How social media live streams affect online buyers: A uses and gratifications perspective

Social media live streams (SMLSs) are becoming mainstream e-commerce platforms, especially for direct selling, offering online retailers (e-tailers) immense consumer interaction and engagement levels. Despite their growing prevalence, e-tailers face difficulties capitalising on this platform to enhance retail operations. This paper ex-plores how SMLSs affect consumers' purchase intentions by exploring their motivations for participating in e -commerce SMLSs. To this end, we used the uses and gratifications (U&G) theory to explain how using SMLSs to satisfy consumers' needs could lead to high or low purchase intentions. It was done by collecting cross-sectional data from 795 consumers who have participated in e-commerce SMLSs. The data were analysed using partial least squares-structural equation modelling (PLS-SEM) and fuzzy set qualitative comparative analysis (fsQCA). Our findings revealed that people use SMLSs to satisfy their need for value, social identification, and the me-dium's attributes. Based on these findings, we show six configurations that lead to high or low purchase in-tentions and make corresponding theoretical propositions. Thus, our study contributes to the research and practice of using SMLSs for online shopping.