The Impacts of Environmental Cues and Browsing Experience on Impulse Buying on Social Shopping Website

Based on the stimulus-organism-response (S-O-R) paradigm, this study develops a model to theorize how environmental cues on social shopping website affect impulse buying behavior from the perspective of browsing experience. Social shopping websites bring a novel online browsing experience for customers. However, how browsing experience on this platform affect customers impulsively have received insufficient academic attention. The results reveal that the unique factors of social shopping website, namely the quality of user-generated content and social presence are critical for facilitating customers’ browsing experiences. The results also show that both utilitarian browsing and hedonic browsing experience have a positive impact on customers’ urge to buy impulsively. The theoretical and managerial implications are discussed

Effect of store environment and website characteristics on impulse buying behaviour of university students

A thesis submitted to the University of Bedfordshire in partial fulfilment of the requirements for the degree of Doctor of PhilosophyConsumer behaviour is determined by various factors, therefore it is considered as very complex and difficult to predict. This study is an attempt to explore and establish the relationships between various factors that result in impulse buying behaviour during online and offline buying. A preliminary qualitative study was carried out to understand the various situations in which impulse buying takes place. For the preliminary study data was collected by conducting semi-structured interviews. A thematic analysis approach has been used for data analysis. The results of the study reveal that in the offline buying store environment, presence of others and crowding plays a vital role, while in online buying website quality, visual appeal and usability of the website increases the chances of impulse buying. In addition it has been found that situational factors such as mood, sales promotion, availability of time and availability of money also have an influence. Important literature was reviewed first and a conceptual framework consisting of the different hypotheses was proposed; then those hypotheses were empirically tested. Quantitative data was collected for the main study by using questionnaires and a self-administrative technique; a total of 312 respondents took part in this study, for which a pilot study was carried out to refine the final questionnaire. Confirmatory Factor Analysis was used to evaluate the model fit and for further refinement of the constructs. Data was analysed by using structured equation modelling and this approach was used for testing the hypothesized relationship between independent variables (store environment, website characteristics) and dependent variable (impulse buying behaviour). Results of the mediating test shows that situational factors fully mediate the relationship between store environment and impulse buying behaviour. While on the other hand situational factors partially mediate between website characteristics and impulse buying behaviour. The results further reveal that apparel products are impulsively purchased by females most of the time. Food and food items are purchased impulsively by most of the respondents (140) most of the time, whereas a very small number of respondents mentioned that they purchase books impulsively. Results also reveal that situational factors partially mediate between store environment, website characteristics and impulse buying behaviour

Do Distractions and Interruptions Mitigate Online Impulse Purchasing?: An Empirical Investigation

Impulse purchases represent an important source of short-term business revenue. However, impulse purchases can lead to an increase in product returns and can contribute to feelings of buyers’ remorse. In this paper, we examine strategies to mitigate online impulse purchasing behavior. Specifically, we apply distraction-conflict theory to a model of impulse buying to investigate a moderating relationship between perceived enjoyment and the urge to buy impulsively. The moderation effect is tested through online distractions and/or interruptions. A controlled laboratory experiment with three interfaces (control, distraction, interruption) was used to test the impact of the moderators. Results indicate that neither a distraction nor an interruption has a significant effect on mitigating the urge to purchase impulsively. Future research opportunities and suggestions for human-computer interfaces are discussed

Haptic Sensory Perception and Customer Experience in a 360-Virtual Store: Does Time Spent Play a Role?

