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Online social capital: Understanding e-impulse buying in practice
Abstract
Socially constructed marketing imageries (e.g. e-atmospherics) help consumers while making choices and decisions. Still, human and retailing technology interactions are rarely evaluated from a social practice perspective. This article explores the potential impact of socially constructed e-atmospherics on impulse buying. A framework with three interrelated factors, namely social acoustic, co-construction and mundane language enactment is analysed. The way these allow for e-social norms to organically emerge is elaborated through a set of propositions. Retailing implications are subsequently discussed.
... Impulse purchases connote "a sudden and immediate purchase with no pre-shopping intentions either to buy the specific product category or to fulfill a specific buying task" [Beatty and Ferrell, (1998), p.170]. In other words, impulse buying as a concept refers to instances where a person feels a sudden urge to buy (de Kervenoael et al., 2009). Lim and Yazdanifard (2015) identify several features that can expound the concept of impulse buying. ...
... However, this inquiry is taken from the perspective of the import of online impulse buying tendency. Though limited, a few studies pave the way for the exploration within this study with empirical evidence suggesting that personalisation does influence online impulse buying (e.g., Dawson and Kim, 2010;de Kervenoael et al., 2009;Koufaris et al., 2001). ...
... For instance, LaRose (2001) argues that electronic commerce may undermine customers' buying restraint through their engagement with features such as attractive product stimuli, point programs and chat rooms, steering customers towards impulse buying. Indeed, previous research has identified some factors that influence online impulse buying which include product images, banner advertisements as well as low prices and special offers (de Kervenoael et al., 2009). Other research has also examined online impulse buying either as a state of mind or an inherent personality trait (Wells et al., 2011). ...
... Impulse purchases connote "a sudden and immediate purchase with no pre-shopping intentions either to buy the specific product category or to fulfill a specific buying task" [Beatty and Ferrell, (1998), p.170]. In other words, impulse buying as a concept refers to instances where a person feels a sudden urge to buy (de Kervenoael et al., 2009). Lim and Yazdanifard (2015) identify several features that can expound the concept of impulse buying. ...
... However, this inquiry is taken from the perspective of the import of online impulse buying tendency. Though limited, a few studies pave the way for the exploration within this study with empirical evidence suggesting that personalisation does influence online impulse buying (e.g., Dawson and Kim, 2010;de Kervenoael et al., 2009;Koufaris et al., 2001). ...
... For instance, LaRose (2001) argues that electronic commerce may undermine customers' buying restraint through their engagement with features such as attractive product stimuli, point programs and chat rooms, steering customers towards impulse buying. Indeed, previous research has identified some factors that influence online impulse buying which include product images, banner advertisements as well as low prices and special offers (de Kervenoael et al., 2009). Other research has also examined online impulse buying either as a state of mind or an inherent personality trait (Wells et al., 2011). ...
... However, most previous studies have focused on the consumer impulsive buying behavior in physical shops, while neglecting such behavior in the context of online shopping. Nowadays, with the economic and social changes, the convenience and anonymity of Internet shopping have increased e-impulse buying opportunities (Kervenoael, Aykac, & Palmer, 2009;Sun & Wu, 2011). Generally, webpages are filled with various advertisements and promotional messages. ...
... Generally, webpages are filled with various advertisements and promotional messages. Since theses diverse marketing stimuli can induce impulsive buying behavior at any time, recent investigations have begun to concentrate on e-impulse buying (e.g., Adelaar, Chang, Lancendorfer, Lee, & Morimoto, 2003;Gefen, Karahanna, & Straub, 2003;Kervenoael et al., 2009;Koufaris, 2002;Madhavaram & Laverie, 2004;Parboteeah, Valacich, & Wells, 2009). ...
... Some scholars thought that impulsive buying does not meet rational and economic consumer behavior, whereas it relates to hedonic psychosocial motivations and low-effort, feeling-based decisionmaking Hoyer & Macinnis, 2007;Sharma et al., 2010). Even impulsive buying was viewed as a negative event by early marketing scholars, in which consumers should feel guilty about engaging in such behavior (Kervenoael et al., 2009). Thus, when consumers are asked to recall the last impulsive purchase, or when their actual behaviors are monitored, their responses or behaviors can be biased owing to their felt pressure to respond in a socially desirable manner (Smith & Bolton, 1998;Parboteeah et al., 2009). ...
The global recession caused by the financial tsunami has seriously impacted numerous industries. Although the market scale of global e-commerce market has declined, global online shopping continues to grow. Many previous researches focused on the effect of website design characteristics on online impulsive buying behavior, and few have explored such behavior from consumer individual internal factor perspectives. This paper aims to explore and integrate individual internal factors influencing consumer online buying impulsiveness, and further to recognize the relationships among these factors. The results showed as follows: (1) hedonic consumption needs, impulsive buying tendency, positive affect and normative evaluations positively influence buying impulsiveness, respectively; (2) hedonic consumption needs positively influence positive affect; (3) impulsive buying tendency positively influences normative evaluations; (4) normative evaluations positively influence positive affect.
... Thus, immersive experiences through livestreaming can cultivate viewers' intention to visit and dine in a particular restaurant, as they find such platforms seamless and engaging. Other studies suggest the importance of immersive experiences in relation to impulse buying(de Kervenoael et al., 2009;Ning Shen and Khalifa, 2012). For example, deKervenoael et al. (2009) demonstrated the positive effects of social media e-atmospherics on impulse buying. ...
... Other studies suggest the importance of immersive experiences in relation to impulse buying(de Kervenoael et al., 2009;Ning Shen and Khalifa, 2012). For example, deKervenoael et al. (2009) demonstrated the positive effects of social media e-atmospherics on impulse buying. Therefore, we hypothesize:H3. ...
Purpose
In China, the practice of livestreaming while shopping has evolved from a form of entertainment into a new business strategy. In recent years, the gastronomy industry has also adopted livestreaming as a means of online promotion. Based on the stimulus–organism–response theoretical model, this study aims to investigate the effects of gastronomy livestreaming on viewers’ impulsive consumption by considering gamification, perceived professionalism and telepresence as causative factors.
Design/methodology/approach
This study conducted a survey of gastronomy livestreaming viewers that received 1,093 responses. The effects of gamification, perceived professionalism and telepresence were then analyzed using partial least squares-path modeling and necessary condition analysis.
Findings
This study finds that gamification, perceived professionalism and telepresence are sufficient conditions for explaining impulsive consumption. Innovativeness mediates the relationships between these factors and impulsive consumption. Furthermore, gamification and innovativeness represent necessary conditions for impulsive consumption.
Practical implications
The findings of this study contribute to an enhanced understanding of livestreaming in the gastronomy industry. Based on these findings, managers in the gastronomy industry can use more interactive gamification activities and enhance telepresence to increase viewers’ impulsive consumption during livestreaming sessions.
Originality/value
This study identifies the modalities through which gastronomy livestreaming can stimulate impulsive consumption. This is an early study to investigate the effect of experiences of gamification, perceived professionalism and telepresence on viewers’ impulsive consumption in the context of gastronomy livestreaming. In addition, this early study investigates the effect of gastronomy livestreaming innovativeness on impulsive consumption.
... One of the main reasons is that the ecommerce channel has helped consumers free from time and place constraints, and in turn, it makes shopping easier and more convenient (Kim, Ferrin, and Rao 2008). Advanced communication and information technologies have helped e-commerce companies to improve their online marketing/shopping channel and eventually provided consumers a better online shopping experience (Kervenoael et al. 2009;Xiang et al. 2016;Wu, Chen, and Chiu 2016;Lo, Lin, and Hsu 2016). Moreover, the convergence of wired and mobile wireless communication and information technologies improves the shopping environment, and the usefulness of consumers' e-commerce shopping is increasing (Bui et al. 2020). ...
... Moreover, the convergence of wired and mobile wireless communication and information technologies improves the shopping environment, and the usefulness of consumers' e-commerce shopping is increasing (Bui et al. 2020). Recently, due to the COVID-19 pandemic, more and more consumers have utilised the e-commerce shopping channel; and overall sales of e-commerce increase because people avoid going out, working from home, and buying from home. 1 Due to the convenience of e-commerce shopping and the growth of e-commerce, online consumers' unintentional impulse purchases have increased in ecommerce shopping malls than in traditional brickand-mortar stores (Ahmed et al. 2020;Kervenoael et al. 2009). An impulse purchase or impulse buying is considered as a sudden, irresistible, and hedonic complicated purchasing decision without considering all buying-related information (Rook and Fisher 1995). ...
As e-commerce transactions increase, impulsive purchases also significantly rise. Although many studies on impulse purchasing behaviours have been conducted, limited studies investigate the effect of unmindfulness on impulse purchasing behaviours in the context of online shopping. In this study, using the three key stages (i.e. cognition-affection-conation) of the classical attitude theory as an overarching framework, we propose a research model to explain the direct and indirect influences of unmindfulness on online consumers’ impulse purchasing behaviours. This study mainly examines the relationships among online consumer’s unmindfulness and purchasing impulsiveness traits as individual consumer’s cognitive characteristics in the cognition stage, emotional attention to the visual appeal and shopping enjoyment of an e-commerce site in the emotional affection stage, and urge to purchase impulsively as a conative factor of online consumers’ impulse purchasing behaviour in the conation stage of the theory. Using the Partial Least Square (PLS) technique, we test the proposed model with empirical data collected from online consumers. Based on the findings of the study, we discuss theoretical contributions for e-commerce researchers and practical contributions such as marketing strategy for e-commerce managers.
... An impulse purchase creates a hasty decision to buy a specific product to fulfill a particular need or want, without pre-planning or pre-shopping intention (Beatty & Ferrell, 1998). In other terms, Impulse buying is a concept that urges a person to feel a sudden desire to buy a specific product (de Kervenoael, Aykac, & Palmer, 2009). Lim, Yazdanifard, and Research (2015) Found that many attributes can utter the idea of buying impulse. ...
... Perceived personalization advertisement has a significant and remarkable impact on online impulse buying behavior. Previous research also indicates that personalized social media advertising positively impacts online impulse buying (de Kervenoael et al., 2009). Perceived relevance has a significant positive impact with perceived personalization of advertisement, so hypothesis no five was accepted, when the (stimuli or motive) advertisements are correlated to the self of the man (like the ads are related to the person who is watching this ad), then the chances of action (buying impulse) increases much (Phau, Lo, & Journal, 2004b). ...
Personalization is used for marketing in social media by marketers and advertisers. So there is a great need to explore this phenomenon of personalization and online impulse buying behavior. This study examines the impact of personalized advertisement and its effects on online impulse buying behavior. This study is significant for online retailers and marketers. In this study, we developed a conceptual model. We then tested it while using different factors to know the power and impact of personalized advertisement on online impulse buying behavior through social media. We see perceived novelty and perceived relevance and online payment facility as mediators between personalized advertisement and online impulse buying behavior and privacy concerns as a moderator between payment facility and online impulse buying behavior. Developed a survey and filled it with 250 participants, then performed an analysis of correlation and regression; ten of the hypotheses of this study are supported by the finding of the results. And at the last chapter discussed the results and practical implications, and conclusion of the study.
