ANCHOR OPINION LEADER TRAITS, USER ENGAGEMENT AND BUYING BEHAVIOR—AN EMPIRICAL CASE IN A NEW SCENARIO

Abstract

In the emerging marketing scenario of e-commerce live broadcast, there are few studies on anchor-user interactions. By using all the data of the salesmen who introduces the merchandise to the audience through the camera on Taobao website in China in February 2021, a model with user engagement as a mediating variable was constructed to investigate the relationship between anchor opinion leader traits and user purchase behavior. The results show that anchor opinion leader traits positively influence users' purchasing behavior. User engagement plays a fully mediating role in this mechanism. The findings of this paper serve as a guide for the e-commerce industry to better cultivate and select anchors.