Impact of streamers’ characteristics on sales performance of search and experience products: Evidence from Douyin
Citations
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Cited by:
- Gongnan Feng, 2025. "Unraveling the Discursive Mechanisms of Live-Streaming Hosts and Corporate Image Construction in Cross-Border E-Commerce," GATR Journals afr243, Global Academy of Training and Research (GATR) Enterprise.
- 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).
- Yiming Zhuang & Xun Xu, 2025. "Examining the antecedents of customers’ purchase behavior and the moderating role of streamers’ operational strategies in live-streaming commerce," Journal of Marketing Analytics, Palgrave Macmillan, vol. 13(3), pages 725-743, September.
- Cheng, Shengyan & Guo, Qiang & Anderson, Chris K, 2025. "When and should streamers choose high-quality products? Effects of streamer types," European Journal of Operational Research, Elsevier, vol. 327(3), pages 971-985.
- 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).
- 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).
- 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).
- 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.
- 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).
- 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).
- Zhang, Shengliang & Guo, Dinghao & Li, Xiaodong, 2023. "The rhythm of shopping: How background music placement in live streaming commerce affects consumer purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
- Geng Peng & Xiaoxi Wang & Jingyan Li & Jie Wu, 2026. "Is it beneficial for consumers to ask more questions in Danmaku? The inverted U-shaped effect of information-seeking Danmaku density on e-commerce livestream sales," Electronic Commerce Research, Springer, vol. 26(2), pages 1745-1782, April.
- Wang, Ying & Lan, Jiahui & Pan, Jialing & Fang, Lin, 2024. "How do consumers’ attitudes differ across their basic characteristics toward live-streaming commerce of green agricultural products: A preliminary exploration based on correspondence analysis, logistic regression and decision tree," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
- 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).
- 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.
- 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.
- 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).
- 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).
- 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).
- Meng Tao & Faizan Alam & Eva Lahuerta-Otero & Chen Mengyuan, 2024. "Get Ready to Buy With Me: The Effect of Social Presence Interaction and Social Commerce Intention on S-commerce Live Streaming," SAGE Open, , vol. 14(1), pages 21582440241, March.
- 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).
- 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).
- Li, Baoku & Nan, Yafeng & Yao, Ruoxi, 2024. "The inverted U-shaped relationship between information entropy of keyword combinations and sales of digital products: Evidence from China Tmall," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
- Luo, Lijuan & Xu, Meiling & Wan, Fei, 2026. "Is sadness always bad? The effects of streamers’ multimodal expressions on viewer engagement in live streaming," Journal of Retailing and Consumer Services, Elsevier, vol. 89(PA).
- Sarkar, Mitali & Dey, Bikash Koli & Ganguly, Baishakhi & Saxena, Neha & Yadav, Dharmendra & Sarkar, Biswajit, 2023. "The impact of information sharing and bullwhip effects on improving consumer services in dual-channel retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
- 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).
- Yang, Yang & Zhao, Jichang & Li, Yashuai, 2025. "More than enough is too much: Curvilinear relationship between anchor body movements and sales in live streaming e-commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 84(C).
- Fan, Xiaojun & Zhang, Lu & Guo, Xin & Zhao, Wenyu, 2024. "The impact of live-streaming interactivity on live-streaming sales mode based on game-theoretic analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
- 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).
- Zhang, Yanfen & Xu, Qi & Zhang, Guoqing, 2023. "Optimal contracts with moral hazard and adverse selection in a live streaming commerce market," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
- 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).
- 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).
- 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.
- 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).
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