What drives trust building in live streaming E-commerce? From an elaboration likelihood model perspective

Purpose Live streaming e-commerce, which integrates real-time video interaction with online shopping, has quickly become a popular sales channel. It not only allows for immediate feedback but also builds a sense of trust and connection between streamers and consumers. Drawing on the elaboration likelihood model (ELM), we investigate how central and peripheral route factors affect consumers’ trust building and purchase intentions. Additionally, we identify consumer involvement as a key moderator affecting the relationship between central route factors and trust in product as well as the relationship between peripheral route factors and trust in streamer. Design/methodology/approach To test the research model, we collected data from 423 consumers on TaoBao Live. Findings The findings show that information completeness, accuracy and currency positively affect trust in the product, while perceived physical characteristic similarity, streamer humor attractiveness and passion attractiveness positively affect trust in the streamer. Trust in the streamer positively influences trust in the product, which subsequently impacts purchase intention. Moreover, involvement moderates the effects of information accuracy, currency, perceived physical characteristic similarity and passion attractiveness on trust. Originality/value First, we examine the direct influence of product- and streamer-related cues on consumer trust and purchase intention through distinct pathways. Second, we adopt ELM to explain the process of consumer trust building by investigating how central and peripheral route factors influence purchase intention through consumer trust in live streaming settings. Third, we incorporate involvement as a crucial moderator, shedding light on the boundary conditions of trust building in live streaming e-commerce.