Peran Daya Tarik dan Keahlian Streamer terhadap Niat Pembelian melalui Flow Experience

Authors

  • Fernando Justin Herman Fakultas Ekonomi & Bisnis, Universitas Kristen Krida Wacana, Jakarta
  • Rita Amelinda Fakultas Ekonomi & Bisnis, Universitas Kristen Krida Wacana, Jakarta

DOI:

https://doi.org/10.24912/je.v30i1.2921
Keywords: Streamer Attractiveness; Streamer Expertise; Purchase Intention; Flow Experience.

Abstract

This study aims to analyze the influence of Streamer Attractiveness and Streamer Expertise on Purchase Intention, mediated by Flow Experience, in the context of Live Shopping on TikTok among Gen Z in West Jakarta. Streamer Attractiveness creates emotional and visual appeal, keeping the audience engaged during Live Shopping sessions. Meanwhile, Streamer Expertise provides valid and convincing product information, building trust in the product recommendations to meet audience needs. The study collected data from 120 Gen Z respondents residing in West Jakarta. Data analysis was conducted using the Partial Least Squares-Structural Equation Modeling (PLS-SEM) method with the WarpPLS 8.0 software. The findings revealed that Streamer Attractiveness and Streamer Expertise significantly influence Flow Experience and Purchase Intention. Additionally, Flow Experience mediates the relationship between Streamer Attractiveness and Streamer Expertise on Purchase Intention. These insights offer theoretical contributions to digital marketing literature and practical implications for businesses to optimize Live Shopping strategies.


Author Biographies

Fernando Justin Herman, Fakultas Ekonomi & Bisnis, Universitas Kristen Krida Wacana, Jakarta

fernando.312021033@civitas.ukrida.ac.id

Rita Amelinda, Fakultas Ekonomi & Bisnis, Universitas Kristen Krida Wacana, Jakarta

rita.amelinda@ukrida.ac.id

References

Aningrum, L. W., & Nur, A. (2024). Pengaruh Digital Marketing, Product Quality Terhadap Purchase Intention Dengan Brand Image Sebagai Variabel Intervening Pada Produk Pakaian Uniqlo. Al-Kharaj: Jurnal Ekonomi, Keuangan & Bisnis Syariah, 6(4), 5416–5432. https://doi.org/10.47467/alkharaj.v6i4.1550.

Armielia, A. A., Triutama, O. P., & Nindita, S. (2023). Pengaruh Kredibilitas Vlogger Youtube Terhadap Kesadaran Destinasi Wisata Dan Keinginan Berwisata Penonton Indonesia. Jurnal Manajemen Perhotelan Dan Pariwisata, 6(2), 376–383. https://doi.org/10.23887/jmpp.v6i2.60168.

Chang, C.-M., Yen, C., Chou, S.-Y., & Lo, W.-W. (2023). What Motivates Viewers To Purchase Recommended Products In Live Streaming? The Moderating Role Of Extroversion–Introversion Personality. Asia Pacific Journal of Marketing and Logistics, 35(12), 2983–3007. https://doi.org/10.1108/APJML-07-2022-0582.

Cynthia, R. (2024). Exploring The Factors That Impact Impulse Purchase Intention In Tiktok Live Streaming Shopping In Indonesia. International Journal of Electronic Commerce Studies, 15(2), 21–62. https://doi.org/10.7903/ijecs.2279.

Fleșeriu, C., Cosma, S. A., & Bocăneț, V. (2020). Values and Planned Behaviour of the Romanian Organic Food Consumer. Sustainability, 12(5), 1722. https://doi.org/10.3390/su12051722.

Guo, Y., Zhang, K., & Wang, C. (2022). Way To Success: Understanding Top Streamer’s Popularity And Influence From The Perspective Of Source Characteristics. Journal of Retailing and Consumer Services, 64. https://doi.org/10.1016/j.jretconser.2021.102786.

Hair, J. F., Hult, G. T. M., Ringle, C. M., Sarstedt, M., Danks, N. P., & Ray, S. (2021). Partial Least Squares Structural Equation Modeling (PLS-SEM) Using R. Springer International Publishing. https://doi.org/10.1007/978-3-030-80519-7.

