This article examines how variables including individual difference, shopping environment and emotional response affect impulsive purchase and subsequently actual purchase. We operationalized impulse buying tendency to measure individual difference, pleasure to measure emotional response, three constructs—including information quality, perceived trust and usage of interactive features—to measure shopping environment, urge to buy impulsively to measure impulsive purchase, and intention to purchase to measure actual purchase. To examine the proposed hypotheses, a survey of 115 undergraduate students was conducted. The results show that website’s information quality and customer’s usage of interactive features can affect their impulsive purchase behaviour. This finding contributes towards the understanding of impulsive e-shopping and also suggests useful implications for practice and research.
@adtech (1991). Security: The main on-line shopping deterrent. 2005, Retrieved 3February2005, from http://www.nua.ie/surveys/index.cgi?f=VS&art_id=905355401&rel=true
2.
AbrahamsB. (1997). It’s all in the mind. Marketing,27, 31–33.
3.
AdelaarT.ChangS.LancendorferK.M.LeeB.MorimotoM. (2003). Effects of media formats on emotions and impulse buying intent. Journal of Information Technology,18(4), 247–266.
4.
Angus Reid Group (2000). Shopping all over the world. Retrieved 15March2001, from http://www.nua.ie/surveys/index.cgi?f=VS&art_id=905355830&rel=tru
5.
AraujoI. (2003). Developing trust in internet commerce. Paper presented at the Proceedings of the 2003 conference of the Centre for Advanced Studies on Collaborative research.
6.
ArnoldM.J.ReynoldsK.E.PonderN.LuegJ.E. (2005). Customer delight in a retail context: investigating delightful and terrible shopping experiences. Journal of Business Research,58(8), 1132–1145.
7.
BayleyG.NancarrowC. (1998). Impulse purchasing: A qualitative exploration of the phenomenon. Qualitative Market Research: An International Journal,1(2), 99–114.
8.
BeattyS.E.FerrellM.E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing,74(2), 169–191.
9.
BellengerD.N.RobertsonD.H.HirschmanE.C. (1978). Impulse buying varies by product. Journal of Advertising Research,18(6), 15–18.
10.
BitnerM.J.BoomsB.H.TetreaultM.S. (1990). The service encounter: Diagnosing favourable and unfavourable incidents. The Journal of Marketing,54(1), 71–84. http://dx.doi.org/10.2307/1252174
11.
BlochP.H.RidgwayN.M.SherrellD.L. (1989). Extending the concept of shopping: An investigation of browsing activity. Journal of the Academy of Marketing Science,17(1), 13–21.
12.
BlochP.H.SherrellD.L.RidgwayN.M. (1986). Consumer search: An extended framework. Journal of Consumer Research,119–126.
13.
ChellappaR.K.PavlouP.A. (2002). Perceived information security, financial liability and consumer trust in electronic commerce transactions. Logistics Information Management,15(5/6), 358–368.
ChinW.W. (1998). The partial least squares approach to structural equation modeling. In MarcoulidesG.A. (ed.) Modern Methods for Business Research (pp. 295–336). Mahwah: Lawrence Erlbaum Associates.
16.
CobbC.J.HoyerW.D. (1986). Planned versus impulse purchase behaviour. Journal of Retailing,62(4), 67–81.
17.
CollaE.LapouleP. (2012). E-commerce: Exploring the critical success factors. International Journal of Retail & Distribution Management,40(11), 842–864.
18.
ConstantinidesE. (2004). Influencing the online consumer’s behaviour: The Web experience. Internet Research,14(2), 111–126.
19.
DardenW.R.BabinB.J. (1994). Exploring the concept of affective quality: Expanding the concept of retail personality. Journal of Business Research,29(2), 101–109.
20.
DholakiaN.XiaoJ.J.DholakiaR.R.MundorfN. (2000). The impact of retail ecommerce on transportation: A conceptual framework. Research Institute for Telecommunications and Information Marketing, Retrived 7November2012, from http://ritim.cba.uri.edu/wp2001/wpdone4/Transport-Retail-E-Commerce.pdf.