... The form of perception involves all of our senses, ranging from our sight, hearing, smell, taste, and touch [30]. Things other than the product itself, i.e. virtual settings such as graphics, texts, pop-up windows, the search engine configurations, audio, colors, video streaming, and organization as well as the grouping of merchandises representative to the physical environment and related to retail atmosphere, can and lead to impulse buying [31]. Based on the explanation above, this study tried to find out if there was any role of experiential value, primarily the aesthetic, which could predict the online impulse buying. ...
... Wang et al. [33] defined aesthetic in the online context as the representation of different elements and attributes combined to generate beauty. Visual appeals regarding fonts and graphics contributed to improving the overall presentation of a web, or in this research, an online shop [31]. Exploring the online shop which was at first done for the self-indulgent purpose could result in purchasing, due to the pleasant effects of the website interface design. ...
Online impulse buying could harm someone financially and psychologically. Previous studies have identified variables that predict impulse buying, but not many of them have examined the human's self. This study aimed at investigating the roles of insecure self-engulfed self and perceived aesthetic of online shop in predicting the online impulse buying. The participants were 285 private sector employees (156 males and 129 females; Mean of the age of 27.1 years old; Standard deviation of the age of 5.9 years) in the Greater Jakarta, Indonesia. Data analysis using multiple linear regression analysis showed that empirical data supported the positive prediction hypotheses. An additional descriptive analysis applying the Terror Management Theory showed that participants with higher mortality salience tend to have more online buying experience, and they are inclined to purchase more luxurious items such as jewelry and expensive watch than participants with lower mortality salience. This study contributes to developing the interdisciplinary field of psychological science and information technology by integrating the self and the virtual medium of shopping variables as well as by recommending behavioral engineering to control online impulse buying. © International Journal on Advanced Science Engineering Information Technology.
... This sometimes results in guilt, regret and dissatisfaction (Rook, 1987;Wood, 1998). However, impulse buying also has several positive aspects as it satisfies hedonic desires and can lead to feelings of excitement, delight and enthusiasm (de Kervenoael et al., 2009;Rook, 1987). Moreover, it can fulfil needs of selfactualization and social needs (Hausman, 2000). ...
... Online purchasing experience and intention. Factors such as the ease of access to shopping at any time of day, the convenience of self-service and the flexibility of tempo are considered to drive impulse buying online (de Kervenoael et al., 2009;Madhavaram and Laverie, 2004). Moreover, it has been suggested that online shoppers are more spontaneous, more impulsive and less risk-averse (Madhavaram and Laverie, 2004;Park et al., 2012). ...
Purpose
The purpose of this study is to characterize consumers with high impulse buying tendency (IBT) by comparing them with low-IBT consumers in an online shopping context.
Design/methodology/approach
Data were collected through a postal survey to a random sample of Swedish citizens, resulting in 144 responses, which were analysed statistically..
Findings
Results indicate that high-IBT consumers, compared to those with low IBT, are on average younger, more likely to be female and more frequent online shoppers with higher levels of trust in the internet. However, they seem more likely than low-IBT consumers to abandon their online shopping carts before completing the purchase, often because of need uncertainty.
Practical implications
The findings can give retailers a better understanding of consumers with high IBT and thereby increase the possibility to target and communicate with them more effectively. This is an interesting opportunity as both multi-channel shopping and impulse buying behaviour is likely to become even more common in the future.
Originality/value
The study contributes to the understanding of impulsive consumers, as it addresses the role of situational and socio-demographic attributes of high-IBT consumers compared to low-IBT consumers. The differences in online purchases, intentions to buy fashion online, shopping cart abandonment and trust in the internet suggest that even if IBT is a relatively stable and general personal trait, the tendencies to act on buying impulses may be more context-specific.
... A number of studies have been done in offline setting with impulse buying while a little attention focused on online impulse buying. Recently in an online buying setting, scholars have studied how to better appeal to impulse shoppers to take benefit of the behavior which has helped brick and mortar retailers flourish for decades [9,23,36,37]. Irrespective of context, a main purpose in retailing is to increase the attraction to improve sales [6,21]. Due to the pervasiveness and practical implications of impulse purchase, retailers have focused significant efforts on facilitating the behavior [9,23]. ...
... Irrespective of context, a main purpose in retailing is to increase the attraction to improve sales [6,21]. Due to the pervasiveness and practical implications of impulse purchase, retailers have focused significant efforts on facilitating the behavior [9,23]. This study is not only beneficial for online retailers, but it also has future directions and guidelines for scholars who are having been studied on impulse buying behavior and produced number of studies in last decade. ...
“Double Eleven” online shopping festival has become the most celebrated and largest online shopping event in China. This phenomenon originates the need to explore impulse buying behavior in relationship of double eleven festival. This study aims to investigate the structural relationship between hedonic, utilitarian web browsing and online impulse buying behavior on “Double Eleven” shopping festival. Data was collected from 426 online shoppers in six different districts of Beijing. In order to assess the measurement model and to test the hypothesis structural equation modeling was utilized by using AMOS 21. Additionally, Reliability, Discriminant and convergent validity was used for the results of proposed model. The results of this study found that utilitarian and hedonic web browsing positively influence on online impulse shoppers with regard to “Double Eleven” shopping festival in China. To the best of our knowledge, this study is pioneer, aiming at exploring the dynamics of online impulse buying behavior with utilitarian and hedonic predictors with regard to biggest online shopping festival in China. This study provides a deep understanding of e-shoppers toward online impulse behavior in the field of Chinese e-commerce industry that can be generalized to other countries also. Implications for scholars and e-tail managers of our study are discussed.
... A number of studies have been done in the offline setting with impulse buying, while little attention focused on online impulse buying. Recently in an online business setting, scholars have studied how to better appeal to impulse shoppers to take advantage of the behavior which has helped brick and mortar retailers flourish for decades [27,44,54,57]. Irrespective of context, a main purpose in retailing is to increase the attraction to improve sales [5,25]. ...
... Irrespective of context, a main purpose in retailing is to increase the attraction to improve sales [5,25]. Due to the pervasiveness and practical implications of impulse purchasing, retailers have focused significant efforts on facilitating the behavior [12,27]. This study is not only beneficial for online retailers, but it also has future directions and guidelines for scholars who have studied impulse buying behavior and produced a number of studies in last decade. ...
Online impulse buying (OIB) has drawn increasing scholarly attention across disciplines. The current study aims to examine how motivational factor (Hedonic and utilitarian web browsing), emotional factor (perceived usefulness and perceived ease of use) effect online impulse buying behavior with regard to "Double Eleven" shopping festival. A total of (n = 648) online shoppers were selected for data collection in four cities: Beijing, Tianjin, Nanjing and Shanghai. Interviews were conducted from 60 university students. Structure equation modeling was employed for data analysis. Furthermore, reliability, convergent and discriminant validity analysis was utilized for the results of the structural model. The findings demonstrated that both motivational and emotional factors have a strong and positive influence online impulse buying. Perceived ease of use has less influence on OIB compared to other variables. This study provides a deep insight of e-shoppers toward online impulse behavior in the field of Chinese e-commerce industry that can be generalized to other countries. To the best of our knowledge, this study is first to discover the dynamics of online impulse buying behavior with motivational and emotional predictors with regard to the biggest online shopping festival in China. Implications for scholars and e-tail managers of our study are discussed.
... A number of studies have been done in offline setting with impulse buying while a little attention focused on online impulse buying. Recently in an online buying setting, scholars have studied how to better appeal to impulse shoppers to take benefit of the behavior which has helped brick and mortar retailers flourish for decades [9,23,36,37]. Irrespective of context, a main purpose in retailing is to increase the attraction to improve sales [6,21]. Due to the pervasiveness and practical implications of impulse purchase, retailers have focused significant efforts on facilitating the behavior [9,23]. ...
... Irrespective of context, a main purpose in retailing is to increase the attraction to improve sales [6,21]. Due to the pervasiveness and practical implications of impulse purchase, retailers have focused significant efforts on facilitating the behavior [9,23]. This study is not only beneficial for online retailers, but it also has future directions and guidelines for scholars who are having been studied on impulse buying behavior and produced number of studies in last decade. ...
The emphasis of this study is to explain the concept of
impulsive buying behavior. Numerous definitions and clarifications
of the singularities are examined. Impulsive buying had an important
factor in the point of view of consumers as well as retailers. Model
shown in this study is to classify the conventional IBB and online
. Impulse buying behavior. Most of studies have focused only on conventional IBB, thus online IBB remained ignored. Many studies have only focused on impulse buying not retail online impulse buying and its advantages and drawbacks. Present study is important in existing literature as it considers the in depth science behind the impulse buying behavior of customers when they shop traditionally as well as online and also highlights the differentials in both. As online buying behavior is at the verge of becoming a substitute of traditional buying, so it needs to more emphasis of researchers so that fruitful policies can be suggested. Conferring to the results of this study we should know the differences in advantages and disadvantages of conventional impulse purchase and online impulse purchase. This study expands the concepts of IBB in the context of online and its benefits.
... This way, online shopping eliminates geographical barriers and also saves time.In the context of apparel shopping, online platforms offer additional advantages of browsing an endless wardrobe, extensive filtering options for better selection, and even virtual fitting rooms -technology permitting users to "try on" clothes, enhancing their shopping experience. Despite these benefits, International Journal of Open Publication and Exploration (IJOPE), ISSN: XXXX-XXXX Volume 8, Issue 2, July-December, 2020, Available online at: https://ijope.com 2 online apparel shopping is not devoid of challenges, such as inconsistency in sizes and quality, and inability to feel the fabric or try the outfit in a physical sense [4][5][6][7]. ...
Online shopping, specifically for apparel, has seen an unprecedented surge over the past decade. A prevalent factor that drives customers towards an e-commerce platform is the aesthetic appeal it offers. This study delves into the intricate process of consumers' decision-making and their preferences during online apparel shopping, with a particular emphasis on the role of aesthetics.The multiphase research undertaken involves several components-literature review, primary data collection through surveys, and observational data interpretation, all aimed at deconstructing the influence of aesthetics on purchase decisions. The results reveal an intricate interplay between aesthetic appeal, website design, garment presentation, customer reviews, price, brand reputation, and the final purchase decision. The study concludes by demonstrating that aesthetics directly correlate to the customer's initial interest and indirectly influence their purchasing decision through psychological and emotional satisfaction. This research offers actionable insights for online retailers, web designers, and marketing professionals to enhance their online shopping platforms, targeting aesthetics as a significant determinant of consumer behavior, satisfaction, and consequent revenue generation. Key recommendations include investing in high-quality product photography, curated presentations, and visually appealing website design. Moreover, the findings usher in a deeper understanding of the consumer's online shopping journey, providing data-driven strategies for improving user experience and boosting sales in the increasingly competitive online apparel market.
... The virtual environment also offers e-social norms (de Kervenoael, Aykac, & Palmer, 2009). This normative motivation and pressure may be more potent for netizens, particularly among the followers of green communities. ...
... This is because the easier access to the product, easier buying, and almost there is no social pressure. Marketing builds in a social environment or electronic atmosphere and found that these factors impact impulsive online buying [19,20] found 3 kinds of impulse buying are marketing, environment, and consumer impulse. When consumers spend time visiting a website, the consumer will take many stimulations [21]. ...
