How Collectivism and Virtual Idol Characteristics Influence Purchase Intentions: A Dual-Mediation Model of Parasocial Interaction and Flow Experience

Abstract

With the rise of virtual idols in marketing, especially in collectivist cultures, their impact on consumer behavior warrants further exploration. This study applies social identity theory, flow theory, and the SOR model to examine how collectivism and virtual idol characteristics (external characteristics, content features, and homophily) influence Chinese consumers’ purchase intentions through parasocial interaction (PSI) and flow experience. A survey of 496 respondents, analyzed via structural equation modeling (SEM), shows that collectivism and virtual idol characteristics positively affect PSI, with homophily having the strongest impact. PSI enhances flow experience, and both PSI and flow experience drive purchase intention. PSI and flow experience serve as dual mediators in the model. This study advances research by empirically validating collectivism’s role in PSI, differentiating virtual idol characteristics, and modeling dual mediation. The key contributions of this study are as follows: (1) treating culture as an independent variable to empirically examine its impact on psychological mechanisms, and (2) deconstructing virtual idol characteristics into three dimensions—external, content, and homophily—to reveal their distinct influence on consumer psychology. Findings offer strategic insights for brands, recommending a dual-track approach integrating cultural adaptation and feature design to enhance consumer engagement and purchasing behavior.