21.
DollW.J.TorkzadehG. (1988). The measurement of end-user computing satisfaction. MIS Quarterly,12(2), 259–274. http://dx.doi.org/10.2307/248851
22.
DonovanR.J.RossiterJ.R.MarcoolynG.NesdaleA. (1994). Store atmosphere and purchasing behaviour. Journal of Retailing,70(3), 283–294.
23.
DonovanR.J.RossiterJohn R.. (1982). Store Atmosphere: An Environmental Psychology Approach. Journal of Retailing,58(1), 34–57.
24.
DonthuN.GarciaA. (1999). The internet shopper. Journal of Advertising Research,39(3), 52–58.
25.
EngelJ.F.BlackwellR.D.KollatD.T. (1978). Consumer behaviour (3rd ed), Holt, NY: Rinehart and Winston, Inc.
26.
EppingerB.NystromL.E.CohenJ.D. (2012). Reduced sensitivity to immediate reward during decision-making in older than younger adults. PLoS ONE,7(5), e36953.
27.
FishbeinM.AjzenI. (1975). Belief, attitude, intention and behaviour: An introduction to theory and research. Reading, MA: Addison-Wesley.
28.
GardnerM.P.RookD.W. (1988). Effects of impulse purchases on consumers’ affective states. Advances in Consumer Research,15(1), 127–130.
29.
GefenD.KarahannaE.StraubD.W. (2003). Trust and TAM in online shopping: An integrated model. MIS Quarterly,27(1), 51–90.
30.
GeorgeD.MalleryP. (2000). SPSS for Windows: A simple guide and reference. Boston: Allyn & Bacon.
31.
GerbingD.W.AhadiS.A.PattonJ.H. (1987). Toward a conceptualization of impulsivity: Components across the behavioural and self-report domains. Multivariate Behavioural Research,22(3), 357–379.
32.
GrazioliS.JarvenpaaS. L. (2000). Perils of internet fraud: An empirical investigation of deception and trust with experienced internet consumers. Systems, Man and Cybernetics, Part A: Systems and Humans, IEEE Transactions on,30(4), 395–410.
33.
HaagS.CummingsM.DawkinsJ. (2004). Management information systems. Multimedia Systems,279, 280, 297–298.
34.
HassaneinK.HeadM. (2003). The impact of product type on website adoption constructs. Paper presented at the Proceedings of the Sixth International Conference on Electronic Commerce Research (ICECR 6), Dallas, Texas.
35.
HausmanA. (2000). A multi-method investigation of consumer motivations in impulse buying behaviour. Journal of Consumer Marketing,17(5), 403–426.
36.
HodgeR. (2004). Factors influencing impulse buying during an online purchase transaction.
37.
JarvenpaaS.L.TractinskyN.SaarinenL. (1999). Consumer trust in an internet store: A cross cultural validation. Journal of Computer Mediated Communication,5(2).
38.
Johnson-LairdP.N. (1989). The computer and the mind: An introduction to cognitive science. Fontana, London: Harvard University Press.
39.
JonesM.A.ReynoldsK.E.WeunS.BeattyS.E. (2003). The product-specific nature of impulse buying tendency. Journal of Business Research,56(7), 505–511.
40.
KacenJ.J.LeeJ.A. (2002). The influence of culture on consumer impulsive buying behaviour. Journal of Consumer Psychology,12(2), 163–176.
41.
KeenP.BallanceG.ChanS.SchrumpS. (1999). Electronic commerce relationships: Trust by design. Upper Saddle River, NJ: Prentice Hall PTR.
42.
KimJ.LaRoseR. (2004). Interactive E-commerce: Promoting consumer efficiency or impulsivity?Journal of Computer Mediated Communication,10(1).
43.
KimK.K.PrabhakarB. (2004). Initial trust and the adoption of B2C e-commerce: The case of internet banking. ACM SIGMIS database,35(2), 50–64.