The purpose of this study is to develop a conceptual model to improve the e-impulse buying through product knowledge and shopping lifestyle with positive emotion as an intervening variable. The population in this study was a user’s Shopee in Semarang. The technique of determining the sample uses purposive sampling. The samples used in this study were 100 respondents. The method analysis in this study is multiple linear analysis using SPSS 23. The results of this study declare that product knowledge and shopping lifestyle has a positive significant effect on e-impulse buying, product knowledge and shopping lifestyle have a positive significant effect on positive emotion, and positive emotion has a positive significant effect on e-impulse buying. Positive emotion can be proved as an intervening variable in the relationship between product knowledge and shopping lifestyle with e-impulse buying.
... Based on previous research on the impact of social networking on self-image and self-control (Khan and Dhar, 2006;Wilcox et al., 2011), found that the frequency with which people use social media causes them to make irrational decisions by increasing their spending on luxurious goods, also known as conspicuous goods. Previous research has found that the factors which influence online impulse purchases include photographs of products, banner ads, low prices and exclusive deals (de Kervenoael et al., 2009). The question of whether personalized content influence online purchases is based on previous research which established an intimate link between the self and impulse purchases (Dittmar and Drury, 2000). ...
This study contributes to the emerging literature on the negative effects over consumption that social media users may develop as a consequence of being engaged on social media platforms. The authors tested materialism’s direct and indirect impacts on compulsive, conspicuous, and impulsive buying, adding two novel mediators: attitudes toward social media content (SCM) and social media intensity (SMI). The study uses a convenience sample of 400 Thai social media users analyzed using structural equation modeling. The results confirmed the well-established positive relationships between materialism and each of the three-negative consumption behaviors also in the social media domain. A novel finding showed the important role played by SMI which was found to be a strong predictor of each of the three negative consumption behaviors and it was also found to significantly mediate the relationship between materialism and the three-negative consumption behaviors. An additional contribution of the study was found on the role of attitudes which, contrary to what is commonly believed, were often not significant in predicting any negative behavior.
... Impulsive shopping behavior can result in negative effects for the customer; to give example, buying things that are not truly needed, using borrowed money and becoming in debt and contributing to environmentally non-sustainable consumerism (De Kervenoael et al., 2009;O'Cass and Siahtiri, 2013;Pentecost and Andrews, 2010). To carry out ethically sound marketing, we encourage e-commerce platforms to design features that strongly support the customers' self-controlling tendencies. ...
Research offers some indication that the online customers' shopping experience (OCSE) can be a strong predictor of online impulsive buying behavior, but there is not much empirical support available to form a holistic understanding; whether, and indeed how, the effects of the OCSE on online impulsive buying behavior are affected by customers' attitudinal loyalty and self-control are not well understood areas of research. In this study, we examine how functional and psychological dimensions of the OCSE influence online impulsive buying within e-commerce platforms. We will investigate customers' attitudinal loyalty as a mediator between the OCSE and online impulsive buying behavior, and the customers' self-control as a moderator between customers' attitudinal loyalty and online impulsive buying. To analyze these relationships we will conduct an online survey (n = 1489) with customers of two leading Chinese e-commerce platforms: Jindong and Taobao. The findings from structural equation modeling indicate a positive relationship between the tested dimensions of the OCSE and customers' online impulsive buying. We also find a mediating role of customers' attitudinal loyalty and negative moderation of customers’ self-control. Theoretically, the findings contribute to the literature regarding online impulsive buying and the online customer experience. For managers, the findings stress the importance of ethical management with regard to the online shopping experiences.
... Based on previous research on the impact of social networking on self-image and self-control (Khan and Dhar, 2006;Wilcox et al., 2011), found that the frequency with which people use social media causes them to make irrational decisions by increasing their spending on luxurious goods, also known as conspicuous goods. Previous research has found that the factors which influence online impulse purchases include photographs of products, banner ads, low prices and exclusive deals (de Kervenoael et al., 2009). The question of whether personalized content influence online purchases is based on previous research which established an intimate link between the self and impulse purchases (Dittmar and Drury, 2000). ...
This study contributes to the emerging literature on the negative effects over consumption that social media users may develop as a consequence of being engaged on social media platforms. The authors tested materialism's direct and indirect impacts on compulsive, conspicuous, and impulsive buying, adding two novel mediators: attitudes towards social media content and social media intensity. The study uses a convenience sample of 400 Thai social media users analysed using structural equation modelling. The results confirmed the well-established positive relationships between materialism and each of the three-negative consumption behaviours also in the social media domain. A novel finding showed the important role played by social media intensity which was found to be a strong predictor of each of the three negative consumption behaviours and it was also found to significantly mediate the relationship between materialism and the three-negative consumption behaviors. An additional contribution of the study was found on the role of attitudes which, contrary to what is commonly believed, were often not significant in predicting any negative behavior.
... Further, impulse buying is important also in the online context and in today's world may be of a larger scope of research (Kervenoael et al., 2009). It will be worthwhile to test our model in the online context of impulse buying. ...
In the present study we investigate whether various types of sales promotions together with hedonic shopping motivation (value shopping) and positive affect drive impulse buying. The study further explores the moderation impact of trait constructs viz deal proneness and impulsive buying tendency in impulse buying. In our research, sales promotion tools are classified into four categories namely, (a) monetary-immediate (MI), (b) non-monetary-immediate (NMI), (c) monetary-delayed (MD) and (d) non-monetary delayed (NMD) types of sales promotions. Data were analysed using SEM. Results revealed that out of the four categories of promotional tools only MI and NMI drive impulse buying. Each of MI, NMI, MD and NMD is found to be related to positive affect whereas MI, NMI and NMD impact value shopping but MD does not. The role of IBT and DP as moderators has been evident. The study has significant theoretical as well as managerial implications. Test of mediation confirmed the role of urge to buy as mediator.
... Irrespective of physical stores or online shopping environment, impulse buying is a very common phenomenon (Bellini et al. 2017;Miao et al. 2020;Parboteeah et al. 2009;Sun and Wu 2011;Yu and Bastin 2010). The convenience and anonymity of online shopping increase the possibility of online impulse shopping (Akram et al. 2018;Chan et al. 2017;de Kervenoael et al. 2009;Dodoo and Wu 2019), along with various advertisements and promotional messages, inducing consumers to impulsive online purchases (Parboteeah et al. 2009). ...
In this information-based era, online shopping has become prevalent. A well-designed webpage interface (visual appeal) could promote consumers’ emotions (pleasure and arousal), thus stimulating their impulse buying. However, existing researches regarding online impulse buying are mainly focused on the influence of website attribute stimulation on impulse buying, without probing into consumers’ post-purchase cognitive dissonance (product dissonance and emotional dissonance), and their return intention. Therefore, this study aims to integrate external websites stimuli (visual appeal), emotional responses (pleasure and arousal), and consumers’ impulse buying tendencies, in order to explore the effect on impulse buying and the subsequent effect of post-purchase behavior (post-purchase dissonance and return intention). An online survey was conducted on 428 participants who had purchased apparel products online, in order to empirically examine the proposed research model. Partial Least Squares (PLS) was employed to analyze the research model. The results show that (1) pleasure directly and positively influences consumers’ impulse buying, whereas arousal indirectly influences consumers’ impulse buying through pleasure, (2) impulse buying directly and positively influences consumers’ product dissonance, whereas impulse buying indirectly influences consumers’ emotional dissonance through product dissonance, (3) consumers’ emotional dissonance directly and positively influences consumers’ return intention, whereas product dissonance indirectly influences consumers’ return intention through emotional dissonance.
... The issue that arises then relates to self-discipline. De Kervenoael et al. (2009) outline the personal qualities of a customer in seeking to buy something for their use. Kotler et al. (2005) indicates that a normal buying decision process involved need recognition, information search, evaluation of alternatives, buying and post buy behaviour. ...
Abstract: Buying behaviour tends to adopt a certain pattern: need identification, search between alternatives, buy, and post-buy evaluation. These patterns have been viewed as rational because they are based on certain principles. Any other buy behaviour that is not within this pattern is considered irrational or impulsive. In the case of Facebook, it has been found that users tend to follow certain indicators, e.g., tags, likes, and comments that have been posted by others on certain products and services. This leads to impulsive buying behaviour that quite often is as a result of being a user on Facebook. Previous studies on impulse buying have identified the challenges faced in defining impulse buying and placing Facebook within the scope of a catalyst for impulse buying. There has, however, been little in previous studies to showcase Facebook's role in motivating impulse buys. This study examines the features and roles of Facebook as a social media platform that encourages and creates impulse buying opportunities.
Keywords: buying behaviour; impulse buying; tags; likes; comments.
... By boosting the online impulse buying, the expenses spent on innovations will not go to waste and the market demand can be fulfilled. The question now lies on how online impulsive buying correlates to customer satisfaction, as we know that the previous research have shown that impulsive buying is strongly related to unplanned behaviour and regret (Seinauskiene, Mascinskience, and Jucaityte, 2015 ;de Kervenoael, Aykac, and Palmer, 2009;Levinson, 1986;Bossuyt et al., 2017;Bhakat and Muruganantham, 2013) while other results have been contradictory and shown support on positive effects of impulsive behaviour, such as opportunity pursuits (Lin and Chen, 2013) ;Teichert and Bouncken, 2008 ;Lerner, 2014 ;Hunt and Lerner, 2017;Lerner, Hunt, and Dimov, 2018 ;Princes, 2019) and personal pleasures (Bhakat and Muruganantham, 2013 ;Jeffrey and Hodge, 2007 ;Bellini, Cardinali, and Grandi, 2017) . These facts leave a big gap to be addressed in this research. ...
Many firms suffer loss from costs of innovation process, piling stocks and innovation failures. Majority of the problems happened due to the slow respond of the firms to adapt to the market or even the changing of the trend before the products hit the market. To overcome these problems, firm are taking advantages from the online world by going online to introduce their products and innovations. Some innovations are even merely designs, and produced based on the customer requests. They trigger the online impulse buying behavior of customers and take advantage of them. This research talks about the impulse buying behavior from the customer satisfaction perspective. Being impulsive has always been considered as an irresponsible behavior, bad performance and spontaneous conduct which will lead to big disappointment. But since the year 2004, research results have shown contradictory results. Impulsive behaviour can also be advantageous for the individual and the company. The risk of losing an opportunity due to lack of necessary quick respond can be diminished. The year 2016 and after, more and more research support both opposite arguments. The researcher addresses this research gap by conducting a quantitative research to 156 respondents to address this issue by testing the relationship between impulse buying and customer satisfaction. The researcher concludes that if customer satisfaction is increased by improving management strategies and product innovations in ensuring the after-buying effects then actually impulse buying does not always give negative effects on customer satisfaction. Hence, when the customer satisfaction increases, the firm performance will increase too.
... In fact, 40% of consumers who shop online consider themselves as impulse shoppers (Verhagen & van Dolen, 2011;Farhani, 2013). Because of the practical implications of impulse buying among consumers, retailers are making considerable efforts to facilitate this phenomenon on an ongoing basis (Kervenoael et al., 2009;Roberts & Manolis, 2012). Apart from that, in an online retail context, many retailers started to have a better understanding of impulse buying behaviour. ...
