Lusiah Lusiah
Management Department, Universitas IBBI, Indonesia

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What and how? last-minute choice deflection in E-commerce Errie Margery; Lusiah Lusiah
Journal of Innovation in Business and Economics Vol. 9 No. 02 (2025): Journal of Innovation in Business and Economics
Publisher : Faculty of Economics and Business, University of Muhammadiyah Malang

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.22219/jibe.v9i01.40742

Abstract

The rise of e-commerce has fundamentally transformed consumer behavior, introducing dynamic, information-rich environments that influence purchasing decisions. This study explores the phenomenon of last-minute choice deflection, where consumers change their initial product preferences after being exposed to algorithmically curated alternatives on digital platforms. Using a quantitative approach through an experimental survey involving Generation Z respondents, this research investigates the roles of brand image, influencer marketing, price, loyalty, and customer reviews in shaping consumer decisions, focusing on body care products as the category of interest. Employing robust least squares regression, the findings reveal that customer reviews and competitive pricing significantly reduce choice deflection by reinforcing consumers’ initial preferences. Brand image shows a mildly significant effect, whereas influencer marketing and loyalty do not exhibit statistically significant impacts. These results offer insights for marketers aiming to design more persuasive strategies in online markets and contribute to consumer behavior theory by contextualizing decision-making dynamics in digital commerce.
How streamer–viewer interaction shapes purchase intention in live-streaming commerce Lusiah Lusiah; Errie Margery
Journal of Innovation in Business and Economics Vol. 10 No. 02 (2026): Journal of Innovation in Business and Economics
Publisher : Faculty of Economics and Business, University of Muhammadiyah Malang

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.22219/jibe.v10i02.42026

Abstract

Live-streaming commerce (LSC) has emerged as a prominent digital retail format by integrating real-time interaction, information exchange, and social engagement. While prior studies largely conceptualize interactive features as behavioral stimuli, limited attention has been paid to their role as institutional mechanisms that coordinate trust and purchasing behavior under uncertainty. This study examines how interactive features—particularly Perceived Streamer–Viewer Interaction (PSVI)—influence purchase intention in LSC featuring live comment functionality. Using a quantitative survey approach, data were collected from 108 users who had participated in LSC sessions within the past three months. The study employs Robust Least Squares (RLS) regression to account for heteroscedasticity and potential outliers. The model includes PSVI, User-to-User Engagement (UUE), Comment Availability (CA), Streamer Quality (SQ), Screen Time Intensity, and Gender as explanatory variables. The results reveal that PSVI has a strong, positive, and highly robust effect on purchase intention across all specifications, confirming its role as the primary driver of transactional behavior. In contrast, UUE does not exhibit a significant direct effect, suggesting that peer interaction primarily shapes social atmosphere rather than purchase decisions. Notably, CA demonstrates a negative and statistically significant relationship with purchase intention, indicating information overload in high-velocity comment environments. SQ shows a conditional negative effect when interaction and information variables are jointly controlled, highlighting a potential trade-off between professionalism and perceived authenticity. Robustness checks excluding UUE further confirm the stability of the main findings.