Handoko, G. W. W., & Tunjungsari, H. K. (2022). Analisis Dampak Aktivitas Social Media Marketing terhadap Niat Beli Konsumen: Studi Kasus Healthy Food di Indonesia. Jurnal Manajemen Bisnis Dan Kewirausahaan, 6(4), 421–426. https://doi.org/10.24912/jmbk.v6i4.19342.

Hartanto, F., & Susanto, E. H. (2021). Pengaruh Rekomendasi Blogger terhadap Minat Belanja Online. Jurnal Manajemen Bisnis Dan Kewirausahaan, 5(4), 420. https://doi.org/10.24912/jmbk.v5i4.12804.

Hendro, H., & Keni, K. (2020). eWOM dan Trust sebagai Prediktor terhadap Purchase Intention: Brand Image sebagai Variabel Mediasi. Jurnal Komunikasi, 12(2), 298. https://doi.org/10.24912/jk.v12i2.7760.

Jarrett, M. (2023). “Lipstick King” faces huge backlash after chastising thrifty viewer. Https://Daoinsights.Com/News/Li-Jiaqi-Faces-Huge-Backlash-after-Chastising-Thrifty-Viewer/.

Jiang, Y., Lee, H. T., & Li, W. (2024a). The Effects Of Live Streamer’s Expertise And Entertainment On The Viewers’ Purchase And Follow Intentions. Frontiers in Psychology, 15. https://doi.org/10.3389/fpsyg.2024.1383736.

Jiang, Y., Lee, H.-T., & Li, W. (2024b). The Effects Of Live Streamer’s Expertise And Entertainment On The Viewers’ Purchase And Follow Intentions. Frontiers in Psychology, 15. https://doi.org/10.3389/fpsyg.2024.1383736.

Ji, X. (2024). Influence of Virtual Live Streamers’ Credibility on Online Sales Performance. Sage Open, 14(3). https://doi.org/10.1177/21582440241271171.

Juliana, H. (2023). Pengaruh Siaran Langsung Dan Manfaat Yang Dirasakan Terhadap Niat Beli Melalui Kepercayaan Konsumen Pada Aplikasi Tiktok Shop. SINOMIKA Journal: Publikasi Ilmiah Bidang Ekonomi Dan Akuntansi, 1(6), 1517–1538. https://doi.org/10.54443/sinomika.v1i6.754.

Kamkankaew, P., Thongyoy, P., & Phonracharnon, Y. (2024). Assessing the Impact of Digital Celebrities and Content Marketing on TikTok’s Impulse Purchases in Lampang, Thailand. International Journal of Sociologies and Anthropologies Science Reviews, 4(3), 259–276. https://doi.org/10.60027/ijsasr.2024.4201.

Karunanayake, T., & Madubashini, C. (2019). The Influence of User Generated Content on Purchase Intention of Automobiles in Sri Lanka. Asian Social Science, 15(6), 44. https://doi.org/10.5539/ass.v15n6p44.

Lawrence, C., & Meivitawanli, B. (2023). The Role of Parasocial Relationships, Congruence and Source Credibility in Indonesia: A Study on Tiktok Live Streaming Commerce in the Cosmetics Industry. Australasian Accounting, Business and Finance Journal, 17(5). https://doi.org/10.14453/aabfj.v17i5.05.

Liao, J., Chen, K., Qi, J., Li, J., & Yu, I. Y. (2023). Creating Immersive And Parasocial Live Shopping Experience For Viewers: The Role Of Streamers’ Interactional Communication Style. Journal of Research in Interactive Marketing, 17(1), 140–155. https://doi.org/10.1108/JRIM-04-2021-0114.

Liem, C. J. E., & Firdausy, C. M. (2024). Pengaruh Attractiveness, Trustworthiness dan Expertise Social Media Influencer terhadap Purchase Intention. Jurnal Manajerial Dan Kewirausahaan, 6(4), 883–890. https://doi.org/10.24912/jmk.v6i4.32732.

Liu, C., Sun, K., & Liu, L. (2023). The Formation and Transformation Mechanisms of Deep Consumer Engagement and Purchase Behavior in E-Commerce Live Streaming. Sustainability, 15(7), 5754. https://doi.org/10.3390/su15075754.

