luo, Xi & Cheah, Jun-Hwa & Hollebeek, Linda D. & Lim, Xin-Jean, 2024. "Boosting customers’ impulsive buying tendency in live-streaming commerce: The role of customer engagement and deal proneness," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
  45. Sun, Jianmin & Sarfraz, Muddassar & Ivascu, Larisa & Han, Heesup & Ozturk, Ilknur, 2024. "Live streaming and livelihoods: Decoding the creator Economy's influence on consumer attitude and digital behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
  46. Zhang, Kai & Luo, Biao & Yan, Juanjuan & Weng, Xiuzhen, 2025. "The art and impact of narrative: How streamer narrative styles shape consumers’ purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 87(C).
  47. Ri Na & Anan Hu & Qingfeng Zeng & Ruyi Ge & Ruohong Hao, 2025. "Unveiling the relationship between virtual streamer characteristics and consumer purchase intention in live streaming commerce: Insights from source credibility perspective," Electronic Markets, Springer;IIM University of St. Gallen, vol. 35(1), pages 1-21, December.
  48. Xiao, Quan & Wan, Shanshan & Zhang, Xing & Siponen, Mikko & Qu, Lu & Li, Xia, 2022. "How consumers’ perceptions differ towards the design features of mobile live streaming shopping platform: A mixed-method investigation of respondents from Taobao Live," Journal of Retailing and Consumer Services, Elsevier, vol. 69(C).
  49. Ni, Shaowen & Ueichi, Hideo, 2024. "Factors influencing behavioral intentions in livestream shopping: A cross-cultural study," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
  50. Luo, Lijuan & Liu, Ling & Zheng, Yujie & Wang, Yuwei, 2025. "The power of voice: Investigating the effects of streamer voice characteristics on sales performance in live streaming E-commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 84(C).
  51. Li, Li & Chen, Xiaoting & Zhu, Peng, 2024. "How do e-commerce anchors' characteristics influence consumers’ impulse buying? An emotional contagion perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
  52. Nhung Thi Hoai Duong & Minh Quang Ta, 2025. "Investigating online purchase intention of Gen Z on TikTok live stream shopping," HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE - ECONOMICS AND BUSINESS ADMINISTRATION, HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE, HO CHI MINH CITY OPEN UNIVERSITY, vol. 15(4), pages 71-89.
  53. Zheng, Shiyong & Chen, Jiada & Liao, Junyun & Hu, Hsin-Li, 2023. "What motivates users' viewing and purchasing behavior motivations in live streaming: A stream-streamer-viewer perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
  54. Ma, Xiangyang & Ren, Jiawen & Khor, Xianghui & Wang, Ruina & Li, Tieshan & Lang, Xiaoping, 2025. "Influencing mechanisms of live streamer's language strategies on product sales," Journal of Retailing and Consumer Services, Elsevier, vol. 85(C).
  55. Nattharuja Korsakul & Ja-Shen Chen & Hung-Tai Tsou, 2025. "Influence of the characteristics of dual-role platforms and streamers on consumer trust and purchase intention in live streaming commerce," Service Business, Springer;Pan-Pacific Business Association, vol. 19(3), pages 1-24, September.
  56. Xiao, Lu & Yang, Xinyue & Wang, Jun, 2025. "How to ensure streamers tell the Truth? Compensation design for E-commerce streamers," Journal of Retailing and Consumer Services, Elsevier, vol. 87(C).
  57. Tian, Yu & Frank, Björn, 2024. "Optimizing live streaming features to enhance customer immersion and engagement: A comparative study of live streaming genres in China," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  58. Wang, Zerong & Wang, Zeen & Rinprasertmeechai, Denisa & Worawan, Saechoen, 2024. "Understanding the effects of live streamers’ appearance and abilities in shaping consumer purchase: A cross-cultural empirical research," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  59. Li, Nianlin & Xuan, Changchun & Chen, Rui, 2024. "Different roles of two kinds of digital coexistence: The impact of social presence on consumers' purchase intention in the live streaming shopping context," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
  60. Lin Xiao & Xinru Lin & Chuanmin Mi & Shahriar Akter, 2025. "The effect of dynamic information cues on sales performance in live streaming e-commerce: an IFT and ELM perspective," Electronic Commerce Research, Springer, vol. 25(4), pages 2699-2728, August.
  61. Sirui Li & Ying Liu & Jing Su & Litao Duan & Hui Fu, 2024. "Men resist men: streamer-consumer gender match for advertising the functional benefits of heterogeneously priced utilitarian products," Humanities and Social Sciences Communications, Palgrave Macmillan, vol. 11(1), pages 1-13, December.
