From Attention to Action: Unraveling the Multi-Stage Impact of Virtual Streamer Features Employing a Three-Stage Approach

Abstract

Despite the popularity of AI-powered virtual streamers in live streaming commerce as persistent and customizable digital intermediaries, the dynamic role of virtual streamer features across the decision journey remains unclear. Grounded in the integrated AIDA-HSM framework, this study aims to systematically investigate the multi-stage mechanism through which virtual streamer features guide consumers from attention to action in virtual live streaming commerce (VLSC) marketing. We adopt a three-stage hybrid research approach, integrating a systematic literature review, structural equation modeling (SEM), and fuzzy-set qualitative comparative analysis (fsQCA). The SEM results reveal the differential impact of distinct virtual streamer features across various stages of the consumer journey. Furthermore, the fsQCA indicates that every sufficient configuration must draw upon factors from each of the AIDA stages. This study not only pioneers the validation and contextualization of the AIDA-HSM framework in VLSC marketing, but also offers actionable guidance for practitioners to optimize their virtual streamer strategies.