The Evolution of “Opinion Leaders” in Social E-Commerce: Communication Mechanisms from KOL to KOC

社交电商的快速发展催生了意见领袖形态从KOL (Key Opinion Leader关键意见领袖)向KOC (Key Opinion Consumer关键意见消费者)的演化，成为重构消费传播生态的核心动力。本文基于网络议程设置理论与动态能力理论，构建“梯度议程网络–信任双螺旋”分析框架，系统解析社交电商意见领袖的传播机制演化路径。研究发现：KOL-KOC的演化本质是传播节点从中心化垄断向分布式协作的转移，表现为“专业权威→情感信任→圈层渗透”三阶段路径；消费者对KOL的信任侧重于能力与魅力，而对KOC的信任更依赖善意与诚实，二者构成社交电商信任生态的双螺旋结构。本研究通过计算传播分析与社会网络建模，揭示中小跨境电商企业依托KOC动态能力迭代提升绩效的内在机制，为平台优化意见领袖治理、企业制定分层传播策略提供理论依据。The rapid development of social e-commerce has spurred the evolution of opinion leaders from KOL to KOC, becoming the core driving force for reconstructing the consumer communication ecosystem. This article is based on the theory of network agenda setting and dynamic capability theory, and constructs a “gradient agenda network trust double helix” analysis framework to systematically analyze the evolution path of the dissemination mechanism of opinion leaders in social e-commerce. Research has found that the evolution essence of KOL-KOC is the transfer of communication nodes from centralized monopoly to distributed collaboration, manifested as a three-stage path of “professional authority → emotional trust → circle penetration”; Consumers’ trust in KOL focuses on their abilities and charm, while their trust in KOC relies more on goodwill and honesty, forming a double helix structure of social e-commerce trust ecology. This study reveals the internal mechanism of small and medium-sized cross-border e-commerce enterprises relying on KOC dynamic capabilities to iteratively improve performance through computational communication analysis and social network modeling, providing theoretical basis for platform optimization of opinion leader governance and enterprise development of hierarchical communication strategies.