How KOLs Influence Consumer Purchase Intention in Short Video Platforms: Mediating Effects of Emotional Response and Virtual Touch

Xuandi Gong, Jinluan Ren, Li Zeng, Rubin Xing

Research output: Contribution to journalArticlepeer-review

3 Scopus citations

Abstract

In recent years, key opinion leader (KOL) marketing opens up a new mode of social commerce by effectively integrating social networking and marketing since it has been successfully taking advantage of KOL’s high popularity to promote products. This study expands the stimulus-organism-response (S-O-R) model by combining the communication persuasion theory with the flow experience theory. The model considers the characteristics of KOLs and published content features as independent variables, consumer perception as the mediating variable, and consumer purchase intention as the dependent variable. This study also refines the measurement dimensions of each variable and analyzes KOL impacts on consumer purchase intention on short video platforms. After analyzing 357 valid questionnaires, the authors find that the variables—reputation, perceived fit, aesthetic quality, and content richness—have significant impacts on consumer purchase intention where virtual touch and emotional response play intermediary roles. This study provides insights into KOL marketing.

Original languageEnglish
Article number76
JournalInternational Journal of Information Systems in the Service Sector
Volume14
Issue number1
DOIs
StatePublished - 2022

Keywords

  • Emotional Response
  • Key Opinion Leader
  • Purchase Intention
  • Short Video Platform
  • Virtual Touch

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