Building on stimulus(S)-organism(O)-response(R) theory, this research examines the effects of haptic sensory perception on user experience and satisfaction in a 360-virtual store. We postulate that time spent in a 360-virtual store reinforces the effects in the S-O-R model. The results support the theory that haptic sensory perception triggered by a 360-virtual store (stimulus) improves customer experience (organism) and that the experience further enhances virtual store satisfaction (response). We find that the time spent in a virtual store reinforces the former effect, but not the latter effect. The results of an experiment involving 587 respondents further suggest that this finding only holds true to users who are merely browsing, but not to users tasked with searching for a specific product in the 360-virtual store. We encourage management to create sensory cues in virtual stores to improve user experience and satisfaction, and virtual in-store stimuli to increase time spent in the store

E-commerce : impulsive buying in fashion clothes stores

Mestrado Bolonha em ManagementThe rising usage of the internet in many nations has revolutionized the way people socialize, learn, govern, and conduct business in recent years. E-commerce transactions are also increasing and are becoming a societal trend. The existence of a simple and convenient online shopping system may encourage impulsive buying behaviour. The digital revolution is the transition from a conventional shopping landscape to E-commerce in which goods and services are supplied electronically. Previous studies have found that online shopping behaviour can be influenced by impulse as well as reasoned considerations of the advantages of E-commerce. Due to the pandemic that we are currently experiencing, consumers' online behaviour has changed, and online purchases have increased. Therefore, it becomes crucial to analyse the factors that lead to online impulse purchases. To explore this topic three theories were used. Theory of Reasoned Action (TRA)-based Web Trust Model to get an overview of the various stages of consumer behaviour when making a purchase, the S-O-R Framework to determine which factors influence online impulsive buying under the context of purchasing clothes and fashion products, and the Theory of Reasoned Action to understand the consequences of E-Impulsive Buying Behaviour. A quantitative method was adopted, based on information obtained through a survey with 261 participants. The research was evaluated using Partial Least Squares (PLS). The study’s findings indicated that Hedonic Social Motivation, Sales Promotion, Social Influence, and Website Security impact E-Impulsive Buying Behaviour. Nevertheless, Website Navigability, Website Visual Appeal, Perceived Website Quality, and Personalized Advertising concluded that the effect is not statistically relevant. Additionally, the outcomes of this investigation indicated that consumers’ E-Impulsive Buying Behaviour has an immediate effect on Regret, and it has no influence on Complain, as this variable was rejected. However, post-purchase regret of online customers who have previously made impulsive purchases may impact their complaint behaviour. It was also stated that complain affects both variables, Return Intention and Return Tendency. Lastly, it was confirmed that between refunding and exchanging products, the most usual is to exchange them.info:eu-repo/semantics/publishedVersio

Online impulse buying behavior model for social commerce in Malaysian context

The rapid development in Web 2.0 technologies and social media has given rise to a new business model—social commerce (S-commerce)—that emphasizes social aspects. Consequently, the consumer‘s online impulse buying behavior (IBB) increases and contributes significantly to S-commerce revenues. In line with this, an understanding of such behavior is critical for E-retailers to strengthen competitiveness, enhance revenue, and ensure business sustainability in today‘s challenging business environment. Most of the previous studies have utilized urge to buy impulsively (UBI) as a proxy to examine the consumer‘s online IBB instead of the actual IBB. As a result, the number of research that distinguishes between UBI and IBB is minimal. These limited studies have only focused on the impact of consumer characteristics, websites-related factors, and marketing factors. However, they neglected the important role of social-related factors on IBB. Furthermore, because the majority of the previous studies adopted the stimulus-organism-response (S-O-R) framework, building a model based on a theoretical foundation to investigate online IBB in the context of S-commerce is another challenge. The main aim of this study is to examine the impact of social-related factors on triggering online IBB in S-commerce websites. To investigate the social elements influencing online IBB, this study integrated the Social Influence Theory (SIT) and the Uses and Gratifications Theory (UGT). A quantitative approach was applied to test fifteen hypotheses of the proposed model by surveying 365 consumers from four Malaysian S-commerce websites. The Partial Least Squares-Structural Equation modeling (PLS-SEM) technique was employed to analyze the survey data. The findings indicate that compliance, identification, internalization, entertainment, purposive value, and maintaining interpersonal connectivity significantly influence IBB. It was also discovered that UBI has significant moderating effects on the relationships between compliance, identification, internalization, and IBB. Moreover, it was also identified that impulsiveness has served as a moderator in the relationships between compliance, internalization, and UBI. Theoretically, this study has enriched the understanding of online IBB in S-commerce. It also has practical implications on S-commerce designers, marketers, and managers in terms of regulating online IBB

