Search

This research note addresses a significant gap in the literature regarding the underlying mechanisms of purchase decision-making that lead to unplanned and impulse purchases. Although several papers have highlighted the differences between the two purchase types, recent academic publications continue to use those terms interchangeably. Through a systematic literature review, this study identified six high-level constructs, in line the Theoretical Domains Framework, that effectively differentiate unplanned from impulse purchase types. Overall, impulse (vs. unplanned) purchases have a primary association with automatic (vs. reflective) motivation. With these findings, academic researchers can better define the types of purchase they are investigating, including the main constructs and underlying psychological mechanisms that are associated with these purchases. As a result, this study substantially improves the reliability of knowledge in this domain. Additionally, this study may encourage marketers to expand their existing toolkits with a broader set of activities that can drive these different purchase types. For instance, marketers could appeal to different underlying purchase decision-making mechanisms: for unplanned purchases, they could offer reminders of related products; for impulse purchases, they could focus on immediate gratification. [ABSTRACT FROM AUTHOR]

AbstractDrawing on Theory of Compensatory Internet Use and Social Comparison Theory, the study explores how compulsive use of social media can lead to impulsive and compulsive buying behaviors among young adults in India. Findings reveal that compulsive social media use positively correlates with both impulsive and compulsive buying behaviors. This relationship is significant mediated by social comparison and FoMO, suggesting that users who frequently engage in social media are more likely to compare themselves to others and experience anxiety over missing out, thereby driving them towards unrestrained buying. Additionally, self-esteem negatively significant moderates these relationships, with individuals possessing high self-esteem less likely to succumb to impulsive and compulsive buying due to social comparison and FoMO. Research contributes significantly to digital marketing field by offering insights into the darker aspects of social media’s impact on consumer behaviour. Furthermore, study’s conceptual model integrates compensatory internet use theory and social comparison theory, providing a novel framework for future research on digital consumption behaviors. [ABSTRACT FROM AUTHOR]

Introduction: With the rise of social media and web technologies, users are increasingly spending time on browsing and purchasing on social commerce, particularly during idle moments of casual scrolling. Social commerce applications with sophisticated social features and security measures may tend to attract a significant number of highly engaged users. The purpose of this study is to find out whether customers will be interested in the content posted on the applications and generate impulse consumption when they are bored. Methods: Drawing on stimulus-organism-response framework, this paper explores how technical cues and situational cues affect impulse buying behavior in social commerce applications and the mediating impact of consumer-perceived values. Data were gathered from 395 respondents who frequently utilize and have shopping experience on social commerce applications. The PLS-SEM and fsQCA were applied to formulate and test the proposed hypotheses. Results: The results of PLS-SEM reveal technical cues (ease of use, visual appeal and security) and situational cues (passing time and serendipity) positively influenced impulse buying. The results of fsQCA offer six solutions of different combinations of constructs which can lead to high impulse buying. Discussion: These findings may extend existing research on impulse buying behavior and consumer psychology, offering valuable insights for marketers. They also point towards strategies for more effectively encouraging impulse purchase in digital retail environments, particularly among consumers who are browsing out of boredom. [ABSTRACT FROM AUTHOR]

Social networking sites (SNSs) are popular platforms for people to share and exchange information, especially for the millennial generation. This research uses Hong Kong as a case to study millennials' SNS usage behavior and the impact of online key opinion leaders' (KOLs) reviews on millennials' restaurant visit intention. Using a mixed method, this study first develops a KOLs online presentation framework, then investigates the relative importance of different elements in a restaurant review on buying intention. The findings reveal that Instagram, Facebook and YouTube are the top three most popular SNSs used by millennials in Hong Kong. In restaurant reviews posted by KOLs, photos of food and ambiance, ratings and opinions on food quality, and price are found to exert a significant and positive impact on millennials' restaurant visit intention. This research not only extends the study of online opinion leadership in the context of hospitality, but also provides practical recommendations for hotel and restaurant managers. [ABSTRACT FROM AUTHOR]

Drawing on social comparison theory, this study investigates the associations between social comparison to influencers on social media and impulsive purchase behavior, through the mediating effect of anxiety and social media addiction. Data from 296 U.S. consumers were collected through an online survey. The findings show that negative social comparison to the image presented by influencers is positively associated with consumers' impulse buying. Furthermore, anxiety and social media addiction mediated the impact of social comparison on purchase intention. Theoretical and practical contributions are discussed. [ABSTRACT FROM AUTHOR]

AbstractWith the increasing use of social media and the proliferation of digital applications, dark patterns have become a significant concern due to their potential impact on user behavior. These patterns aim to influence user engagement and impulse buying in ways that are often subtle and undesired. Despite the importance of this issue, there is a lack of research examining the effects of dark patterns on engagement and impulse buying behavior, particularly in the Middle East. This study investigates key factors associated with dark patterns on social media that impact user engagement and influence impulse buying behavior. A Google Forms survey was conducted with 492 participants from PSUT in Jordan, and SEM was employed for hypothesis testing. The study found that time, effort, pleasure, and social acceptance significantly positively influence user engagement, while non-routine behavior exerts a negative influence. Furthermore, engagement demonstrated a significant positive effect on impulse buying behavior. Marketers should prioritize genuine connections and ethical practices to maintain trust and respect user autonomy. Dark patterns can erode trust and harm long-term relationships, emphasizing the need for transparency, social proof, and ethical data handling. This research addresses a significant gap in understanding the influence of dark patterns on consumer behavior. [ABSTRACT FROM AUTHOR]