There is a need to understand the factors influencing impulse buying in an online context due to the drastic increase in popularity of online shopping amongst consumers worldwide. The purpose of this study is to examine the relationship between online shopping environments, sales promotions, website quality and impulsive buying behaviour. A total of 548 valid and reliable questionnaires were collected from individuals in Kuala Lumpur, Malaysia to empirically test the measurement and structural model applying a covariance-based structural equation modelling (CB-SEM) technique. The study sample includes experienced online consumers who shop for products and services via online retail platforms. Online impulse buying in the context of shopping environments, sales promotion, and website quality have not been profoundly explored in current literature, despite its important implication for academic scholars, business practitioners, and consumers alike. The results obtained imply that online shopping environments, sales promotion, and website quality have a positive significant influence on online impulse buying. These findings are expected to assist online retailers focus on developing better online shopping websites and more creative sales promotions programs.
... With social media providing a continuous stream of data from billions of users about their likes and preferences, personalized advertisement has become the prevalent way for digital advertisers to communicate effectively with users (Chung, Wedel, & Rust, 2016), fueling the growth of social commerce. Personalized ads can increase click-through rates by as much as 670% relative to nonpersonalized advertisements (Beales, 2010;Summers, Smith, & Reczek, 2016), and has been considered as a key factor that contributes to user impulse buying (de Kervenoael, Aykac, & Palmer, 2009) Despite the impressive effectiveness of personalized advertisement in attracting people to click and buy on impulse, our knowledge about how this effectiveness is achieved is still limited. Prior research has reported that personalization increases advertising value and flow experience (Kim & Han, 2014), leads to favorable attitude (Xu, 2006), and receives higher attention (Köster, Rüth, Hamborg, & Kasper, 2015). ...
... Retailers are very much concerned in the outcomes of impulse purchase phenomenon to address in a better way to their consumers' impulse buying (Pentecost & Andrews, 2010). Understanding the importance and practical implications of impulse purchase, retailing has already been focused to facilitate the impulse behavior (Kervenoael, Aykac, & Palmer, 2009). The emphasize on impulse buying is not only form retailers but also the academic researchers has shown the interest in impulse buying by conducting various studies in recent decade (Amos et al., 2014;Hausman, 2000;Pentecost & Andrews, 2010). ...
Impulse buying is a well-known fact. With the increase in internet users and growth in e-commerce, consumers have more opportunities for impulse buying. Over $4 billion US economy is based on impulse buying. This study explored the direct and indirect effects of dispositional variables (Impulse buying tendency, Shopping excitement trait and Lack of self-control) and situational variables (Time availability and Money availability) on consumers' impulse buying behavior. Moreover, the mediation role of impulse buying tendency between dispositional and impulse buying behavior, and situational variables and impulse buying behavior has also been analyzed. The hypotheses were tested using partial least square-structural equation modeling (PLS-SEM). The results confirmed the direct effects of antecedents on impulse buying behavior. Whereas, the mediation role of impulse buying tendency is only confirmed between shopping excitement trait and impulse buying behavior. The findings have important managerial implications.
... Parboteeah et al. (2009) suggested that high quality task relevant and mood relevant cues significantly influence the likelihood of online impulse buying. Socially constructed marketing imageries or e-atmospherics were also studied and it was found that both of these factors have impact on online impulse buying (de Kervenoael et al., 2009). Dawson and Kim (2010) explored the four categories (sales, promotions, purchase ideas and suggested items) of external cues of impulse buying and explained a positive relationship between retailers' web sales and the amount of external cues present on their websites. ...
E-tailing is at nascent stage in India but it is already creating a difference in the manner consumers are behaving. Since e-impulse buying is a new phenomenon in Indian context therefore a qualitative approach through conducting interviews has been adopted to explore it deeply. This research reveals several stimuli (majorly – intrinsic stimuli and extrinsic stimuli) of e-impulse buying in Indian context and develops a platform for studying the phenomenon comprehensively. This study explored the phenomenon of e-impulse buying and also uncovered its relevant stimuli thus it may benefit the market researchers, strategists and online retailers for understanding the nitty-gritty of the phenomenon. This study is completely based on the exploratory approach that reveals several significant insights related to stimuli of e-impulse buying in a comprehensive way. It provides knowledge value to the researchers, academicians and online strategist to optimise their strategies in a better way.
... Parboteeah et al. (2009) suggested that high quality task relevant and mood relevant cues significantly influence the likelihood of online impulse buying. Socially constructed marketing imageries or e-atmospherics were also studied and it was found that both of these factors have impact on online impulse buying (de Kervenoael et al., 2009). Dawson and Kim (2010) explored the four categories (sales, promotions, purchase ideas and suggested items) of external cues of impulse buying and explained a positive relationship between retailers' web sales and the amount of external cues present on their websites. ...
E-tailing is at nascent stage in India but it is already creating a
difference in the manner consumers are behaving. Since e-impulse buying is a new phenomenon in Indian context therefore a qualitative approach through conducting interviews has been adopted to explore it deeply. This research reveals several stimuli (majorly – intrinsic stimuli and extrinsic stimuli) of e-impulse buying in Indian context and develops a platform for studying the phenomenon comprehensively. This study explored the phenomenon of e-impulse buying and also uncovered its relevant stimuli thus it may benefit the market researchers, strategists and online retailers for understanding the
nitty-gritty of the phenomenon. This study is completely based on the
exploratory approach that reveals several significant insights related to stimuli of e-impulse buying in a comprehensive way. It provides knowledge value to the researchers, academicians and online strategist to optimise their strategies in a better way.
... It is important to note that socially constructed marketing imageries (e.g. eatmospherics) help consumers while making choices and decisions (de Kervenoael et al., 2009). As regards the infl uence of web aesthetics on online consumers' psychological reactions, Wang et al. (2011) argue that consumers' cognitive, aff ective, and conative outcomes can be signifi cantly evoked by aesthetic stimuli. ...
The continued and rapid advancement of information and communications technology has considerably shaped the overall behaviour of Generation Y consumers, also known as the Millennial Generation. In that context, the objective of this paper was to examinedifferences between different types of impulse buyingbehaviour and online environmental cues (website quality and website design).The paper also aimed to provide determinants of e-impulse buying behaviour of Generation Y consumers.The research was conducted using a questionnaire on a sample of 334Generation Y consumers in Croatia.Collected data was analysed using software package SPSS 20. Various statistical analyses were used such as factor analysis and analysis of variance. The findings indicate that online consumers are influenced by the two major factors, extreme and pure impulsiveness. The paper utilised website design and website quality in order to determine the relation between these variables and different types ofe-impulse buying behaviour of Generation Y in Croatia. Significant differences were found between extremely and purely impulsiveGeneration Y consumers and online environmental cues.
... It is important to note that socially constructed marketing imageries (e.g. e- atmospherics) help consumers while making choices and decisions ( de Kervenoael et al., 2009). As regards the infl uence of web aesthetics on online consumers' psychological reactions, Wang et al. (2011) argue that consumers' cognitive, aff ective, and conative outcomes can be signifi cantly evoked by aes- thetic stimuli. ...
Marketing, as a very important busines s activity of modern companies, regardless of
their size, also suffers a certain level of change caused by the use of new ICT. So today we have got a completely new form of marketing called digital marketing. Th e aim of the research was to learn about understanding and deploying digital marketing tools and techniques in the small and medium metal processing companies in Prijedor region. Th e results have shown a low level of companies’ information on marketing as the key business process and use of modern digital marketing for promotion and communication with clients.Although there is a large amount of distrust in online communication and media channels, metal processing companies in Prijedor, although shyly, are trying to get involved in contemporary trends in this domain of modern business.
... Outside of Indonesia, impulse buying research is related to the following variables: self-image, cognitive dissonance/gap, traumatic brain injury, clinical-psychiatric disorders, experience of participating in personal finance education/course, attitudes toward credit cards and history of treating money as a reward in the family, behavior of worshipping idols (idolatrous behavior), personality factors and online social capital (de Kervenoael, Aykac, & Palmer, 2009;George & Yaoyuneyong, 2010;Harston, 2002;Hussain et al., 2011;Lai, 2010;Mueller et al., 2010;Niu & Wang, 2009;Rochat et al., 2011;Youn & Faber, 2000). ...
Impulsive buying is an interesting research topic for psychologists and economists for its practical implications in the daily lives of producers, marketers and consumers in the trading world. The topic is also relevant to both micro and macro economy field of studies. There have been abundance explanations for impulsive buying social phenomenon provided, but the cultural factors points of view are rarely studied empirically. This research showed its original contribution to the body of knowledge of buying impulsiveness since it includes the Hofstede's cultural dimensions on individual level in its research model. In addition, the research employed the symbolic meaning of money for predictor variable of impulse buying. There were 200 Indonesian students participated in this research (91 males, 109 females) and they went to seven campuses located in Jakarta and its surrounding areas. The multiple linear regression analysis showed that that power distance belief, collectivism, and symbolic meaning of money all together positively related to impulsive buying. The uncertainty avoidance cultural dimension and impulsive buying are negatively correlated. It has been expected that this research will be much beneficial for all stakeholders. They can manage the perception of culture and symbolic meanings of money in order to lever, improve or decrease impulsive buying according to whatever the stakeholder's goal is. Discussion and suggestions for further similar research are elaborated in the last section of this report.
... Studies reveal the importance of environmental psychology on the e-tail environment. Vividness, interactivity, symbolism, and social elements are crucial factors in the field of environmental psychology (de Kervenoael et al., 2009). Moreover, studies suggest the importance of vividness regarding impulse buying. ...
This study examines the influence of affective and reactive factors, as well as two mediators of consumers' online impulse buying behavior in social commerce, by following the stimulus-organism-response (SOR) paradigm, social capital theory, and flow theory. Social interactions and content are important stimuli on social networking websites. This study conducts structural equation modeling (SEM) and fuzzy-set qualitative comparative analysis (fsQCA) to analyze data from an online questionnaire. Four main findings emerge. First, the urge to buy differs from impulse buying, and significantly predicts impulse buying behavior. Second, internal processing exists between the stimuli and responses, per the SOR paradigm. Third, peers' opinions on social networking websites exert considerable influence on consumers' impulsive desire to purchase. Fourth, the fsQCA results show ways to increase consumers' desire to purchase impulsively, including reactive and affective factors. The method for impulse buying only includes social capital, peer communication, urge to buy, and vividness.
... As regards different forms of unregulated consumer behaviour, impulsive, compulsive and addictive buying are present on the Internet (LaRose and Eastin, 2002). Online medium facilitates impulse buying behaviour and impulsive buying opportunities which are rising significantly due to economic and social changes (Kervenoael et al., 2009). In their analysis of external and internal trigger cues of impulse buying online, Dawson and Kim (2009) found a positive correlation between a person`s impulse buying tendency and online impulse buying behaviour, as well as between a person`s affective state and online buying behaviour. ...
As regards the specific nature of electronic retailing, it is of the utmost importance for online retailers and marketers to better understand online consumers’ behaviour. In that context, the issue of purchasing behaviour of Croatian consumers is a rather under-researched area. Therefore, the main aim of the paper is to determine the influence of impulsiveness on consumers’ attitudes and intentions towards online purchasing. The data was collected through survey questionnaire using the purposive sample of 240 Croatian consumers from the Dubrovnik-Neretva County. Research results indicate that Croatian online consumers are influenced by the two major factors, impulsiveness and recreational factor. On the one hand, a moderately weak correlation was found between the impulsiveness factor and consumers’ attitudes towards online purchase. On the other hand, a moderately strong correlation was found between the recreational factor and consumers’ intentions and attitudes towards online purchasing. Hence, the recreational factor was determined to play a significant role in predicting consumer’ attitudes and intentions towards online purchase.