Liu, L. (2022). Factors Affecting Consumers’ Purchasing Behaviours in Live Streaming E-Commerce: A Review. A Review. International Conference on Economic Development and Business Culture, 508–515. https://doi.org/10.2991/978-94-6463-036-7_75.

Liu, X., & Zhang, L. (2024). Impacts Of Different Interactive Elements On Consumers’ Purchase Intention In Live Streaming E-Commerce. PLOS ONE, 19(12), e0315731. https://doi.org/10.1371/journal.pone.0315731.

Lutviari, H. W., Widodo, A., Silvianita, A., & Rubiyanti, N. (2024). Analysis of Factors Affecting Impulse Buying on Shopee and TikTok Live Shopping Platforms: A Conceptual Paper. International Journal of Integrative Sciences, 3(5), 403–414. https://doi.org/10.55927/ijis.v3i5.9346.

Muchtar, M., Hurriyati, R., Dirgantari, P. D., & Sigarlaki, F. F. (2022). Analisis Digital Advertising Terhadap Purchase Intention melalui Brand Awareness Sebagai Variabel Intervening. Jurnal Informatika Ekonomi Bisnis. https://doi.org/10.37034/infeb.v4i4.183.

Ngo, T. T. A., Bui, C. T., Chau, H. K. L., & Tran, N. P. N. (2023). The effects of social media live streaming commerce on Vietnamese Generation Z consumers’ purchase intention. Innovative Marketing, 19(4), 269–283. https://doi.org/10.21511/im.19(4).2023.22.

Permatasari, B. (2019). Pengaruh Daya Tarik, Kepercayaan, Dan Keahlian Celebrity Endorser Terhadap Keputusan Pembelian. TECHNOBIZ : International Journal of Business, 2(2), 76. https://doi.org/10.33365/tb.v2i2.446.

Pratista, N. D., & Marsasi, E. G. (2023). Effects Of Perceived Usefulness And Perceived Ease Of Use For Driving Purchase Intention. Jurnal Ekonomi, 28(03), 488–509. https://doi.org/10.24912/e.v28i3.1940.

Ramírez-Castillo, N. A., Müller-Pérez, J., Acevedo-Duque, Á., Müller-Pérez, S., González-Díaz, R. R., Suarez Campos, J., & Ovalles-Toledo, L. V. (2021). Sustainable Moviegoer Intention to Attend Cinemas Based on the Theory of Planned Behavior. Sustainability, 13(16). https://doi.org/10.3390/su13168724.

Ruangkanjanases, A., Khan, A., Sivarak, O., Rahardja, U., & Chen, S.-C. (2024). Modeling the Consumers’ Flow Experience in E-commerce: The Integration of ECM and TAM with the Antecedents of Flow Experience. Sage Open, 14(2). https://doi.org/10.1177/21582440241258595.

Sabakti, K., Anindita, R., & Isaskar, R. (2022). Consumer Perceptions of Buying Behavior of Organic Vegetables with Planned Behavior Theory Approach. HABITAT, 33(3), 320–331. https://doi.org/10.21776/ub.habitat.2022.033.3.30.

Sabila, F. L., & Andni, R. (2023). Live Streaming Strategy on TikTok Shop Media in Increasing Sales of Areta Wholesale Negligee. Journal of Social Science Utilizing Technology, 1(2), 86–97. https://doi.org/10.70177/jssut.v1i2.597.

Sarstedt, M., Ringle, C. M., & Hair, J. F. (2020). Handbook of Market Research (C. Homburg, M. Klarmann, & A. Vomberg, Eds.). Springer International Publishing. https://doi.org/10.1007/978-3-319-05542-8.

Shi, R., Wang, M., Qiao, T., & Shang, J. (2024). The Effects of Live Streamer’s Facial Attractiveness and Product Type on Consumer Purchase Intention: An Exploratory Study with Eye Tracking Technology. Behavioral Sciences, 14(5), 375. https://doi.org/10.3390/bs14050375.

Sudirman, A., Wijaya, A., Sherly, S., Halim, F., & Nainggolan, A. B. (2021). Purchase Intention Produk Smartphone ditinjau dari Aspek Brand Management. Journal of Management and Business Review, 18(2), 413–430. https://doi.org/10.34149/jmbr.v18i2.292.