Introduction: With the rise of social media and web technologies, users are increasingly spending time on browsing and purchasing on social commerce, particularly during idle moments of casual scrolling. Social commerce applications with sophisticated social features and security measures may tend to attract a significant number of highly engaged users. The purpose of this study is to find out whether customers will be interested in the content posted on the applications and generate impulse consumption when they are bored. Methods: Drawing on stimulus-organism-response framework, this paper explores how technical cues and situational cues affect impulse buying behavior in social commerce applications and the mediating impact of consumer- perceived values. Data were gathered from 395 respondents who frequently utilize and have shopping experience on social commerce applications. The PLS-SEM and fsQCA were applied to formulate and test the proposed hypotheses. Results: The results of PLS-SEM reveal technical cues (ease of use, visual appeal and security) and situational cues (passing time and serendipity) positively influenced impulse buying. The results of fsQCA offer six solutions of different combinations of constructs which can lead to high impulse buying. Discussion: These findings may extend existing research on impulse buying behavior and consumer psychology, offering valuable insights for marketers. They also point towards strategies for more effectively encouraging impulse purchase in digital retail environments, particularly among consumers who are browsing out of boredom. [ABSTRACT FROM AUTHOR]

This study examined the influences of human–human interaction on impulse-buying intention in live commerce through swift guanxi and trust. To further clarify its impact, gamification was also incorporated into the proposed model. We adopted a quantitative methodology involving online questionnaires distributed to 742 Vietnamese consumers with previous live commerce purchasing experience. Data analysis was performed using structural equation modeling, and the results suggested that in live commerce contexts, entertainment and responsiveness positively impacted swift guanxi, whereas personalization had no such effect. Mutuality and social contagion were identified as crucial elements for fostering trust in co-viewers in viewer–viewer interactions. Additionally, the findings validated the influence of gamification on three model components: entertainment, swift guanxi, and impulse-buying intention. These findings can aid live commerce vendors and streamers in implementing effective live sessions that foster participants' intentions to make impulsive purchases. Furthermore, this study deepens the understanding of swift guanxi and trust in the live commerce sector. Finally, the integration of gamification contributes to the current understanding of its influence in e-commerce studies in general and in live commerce studies in particular. [ABSTRACT FROM AUTHOR]

We investigate the widespread yet under-researched social phenomenon of willingness to pay a premium (WTPP) for souvenirs. In contrast to the existing research in the field of travel overspending, which overemphasizes impulsive purchases, our research reveals that this consumer behaviour is a rational choice, not just an impulsive one. Twenty-one semi-structured in-depth interviews were used to collect data for this exploratory study adopting the open-ended method of grounded theory. Based on the framework of the tourist experience, a theoretical model of WTPP for souvenirs is presented in this research. Hedonism, autobiographical memory arousal, affective arousal, authenticity, and symbolic meaning are the primary elements. The conclusion is of crucial importance to destination management; enterprises can cater to the psychology of consumers to achieve the greatest financial benefits. [ABSTRACT FROM AUTHOR]

This research examines factors influencing consumers' impulse buying behavior in social commerce. This study adopts a quantitative approach. The research was conducted in Indonesia. The research population is TikTok app users who frequently use the TikTok Shop feature. This study reports the responses of 303 respondents using non-probability and purposive sampling techniques. Data were primarily gathered through self-reported online questionnaires. Partial Least Square (PLS) was then used to test the hypothesized relationships. This study's results indicate that social interactions, parasocial relationships with digital celebrities, and sale proneness are proven to influence the urge to buy impulsively, resulting in impulse buying behavior. Our study highlights the importance of online social interaction, parasocial relationships with digital celebrities, and sale proneness in influencing the urge to buy impulsively, resulting in impulse buying behavior. To our knowledge, this study is the first to find what caused impulse buying in social commerce in Indonesia. Almost no previous research has examined sale proneness as a moderating role, especially in developing countries. Social commerce must focus on creating a conducive buying and selling environment in social commerce, creating healthy price competition with conventional business actors and MSMEs, limiting and preventing market monopoly, and limiting or even prohibiting the sale of cheap products originating from China. [ABSTRACT FROM AUTHOR]

Consumer impulsive purchasing is very common, especially in the livestream selling where they are influenced by policies such as low prices, limited time, and limited quantity. This behavior can increase a firm's sales, but it also leads to higher return rates. Considering consumer impulse purchase, this paper conducts an analytical model to investigate the conditions for a firm to introduce a livestream channel and whether the firm should adopt a low or moderate livestream price strategy when introducing a livestream channel. Our results show that, when return processing cost is small enough, the firm benefits from the livestream strategies as long as the streamer's fan effect is larger than a threshold. Specifically, a firm prefers to adopt the low livestream price strategy when cooperating with a large fan effect streamer and a moderate livestream price strategy with a small fan effect streamer. However, when return processing cost is large, the low livestream price strategy cannot be the dominant strategy. Furthermore, we make several extensions (i.e., different impulse utility on different livestream price, impact of positive impulse utility of low impulsive consumers, different online return rates of different types of consumers, the costs of introducing the livestream channel, and consumer return processing cost) to verify the robustness of the model, and the main conclusions remain unchanged. These results provide guidance for firms on the introduction of livestream channel and pricing decisions of different channels. [ABSTRACT FROM AUTHOR]