DOI: 10.5901/mjss.2013.v4n3p701
... Nevertheless, this broad literature pays only limited attention to the resistance web designers face while choosing to include or not social capital cues. In particular, social acoustic legitimacy as a multi-dimensional concept ought to be established by all stakeholders prior to designing other more functional website drivers (de Kervenoael at al, 2009). An overall definition of social capital cues has yet to emerge from the literature. ...
Using the resistance literature as an underpinning theoretical framework, this chapter analyzes how Web designers through their daily practices, (i) adopt recursive, adaptive, and resisting behavior regarding the inclusion of social cues online and (ii) shape the socio-technical power relationship between designers and other stakeholders. Five vignettes in the form of case studies with expert individual Web designers are used. Findings point out at three types of emerging resistance namely: market driven resistance, ideological resistance, and functional resistance. In addition, a series of propositions are provided linking the various themes. Furthermore, the authors suggest that stratification in Web designers' type is occurring and that resistance offers a novel lens to analyze the debate.
... É importante destacar que a compra por impulso também pode ser verificada em ambiente virtual, relativamente ao comércio electrónico (Chih, Wu & Li, 2012;Jeffrey & Hodge, 2007;Kervenoael, Aykaç & Palmer, 2009;Shen & Khalifa, 2012;Verhagen & van Dolen, 2011;Wells, Parboteeah & Valacich, 2011). ...
Resumo
A adolescência é um período de crise onde o consumo desempenha um papel importante na construção da identidade pessoal. Contudo, apesar da vasta investigação sobre o comportamento de consumo, poucos estudos foram realizados com adolescentes sobre a compra por impulso. Assim, os estudos conduzidos sobre a compra por impulso no Brasil e em Portugal são raros, e nenhum foi feito com o público adolescente.
A nossa investigação tem como objectivo estudar a compra por impulso nos adolescentes, e visa, nomeadamente, a: (1) Identificar as representações dos adolescentes sobre o acto de comprar; (2) Examinar a influência do sexo de pertença e do contexto socioeconómico em diferentes variáveis geralmente associadas à compra por impulso; (3) Identificar os factores que têm relação com o impulso nas compras; e (4) Testar um modelo explicativo para o impulso nas compras. É composta por dois estudos. O Estudo 1 foi realizado no Brasil com 272 alunos da escola privada (129 rapazes e 143 raparigas) e com 210 alunos da escola pública (84 rapazes e 126 raparigas). O Estudo 2 foi realizado em Portugal com 238 alunos de uma escola pública (117 rapazes e 121 raparigas). O contexto socioeconómico considerado no Brasil foi a classe social, e em Portugal, a percepção da crise económica.
Foram estudados seis grupos de variáveis: (I) características sociodemográficas e recursos financeiros (sexo, fratria, religião, rendimento familiar e mesada/salário); (II) práticas sociais e hábitos online (visitas a centros comerciais, acesso à internet, uso dos media sociais e compras online); (III) consciência financeira (posse de cartão de crédito, e atitudes em relação ao dinheiro); (IV) variáveis psicológicas (prazer nas compras, importância atribuída à marca, percepção da importância atribuída à marca pelos outros, circulação na loja, hábito de ver publicidade e satisfação com a vida); (V) variáveis de influência grupal (influência dos pares nas compras, tendência a gastar mais na presença de amigos, e identificação com o grupo de amigos), (VI) valores (bem-estar social, pessoal e profissional, hedonistas, materialistas e religiosos e materialismo nas compras).
Os resultados mostram que no Brasil as representações da compra se traduzem por classes de palavras relacionadas com os produtos ligados ao sexo de pertença dos adolescentes, ao ambiente de consumo, e aos aspectos afectivos e cognitivos da actividade de compra. O sexo e a escola de pertença influenciam a satisfação com a vida, a importância atribuída à marca, o prazer nas compras e o hábito de ver publicidade. Encontraram-se correlações positivas moderadas entre a compra por impulso e o prazer nas compras e o materialismo nas compras, e correlações fracas com a importância atribuída à marca e a tendência a gastar mais na presença de amigos. O materialismo nas compras desempenha um papel mediador entre o prazer nas compras e o impulso nas compras. Em Portugal, as representações traduzem-se por classes de palavras semelhantes e outras relacionadas com a crise económica. O sexo de pertença e a percepção da crise influenciam a tendência ao impulso nas compras, o prazer nas compras, a importância atribuída à marca, e os valores de bem-estar social, pessoal e profissional. A análise das correlações e o modelo de mediação corroboram os resultados encontrados no Estudo 1. Uma comparação entre os dois países mostra que os brasileiros são mais impulsivos na compra, atribuem mais importância à marca, e tendem a gastar mais na presença de amigos.
Résumé
L’adolescence est une période de crise où la consommation joue un rôle important dans la construction de l’identité personnelle. Cependant, malgré le vaste courant de recherche sur le comportement de consommation, peu d’études ont été menées avec des adolescents sur l’achat impulsif. Ainsi, les études conduites sur l’achat impulsif au Brésil et au Portugal sont rares et aucune n’a été réalisée avec un public adolescent.
Notre recherche a pour objectif d’étudier l’achat impulsif chez les adolescents et vise notamment à: (1) Identifier les représentations des adolescents sur l’acte d’acheter; (2) Examiner l’influence du sexe d’appartenance et du contexte socio-économique sur différentes variables généralement associées à l’achat impulsif; (3) Identifier les facteurs qui sont en relation avec l’achat d’impulsion; et (4) Tester un modèle explicatif de l’achat impulsif. Elle est composée par deux études. L’Étude 1 a été réalisée au Brésil avec 272 élèves d’une école privée (129 garçons et 143 filles) et 210 élèves d’une école publique (84 garçons et 126 filles). L’Étude 2 a été réalisée au Portugal avec 238 élèves d’une école publique (117 garçons et 121 filles). Le contexte socio-économique considéré au Brésil a été la classe sociale et au Portugal la perception de la crise économique.
Nous avons étudié six groupes de variables: (I) caractéristiques sociodémographiques et ressources financières (sexe, fratrie, religion, revenu familial et argent de poche/salaire); (II) pratiques sociales et habitudes online (visites aux centres commerciaux, accès à internet, usage des media sociaux et achats online); (III) conscience financière (possession d’un carton de crédit et attitudes en relation à l’argent); (IV) variables psychologiques (plaisir d’acheter, importance attribuée à la marque, perception de l’importance attribuée à la marque par les autres, circulation dans le magasin, habitude de regarder la publicité et satisfaction dans la vie); (V) variables d’influence groupale (influence des pairs sur les achats, tendance à dépenser davantage en présence d’amis, et identification avec le groupe d’amis); (VI) valeurs (bien-être social, personnel et professionnel, valeurs hédonistes, matérialistes et religieuses et matérialisme dans les achats).
Les résultats montrent qu’au Brésil les représentations de l’achat se traduisent par des classes de mots en relation avec des produits liés au sexe d’appartenance des adolescents, l’ambiance de la consommation, et les aspects affectifs et cognitifs de l’activité d’achat. Le sexe et l’école d’appartenance influencent la satisfaction dans la vie, l’importance attribuée à la marque, le plaisir d’acheter et l’habitude de regarder la publicité. Il existe des corrélations positives modérées entre l’achat impulsif et le plaisir d’acheter ainsi que le matérialisme dans les achats, et des corrélations faibles avec l’importance attribuée à la marque et la tendance à dépenser davantage en présence d’amis. Le matérialisme dans les achats joue un rôle médiateur entre le plaisir à acheter et l’achat impulsif. Au Portugal, les représentations se traduisent par des classes mots similaires et d’autres associées avec la crise économique. Le sexe d’appartenance et la perception de la crise influencent la tendance à l’achat impulsif, le plaisir d’acheter, l’importance attribuée à la marque et les valeurs de bien-être social, personnel et professionnel. L’analyse des corrélations et le modèle de médiation corroborent les résultats obtenus dans l’Étude 1. Une comparaison entre les deux pays montre que les brésiliens sont plus impulsifs dans leurs achats, attribuent plus d’importance à la marque et tendent à dépenser plus en présence d’amis.
Abstract
Adolescence is a period of crisis where consumption plays an important role in the construction of personal identity. However, despite extensive research on consumer behavior, few studies have been conducted with adolescents about impulse buying. Thus, studies conducted on impulse buying in Brazil and Portugal are rare, and none has been done with teenagers.
Our research aims at studying impulse buying in adolescents and is designed namely to: (1) Identify adolescents' representations about the act of buying, (2) Examine the influence of sex belongingness and socio-economic context on different variables generally associated with impulse buying; (3) Identify the factors that are related to impulse buying, and (4) Test an explanatory model for impulse buying. It consists of two studies. Study 1 was conducted in Brazil with 272 private school pupils (129 boys and 143 girls) and 210 public school pupils (84 boys and 126 girls). Study 2 was conducted in Portugal with 238 pupils from a public school (117 boys and 121 girls). The socio-economic context considered in Brazil was social class, and in Portugal, the perception of the economic crisis.
We studied six groups of variables: (I) socio-demographic data and financial resources (sex, siblings, religion, family income and pocket money/salary), (II) social practices and online habits (visits of shopping centers, internet access, use of social media and online shopping), (III) financial awareness (possession of a credit card, and attitudes toward money), (IV) psychological variables (pleasure in buying, importance attributed to the brand, perception of the importance attributed to the brand by others, in-store browsing, habit of viewing advertising and life satisfaction), (V) variables of group influence (peer influence on purchases, tendency to spend more in the presence of friends, and identification with the group of friends), (VI) values (social, personal and professional well-being, hedonistic, materialistic and religious as well as materialism in purchases).
Results show that in Brazil the representations of purchase are translated into classes of words related to products linked to adolescents’ sex belongingness, the environment of consumption, and the cognitive and affective aspects of purchasing. Sex and school belongingness influence life satisfaction, the importance attributed to the brand, the pleasure in buying and habits of viewing advertising. We found moderate positive correlations between impulse buying and pleasure in buying and materialism in purchases, and weak correlations with the importance attributed to the brand and the tendency to spend more in the presence of friends. Materialism in purchases plays a mediating role between pleasure in buying and impulse buying. In Portugal, the representations translate into similar classes of words and other classes related to the economic crisis. Sex belongingness and the perception of crisis influence the tendency to impulse buying, pleasure in buying, the importance attributed to the brand, and values of social, personal and professional well-being. The correlation analysis and the mediation model corroborate the results found in Study 1. A comparison between the two countries shows that Brazilians are more impulsive in buying, attribute more importance to the brand, and tend to spend more in the presence of friends.
The article synthesizes online impulse buying research conducted through a systematic literature review (SLR) approach. The present review covers the diverse range of literature, from 2001 to 2024, conducted using the SPAR‐4‐SLR protocol. Drawing upon the theory‐context‐characteristics‐method (TCCM) framework, a literature synthesis provides an overview of article's descriptives, underpinning theories, contextual overview and methodological aspects. The review also highlights the variables related to the antecedents, mediators, moderators and consequences of online impulse buying and proposes the integrated conceptual framework of the concept. Lastly, the review highlights the gap in the literature and offers insightful directions to advance research in online impulse buying domain. Overall, this review is an attempt to make significant theoretical and practical contributions to the field of online impulse buying research.
