The global crisis of COVID-19 pandemic has ravaged the world economy and healthcare, igniting much fear, panic, and uncertainty among billions of people. As lockdowns being implemented in many ...places, panic buying has emerged as a reliable feature of the Coronavirus outbreak. Therefore, it is of urgent needs to examine consumers' panic buying behaviors during COVID-19 to gain a better understanding of the phenomenon and to provide managerial insights for policy-makers and marketers alike. In this study, under the theoretical guidelines of the Stimuli-Organism-Response model and the Competitive Arousal model, we investigate how in the panic situation created by the pandemic, external stimuli such as Limited Quantity Scarcity (LQS) and Limited Time Scarcity (LTS) affect the emotional arousal among people, which in turn influences consumers’ impulsive and obsessive buying behaviors. This study is conducted in a multi-country setting including the U.S., China, India, and Pakistan. Online surveys were conducted during the peak time of pandemic. Our findings show that LQS and LTS significantly increase perceived arousal in consumers, which further leads to more impulsive and obsessive buying. In addition, our results also reveal that excessive social media use intensifies the relationship between scarcity messages and perceived arousal whereas the urge to buy impulsively moderates the relationship between perceived arousal and behavioral outcomes in all selected countries except for India. Theoretical and managerial implications are discussed in details.
•During the COVID-19, scarcity messages with limited quantity and time significantly developed perceived arousal.•During the COVID-19, perceived arousal has a significant positive relationship with impulsive and obsessive buying.•Excessive social media use is moderated the relationships between limited quantity & time scarcity and perceived arousal.•The relationships between perceived arousal and impulsive & obsessive buying is moderated by the urge to buy impulsively.
•Online consumers are both system users and impulse buyers for using e-stores.•A model is proposed with three issues, perceived risk, ECM, and flow state.•Perceived risk has a negative effect on ...perceived usefulness (PU) and satisfaction.•In ECM, e-store confirmation is important for link to PU and is not to satisfaction.•Flow state is an important concern for raising impulse buying behavior.
Since much online shopping is attributed to online impulse buying, it is important to define this particular shopping process. This process has three important issues, perceived risk for virtual stores as well as e-store design and psychological state for online shopping. This is because consumers are both system users and impulse buyers when shopping on e-stores. E-store design is based on the interaction of customers with e-stores and the expectation-confirmation model supports examination of this issue with a wide familiarity in IT use. Psychological state is emotional responses to the stimulus of products in e-stores and flow theory, with task skill and task challenge as precursors, is suitable for exploring this issue. Grounding on the three issues, this study proposes a new research model with these considerations to thoroughly examine the determinants of online impulse buying. Flow state and customer satisfaction also interact with each other. Empirical research shows an important link for the three defined issues of online impulse buying.
Background: Checkout areas in food stores can lead to impulse buying of predominantly unhealthy foods, contributing to an obesogenic environment. Berkeley and Perris, CA were the nation's first ...jurisdictions to enact healthy checkout ordinances that set nutritional standards at checkout We investigated how these ordinances came to fruition. Methods: Thematic analysis of semi-structured in-depth interviews with key informants involved in agenda setting and policy formulation. Respondents represented city council and non-governmental and community-based organizations (NGOs and CBOs). Results: The 11 Berkeley and 7 Perris respondents highlighted how their city's existing focus on food environments and community-led policy development were fundamental to gaining traction on healthy checkouts. A Berkeley city commission advising on soda tax revenue spending created institutional pressure to identify new food policies, while funding CBOs to use citizen science to craft local policy. CBOs played a similar role in Perris. Perris requires restaurants to default to healthy beverages in children's meals since 2017, which was adopted later by the state. In both cities, the pride of being food environment innovators combined with effective CBO outreach meant there was political commitment to persevere in policy refinement (i.e., eligible stores, checkout definition, and nutritional standards). CBOs also engaged stores to avert opposition. The ordinance was framed as a means of empowering people to make their own choices by protecting against impulse buying, e.g., "when doing groceries after a long day and your kid is screaming for candy," protecting children from predatory marketing, while emphasizing that noneligible products would still be available elsewhere in stores. Conclusions: Berkeley's and Perris' healthy checkout ordinances resulted from long-term political commitment to food environments and investment in and by CBOs who generated support by framing in a recognizable way, and worked on the laborious process of policy refinement.
Compulsive buying refers to a phenomenon that promotes excessive consumerism which may hurt the brands' reputation in the long run. This study examines the influence of actual and ideal ...self-congruence on brand attachment and two dimensions of compulsive buying behavior (i.e. impulsive and obsessive-compulsive buying). Based on a survey of 427 respondents, it is evident that self-congruence directly affects brand attachment, where actual self-congruence is a stronger predictor of brand attachment. Both actual and ideal self-congruence do not directly affect obsessive-compulsive buying. This indicates that brand attachment fully mediates the relationships. However, actual self-congruence directly affects impulsive buying but ideal self-congruence does not. This indicates that brand attachment partially mediates the relationship between actual self-congruence and impulsive buying and fully mediates the relationship between ideal self-congruence and impulsive buying. Interestingly, the direct effect of actual self-congruence on impulsive buying is negative. Academic and managerial implications of these findings are discussed.
•This study proposes that self-congruence could lead to negative behaviors (i.e. impulsive and obsessive compulsive buying).•The results show which self-congruence is a better predictor of brand attachment.•The results show the mechanism on how brand attachment operates between self-congruence and the two negative behaviors.