Our article aims to investigate the factors, precisely motives for TikTok use, perceived ad intrusiveness, attitude toward advertising, ad credibility, ad value, and online flow experience, driving buying impulsiveness among Generation Z users on TikTok. We developed and analyzed a theoretical model using SmartPLS. We used a quantitative-based approach to collect data by surveying a convenience sample of 2406 online questionnaires. The results indicate that motives for TikTok use negatively affect perceived ad intrusiveness while positively affecting the online flow experience and ad credibility. Attitude towards advertising negatively impacts perceived ad intrusiveness, while attitude towards advertising positively influences ad credibility and value. Furthermore, ad credibility has a positive impact on ad value, which, in turn, positively influences online impulse buying. As such, adapted ad content leads to a positive attitude toward advertising, creating an optimal experience on the platform and a positive perception of ads regarding credibility and value. [ABSTRACT FROM AUTHOR]

Serendipity-oriented recommendation systems have been widely applied in major e-commerce and social platforms. Platform managers aim to enhance user satisfaction and increase platform sales by creating serendipitous encounters with information. Previous research has shown that the unexpectedness of encountering product information in serendipity-oriented recommendation systems can effectively stimulate positive emotions in customers, resulting in unplanned purchases, such as impulse buying. However, little research has focused on another critical aspect of encountering product information: perceived value. Our study suggests that encountering product information can positively affect the intention to purchase planned products (focal products) based on their perceived value. To explore this, we conducted three experiments and found that: (1) encountering product information positively influences planned product purchase intention (e.g., reduced decision-making time, improved focal product purchase intention), compared to the absence of encountering product information (precision-oriented recommendation systems); (2) this effect is mediated by customer inspiration; and (3) the characteristics of recommendation system strategies can moderate this effect. Specifically, when the strategy features exhibit a low level of explainability, the impact of encountering product information on customer inspiration and purchase intention is more significant than when a high level of explainability is presented. [ABSTRACT FROM AUTHOR]

The digital era has significantly transformed the behavior of Indonesian consumers, particularly with the emergence of shopping trends through live streaming on e-commerce platforms. This study investigates the influence of the Big Five personality traits, financial perception, and external factors on the tendency for impulsive buying during live streaming. By integrating theories from consumer behavior and psychology, this research explores how self-control, money availability, economic well-being, time pressure, and sales promotions affect the tendency for impulsive buying. Using an online survey distributed among Indonesian consumers, this study provides insights into how these factors interact in the context of digital shopping during live streaming purchases. The findings aim to help e-commerce businesses optimize their sales strategies and offer recommendations to enhance consumer satisfaction. The results show a negative influence between self-control and the tendency for impulsive buying, with conscientiousness and extraversion personality traits showing significant effects on impulsive buying. The perception of money availability has a positive influence on the tendency for impulsive buying. From an external factors perspective, sales promotions positively influence purchase intentions, while time pressure negatively affects buying intentions or the tendency for impulsive buying. These insights aim to assist digital marketers and e-commerce businesses in optimizing their sales strategies and improving consumer satisfaction. [ABSTRACT FROM AUTHOR]

While previous studies have examined the influence of store atmospherics and social factors independently, limited research has investigated their synergistic impacts across cultures. In particular, the interactions between ambient scents, companionship influences, and cross-cultural shopping customs remain underexplored. Therefore, this study investigates how ambient scents influence retail shopping behaviors with a companion across cultures. Data were collected via surveys administered to customers in Polish and Indian shopping malls (N = 579), examining the impact of detected fragrances on time spent, money spent, purchase decisions, cognitive responses, and attitudes. Shopping with a companion in a scented environment has a more positive influence on time spent, money spent and impulse purchases in India than in Poland. There is no difference between these two cultures regarding cognitive responses to a scented retail environment, but there are significant differences for attitudinal responses and repurchase intentions. We found a positive association between the consumer rating of the shopping environment in terms of the ambient scent and the amount of money spent in India, but not in Poland. Theoretical and practical implications are discussed for optimizing atmospheric design according to cultural customs around shopping companionships. [ABSTRACT FROM AUTHOR]

The purpose of this study was to explore the motivations and contexts that prompt consumers' impulse self‐gifting behaviors (ISGB). A thematic analysis of interview data collected from 20 consumers revealed that motivations for ISGB were prompted by specific contexts and that attempts to avoid ISGB through self‐control were typical among the participants. Mood states and marketing promotions also emerged as contexts prompting ISGB. Findings were viewed through the conceptual lens of stimulus‐organism‐response to frame the experience of ISGB as a process. This study expands the literature by considering the implications of impulse purchasing for self‐gifting and offering strategic insights for practitioners. [ABSTRACT FROM AUTHOR]