The phenomenon of impulse behavior has been extensively studied by social studies researchers over the last century. An extension of this, impulse buying behavior has also been well-researched at least within the brick-and-mortar context. However, impulse buying behavior within the online context has been relatively unstudied compared to the offline equivalent. In this systematic literature review the authors attempt to synthesize literature on this topic, provide clarity of concept regarding the various forms of impulse shopping behavior, propose a theoretical framework that encapsulates both impulsive and compulsive buying behaviors within the online context, and discuss the underlying theoretical foundations, characteristics, contexts, and methodologies that define the literature within this domain. This review is the first within the online impulse buying behavior domain which provides a distinction between the various forms of impulse buying behavior, such as consumer impulsivity, the buying impulse, impulsive, compulsive, and panic buying behaviors. It is also the first to propose a comprehensive framework that incorporates both impulsive and compulsive buying behaviors within the online context. The theoretical framework proposed within this review would be of managerial relevance to practitioners within the e-commerce or social commerce domain since this is the first paper that discusses both online impulsive and compulsive buying behaviors within the same theoretical model. Policyholders in the field of addictive behavior and disaster management would benefit from the discussion of online compulsive and panic buying, along with the theoretical underpinnings of these phenomena. Lastly, this review would provide a fundamental but holistic view of online impulse shopping behavior to academicians within this domain.
Zevki artırma ve acıyı azaltma arzusu olan hedonizm, asırlık bir kavram olsa da, son zamanlarda kullanıcı tüketiminde birçok insanın yaşam kalitesini etkileyen en yaygın bağımlılık nedeni haline geldi. Bu çalışma için, bu hedonik motivasyonların çevrimiçi alışveriş deneyimine uygulandığında tüketiciler üzerindeki etkilerini inceledik. Bu satın almalar daha sonra hedeflenen pazarlamaya benzer demografik özelliklere göre değerlendirildi. Çalışma daha sonra Türkiye'nin Trabzon ilinde ikamet eden katılımcıların hedonik tüketim alışkanlıklarını değerlendirdi. Çalışma, 382 katılımcıyla çevrimiçi bir anket yoluyla gerçekleştirildi ve rastgele bir örnekleme planı kullanıldı. Demografik karakteristik sonuçları, hedonik tüketim motivasyonlarına bağlı olarak cinsiyetler arasında büyük bir fark olduğunu göstermektedir. Bu sonuçlar, kadınların erkeklere göre daha yüksek hazcı tüketim motivasyonuna ve alt boyutlarına sahip olduklarını ve ayrıca duygusal olarak daha fazla alışveriş yaptıklarını göstermektedir.
The purpose of this study is to explore Islamic Human Value which is believed by the young millennial generation to determine career adaptability and career success. Career success is very important for today’s Muslim millennial generation because they have high expectations regarding work-life balance. To achieve career success, it is necessary to have career adaptability so that the Muslim millennial generation is able to prepare themselves to face unexpected transitions or changes. In addition, the Muslim millennial generation also needs to have Islamic values, namely Islamic human values. These values are important so that the millennial generation has good planning in building a career. This research is qualitative research by conducting structured interviews on 8 respondents. The results show that there are 6 Islamic human values that can be applied as the basis for achieving career adaptability and career success.KeywordsIslamic human valuesCareer adaptabilityCareer successMillennial generation
Le recrutement représente une opération à fort enjeu pour les PME. Elles sont en effet structurellement désavantagées par rapport aux grandes entreprises dans la compétition pour le recrutement de talents. Dans ce contexte, la gestion de la marque employeur (c’est à dire la définition d’une proposition de valeur et communication de cette proposition de valeur) peut constituer une piste encore insuffisamment exploitée. Cet article vise à fournir des voies d’action concrètes aux PME pour faire face à cet enjeu. Il propose de tester les effets de deux éléments du site internet d’une PME sur les attitudes et intentions comportementales des candidats : la présentation des bénéfices proposés par l’employeur et le caractère hospitalier du site internet. Une étude expérimentale conduite auprès 1545 salariés et demandeurs d’emploi montre que ces deux éléments influencent de manière différenciée le soutien organisationnel anticipé des candidats et leur intention de postuler. Les résultats obtenus invitent à s’interroger sur l’importance pour les PME de communiquer sur leur marque employeur, ainsi que sur l’efficacité de la transposition du concept d’hospitalité virtuelle issu du marketing au domaine du recrutement. Au niveau managérial, cet article met également en évidence le rôle du site internet institutionnel comme outil de communication au service de l’attractivité des PME.
Entrepreneurship education is considered as an important way to influence the competitiveness of any country or industry. Therefore, entrepreneurship education provides opportunities to progress to a more competitive educational environment. This paper examines the impact of students' entrepreneurship education in China on their entrepreneurial intentions. Perceived entrepreneurial capacity, education in entrepreneurship, and attitudes toward entrepreneurship are all factors in the model developed to predict entrepreneurial intention. Structured equation modeling (SEM) is being used to test 98 management students from various universities in China. The findings show that there is statistically significant and positive relationship among entrepreneurship learning, entrepreneurial attitude, entrepreneurship education, and management students' entrepreneurial intention. Perceived behavioral control and perceive social rule significantly improve management students' entrepreneurial intention. Moreover, technology transfer correlates statistically with students' entrepreneurial intentions. Thus, universities are being encouraged to offer entrepreneurial training modules to increase their students' entrepreneurial intent.
Since their introduction in the early 2000s, the use of social networking websites has exploded. Many businesses are seeing increased revenue due to their social commerce strategy. Despite the popularity of social commerce websites, some consumers are still hesitate to use them. This study aims to evaluate the factors that influence the adoption of social commerce. A sample of 721 Chinese We Chat users took part in the research. The findings reveal that social capital mediates the positive effect of social commerce adoption and perceived ease of use (PERU) on techno-stress and online impulse purchasing. Likewise, information overloading mediates the positive effect of social commerce adoption and PERU on techno-stress and online impulse purchasing. The findings have implications for both practice and research in understanding social commerce adoption in emerging economies.
The chapter concentrates the attention on the connection between on-line sales channels and impulse purchase. The websites’ capacity to engage consumers emotions and trust is analyzed, together with the role of social media, which acting as a peer-to-peer relationships shortens and speeds up the decision process. The result envisages that on-line shopping somehow encourages to impulsivity, especially as far as highly symbolic products are concerned.
As e-government adoption becomes widespread, governments face a myriad of challenges which are fait-accompli when technology is introduced into organisational processes. Amongst these challenges governments are faced with ethical dilemmas associated with the use of ICTs to provide services to its citizens. Hence questions on what constitutes ethical or unethical actions are still less understood in e-government. Ethical issues in the context of business information systems have been widely investigated for some time. With the advent of e-commerce several studies have focused on ethical concerns in the online business to business (B2B) and business to consumer (B2C) contexts. Issues such as privacy, security, spamming, and the rights of e-customers have inter-alia, been highlighted. Due to the fundamental differences in the objectives of e-commerce and e-government, ethical dilemmas in respect of the latter are potentially different. A review of the literature indicates that e-government ethics have not been widely studied. This paper therefore examines the nature of ethics in e-government with a focus on government to citizen interactions. This paper adds to e-government discourse as it provides an analysis of ethics in the public sector and proceeds to examine these traditional views of ethics in the context of e-government. A comparative analysis of ethical dilemmas is made between e-commerce and e-government. Subsequently the ethical challenges which face e-government planners are highlighted. We identify culture and issues related to inclusivity as important factors in the formulation e-government ethical frameworks. Additionally the concept of trust is found to consist of different dimensions in an e-government context. Lastly we examine the implications of these for e-government in South Africa. Directions for e-government planners in South Africa who wish to develop new ethical frameworks are suggested, as well as enforcement strategies.
The context and motivation for this Chapter varies and is global given the extensive use of various franchising formats in more than one hundred countries. Franchising represents a substantial percentage of retail sales and total employment across the world—at least 40% of US retail sales; and substantial percentages of retail sales in the European Union (30%+); China (12%+); South American (20%+).
Purpose
The purpose of this paper is to review the past, current and future trends in empirical research and theoretical insights into online relationship marketing.
Design/methodology/approach
Review over 100 empirical and theoretical studies in the online relationship marketing from top marketing and management journals.
Findings
This paper examined three areas pertinent to online relationship marketing: first, the evolution of online relationship marketing from pre-1990s to the present, which offers a temporal snapshot of changes in and an overview of the critical components that make up the structure of online relationship marketing; second, key theoretical perspectives are underlying the development of online relationship marketing; and third, empirical insights into online relationship marketing. In general, online relationship marketing has evolved from customers being passive receivers of online information and services to active co-producers and value co-creators.
Research limitations/implications
The paper identifies future research areas, including multiple layers of interactions, use of new technologies and platforms and the dark side of online communications.
Originality/value
The authors dedicated summary tables for each area, highlighting key findings, which in turn suggest a series of managerial recommendations for facilitating efficient, effective buyer–seller interactions and maximising firm performance in relation to online relationship marketing.
The Internet has changed the way consumers gather information and shop. An increasingly
competitive market calls for new marketing approaches to attract customers to the companies’
online stores. The aim of the present article is to understand what facilitates and what creates
barriers to prioritizing repeat customers. Further, the article discusses repurchasing among young
female online fashion shoppers and how these consumers can be retained. Two research
questions are addressed: 1. What facilitates repurchasing among online fashion consumers, and
why? 2. What creates barriers to re-purchasing among online fashion consumers, and why? In
order to gain deeper knowledge of how e-tailers work with customer retention, we conducted a
pilot study that included representatives from two clothing companies, as well as an expert
interview with an analyst at the company Stroede Ralto. Then two focus groups consisting of
young female online shoppers were formed. Results from the focus groups show that several
companies use frequent e-mail advertising and targeted advertising on other websites to retain
customers and facilitate re-purchasing. All participants found these features annoying rather than
helpful. Moreover, the help functions provided in an online store played a major role in facilitating
the purchasing, and shopping carts were appreciated as they enable customers to easily view
and add items and obtain price information. We discovered that the consumers did most of their
shopping on websites they found esthetically appealing and inspiring and that they would often
return to these websites for inspiration or to browse. The article further provides advice to
managers regarding how to retain customers.
The main purpose of this study is to explore the consumer impulse buying behaviour from a range of consumer and product related factors. To achieve this purpose, the study was guided by five research questions in the area of product physical quality, product price, product attractiveness, product origin, and purchase location. The study employed quantitative method. A sample of 179 respondents (consumers) that visited the Accra Shopping Mall was employed using convenient selection method. A self-completed 5 point Likert structured questionnaire survey was the data collection instrument used. The data collected were computed and analysed with reliability statistics, Cramer’s V statistics under a crosstabulation statistical technique test to determine the association between the variables involved in this study. Overall, findings indicate that, the association between consumer impulse buying behaviour and product physical quality, product price, product attractiveness, product origin and purchase location was not strong. Consequently, each of the five products related factors shows a weak association with consumer impulse buying behaviour. It is recommended that manufacturers and other stakeholders support retail shops in diverse methods to improve upon their selling techniques and new ways to appeal to consumers.
