直播营销中沟通风格相似性对购买意愿的作用机制研究 -- 上海财经大学期刊社

1 高天茹, 贺爱忠. 职场排斥对知识隐藏的影响机理研究: 一个被调节的链式中介模型[J]. 南开管理评论,2019, (3): 15-27.

2 龚潇潇, 叶作亮, 吴玉萍, 等. 直播场景氛围线索对消费者冲动消费意愿的影响机制研究[J]. 管理学报,2019, (6): 875-882. DOI:10.3969/j.issn.1672-884x.2019.06.010

3 刘雪峰, 张志学. 认知闭合需要研究评述[J]. 心理科学进展,2009, (1): 51-55.

4 吴小梅. 电子商务网站特征对心流体验的影响研究[J]. 重庆大学学报(社会科学版),2015, (3): 50-57.

5 谢莹, 李纯青, 高鹏, 等. 直播营销中社会临场感对线上从众消费的影响及作用机理研究——行为与神经生理视角[J]. 心理科学进展,2019, (6): 990-1004.

6 徐娟, 黄奇, 袁勤俭. 沉浸理论及其在信息系统研究中的应用与展望[J]. 现代情报,2018, (10): 157-166. DOI:10.3969/j.issn.1008-0821.2018.10.024

7 周鹏生. 认知闭合需要的结构及其产生机制[J]. 心理技术与应用,2018, (11): 677-687.

8 Al-Natour S, Benbasat I, Cenfetelli R. The adoption of online shopping assistants: Perceived similarity as an antecedent to evaluative beliefs[J]. Journal of the Association for Information Systems,2011, 12(5): 347-374. DOI:10.17705/1jais.00267

9 Animesh A, Pinsonneault A, Yang S Y, et al. An odyssey into virtual worlds: Exploring the impacts of technological and spatial environments on intention to purchase virtual products[J]. MIS Quarterly,2011, 35(3): 789-810. DOI:10.2307/23042809

10 Cai J, Wohn D Y, Mittal A, et al. Utilitarian and hedonic motivations for live streaming shopping[A]. Proceedings of the 2018 ACM international conference on interactive experiences for TV and online video[C]. Seoul, Republic of Korea: ACM, 2018: 81-88.

11 Csikszentmihalyi M. Beyond boredom and anxiety[M]. San Francisco, CA, US: Jossey-Bass, 1975.

12 Csikszentmihalyi M. Creativity: Flow and the psychology of discovery and invention[M]. New York: Harper Perennial, 1997.

13 Dibble J L, Hartmann T, Rosaen S F. Parasocial interaction and parasocial relationship: Conceptual clarification and a critical assessment of measures[J]. Human Communication Research,2016, 42(1): 21-44. DOI:10.1111/hcre.12063

14 Dion P A, Notarantonio E M. Salesperson communication style: The neglected dimension in sales performance[J]. Journal of Business Communication,1992, 29(1): 63-77. DOI:10.1177/002194369202900104

15 Ettis S A. Examining the relationships between online store atmospheric color, flow experience and consumer behavior[J]. Journal of Retailing and Consumer Services,2017, 37: 43-55. DOI:10.1016/j.jretconser.2017.03.007

16 Evans F B. Selling as a dyadic relationship-a new approach[J]. American Behavioral Scientist,1963, 6(9): 76-79. DOI:10.1177/000276426300600922

17 Gao L L, Bai X S, Park A. Understanding sustained participation in virtual travel communities from the perspectives of is success model and flow theory[J]. Journal of Hospitality & Tourism Research,2017, 41(4): 475-509.

18 Hu M, Zhang M L, Wang Y. Why do audiences choose to keep watching on live video streaming platforms? An explanation of dual identification framework[J]. Computers in Human Behavior,2017, 75: 594-606. DOI:10.1016/j.chb.2017.06.006

19 Huang H C, Huang L S, Chou Y J, et al. Influence of temperament and character on online gamer loyalty: Perspectives from personality and flow theories[J]. Computers in Human Behavior,2017, 70(5): 398-406.