With the proliferation of live streaming commerce, there is growing evidence that impulse buying within a live shopping context is occurring. In consideration of the interactive nature of live streaming commerce, this paper proposes an interaction–immersion model to investigate factors affecting impulse buying behaviour. The proposed research model assesses the effects of different kinds of interaction (the person–environment interaction, the para-social interaction with streamers, the para-social interaction with other participants) on interaction immersion, and the subsequent response, i.e., impulse buying behaviour of customers. The proposed model is validated using survey data from 358 users of live shopping. The results show that the three dimensions of interaction have positive and significant effects on customers' interaction immersion, which can affect impulse buying behaviour positively and significantly. Also, streamer attractiveness can positively moderate the effect of interaction immersion on impulse buying behaviour. These findings highlight the vital role of interaction and immersion in encouraging impulse buying behaviour, which can shed light on the design of a better live shopping platform and marketing strategies of sellers. [ABSTRACT FROM AUTHOR]

Online Behavioral Advertising (OBA), a recently emerging format of internet advertising, targets users based on their past online behaviors. This study examines the impact of OBA on consumer attitudes and impulse buying behavior, while exploring the moderating influence of privacy concerns, a crucial factor given that OBA relies on personal data collection. To test our conceptual model, we conducted surveys in Korea and France, to further analyze the potential cultural distinctions. Our findings, derived from a series of linear regression models, reveal that OBA significantly affects consumers' impulse buying, with this effect mediated by consumers' attitudes toward OBA. Moreover, consumers' privacy concerns weaken the positive effect of OBA on attitudes. Notably, we observe significant cultural differences, with these effects primarily manifesting in the Korean sample. Our study provides valuable insights for creating effective online advertising strategies that contribute to consumers' purchase funnel, ultimately leading to purchases, while addressing privacy concerns and cultural variations.

Consumer behavior study has become relevant in the present marketing and sociology studies. Several characteristics, specificities, and factors influence the customer, especially the woman in her decision-making process, preferences, buying behavior, the products she buys, and the stores or retailers where she goes. In addition, the cognitive dissonance theory is mostly used to explain consumer behavior, focusing on the dilemmas faced during various stages of purchasing behavior. Hence, the study aims to investigate the state of cognitive dissonance after a buying decision was made for Tunisian women. Specifically, it provides an overview of the decision-making patterns of women and the stage of their reaction after the buying process according to their psychographic, socioeconomic, and behavioral characteristics. For this research, a quantitative survey was used as a method to collect primary data in Tunisia from 402 women. This questionnaire was conducted among the women who had recently purchased a luxury apparel product. A multidimensional scale was used to measure the magnitude of dissonance for females, besides two other constructs were additionally added which are the impulsive buying and the purchasing decision involvement. The results show that there is no significant difference in the levels of cognitive dissonance due to demographic factors such as age, marital status, and employee status for all women, while it had a positive bearing on emotional dissonance amongst all women. There is also no significant effect for the impulse buying and the purchase decision on post-purchase dissonance. The findings of this research indicate that most of the women were satisfied with their last purchases and therefore, the level of cognitive dissonance is low. Hence, one key aim of this research is to demonstrate the harmony within cognitive and behavioral systems that can be adjudged as a part of the human condition.

In recent years, live streaming commerce has shown a spurt of development and become a new economic development windfall. However, research on live streaming is limited, and most studies lack a delineation of the specific content of live streaming and an examination of the internal states of consumers. Considering the intra-individual differences of consumers, this paper proposed moderated moderated-mediation model that includes an ego depletion state as the first moderator and Impulse Buying Tendency (IBT) as the second moderator of the relationship between hedonic value and purchase intention via attitude. The findings tested by a field experiment with the dual-task paradigm, suggest that high hedonic live streaming drives a more positive attitude and a stronger purchase intention. Moreover, when consumers are in a state of ego depletion, this drive is more pronounced and consumers with high IBT enhance the influence of ego depletion. Based on these results, theoretical and managerial implications are discussed. [ABSTRACT FROM AUTHOR]

Although social commerce induces consumers' impulse purchase behavior, no work has been done to examine the impacts of different uses of social commerce on online impulse purchase and their influencing mechanisms. Grounded on the stimulus-organism-response theory, this study explored the relationships between cognitive use (CU), hedonic use (HU), and social use (SU) of social commerce (SC) and online impulse purchase (OIP) and technostress (TS), with mediating effect of social capital and information overload (IO). Non-probability purposive samples of 693 respondents were collected via a questionnaire survey in different provinces of China, and the data were scrutinized with Smart Partial Least Squares (SmartPLS). The results reveal that SU, CU, and HU positively affect social bridging (SBR), social bonding (SBO), and IO. Furthermore, SBR and SBO positively influence OIP, but SBO negatively influences TS. Moreover, IO positively influences TS but negatively influences OIP. Additionally, TS hurts OIP. This is the first study that incorporated different uses of social commerce (i.e., SU, CU, and HU) and investigated their positive and adverse effects on OIP. The study helps understand SC uses' influencing mechanisms on customers' OIP. The results show the positive role of social capital (i.e., SBR and SBO) in enhancing OIP. It also shows that improper and uncontrolled use of SC could lead to stress or switching behavior. The research also offers guidelines for managers to grow more constructive tactics for promoting consumers' impulse purchases. [ABSTRACT FROM AUTHOR]