Objectives Web site design is often portrayed as a key tool in attracting customers and in providing sustainable competitive advantage to e-firm (Dailey 2004; Eroglu, Machleit, and Davis 2001). While most of the e-marketing research has tended to concentrate on deterministic aspects of websites such as navigation, search, payment convenience and generic atmospherics like colors, designers " resistance and lack of explicit legitimacy for the inclusion of social cues seem to be present (deKervenoael et al, 2009). Yet, the importance of effectively dealing with socially oriented design variables and social capital has been proven to naturally increase international market share as demonstrated by several studies (Constantinides, 2004; Klein, 2003) and reflected in the success of social networking sites. In this context, our paper analyses: how web designers through their daily practices, adopt recursive, adaptive and resisting behavior regarding the inclusion of social cues online and shape the socio-technical power relationship between designers and clients. Methods We explore qualitatively three types of emerging resistance namely: market driven resistance, ideological resistance and functional resistance Vignettes through a think aloud techniques are used (Miles and Huberman, 1994; Preissle et al, 1997) and follow Yin (1994) pattern matching strategy. The findings and analysis proceed concurrently with theorizing. Findings The vignettes demonstrate that designers' social context is important in shaping web site design. The findings point out at multiples paths of resistance not to include social capital. In turn, most type of resistance are legitimized through external and technical variables rather than implicating directly the web designer. Towards this end, we develop a series of propositions providing a novel contribution to existing theory on the social impact of e-technologies. Conclusion The study allows further understanding of web designers " impact in shaping the current e-development tools such as Web 3.0, also named the semantic web or smart web, which includes advanced social capital features socially grounded within consumers " day to day environment and practices. We argue that further social skills ought to be acquired by web designers and explicitly made visible in their design. These in turn, will create sustainable differentiation strategies in the profession creating a two tier market whereby some designers are able to provide inimitable value added services within specific markets while other only provide basic technical services.
p class="IABSTRAK"> Abstract: This research is in the area of consumer behavior. Many of these factors can be confusing for company to map consumer behavior into its target market. Therefore, the purpose of this study was to determine the factors influencing consumer behavior transactions in social media. This research using qualitative method. Our subjects involved 5 consumers who make transactions in social media. Techniques of data collection is done by observation and structured interviews, while the data collection tool used as interview guides and recorder. Based on the results it was found that four of these factors influence consumer behavior in social media, in the cultural factors such as between consumers and sellers adjust to each other in the language selection, social factors such as testimonials, offer from a friend, how the seller described the product, personal factors such as convenience at shopping (even when in the bathroom), while psychological factors such as discounts, product packaging and delivery speed.
Abstrak: Banyak faktor yang membingungkan perusahaan dalam memetakan perilaku konsumen yang menjadi targetnya. Penelitian ini berupaya menggambarkan faktor-faktor yang memengaruhi perilaku transaksi konsumen di media sosial. Metode yang digunakan adalah kualitatif yang melibatkan sebanyak 5 orang dengan karakter telah sering melakukan transaksi belanja lewat media sosial. Teknik pengambilan data dilakukan dengan observasi dan wawancara terstruktur. Hasil penelitian menunjukkan, ada tiga faktor yang memengaruhi perilaku konsumen di media sosial. Pertama, faktor budaya seperti antara kesesuaian bahasa antara konsumen dan penjual, faktor sosial seperti testimonial, tawaran dari teman, cara penjual mendeskripsikan produk. Kedua, faktor pribadi seperti kemudahan berbelanja. Ketiga , faktor psikologis seperti diskon, waktu pengiriman, dan pengemasan produk.
Due to the increasing number of users and powerful Web-based tools available today on social networks such as Facebook, enterprises are strategically focusing on the marketing opportunities provided by social media. In fact, presence on a social network such as Facebook can provide the firm with a mechanism for gathering consumer information quickly on a wider segment of the population. This chapter investigates the effectiveness of the firm's presence on social networks and their effect on the firm and the consumer. It attempts to identify a possible linkage between a firm's presence on a social network and consumer loyalty by addressing critical elements useful for developing new and efficient strategies based on online channels. The data collected from 1,520 surveying Facebook users was analyzed using the Structural Equation Modelling (SEM) technique. The results suggest there is a strong relationship between the firm's presence on the social network and consumer loyalty, thus contributing to the sustained marketing strategies of "social commerce." Hence, a page rich in content has a positive influence on consumer judgement and loyalty toward the firm with benefits for consumer-centric-oriented strategies.
PurposeThis chapter explores the relationship between impulsive online purchasing and the features of online consumers.
Design/methodology/approachThe data was collected through a survey questionnaire using the purposive sample of 240 Croatian consumers from the Dubrovnik-Neretva County. The data was analysed using factor analysis and one-way analysis of variance.
FindingsResearch results indicate that Croatian online consumers are influenced by two major factors, impulsiveness and recreational factor. Based on the obtained results, profiles of Croatian online consumers can be identified.
Research limitations/implicationsThe sample contained Internet users from one Croatian county only, which possibly limits the generalisation of the findings. Future research should include Internet users from other Croatian counties, as well as their socio-economic characteristics.
Practical implicationsThe findings may be useful to online retailers, as well as marketers and practitioners to recognise and understand the determinants of online purchasing behaviour in order to convert casual online visitors to buyers and to encourage impulsivity in online buying behaviour.
Originality/valueThe research provides new insights into impulsive purchasing behaviour of Croatian consumers in the online retailing environment.
Previous research on the interpersonal effects of computer-mediated communication (CMC) reveals inconsistencies. In some cases CMC has been found to be impersonal, task-oriented, and hostile. Other reports show warm personal relations, and still others show gradual adjustments in interpersonal relations over time. The past research results are also difficult to compare, as their research methods reveal inconsistent approaches. These inconsistencies include the treatment of time limits on group development, the neglect of nonverbal behavior in face-to-face, comparison groups, and other measurement issues. Each of these factors may obscure our understanding of the way CMC partners get to know and come to relate to each other through CMC. The present study attempts to address some of these concerns. This study explored the effects of computer conferencing on the interpersonal messages with which people define their relationships, known as relational communication. Observers rated the relational communication from transcripts of CMC conversations or from videotapes of face-to-face three-person groups who had worked in several sessions. Analyses showed that CMC groups achieved more positive levels on several dimensions of interpersonal communication than did face-to-face groups. On other dimensions, no differences between conditions were found. In no case did CMC groups express less intimacy or more task-orientation than face-to-face groups. Implications are drawn suggesting that under certain conditions, CMC may promote positive relational effects in ways that previous theories have not considered, and in some ways superior to more traditional media.
The popular press has recently reported that managers of retail and service outlets are diffusing scents into their stores to create more positive environments and develop a competitive advantage. These efforts are occurring despite there being no scholarly research supporting the use of scent in store environments. The authors present a review of theoretically relevant work from environmental psychology and olfaction research and a study examining the effects of ambient scent in a simulated retail environment. In the reported study, the authors find a difference between evaluations of and behaviors in a scented store environment and those in an unscented store environment. Their findings provide guidelines for managers of retail and service outlets concerning the benefits of scenting store environments.
A study developed and validated new scales for perceived usefulness and perceived ease of use, which were hypothesized to be fundamental determinants of user acceptance. The definitions of the 2 variables were used to develop scale items that were pretested for content validity. The items were then tested for reliability and construct validity in 2 studies involving a total of 152 users and 4 application programs. After refining and streamlining the measures, the resulting 2 scales of 6 items each demonstrated reliabilities of .98 for usefulness and .94 for ease of use. The scales also exhibited high convergent, discriminant, and factorial validity. In both studies, usefulness had a greater correlation with usage behavior than did ease of use, though both were significantly correlated with current usage and future usage. Regression analyses suggest that perceived ease of use may actually be a casual antecedent to perceived usefulness, as opposed to a direct determinant of system usage.
As Internet shopping gradually moves from a novelty to a routine way of shopping, the quality of the Internet sites will play an important role in differentiating sites. Internet shopping sites must be of high quality to attract consumers and influence their shopping decisions. The purpose of this study is to develop and validate a psychometrically rigorous instrument to measure the perceived quality of an Internet shopping site (i.e., SITEQUAL). Candidate items were generated based mainly on consumers' own descriptions. Multiple methods and samples produced a 9-item scale of SITEQUAL, which consists of four dimensions. This scale can be used to evaluate the quality of Internet shopping sites and examine how site quality affects visitors' online behavior, such as search patterns, site patronization, and buying decisions.
ABSTRACT This paper explores the concept of impulse purchasing behav- ior online. A comprehensive review and analysis of the literature suggests that there are some unresolved issues regarding the state of knowledge on impulse purchasing behavior. In addition, the current conceptualizations of impulse purchase behavior do not adequately capture impulse purchase behavior over the Internet. Therefore, we propose a broadened conceptualization to resolve those issues and toaccurately capture impulse purchases that take place in retail stores as well as on the Internet. The results of our exploratory study are consistent with our conceptualization, and present a robust platform for future research.
Preliminary evidence suggests that forms of unregulated consumer behavior, including impulsive, compulsive, and addictive buying, are present on the Internet. This study reconceptualized unregulated buying behaviors as the result of deficient self-regulation using mechanisms proposed in social cognitive theory. As a result, deficient self-regulation of online buying was positively related to online shopping activity. It was a more important predictor than the rational merits of e-commerce, such as convenience and low price, and than personal and economic consumer characteristics. Together with Internet self-efficacy and Internet use, these variables explained 43% of the variance in online shopping behavior.
In this paper we address questions of 'shopping as practised' and its relation to shopping space. We argue that modes of shopping, which comprise distinctive sets of shopping practices involving relations to goods (purchases), relations of looking (and seeing), the place of shopping in the rhythms of everyday life, and the socialities of shopping, are used to invest meaning in particular types of shopping space and to produce individual, accumulated, personalised shopping geographies that weave together particular locations and generic spaces. Furthermore, modes of shopping are shown to require specific sets of knowledge to practise and to relate to specific subject positions, namely necessity and choice. These arguments are developed in relation to charity shops and charity shopping. However, they are shown to have broader implications: specifically they show the relationality of modes of shopping and shopping spaces, and the distinctions between shopping geographies and retail geographies. Theoretically, they suggest that accounts of shopping need to locate meaning in practice; that the meanings of shopping (and the meanings invested in particular shopping spaces) are therefore potentially unstable; and that accounts of the constituting subjects of shopping need to take seriously the spatialities of subjectivities.
This study tests the Mehrabian-Russell environmental psychology model in retail settings. The results suggest that store atmosphere engendered by the usual myriad of in-store variables, is represented psychologically by consumers in terms of two major emotional states - pleasure and arousal - and that these two emotional states are significant mediators of intended shopping behaviors within the store. The practical value of this approach is that retailers may be better able to explain and predict the effects of in-store changes on shopping behavior.
This article presents a model of how social influence processes affect individuals' attitudes toward communication media and media use behavior. The model integrates two areas of research. One body of work posits that media use patterns are the outcome of objectively rational choices. These choices involve evaluating communication options and selecting an appropriate medium to match the communication requirements of the task. The second perspective is social information processing theory (Salancik & Pfeffer, 1978). This approach proposes that attitudes and behaviors are partially determined by information embedded in the social context. The synthesis of these perspectives asserts that media characteristics and attitudes are in part socially constructed. Furthermore, attitudes are influenced by attributions based on observations of one's own past behavior. This model is shown to explain a wider range of existing empirical findings. Also, new propositions are derived to guide future research. This social construction model of media use has significant implications for the design, conduct, and reporting of future research in organizations.
