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流媒体的不同幽默风格如何影响消费者回购意图?
1Business School, Hohai University, Nanjing 210000, China.
Behavioral sciences (Basel, Switzerland)
|April 26, 2025
概括
使用关联性幽默的电子商务直播者提高了消费者的信任,并增加了回购意图. 相反,积极的幽默会降低信任,降低回购意图,影响消费者的行为.
科学领域:
- 营销 营销 营销 营销 营销
- 消费者心理学 消费者心理学
- 电子商务是电子商务.
背景情况:
- 电子商务直播正在迅速发展,流媒体对消费者决策产生重大影响.
- 幽默越来越被认为是一种营销策略,旨在增强流媒体用户与消费者之间的互动.
- 社会交换理论为理解这些动态提供了一个框架.
研究的目的:
- 调查不同电子商务流媒体人幽默风格对关系质量的影响.
- 检查关系质量对消费者回购意向的影响.
- 为优化在直播营销中的幽默策略提供经验证据.
主要方法:
- 一项在线调查收集了来自519个有效答案的数据.
- 结构方程建模 (SEM) 使用AMOS进行数据分析.
- 该研究分析了幽默风格,信任,满意度,承诺和回购意图之间的关系.
主要成果:
- 附属性幽默显著提高了消费者信任 (β = 0.22,p < 0.001),从而增加了满意度,承诺和回购意图.
- 积极的幽默显著削弱了消费者信任 (β = -0.63,p < 0.001),导致回购意向较低.
- 关系质量调解幽默风格对回购意向的影响.
结论:
- 电子商务流媒体应该利用关联性幽默来建立信任和培养忠诚度.
- 减少使用攻击性幽默对于保持积极的消费者关系和鼓励重复购买至关重要.
- 调查结果支持在直播中使用幽默的战略应用,以提高消费者参与度和销售额.
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