This study aimed to analyze the impact of paid click advertising on online purchasing behavior, assess the significant influence of perceived risk on online purchasing behavior, and investigate the indirect effect of paid click advertising and perceived risk on online impulse purchases, with a subsequent examination of how online impulse purchases directly impact consumer emotional intelligence. The population in this study are all people who have recorded experience using QRIS payments in the city of Rantauprapat as a payment method and the sample size used is 150 respondents. The data tested model uses the SEM-PLS (Partial Least Square) structural equation technique using Smart-PLS 4.0 software, within the framework of quantitative descriptive research methodology.. Based on the results of research and discussion, the findings of this study are as follows: first, The majority of respondents reported experiencing impulsive buying, primarily influenced by online advertisements viewed through smartphone applications, with 58 individuals (38.7%) attributing their online shopping behavior to this factor. Second, the results of the study partially show that paid click advertising and perceived risk have a positive and significant effect on online purchasing behavior and impulsive buying online. Third, partially that online purchasing behavior has a positive and significant effect on impulsive buying online. Finally, partially impulsive buying online has a positive and significant effect on emotional intelligence [ABSTRACT FROM AUTHOR]

The advent of the Internet has led to the growth of e-commerce; this also increases the triggers for impulse buying for vulnerable individuals. The aim of the present research is to investigate the role of alexithymia, dissociation, and average annual income on compulsive shopping, both online and on-site. A sample of 310 participants (Mage = 31.86 years, SD = 11.985) completed an online survey. Data were analyzed by implementing mediation and moderation analyses. As expected, a significant mediation model involving alexithymia, dissociation, and general compulsive shopping emerged. Furthermore, dissociation mediated the relationship between alexithymia and compulsive online shopping as assumed, with a moderation of average annual income such that as purchasing power declined, the effect of the dissociation on problematic online shopping behavior increased. Such findings suggest focusing therapeutic interventions for problematic shopping behavior on alexithymia and dissociation, and may orient preventive activities in specific populations (i.e., disadvantaged economic classes). [ABSTRACT FROM AUTHOR]

The paper aims to empirically investigate the role of price-related marketing stimuli and the visual appeal of the user interface (UI) on online impulse buying. The mediating effects of cognitive and affective components, which are influenced by price-related and visual-appeal UI, on online impulse buying are checked. A survey-based research design was employed by floating the structured questionnaire among 370 respondents in both online and offline modes. These responses were further analyzed using covariance-based structural equation modeling (SEM) and AMOS software. The result of the study indicated that affective shopping behavior, visual appeal of the website, and cognitive shopping behavior significantly influence online impulsive buying compared to price-related stimuli. Though the direct effect of price-related stimuli on online shopping is insignificant, its indirect effect via affective shopping behavior is highly significant. Meanwhile, the website's visual appeal, directly and indirectly, affects online shopping behavior. It was also found that affective shopping behavior fully mediates between price-related marketing stimuli and online impulsive buying. In contrast, cognitive shopping behavior is partially mediated by the visual appeal of UI and online impulsive buying. The research results direct that people may engage in online impulsive buying mainly due to affective shopping behavior and the visual appeal of the UI, but at the same time, they are equally price conscious. [ABSTRACT FROM AUTHOR]

This study aims to analyze and prove the influence of Self-Concept, Copywriting, Sales Promotion on Impulse Buying both partially and simultaneously, as well as the influence of Self-Concept, Copywriting, Sales Promotion, Impulse Buying on Repurchase Intention both partially and simultaneously. The research method used in this study is a descriptive survey method and an explanatory survey with a sample size of 394 respondents, and the data analysis method used is SEM (Structural Equation Modelling). Based on the results of the study, the following findings were obtained, namely Self-Concept has a positive and significant effect on Impulse Buying. Copywriting has a positive and significant effect on Impulse Buying. Sales Promotion has a positive and significant effect on Impulse Buying. Self-Concept, Copywriting and Sales Promotion together have a positive and significant effect on Impulse Buying with a contribution of 85%. However, when viewed partially, selfcocept has a dominant influence on Impulse Buying. Self-Concept has a positive but not significant effect on Repurchase Intention, Impulse Buying has a positive and significant effect on Repurchase Intention, Sales Promotion has a positive and significant effect on Repurchase Intention, Impulse Buying has a positive and significant effect on Repurchase Intention. Self-Concept, Copywriting, Sales Promotion and Impulse Buying together have a positive and significant effect on Repurchase Intention with a contribution of 80%. However, when viewed partially, Sales Promotion most dominantly affects Repurchase Intention. Also for Self-Concept, Copywriting and Sales Promotion, Impulse Buying has a role as partial mediating to Repurchase Intention. This research found and proved that to increase Impulse Buying and Repurchase Intention, it is necessary to create advertisements that can affect the Self-Concept of generation Z and also improve Sales Promotion programs. [ABSTRACT FROM AUTHOR]