Impulse buying generates over $4 billion in annual sales volume in the United States. With the growth of e-commerce and television shopping channels, consumers have easy access to impulse purchasing opportunities, but little is known about this sudden, compelling, hedonically complex purchasing behavior in non-Western cultures. Yet cultural factors moderate many aspects of consumer's impulsive buying behavior, including self-identity, normative influences, the suppression of emotion, and the postponement of instant gratification. From a multi-country survey of consumers in Australia, United States, Hong Kong, Singapore, and Malaysia, our analyses show that both regional level factors (individualism-collectivism) and individual cultural difference factors (independent-interdependent self-concept) systematically influence impulsive purchasing behavior.
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As an academic field, knowledge management has concentrated on the creation, storage, retrieval, transfer, and application of knowledge within organizations, while underexposing external knowledge (e.g., Alavi & Leidner, 2001). Although the importance of external knowledge is well recognized (e.g., Cohen & Levinthal, 1990), there remains a need for a better understanding of the organizational processes through which external knowledge is integrated (Grant, 1996; Ranft & Lord, 2002). In particular, we believe that a holistic view on knowledge integration (KI) is both important and lacking. In this article, we address this lacuna in the literature by proposing a process model of KI consisting of three stages¾identification, acquisition, and utilization of external knowledge. Our objective is to propose a model consisting of modular subprocesses that parsimoniously reflect the variety of KI concepts in the literature. This model is useful to scholars and practitioners because it provides a better understanding of the various KI subprocesses by putting them together in a coherent way. Such understanding serves as bedrock for solving KI problems and for designing KI solutions (cf. Markus, Majchrzak, & Gasser, 2002). Purchase this chapter to continue reading all 12 pages >
In conceptual modeling we need to consider a general level of abstraction where the domain of interest is formalized in an independent way with... A big amount of important, ‘economically relevant’ information, is buried into unstructured, multimedia ‘narrative’ resources. This is true, e.g....
This research examines predictors of actual discrimination claiming among terminated workers by investigating a number of variables suggested by organizational justice and social information processing theories. This study investigated initial decisions to claim in a sample of 439 terminated workers who were surveyed at several unemployment offices. Logistic regression was used to examine how the decision to claim for discrimination was affected by procedural and distributive justice, social guidance, minority status, gender, age, tenure, and education. All of the variables except education and gender were found to be significant. Thus, the results support variables from each of the theories. Social guidance was found to have a major influence on discrimination-claiming. A counter-intuitive finding for minority status was found such that Whites were more likely to claim than minorities. Theoretical and practical implications are discussed.
Current research regarding media richness has concluded that richness is an emergent property of the media and its context. The notion that media richness is an emergent property of the environment implies that it should be measured through perceptions as a psychological reaction to the media and its context. Recent studies have suffered from the lack of a standard set of tools by which to measure perceptions of the media. In an effort to provide a valid and reliable measurement tool for the perception of media, an instrument was developed and tested extensively in two different studies. Results in both a field study and laboratory study show strong evidence for the construct validity of our perceptual measure of media richness. The combined results of the two studies provide support of the usefulness of the media richness instrument developed and tested here. This instrument not only provides a means of measuring the perception of richness, but also allows researchers to be able to identify which characteristics of communication media are most important for defining richness in practice.
This study offers a sociopolitical perspective on the international spread of corporate governance models. We unpack the heterogeneity of interests and preferences across and within types of shareholders and senior managers over time in an analysis of the adoption of a share-holder value orientation among contemporary German firms. Using extensive data on more than 100 of the largest publicly traded German companies from 1990 to 2000, we find that the influence of major shareholder groups (e.g., banks, industrial corporations, governments, and families) and senior manager types (differing educational backgrounds and ages) can be clearly observed only after redefining these key actors according to common interests and preferences. We also find evidence that German firms engage in decoupling by espousing but not implementing a shareholder value orientation but show that the presence of more powerful and more committed key actors reduces the likelihood of decoupling. We discuss the implications of our findings for research on symbolic management, the diffusion of corporate practices, and the debate over the convergence of national governance systems.
Aware of the significance of impulse buying and wishing to anticipate possible changes in the market for its products, the Wm. Wrigley Jr. Company commissioned Stanford Research Institute to study the market for impulse items as it has developed in the past decade and as it is likely to develop during the 1960s. This article is drawn from the study findings, on the nature and significance of consumer impulse buying.
During the last years, retail stores over the Internet have considerably evolved to satisfy the increasing customer needs while serving varying consumer behaviours. However, little empirical evidence has been provided regarding the effects that the “virtual store atmosphere” has on the consumer buying behaviour. Relevant literature from conventional retailing emphasizes the role of “store atmosphere” as a major influencing factor on the consumer buying behaviour. More specifically, store layout, as one of the basic determinants of the store atmosphere in conventional retailing, composes undoubtedly a corresponding critical success factor for business effectiveness over the Net.
The aim of this paper is to present the current status of the Internet retailing business-to-consumer interfaces and navigational capabilities through the development and use of a corresponding attribute selection framework, while producing meaningful layout-based categories of virtual retail stores. To that end, conventional types of store layouts along with their corresponding alternatives for virtual retailing, served as a guide. Firstly, this research contributes to the provision of a best business practice guide for e-commerce practitioners as far as the interface design issues of virtual retail stores are concerned. On the other hand, a two-fold research objective is achieved with the creation of a sound basis for the realisation of empirical research in respect to the effects different interfaces have on the consumers, taking into account not only technology but also cultural issues.
This article contrasts traditional versus end-user computing environments and report on the development of an instrument which merges ease of use and information product items to measure the satisfaction of users who directly interact with the computer for a specific application. Using a survey of 618 end users, the researchers conducted a factor analysis and modified the instrument. The results suggest a 12-item instrument that measures five components of end-user satisfaction - content, accuracy, format, ease of use, and timeliness. Evidence of the instrument's discriminant validity is presented. Reliability and validity is assessed by nature and type of application. Finally, standards for evaluating end-user applications are presented, and the instrument's usefulness for achieving more precision in research questions is explored.
‘Antique’, ‘vintage’, ‘previously owned’, ‘gently used’, ‘cast-off – the world of second hand encompasses as many attitudes as there are names for it. The popular perception is that second- hand shops are largely full of junk, yet the rise of vintage fashion and the increasing desire for consumer individuality show that second hand shopping is also very much about style. Drawing on six years of original research, Second-Hand Cultures explores what happens when the often contradictory motivations behind style and survival strategies are brought together. What does second hand buying and selling tell us about the state of contemporary consumption? How do items that begin life as new get recycled and reclaimed? How do second hand goods challenge the future of retail consumption and what do the unique shopping environments in which they are found tell us about the social relations of exchange? Answering these questions and many more, this book fills a major gap in consumption studies. Gregson and Crewe argue that second hand cultures are critical to any understanding of how consumption is actually practised. Following the life stories of goods as they travel into and through second hand sites, the authors look at the work of traders as well as consumers investments in second hand merchandise including gifting and collecting as well as rituals of personalization and possession. Through its revealing investigation into the practices and customs that make up these unconventional retail worlds, this much-needed study carefully unpacks the persuasive allure of the previously owned.
The hypothesis of this study is that choice of immediate reward may be explained by variables other than impulse control. Ss were boys, 13 to 16 years old, stratified by social class and racial category. Questionnaire measures were taken of generalized attitudes on subjective power, optimism, delay, and risk-taking. After experimental manipulation of task comprehension, boys made choices between specific prizes under different conditions of delay and/or task performance. Boys trained on task principles chose the larger reward significantly more often than those not trained. Middle-class boys reported more favorable attitudes toward risk-taking and were more likely than lower-class boys to choose the immediate reward. Blacks reported less favorable attitudes toward risk-taking and were more likely to attribute control to external sources than were whites. High scores on optimism and risk-taking were associated with choice of larger reward. It was concluded that differences in preference for immediate reward are not a simple function of impulse control.
Purpose
One of the principal organizational developments in the last decade has been the pervasive influence of computer mediated communication (CMC) tools. The purpose of this paper is to closely interrogate the day‐to‐day role of e‐mail in explicating, influencing and shaping social and information interactions within an organization.
Design/methodology/approach
A series of in‐depth interviews ( n =29) were undertaken to elicit employee opinions on their e‐mail adaptation, experiences and practices.
Findings
The paper provides insights into the polymorphic role of e‐mail, particularly the way in which it is adapted by individuals within the organization. Specifically, it shows how this tool interacts within day‐to‐day work activities and tasks.
Research limitations/implications
This paper investigates only one CMC tool, e‐mail, although it is envisaged that this initial work will be used to raise a new understanding of the socially skilled adaptation of other CMC tools by employees as well as leaders.
Practical implications
Previously unreported insights into employee opinion are delineated in order to provide a focus from which organizations can train and develop their employees and leaders to maximise knowledge creation within the organization.
Originality/value
This study assesses CMC from an under‐researched “real‐life” perspective in which everyday interactions are used to understand employee reactions to e‐mail communication and hence foster an atmosphere in which these interactions assist organizational development.
Supported by the growth of information technology, the virtual stores have increased their importance in the modern marketing environment. The purpose of this research is to investigate the relationships between consumer attitude toward virtual stores and its correlates. A conceptual model with four postulated hypotheses is proposed and verified by empirical data. Our study results show that consumer risk averseness is negatively related to consumer attitude, whereas consumer convenience orientation and the impulse tendency are both positively related with consumer attitude toward virtual stores. Implications for practitioners and suggestions for further research are also provided.
An expanding array of technologies exist that can enable retailers to add value to product/service offerings online. Yet for many firms, determining which applications to employ can be perplexing. This study examines dimensions of service orientation among market leaders and measures performance results of adopting selected customer service applications. Findings suggest that while a majority of retailers use the Internet to enhance company image, greater pay-offs come from offering more online services, particularly those that may be used by customers in the acquisition process (e.g., e-mail and online ordering) and for post-purchase support.
Consumers are continually faced with the task of finding their way through a wide variety of retail environments. Surprisingly,
very little research has addressed questions about how consumers physically search through retail settings. This article explores
this important, yet little researched behavior. A conceptual model of the consumer’s retail search process (CRSP) and several
research propositions are advanced. The CRSP model integrates research findings relevant to an understanding of consumer retail
search behavior. Literature from such diverse fields of scientific inquiry as environmental psychology, human factors, architecture,
and marketing are reviewed and serve as the theoretical basis of the CRSP model.
Attitude toward the Ad (A AD) is widely used in studies of traditional mass media advertising. As e-commerce becomes more important, Attitude toward the Site (A ST) will gain parallel status in evaluating effectiveness. In this study, we develop and present a reliable and valid scale that measures Attitude toward a Website (A ST). We then develop and present additional scales that provide more detailed information. Reasons for high and low evaluations are discussed and illustrated.
Executive information systems (EIS) are now successfully providing computer support for senior executives in a growing number of organizations. Previous attempts to support senior executives are discussed with a focus on why these attempts failed and ...
The major reason why most people are still sceptical about electronic commerce is the perceived security risks associated with electronic transactions over the Internet. The Internet, however, holds many opportunities that could mean survival or competitive advantage for many organisations. To exploit these opportunities, it is important to first analyse the risks they hold. Electronic commerce is based on business as well as technological risks, making it a very difficult environment to secure. Apart from these two types of risk categories there are several other issues and problems that need to be addressed.