20 Kim J, Song H. Celebrity’s self-disclosure on Twitter and parasocial relationships: A mediating role of social presence[J]. Computers in Human Behavior,2016, 62: 570-577. DOI:10.1016/j.chb.2016.03.083

21 Kim M J, Lee C K, Bonn M. Obtaining a better understanding about travel-related purchase intentions among senior users of mobile social network sites[J]. International Journal of Information Management,2017, 37(5): 484-496. DOI:10.1016/j.ijinfomgt.2017.04.006

22 Kruglanski A W. Lay epistemics and human knowledge: Cognitive and motivational bases[M]. New York: Plenum, 1989.

23 Kruglanski A W, Webster D M. Group members’ reactions to opinion deviates and conformists at varying degrees of proximity to decision deadline and of environmental noise[J]. Journal of Personality and Social Psychology,1991, 61(2): 212-225. DOI:10.1037/0022-3514.61.2.212

24 Lee J E, Watkins B. YouTube vloggers’ influence on consumer luxury brand perceptions and intentions[J]. Journal of Business Research,2016, 69(12): 5753-5760. DOI:10.1016/j.jbusres.2016.04.171

25 Li B Y, Hou F F, Guan Z Z, et al. What drives people to purchase virtual gifts in live streaming? The mediating role of flow[A]. 22nd Pacific Asia conference on information systems（PACIS 2018）[C]. Yokohama, Japan: AIS, 2018: 26-30.

26 Li M N, Mao J Y. Hedonic or utilitarian? Exploring the impact of communication style alignment on user’s perception of virtual health advisory services[J]. International Journal of Information Management,2015, 35(2): 229-243. DOI:10.1016/j.ijinfomgt.2014.12.004

27 Lu Z C, Xia H J, Heo S, et al. You watch, you give, and you engage: A study of live streaming practices in China[A]. Proceedings of the 2018 CHI conference on human factors in computing systems[C]. Montreal QC, Canada: ACM, 2018: 21-26.

28 Manning G L, Reece B L. Selling today: A personal approach, an extension of the marketing concept[M]. Boston: Allyn and Bacon, 1987.

29 Miles M P, Arnold D R, Nash H W. Adaptive communication: The adaptation of the seller’s interpersonal style to the stage of the dyad’s relationship and the buyer’s communication style[J]. Journal of Personal Selling & Sales Management,1990, 10(1): 21-27.

30 Mischel W, Shoda Y A. A cognitive-affective system theory of personality: Reconceptualizing situations, dispositions, dynamics, and invariance in personality structure[J]. Psychological Review,1995, 102(2): 246-268. DOI:10.1037/0033-295X.102.2.246

31 Neuberg S L, Judice T N, West S G. What the need for closure scale measures and what it does not: Toward differentiating among related epistemic motives[J]. Journal of Personality and Social Psychology,1997, 72(6): 1396-1412. DOI:10.1037/0022-3514.72.6.1396

32 Padgett V R, Wolosin R J. Cognitive similarity in dyadic communication[J]. Journal of Personality and Social Psychology,1980, 39(4): 654-659. DOI:10.1037/0022-3514.39.4.654

33 Park J, Lennon S J. Psychological and environmental antecedents of impulse buying tendency in the multichannel shopping context[J]. Journal of Consumer Marketing,2006, 23(2): 56-66. DOI:10.1108/07363760610654998

34 Reinhard M A, Messner M. The effects of source likeability and need for cognition on advertising effectiveness under explicit persuasion[J]. Journal of Consumer Behaviour,2009, 8(4): 179-191. DOI:10.1002/cb.282

35 Sheth J M. Buyer-seller interaction: A conceptual framework[A]. Anderson B B. Advances in consumer research[C]. Cincinnati: Association for Consumer Research, 1976, 3: 382-386.

36 Shim S I, Forsythe S, Kwon W S. Impact of online flow on brand experience and loyalty[J]. Journal of Electronic Commerce Research,2015, 16(1): 56-71.

37 Trant A A, Szekely B, Mougalian S S, et al. The impact of communication style on patient satisfaction[J]. Breast Cancer Research and Treatment,2019, 176(2): 349-356. DOI:10.1007/s10549-019-05232-w

38 Webster D M, Kruglanski A W. Cognitive and social consequences of the need for cognitive closure[J]. European Review of Social Psychology,1997, 8(1): 133-173. DOI:10.1080/14792779643000100

39 Weitz B A. Effectiveness in sales interactions: A contingency framework[J]. Journal of Marketing,1981, 45(1): 85-103. DOI:10.1177/002224298104500109

40 Westbrook R A, Oliver R L. The dimensionality of consumption emotion patterns and consumer satisfaction[J]. Journal of Consumer Research,1991, 18(1): 84-91. DOI:10.1086/209243

41 Williams K C, Spiro R L. Communication style in the salesperson-customer dyad[J]. Journal of Marketing Research,1985, 22(4): 434-442. DOI:10.1177/002224378502200408

42 Xiang L, Zheng X B, Lee M K O, et al. Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction[J]. International Journal of Information Management,2016, 36(3): 333-347. DOI:10.1016/j.ijinfomgt.2015.11.002