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IT 어포던스와 사회적 실재감이 라이브커머스 충동구매에 미치는 영향

The Impact of IT Affordances and Social Presence on Impulse Buying in Live Commerce

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초록

본 연구는 라이브커머스 플랫폼의 메타보이싱, 가시성, 쇼핑 가이드와 같은 IT 어포던스 요소와 사회적 실재감을 중심으로 소비자 행동(신뢰, 각성, 몰입, 충동구매)에 미치는 영향을 조사하였다. 구조방정식 모델링 기법을 활용하여 국내 라이브커머스 이용 경험이 있는 300명의 데이터를 분석하였다. 연구 결과, 메타보이싱과 사회적 실재감은 신뢰와 각성 모두에 유의미한 영향을 미쳤으며, 가시성과 쇼핑 가이드는 신뢰에는 긍정적인 영향을 미쳤지만 각성에는 유의미하지 않았다. 신뢰는 충동구매를 직접적으로 증가시키는 것으로 나타났지만, 몰입에는 유의미한 영향을 미치지 않았다. 이는 소비자가 신뢰를 형성한 경우 몰입 단계를 거치지 않고 바로 충동구매로 이어지는 것으로 해석된다. 각성은 몰입을 강하게 촉진하며, 몰입은 충동구매를 증가시키는 것으로 나타났다. 이러한 결과는 라이브커머스 환경에서 신뢰와 감정적 자극의 중요성을 강조하며, 실무적으로는 몰입형 인터랙티브 기능, 개인화된 데이터 활용, 투명성을 통한 신뢰 구축의 필요성을 시사한다. 이 연구는 또한 IT 어포던스와 사회적 실재감의 디지털 커머스에서의 이론적 이해를 확장하였다. 향후 연구는 다양한 소비자 세그먼트를 포함하고, 사회적 연결성 및 상거래 특성과 같은 추가적인 어포던스 차원을 탐구하여 라이브커머스의 역동성을 심화할 필요가 있다.

Abstract

This study investigates the characteristics of live commerce platforms, emphasizing IT affordance elements such as metavoicing, visibility, and shopping guidance, alongside social presence, and their influence on consumer behaviors, including trust, arousal, engagement, and impulsive buying. Using a structural equation modeling approach, data were collected from 300 respondents with live commerce experience in Korea. The findings indicate that metavoicing and social presence significantly impact both trust and arousal, while visibility and shopping guidance positively affect trust but show no significant influence on arousal. Trust was found to directly enhance impulsive buying but did not significantly impact engagement, suggesting that consumers with established trust bypass engagement and proceed directly to impulsive purchasing decisions. Arousal strongly fosters engagement, which subsequently drives impulsive buying behavior. These results underscore the critical role of trust and emotional stimulation in live commerce environments. From a practical perspective, the study highlights the need for platforms to incorporate immersive and interactive features, leverage personalized consumer data, and ensure transparency to build trust and enhance consumer engagement. Additionally, the research extends the theoretical understanding of IT affordance and social presence in digital commerce contexts. Future studies should explore diverse consumer segments and investigate additional affordance dimensions, such as social connectivity and transactional features, to deepen insights into live commerce dynamics.

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