ISSN 1671-3710
CN 11-4766/R

Advances in Psychological Science ›› 2020, Vol. 28 ›› Issue (5): 731-745.doi: 10.3724/SP.J.1042.2020.00731

• Conceptual Framework • Previous Articles     Next Articles

The triggering mechanism of short video customer inspiration and its influence on customer engagement

GAO Peng, LI Chunqing, CHU Yujie, XIE Ying()   

  1. School of Economics and Management, Northwest University, Xi’an, 710027, China
  • Received:2019-10-14 Online:2020-04-26 Published:2020-03-27
  • Contact: XIE Ying


Short video customer inspiration (SVCI) is the embodiment of customer inspiration in the context of short video. It is the temporary motivational state that facilitates the transition from the reception of a marketing-induced idea to the intrinsic pursuit of a consumption-related goal. The antecedents of SVCI includes video factor, anchor factor and audience characteristic factor; the intersection of inspired-by and inspired-to states in SVCI forms a SVCI state matrix, in which the four inspiration states could convert into each other under certain conditions; SVCI have positive impact on customer engagement through direct (customer purchase) and indirect (customer recommendation, customer influence and customer knowledge) ways; product type and the TSBBN (Tie strength between buyer and network-anchor) play the role of moderator in the effect of SVCI on customer engagement; study on SVCI helps to reveal how customer inspiration is triggered by short video and its impact on customer engagement; this research can help network-anchor and short video platform to produce more efficient marketing strategies, and can help consumers to improve the consumption experience.

Key words: short video, customer inspiration, customer engagement, neuropsychology

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