本报告系统阐述了直播电商推动新型消费的理论逻辑和实践经验。在理论层面,本报告从消费者需求“冰山理论”和价值共创5S模型两个维度进行分析。其中,“冰山理论”揭示直播电商不仅能够满足消费者显性需求,还能通过营造购物氛围、优化互动体验和增强社交认同感,挖掘消费者隐性需求。价值共创5S模型则阐明直播电商通过场景/感知、社群/分享、发现/洞察、服务/信任和供应链/协同五大路径实现多元主体价值共创。在实践层面,本报告从五个维度分析了直播电商推动新型消费的具体表现:一是推动个性化消费与品质化消费,尤其满足了“Z世代”对个性化、品质化商品的需求,助力国潮国货崛起;二是推动健康消费,契合消费者对“轻健康”的追求,促进健身运动等健康产品消费;三是推动悦己消费与体验消费,满足人们对乐趣和解压的需求;四是推动便利化消费,通过“看、问、买”的“一站式”服务模式和本地生活服务等新业态提升消费便利性;五是推动绿色消费与低碳消费,通过优化供应链、推广绿色产品等方式助力可持续消费理念传播。
This report systematically expounds the theoretical logic and practical experience of live streaming e-commerce to promote new consumption. At the theoretical level,this report analyzes from two dimensions of consumer demand “iceberg theory” and value co-creation 5S model. “iceberg theory” reveals that live streaming e-commerce can not only meet the explicit needs of consumers,but also tap the hidden needs of consumers by creating a shopping atmosphere,optimizing interactive experience and enhancing social identity. The value co-creation 5S model illustrates that live streaming e-commerce realizes multi-subject value co-creation through five paths:scene/sence,social/share,discovery/insight,service/trust and supply-chain synergism. At the practical level,this chapter analyzes the specific performance of live streaming e-commerce to promote new consumption from five dimensions:First,to promote personalized consumption and quality-oriented consumption,especially to meet the needs of Generation Z for personalized and quality-oriented goods,and to help the rise of national trend and domestic goods;The second is to promote health consumption,in line with consumers’ pursuit of “light health”,and promote the consumption of health products such as fitness sports;The third is to promote self-pleasing consumption and experience consumption to meet people’s needs for fun and decompression;Fourth,promote the facilitation of consumption,through the “look-ask-buy” one-stop service model and local life services and other new forms of business to enhance the convenience of consumption;Fifth,promote green consumption and low-carbon consumption,and promote the concept of sustainable consumption by optimizing the supply chain and promoting green products.
| Keywords: | Digital EconomyNew ConsumptionLive Streaming E-commerce“Iceberg Theory”Value Co-creation 5S Model |