Tang, X., Hao, Z., & Li, X. (2024). The Influence Of Streamers’ Physical Attractiveness On Consumer Response Behavior: Based On Eye-Tracking Experiments. Frontiers in Psychology, 14. https://doi.org/10.3389/fpsyg.2023.1297369.

Todd, P. R., & Melancon, J. (2018). Gender and live-streaming: source credibility and motivation. Journal of Research in Interactive Marketing, 12(1), 79–93. https://doi.org/10.1108/JRIM-05-2017-0035.

Wang, C., Wang, Z., Liu, L., & Hua, K. (2024). Relationship Between Customer Knowledge Management And The Value Co-Creation Of Fitness Application Customers: Mediating Role Of Flow Experience. PLOS ONE, 19(10), e0311988. https://doi.org/10.1371/journal.pone.0311988.

Wang, J., Kim, J. U., & Kim, H.-M. (2024). Purchase Intention In Tiktok Streaming Commerce: The Role Of Recommendation Accuracy, Streamer’s Attractiveness, And Consumer-To-Consumer Interactions. Review of Managerial Science, 10(1). https://doi.org/10.1007/s11846-024-00810-9.

Wang, L., & Wang, S. (2020). The Influence of Flow Experience on Online Consumers’ Information Searching Behavior: An Empirical Study of Chinese College Students. Data and Information Management, 4(4), 250–257. https://doi.org/10.2478/dim-2020-0043.

Waseti, L. Al, & İrfanoglu, M. (2022). The Effect Of Consumption Value On Organic Food Purchase Intention With The Mediating Role Of Consumer Involvement. The Turkish Online Journal of Design, Art and Communication, 12(1), 177–191. https://doi.org/10.7456/11201100/008.

Wu, X., Ai, H., Yi, B., Wang, X., Chen, N., & Gao, M. (2023). A Study on the Influence of Tiktok Live Broadcast on College Students’ Purchase Intention. SHS Web of Conferences. https://doi.org/10.1051/shsconf/202317903014.

Yusniawati, V., & Prasetyo, A. (2022). Pengaruh E-Wom Dan Brand Image Terhadap Online Purchase Intention Fashion Muslim Pada Milenial Surabaya. Jurnal Ekonomi Syariah Teori Dan Terapan, 9(1), 131. https://doi.org/10.20473/vol9iss20221pp131-139.

Zhang, D., Fu, L., Ma, J., & Chen, C. (2024). Social‐Oriented Versus Task‐Oriented Streamer Interaction Styles On Live Streaming E‐Commerce: Empirical Research In China. Journal of Consumer Behaviour, 23(4), 1995–2008. https://doi.org/10.1002/cb.2320.

Zhang, Y., Ahmad, A., Azman, N., & Mingxia, W. (2023). Understanding the Influencing Mechanism of Users’ Purchase Intention and Mediating Effect of Trust in Streamer: A Socio-Technical Perspective. Journal of Law and Sustainable Development, 11(9), e1286. https://doi.org/10.55908/sdgs.v11i9.1286.

Zheng, S., Chen, J., Liao, J., & Hu, H.-L. (2023). What Motivates Users’ Viewing And Purchasing Behavior Motivations In Live Streaming: A Stream-Streamer-Viewer Perspective. Journal of Retailing and Consumer Services, 72. https://doi.org/10.1016/j.jretconser.2022.103240.

Zhu, L., Li, H., Wang, F.-K., He, W., & Tian, Z. (2020). How Online Reviews Affect Purchase Intention: A New Model Based On The Stimulus-Organism-Response (SOR) Framework. Aslib Journal of Information Management, 72(4), 463–488. https://doi.org/10.1108/AJIM-11-2019-0308.

Downloads

PlumX Metrics

Published

2025-03-27

How to Cite

Herman, F. J., & Rita Amelinda. (2025). Peran Daya Tarik dan Keahlian Streamer terhadap Niat Pembelian melalui Flow Experience . Jurnal Ekonomi, 30(1), 88–110. https://doi.org/10.24912/je.v30i1.2921

Issue

Section

Articles