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image/svg+xml Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao Closed Access logo, derived from PLoS Open Access logo. This version with transparent background. http://commons.wikimedia.org/wiki/File:Closed_Access_logo_transparent.svg Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao International Journa...arrow_drop_down
image/svg+xml Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao Closed Access logo, derived from PLoS Open Access logo. This version with transparent background. http://commons.wikimedia.org/wiki/File:Closed_Access_logo_transparent.svg Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao
International Journal of Consumer Studies
Article . 2025 . Peer-reviewed
License: Wiley Online Library User Agreement
Data sources: Crossref
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When Virtual Meets Authenticity: How Virtual Streamers Shape Consumer Decision‐Making Confidence

Authors: Ying Xie; Lingqing Gao; Fang Cui; Wuke Zhang;

When Virtual Meets Authenticity: How Virtual Streamers Shape Consumer Decision‐Making Confidence

Abstract

ABSTRACT Authenticity has emerged as a central theme in both academic discourse and business practice within the current virtual landscape. Nevertheless, prior marketing research has predominantly focused on the effect of authenticity on purchase decisions, largely overlooking “consumer decision‐making confidence”—a critical psychological variable essential for both short‐term revenue generation and the development of a long‐term sustainable ecosystem in the live‐streaming industry. To address this gap, this study employs an online survey methodology, recruiting participants via the Credamo and Wenjuanxing platforms (Study 1: N = 144, Study 2: N = 296), to investigate the influence of virtual streamer authenticity on consumer decision‐making confidence amid the rise of AI in live‐streaming commerce. The findings indicate that 3E assets significantly mediate this relationship. Furthermore, different interaction strategies are found to moderate this effect. Specifically, functional interaction strategies amplify the effect of authenticity on enhancing the “enabling‐the‐self” dimension, whereas social interaction strategies strengthen the authenticity effect on the “enticing‐the‐self” dimension. These findings advance influencer marketing research by thoroughly mapping the underlying process that drives decision‐making confidence and provide managers with actionable strategies for effective virtual streamer engagement.

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
1
Average
Average
Average
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