•Task-related features affect perceived usefulness.•Mood-related features affect perceived enjoyment.•Social-relevant features determine users’ parasocial interaction (PSI).•PSI affects impulse ...buying tendency.•Perceived enjoyment and impulse buying tendency affect urge to buy impulsively.
Social commerce, a recent branch of e-commerce, has made the experience of consumers on social commerce platform (SCP) different from other contexts, as the consumers have social interactions with each other. Growing evidence also shows that consumers on these platforms are prone to impulse buying behavior owing to the social interactions. However, existing research on online impulse buying was limited when illustrating the behavior of consumers on SCPs as social relationship constructs were not included. New theoretical developments are needed in regard to fill the research gap. In this research, parasocial interaction (PSI) theory is introduced in this research to examine the influence of social relationship factors on the formation of impulse buying behavior. An empirical research has been conducted on Mogujie (www.mogujie.com), one of the most popular image-sharing SCPs in China. Results indicate that PSI exerts an impact on impulse buying tendency, the social-relevant features of the SCP determine PSI, and perceived usefulness and PSI both significantly affect perceived enjoyment. In addition, consumers’ perceived enjoyment and impulse buying tendencies significantly affect their urge to buy impulsively. The implications, limitations, and discussions are provided.
Subjects with buying-shopping disorder (BSD) continue to buy offline as well as online despite negative consequences. Previous studies indicate that subjects with BSD show cue-reactivity and craving ...when exposed to shopping cues and have problems in long-term advantageous decision-making. The current study aimed at investigating the effect of online-shopping cues on decision-making, and whether addiction-relevant concepts such as cue-reactivity/craving and the symptom severity of BSD are related to decision-making.
A non-clinical sample of 57 participants played a version of the modified Iowa Gambling Task (IGT), with online-shopping-related pictures shown either on the advantageous decks or on the disadvantageous decks (with control pictures on the opposing ones). Symptom severity of online-BSD and the craving to buy were assessed using questionnaires. In addition, the online-shopping pictures were rated concerning arousal, valence, and urge to buy.
The participants who played the IGT with the online-shopping pictures displayed on the disadvantageous decks performed significantly poorer than the other group with online-shopping pictures on the advantageous decks. The between-group differences were moderated by craving reactions and the symptom severity of online-BSD: When online-shopping pictures were displayed on the disadvantageous decks, this only interfered with IGT performance in participants who had high craving reactions towards shopping cues and/or high symptom severity of online-BSD.
Results indicate that exposure to online-shopping cues interferes with advantageous decision-making, especially in individuals with craving reactions and high symptoms of online-BSD. Results contribute to the question of why some people continue to buy despite negative consequences.
•Exposure to online-shopping cues interferes with decision-making abilities.•Interference is strong in participants responding strongly to shopping cues.•Strong Interference occur in participants with high buying-disorder symptoms.•Results help to explain recurrent buying episodes despite negative consequences.
•This study provides an updated systematic review of impulsive buying.•Findings identify possible antecedents and consequences of impulsive purchase.•Future directions for research (i.e., topic, ...context, methodology) are suggested.
•Portability, visual appeal and interpersonal influence are key situation factors affecting consumers’ urge to buy impulsively.•Hedonic browsing has a significant influence on consumers’ urge to buy ...impulsively.•Utilitarian browsing has an indirect influence on urge to buy impulsively via hedonic browsing.
Growing evidence shows that mobile commerce will increase consumers’ impulse buying behavior. However, existing study examining the impact factors on individuals’ impulse buying in mobile commerce is limited. Drawing on stimulus-organism-response (S-O-R) paradigm, this study focuses on situation factors and reaction factors in mobile commerce to examine impulse buying. Building on prior literature of browsing and motivation theory, this study views hedonic browsing and utilitarian browsing as two key drivers on impulse buying in mobile commerce. This study adopts partial least squares estimation to analyze the data obtained from an online questionnaire. Two main findings emerge. First, three situation factors (portability, visual appeal and interpersonal influence) differently affect hedonic browsing and utilitarian browsing. Second, hedonic browsing directly and positively influences consumers’ urge to buy impulsively, whereas utilitarian browsing indirectly influences consumers’ urge to buy impulsively through hedonic browsing. Discussions, limitations, and implications are also presented in the paper.
A meta-analysis of consumer impulse buying Amos, Clinton; Holmes, Gary R.; Keneson, William C.
Journal of retailing and consumer services,
March 2014, 2014-03-00, Letnik:
21, Številka:
2
Journal Article
Recenzirano
This study provides a meta-analysis of the impulse buying literature and examines common antecedents for impulse buying behavior. An exploration of the impulse buying literature results in the ...establishment of three overarching constructs used as independent variables: dispositional, situational, and sociodemographic variables. The Kruskal–Wallis test was used to assess which variables are shown to have the strongest effect on impulse buying and suggest that the dispositional/situational interaction variables have the strongest relationship with impulse buying followed by dispositional, situational, and sociodemographic main effects, respectively. Specific dispositional, situational, and sociodemographic constructs are explored further along with moderating effects. Implications of the findings are discussed.
•A meta-analysis of the impulse buying literature is conducted and includes 63 articles.•The effects of 17 antecedents of impulse buying are examined.•The prominence of impulse buying tendency/trait is confirmed.•Substantive and methodological moderators of impulse buying are examined.
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