The Impact of Impulse Buying and Network Platforms on Consumer Purchasing Behaviour: A Case Study of a Technical Product

This paper investigates the effects of impulse buying and network platforms on the online purchasing behaviour for experience goods using a 2 (low impulse buying tendency vs. high impulse buying tendency) × 2 (mobile platform vs. computer platform) between-subjects factorial experiment.A technical product is a typical type of experience good. To increase the external validity of the conclusions, this study takes software as a technical product and employs an online scenario-simulated experiment to collect data. The results indicate that low impulse consumers tend to spend less money and conduct more stringent budget control when purchasing a technical product. However, no significant difference existed between high and low impulse consumers regarding the purchasing decision. Furthermore, consumers who shop on a mobile platform tend to spend more money, conduct looser budget control and make more careful purchasing decisions. In addition, a remarkable effect also exists between impulse buying and network platforms regarding the average viewing time of the single page and the commodity details page

An Integrative Study on Impulse buying

Researches of impulse buying have received wide and considerable interests during the past decades. However, these studies tend to differ heavily from each other in term of their research backgrounds, applied theories, methodologies, sample characteristics and practice focus. Researches of impulse buying are often replete with fragmented theoretical arguments and contradictory findings. Especially, there are conceptual disarrays among different impulse buying concepts and mixed empirical findings among trait predictors of impulse buying tendency and behaviour. Therefore, with such notice, this thesis tries to provide an integrative effort, through three pieces of studies, to synergise fragmentary findings in this field. Thus, it updates and complements contemporary knowledge of impulse buying. Specifically, the first piece of work, chapter two, provides a systematic review of previous conceptual frameworks of impulse buying. Kinds of literature are appraised with standard review criteria. The consistency and inter-links of their findings are assessed and a new conceptual framework is designed to synergise these findings. As a result, the new framework, on the one hand, provides a comprehensive account of impulse buying forms in line with Stern’s (1962) impulse mix; on the other hand, it indicates the unique psychological and behavioural processes that consumers may experience under each form. Thus, to that end, chapter two provides a comprehensive view on impulse buying concepts, not only on its conceptual components but also shows how these components can engage, both internally and externally, to impulse buying at a given buying stage. The second piece of work, chapter three, offers a meta-analysis of trait predictors of impulse buying tendency and behaviour. A total of 119 effects from 39 primary studies are coded in line with Mowen’s 3M model (Mowen, 2000). The results suggest six of seven trait predictors of impulse buying tendency at the elemental level, two at the compound level and situational level. At the surface level, both cognitive and affective impulse buying tendencies are found positively and significantly predict actual impulse buying. Especially, the meta-analysis provides the average effect size of these predictors and justifies their reliability among different cultural, gender, and sample and measurements. Thus, it provides empirical evidence to justify and understand previously mixed findings in this field of research. Moreover, the third piece of work, chapter four further considers the evolutionary basis of impulse buying. 11 covariance matrixes captured from a sample of 6,224 participants are used in a meta-analytical Structure Equation Modelling. The results suggest there is a significant and positive association between an individual’s desire for social effectiveness and his/her impulse buying tendency, mediated by inclinations of shopping rewards. Hence, impulse buying might play a pivotal role for individuals to acquire socially desired resources and achieve socially favoured status. Thus, the study provides the evolutionary rationale that why impulse buying, when widely labelled as disorder behaviours, has been such a popular phenomenon and inherited across regions, ages, genders and generations (Bratko et al., 2013). At last, limitations, direction for future studies and managerial implications are given in the final chapter, chapter five.