This research uses a quantitative approach with an associative type, namely the research tries to explain the relationship between variables. The type of data used is primary data, which is data that is sourced or managed directly by researchers. Data collection in this research was carried out through a questionnaire using Google-form. The sample in this study was individuals who had shopped online at Shopee with a minimum age of 17 years. Determination of the sample size is based on that sampling must be at least 5-10 times the number of questionnaires. This research uses a Structural Equation Model (SEM) approach with a measurement model using the Smart PLS version 3.2.9 program. Furthermore, the research results show that functionality components and experimental marketing have a significant positive effect on attitudinal loyalty, while psychological components have no effect on attitudinal loyalty. Furthermore, attitudinal loyalty is proven to have a significant positive effect on impulsive buying. However, self-control cannot moderate the influence of attitudinal loyalty on impulsive buying. [ABSTRACT FROM AUTHOR]

Purpose: This study investigates how price perception and scarcity persuasion affect impulsive purchases in mobile apps. The study intends to shed light on these variables' effects on customer behaviour and decision-making. The results will provide information on how to optimize mobile app strategies to increase user engagement and boost revenue. Practical Implication-Providing mobile app developers with strategies to leverage scarcity persuasion and manage price perception effectively. By understanding these dynamics, developers can design compelling user experiences that boost impulse purchases and increase revenue. Additionally, insights from this study can inform targeted marketing efforts to enhance overall consumer engagement. Social Implication-This research highlights how scarcity persuasion and price perception in mobile apps can influence consumer behavior, potentially leading to increased spending and financial stress. It underscores the need for ethical design practices to ensure that these tactics do not exploit vulnerable users. Originality and Value-This study is unique in that it focuses on the interaction--a field that has not received much attention--between scarcity persuasion and price perception, particularly in mobile apps. Its significance rests in its new insights, which developers and marketers may use to craft more ethical and successful impulse buy tactics. [ABSTRACT FROM AUTHOR]

Widening the dominant lens of economic utility as the raison d’etre of lottery purchase, this study introduces experiential values to investigate why the category of scratching off lottery tickets has been fervently savoured by China’s younger generations since the midst of the Covid pandemic. The research variables of time scarcity, non-impulse buying and expenditure on lottery are also factored in the research model to account for the crucial cognitive and conative influences and consequences hereby evoked. Structural modelling outcomes uncover the multiplicity of experiential values constituted by fun, surprise, social interactions and engagement facets, together with full mediating effects of time scarcity and mitigating impacts of lottery expenditure in the positive co-relationships between experiential values and non-impulse buying tendencies. Therefore，this study has convincingly confirmed the fever over scratch-off lottery tickets as the co-product of the endogenous psychological states of the young Chinese lottery buyers at their present life stages，and their subtle internalisations of current economic and social contexts at large. This study also provides empirical suggestions on leveraging lottery leisure experiences and optimising their economic, social and cultural ramifications at large. [ABSTRACT FROM AUTHOR]

The surge in digital platforms has revolutionized how consumers purchase, favoring online shopping. Despite its popularity, customer loyalty in this sphere requires enhancement. Companies are striving to augment loyalty and repurchase intention among consumers. However, the factors driving repurchase intention through shopping well-being in the online context, particularly in Vietnam, remain incompletely understood. This study examines shopping value components, including utilitarian and hedonic values, while exploring their relationships with customer trust and impulsive buying, influencing repurchase intention through customer's shopping well-being on digital platforms. Employing a mixed-method approach, the study conducts qualitative interviews with online shoppers, marketers, and researchers to refine assessment scales for the Vietnamese context. A quantitative survey will gather data and use Covariance-based Structural Equation Modeling (CB-SEM) to test proposed hypotheses. In addition, the PRISMA model is applied in the systematic evaluation of literature reviews. This research offers a theoretical model for understanding consumer behavior in the Vietnamese online shopping landscape. Additionally, it furnishes valuable insights for digital platform sellers aiming to improve customers' repurchase intention by refining the shopping experience and well-being. [ABSTRACT FROM AUTHOR]

Introduction: Consumer food waste at the household level results from a complex set of behaviors depending on the local food environment, among other factors. This study mainly aimed at comparing food waste behaviors in the Cilento Bio-District with those recorded at the national level to explore if the organic district model had an impact on food waste attitude as a sustainability element. Methods: Household food waste behavior indicators performed better at the national level than in the Cilento Bio-District, with some relevant exceptions, such as the avoidance of having too much food at home and impulse buying. Results: The study results suggest that some food waste attitudes in the rural community of the Bio-District might be so embedded in everyday practices that they are no longer perceived as relevant descriptors, considering the lower food waste (FW) levels in Cilento compared to national data. The key findings of the study were interpreted for policy action development. Discussion: The overall priority of actions would be the enhancement of consumers' abilities to impact practices for food waste prevention. Community engagement aspects and the local products' promotion should be particularly pursued in the Cilento Bio-District, while broader policy actions were proposed at the national level with the involvement of the different sectors of the food chain and the proposition of regulatory aspects (e.g., labels). Future research on Cilento Bio-District characteristics and the comparison with national data would need a more comprehensive examination of additional factors affecting the food system, such as dietary patterns or organic product consumption, to understand their potential influence on food waste and, in general, the sustainability of food choices. [ABSTRACT FROM AUTHOR]