  62. Mao, Zhaofang & Du, Zelin & Yuan, Ruiying & Miao, Qiqi, 2022. "Short-term or long-term cooperation between retailer and MCN? New launched products sales strategies in live streaming e-commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
  63. Yanfen Zhang & Qi Xu, 2026. "Power structures unleashed: driving product and live content innovation in live streaming commerce," Electronic Commerce Research, Springer, vol. 26(1), pages 677-704, February.
  64. Gao, Wei & Jiang, Ning & Guo, Qingqing, 2025. "How cool virtual streamer influences customer in live-streaming commerce? An explanation of stereotype content model," Journal of Retailing and Consumer Services, Elsevier, vol. 82(C).
  65. Zhang, Tao & Tang, Zhongjun, 2023. "Should manufacturers open live streaming shopping channels?," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
  66. Wang, Qian & Yao, Xinlin & Li, Xixi & Yan, Xiangbin & Li, Ruihao, 2025. "When peripheral route meets central route: An elaboration likelihood model of sales performance in live commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 84(C).
  67. Zhang, Yun & Li, Xia & Liu, Rongqin & Shuai, Qinghong & Huang, Caiyan, 2025. "How facial cues of streamers drive purchase intention in live streaming commerce: Based on a lens model," Journal of Business Research, Elsevier, vol. 190(C).
  68. Pei Li & Charles Spence & Chunmao Wu, 2025. "What motivate consumers’ purchase intention and the intention to continue watching in livestream shopping," Humanities and Social Sciences Communications, Palgrave Macmillan, vol. 12(1), pages 1-14, December.
  69. Ma, Xiangyang & Chen, Hongzhong & Lang, Xiaoping & Li, Tieshan & Wu, Niwei & Duong, Bao, 2024. "Research on the impact of streamers’ linguistic emotional valence on live streaming performance in live streaming shopping environments," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  70. Xin, Baogui & Hao, Yaru & Xie, Lei, 2023. "Strategic product showcasing mode of E-commerce live streaming," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
  71. Xu, Xiaoping & Chen, Xinru & Hou, Jinyan & Cheng, T.C.E. & Yu, Yugang & Zhou, Li, 2025. "Should live streaming be adopted for agricultural supply chain considering platform’s quality improvement and blockchain support?," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 195(C).
  72. Yao, Ruiqi & Qi, Guijie & Wu, Zhiqiang & Sun, Hua & Sheng, Dongfang, 2024. "Digital human calls you dear: How do customers respond to virtual streamers’ social-oriented language in e-commerce livestreaming? A stereotyping perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
  73. Song, Lianlian & Zhang, Qiuxiang & Hu, Baixue & Mou, Jian, 2022. "To resist or to purchase: The causal mechanism of binge-watching and program purchase," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
  74. Zhang, Yanfen & Xu, Qi, 2024. "Consumer engagement in live streaming commerce: Value co-creation and incentive mechanisms," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  75. Ma, Xiangyang & Ren, Jiawen & Lang, Xiaoping & Yang, Ziyang & Li, Tieshan, 2024. "The influence of live video hosts' speech act on purchase behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
  76. Zhang, Ruoxi & Fang, Jiaming & Han, Lintong & Liao, Miyan, 2026. "Is more human-like better? The impact of virtual streamer language naturalness on user engagement," Technological Forecasting and Social Change, Elsevier, vol. 222(C).
  77. Gong, Xiuyuan & Sun, Pengkai, 2025. "Can virtual streamers express emotions? Understanding the language style of virtual streamers in livestreaming e-commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 82(C).
  78. Liu, Hao & Zhang, Peilin & Cheng, Hongqing & Hasan, Najmul & Chiong, Raymond, 2025. "Impact of AI-generated virtual streamer interaction on consumer purchase intention: A focus on social presence and perceived value," Journal of Retailing and Consumer Services, Elsevier, vol. 85(C).
  79. Norafifa Mohd Ariffin & Amily Fikry, 2025. "A Review of Anchor or Streamer Characteristics and Impulse Purchase Decisions in Livestreaming Commerce," Information Management and Business Review, AMH International, vol. 17(3), pages 148-161.
  80. Yuexian Zhang & XueYing Wang & Xin Zhao, 2025. "Supervising or assisting? The influence of virtual anchor driven by AI–human collaboration on customer engagement in live streaming e-commerce," Electronic Commerce Research, Springer, vol. 25(4), pages 3047-3070, August.
  81. Liu, Haoyu & Chung, Leanne & Tan, Kim Hua & Peng, Bo, 2024. "I want to view it my way! How viewer engagement shapes the value co-creation on sports live streaming platform," Journal of Business Research, Elsevier, vol. 170(C).
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