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題名:消費者使用直播商務之研究:影響使用意願之因素與服務品質之衡量
作者:劉耀宇
作者(外文):LIU, YAOYU
校院名稱:輔仁大學
系所名稱:商學研究所博士班
指導教授:陳銘芷
學位類別:博士
出版日期:2023
主題關鍵詞:直播商務刺激-有機體-反應模型消費者態度購買意願行銷組合觀賞意願服務品質Consumer BehaviorLive Streaming CommerceStimulus-Organism-Response ParadigmConsumers’ AttitudesPurchasing IntentionMarketing MixService Quality
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本研究由兩個部分研究組成,直播商務消費者使用原因與直播商務服務品質。
直播商務消費者使用原因研究為直播商務提供一個完整模型,以檢查消費者態度的前因和後果。本研究基於刺激-有機體-反應模型,通過借鑒觀眾對技術接受模型、使用與滿足理論的基礎以及後續反應,探討了直播商務背景下行銷刺激對觀眾認知和情緒狀態的影響。本文通過結構方程式模型對中國大陸幾家知名零售商的402名直播消費者進行了數據收集,並對提出的研究架構進行了檢驗。該理論框架為大多數假設關係提供了支持。研究結果證實,7P行銷組合策略作爲刺激因素對消費者認知有用性、認知價值、資訊需求、娛樂滿足和社會互動所代表的認知和情感狀態產生正向影響。這些因素被發現是消費者對直播商務態度的直接預測因子。此外,消費者態度的反應會影響觀看直播的意願進而影響購買意願。
直播商務服務品質研究的目的在於識別直播商務服務品質的維度,並建立一個可靠有效的高階研究架構。首先本研究澄清了直播商務服務品質結構的概念,然後介紹了規模開發所涉及的過程。確定了直播商務服務品質的三階反映性模型,五個核心組成部分,即人員、展示環境、系統、結果品質和服務流程,以及其一階構面。通過實證數據驗證了本研究提出的三階反映性模型的信度和效度。
本研究填補了直播商務研究的空白,有助於建立一個更全面的框架,更好的理解消費者使用直播商務時所關注的服務以及其態度的形成原因。研究結果使直播商務管理者能夠決定如何分配資源以提高平臺的競爭力。
This study is comprised of two parts: the reasons consumers use live streaming commerce and live streaming commerce services quality.
The first part presents an integrated model for live streaming commerce 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 the technology acceptance model (TAM), utilitarian gratification theory (UGT) 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 partial least squares (PLS). 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 live streaming commerce. Furthermore, consumers’ response in terms of their attitudes influences their intention to watch the show and subsequently affect their purchase intention.
The second part aims to identify the dimensions of service quality in live streaming commerce and to develop a reliable and valid measuring instrument.
The structural concept of services quality in live streaming commerce is firstly clarified then the processes involved in scale development are secondly presented. The study had verified services quality in live streaming commerce through third-order reflective model, five core compositions including personnel, physical evidence, place, outcome quality and service process and its first-order factor. The reliability and validity of third-order factor model in this paper were verified by conducting empirical data.
This paper reinforces precedent study of live streaming commerce which contributes to developing a more comprehensive framework, it provides a better understanding of the services that consumers are concerned about when using live commerce as well as a better understanding of the factors that influences the formation of consumers’ attitudes. The findings enable managers to determine how resources should be allocated to improve the live streaming commerce’s competence.
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