In light of prevailing technological advancements, online shopping has become increasingly prevalent. A well-designed webpage interface, particularly in terms of visual appeal, has the potential to evoke customer emotions such as pleasure and arousal, thereby stimulating impulse buying among consumers. In contrast to global brands, local web stores have faced challenges in devising strategies to cultivate an environment conducive to enhancing brand perception and encouraging impulsive buying behavior, specifically in the realm of online local brand retailing. Previous studies have primarily focused on customers’ cognitive perspectives, including privacy concerns, content sharing, and websites credibility. However, existing research has yet to provide a comprehensive framework for understanding customers’ online impulse buying behavior. Addressing these gaps, this study aims to investigate the effect of different web store stimuli on creating consumers’ brand perception of online web stores and its impact on customers’ impulsive buying behavior. Data was collected through purposive sampling, involving 423 users of different online local web stores. The results showed interesting findings with implications for both theory and practice. Specifically, environmental stimuli, such as ambience (lighting), assortment, forum fnac and helping staff, were found to significantly enhance the brand perception of local web store outlets, consequently boosting customers’ impulse buying behavior. [ABSTRACT FROM AUTHOR]

Copyright of Journal of Abant Social Sciences / Abant Sosyal Bilimler Dergisi is the property of Journal of Abant Social Sciences and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

Impulsive buying has been vigorously studied from different perspectives. In the science of Consumer Behavior, impulsive buying depicts a consumer's buying decision which is spontaneous and quick, quite often without the presence of any cognitive activity. Prior studies often observed how this impulsive buying is influenced by consumers' emotions, but only a few studies observe how Integral Emotions and Incidental Emotions influence the collective decision of impulsive buying and its emotional impact. Involving 100 respondents with prior experiences of impulsive buying, the data would then be analyzed using the Partial Leas Square-SEM after considering the ability of this statistical model to analyze data below 500 respondents. Results showed that there is a significant negative relationship between Incidental Emotion the impulsive buying, but a negative influence towards Integral Emotion on the impulsive buying decision. Besides that, there is a significant positive influence of impulsive buying towards the emotion afterward. [ABSTRACT FROM AUTHOR]

Copyright of Jurnal Ekonomi Manajemen Sistem Informasi (JEMSI) is the property of Dinasti Publisher and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

Impulsive purchasing behaviour is a situation where consumers make purchases without demanding consideration or forethought. This study investigated the factors which influenced this behaviour among Nepalese consumers during the COVID-19 pandemic. The study utilised a quantitative technique with descriptive and causal research design. It utilised a self-administered survey to collect data from 390 respondents living in metropolitan areas in Nepal. The study indicates three factors that led to impulsive buying behaviour during the pandemic: fear psychology, peer influence, and limited supply and availability of goods. The findings indicate that factors such as limited supply and availability of goods have a substantial influence on customers' inclination to make impulsive purchases. The study enhances the existing knowledge on consumer behaviour and crisis management by offering insights into the contextual factors that influence impulsive buying behaviour during a worldwide health crisis. [ABSTRACT FROM AUTHOR]

Impulsivity is a personality construct frequently employed to explain and predict important human behaviors. Major inconsistencies in its definition and measurement, however, have led some researchers to call for an outright rejection of impulsivity as a psychological construct. We address this highly unsatisfactory state with a large-scale, preregistered study (N = 1,676) in which each participant completed 48 measures of impulsivity derived from 10 self-report scales and 10 behavioral tasks and reported frequencies of seven impulsivity-related behaviors (e.g., impulsive buying and social media usage); a subsample (N = 196) then completed a retest session 3 mo later. We found that correlations between self-report measures were substantially higher than those between behavioral tasks and between self-report measures and behavioral tasks. Bifactor analysis of these measures exacted one general factor of impulsivity I, akin to the general intelligence factor g, and six specific factors. Factor I was related mainly to self-report measures, had high test-retest reliability, and could predict impulsivity-related behaviors better than existing measures. We further developed a scale named the adjustable impulsivity scale (AIMS) to measure I. AIMS possesses excellent psychometric properties that are largely retained in shorter versions and could predict impulsivity-related behaviors equally well as I. These findings collectively support impulsivity as a stable, measurable, and predictive trait, indicating that it may be too early to reject it as a valid and useful psychological construct. The bifactorial structure of impulsivity and AIMS, meanwhile, significantly advance the conceptualization and measurement of construct impulsivity. [ABSTRACT FROM AUTHOR]

Impulse Buying and the drivers of similar consumer behaviours have captured the interest of researchers for quite some time now. The construct was first explored in the context of offline or brick and mortar stores. However, with the growing popularity of online retail stores has led to the concept being included in studies on customer behaviour, specifically in the online context. In the current study, the researchers attempt to contribute to literature on customer behaviour in the online environment by exploring the relationship between E-Shopping Orientation, Trust and Impulsive Buying Behaviour. The focus of the currents study is the members of Generation Y. The scope was limited to this specific section, given that each generation differs from the other in terms of their behaviour, needs and drivers. While the direct impact of E-shopping Orientation on Impulsive Buying Behaviour was found to be not statistically significant, the indirect effect was found to be significant. This suggests that Trust fully mediates the relationship between E-Shopping Orientation and Impulsive Buying Behaviour. In addition to contributing to literature in the area of customer behaviour, the findings also add to our understanding of a major section of the Indian customer base. [ABSTRACT FROM AUTHOR]

The development of TikTok Shop has created a trend for interactive and easy online shopping. This has an impact on increasing impulse buying behavior, especially for skincare products. This research aims to determine the influence of live streaming, E-WOM, and discounts on impulse purchasing behavior for skincare products at the TikTok Shop. This research uses a quantitative approach with a causal design. The sampling technique used non-probability and purposive sampling with a total of 126 TikTok Shop users. The data obtained was analyzed using SmartPLS. The results of this research show that live streaming, EWOM, and discounts have a positive and significant influence on impulse purchases of skincare products at the TikTok Shop. Based on the findings of this research, sellers are advised to collaborate with influencers, develop a strong EWOM strategy, and implement discount strategies to maximize sales. [ABSTRACT FROM AUTHOR]

Consumer behavior study has become relevant in the present marketing and sociology studies. Several characteristics, specificities, and factors influence the customer, especially the woman in her decision-making process, preferences, buying behavior, the products she buys, and the stores or retailers where she goes. In addition, the cognitive dissonance theory is mostly used to explain consumer behavior, focusing on the dilemmas faced during various stages of purchasing behavior. Hence, the study aims to investigate the state of cognitive dissonance after a buying decision was made for Tunisian women. Specifically, it provides an overview of the decision-making patterns of women and the stage of their reaction after the buying process according to their psychographic, socioeconomic, and behavioral characteristics. For this research, a quantitative survey was used as a method to collect primary data in Tunisia from 402 women. This questionnaire was conducted among the women who had recently purchased a luxury apparel product. A multidimensional scale was used to measure the magnitude of dissonance for females, besides two other constructs were additionally added which are the impulsive buying and the purchasing decision involvement. The results show that there is no significant difference in the levels of cognitive dissonance due to demographic factors such as age, marital status, and employee status for all women, while it had a positive bearing on emotional dissonance amongst all women. There is also no significant effect for the impulse buying and the purchase decision on post-purchase dissonance. The findings of this research indicate that most of the women were satisfied with their last purchases and therefore, the level of cognitive dissonance is low. Hence, one key aim of this research is to demonstrate the harmony within cognitive and behavioral systems that can be adjudged as a part of the human condition. [ABSTRACT FROM AUTHOR]

Impulse purchases play a vital role in the sales revenue of shopping malls. This study utilized the Stimulus-Organism-Response framework to explore how shopping mall atmosphere stimulates consumer emotions, thereby impacting impulse purchase behavior. Structural equation modeling was employed for data analysis. The findings revealed that both positive and negative emotions can act as mediators in the process of forming impulse purchase behavior, albeit with distinct and sometimes antagonistic effects. This phenomenon is attributed to the differential impact of the service atmosphere on stimulating consumer emotions. Additionally, the study identified that only positive emotions can serve as mediators between spatial atmosphere and impulse purchases. In essence, stimuli in the shopping environment can influence consumer emotional responses, thereby prompting impulse purchase behavior. [ABSTRACT FROM AUTHOR]

We propose a monopoly and Stackelberg duopoly model for "new economy" markets—with a Beckerian S-shaped demand curve at its center—that allows for intermediate degrees of firm focality and consumer heterogeneity. Because of network externalities, firms compete for the dominant market share, rather than the marginal consumer. This leads to a type of limit pricing—from within, rather than from outside the market—where the nondominant firm captures a positive market share that serves as a consolation prize. We characterize how firms' technologies, "consumer impulses" (which might be influenced by past sales, defaults, or advertising), and network externalities affect competition, and derive implications for firm strategy. Broadly speaking, we find that the dominant firm should adopt an aggressive "top-dog" stance (akin to, but not identical to, that of a firm seeking to deter rival entry), whereas the nondominant firm should respond with an accommodating "puppy-dog" approach. This paper was accepted by Alfonso Gambardella, business strategy. Funding: R. Akerlof received financial support from the Institute for New Economic Thinking. [ABSTRACT FROM AUTHOR]

This study examined the determinants that impact Generation Z's impulsive purchasing of fashion products. Implementing Stimulus Organism Responses (SOR), the research model is structured as Structural Equation Modelling (SEM). External stimuli include Price Discounts and Store Environment, with Shopping Enjoyment mediating between Hedonic Shopping Motivation and these two factors. In total, 444 students between the ages of 18 and 22 participated. Form questionnaires were distributed to 30 WhatsApp group classes to collect the data. Hedonic shopping motivation, price discount, and store environment contribute to an enjoyable shopping experience, stimulating impulsive purchasing. The determinant influencing impulsive purchasing is the store atmosphere. Impulse buying behavior is carried out using the stimulus organism response (SOR) theory approach. One of the stimuli used in the research model, the online store atmosphere, is still not widely studied. [ABSTRACT FROM AUTHOR]

This research was conducted to ascertain the impact of Live shopping on the Tiktok platform and to determine the behavioral comparison between Millennials and Generation Z, with Tiktok Live Shopping as an independent variable. This study collects data online using quantitative methods surveys of customers who have shopped on the TikTok platform as objects. The data analysis used is a statistical test to determine the validity and reliability of and regression test to see the relationship between variables and an independent sample t-test to see the difference between Millennials and Gen Z. The outcomes demonstrated a strong and favorable influence between Tiktok Live shopping but there was no difference in influence between millennials and Gen Z.