44.
KimM.S.HunterJ.E. (1993). Relationships among attitudes, behavioural intentions and behaviour: A meta-analysis of past research, part 2. Communication Research,20(3), 331–364.
45.
KiranV.MajumdarM.KishoreK. (2012). Innovation in in-store promotions: Effects on consumer purchase decision. European Journal of Business and Management,4(9), 36–44.
KoufarisM. (2002). Applying the technology acceptance model and flow theory to online consumer behaviour. Information Systems Research,13(2), 205–223.
48.
LaRoseR. (2001). On the negative effects of E-commerce: A sociocognitive exploration of unregulated online buying. Journal of Computer Mediated Communication,6(3).
49.
LaRoseR.EastinM.S. (2002). Is online buying out of control? Electronic commerce and consumer self-regulation. Journal of Broadcasting & Electronic Media,46(4), 549–564.
50.
LeeP.M. (2002). Behavioural model of online purchasers in e-commerce environment. Electronic Commerce Research,2(1), 75–85.
51.
LewisJ.R. (1995). IBM computer usability satisfaction questionnaires: Psychometric evaluation and instructions for use. International Journal of Human Computer Interaction,7(1), 57–78.
52.
LinY.-H.ChenC.-Y. (2012). Adolescents’ impulse buying: Susceptibility to interpersonal influence and fear of negative evaluation. Social Behaviour and Personality: An International Journal,40(3), 353–358.
53.
MachleitK.A.ErogluS.A. (2000). Describing and measuring emotional response to shopping experience. Journal of Business Research,49(2), 101–111.
54.
MacintoshG.LockshinL.S. (1997). Retail relationships and store loyalty: A multi-level perspective. International Journal of Research in marketing,14(5), 487–497.
55.
MehrabianA.RussellJ.A. (1974). An approach to environmental psychology: The MIT Press.
56.
NunnallyJ.C. (1979). Psychometric theory. New York: McGraw Hill.
57.
O’KeefeR.M.McEachernT. (1998). Web-based customer decision support systems. Communications of the ACM,41(3), 71–78.
58.
O’KeefeR.M.O’ConnorG.KungH.-J. (1998). Early adopters of the web as a retail medium: Small company winners and losers. European Journal of Marketing,32(7/8), 629–643.
59.
PageC.Lepkowska-WhiteE. (2002). Web equity: A framework for building consumer value in online companies. Journal of Consumer Marketing,19(3), 231–248.
60.
PalmerJ.W. (2002). Web site usability, design and performance metrics. Information systems research,13(2), 151–167.
61.
ParkJ.LennonS. J.StoelL. (2005). On-line product presentation: Effects on mood, perceived risk and purchase intention. Psychology and Marketing,22(9), 695–719.
62.
PironF. (1991). Defining impulse purchasing. Advances in consumer research,18(1), 509–514.
63.
PuriR. (1996). Measuring and modifying consumer impulsiveness: A cost-benefit accessibility framework. Journal of Consumer Psychology,5(2), 87–113. http://dx.doi.org/10.1207/s15327663jcp0502_01
64.
ReimersS.MaylorE.A.StewartN.ChaterN. (2009). Associations between a one-shot delay discounting measure and age, income, education and real-world impulsive behaviour. Personality and Individual Differences,47(8), 973–978.
65.
RookD.W. (1987). The buying impulse. Journal of Consumer research,14(2), 189–199. http://dx.doi.org/10.1086/209105
66.
RookD.W.FisherR.J. (1995). Normative influences on impulsive buying behaviour. Journal of Consumer Research,22(3), 305–313. http://dx.doi.org/10.1086/209452
67.
RookD.W.GardnerM.P. (1993). In the mood: Impulse buying’s affective antecedents. Research in consumer behaviour,6(7), 1–28.
68.
Samanez-LarkinG.R.MataR.RaduP.T.BallardI.C.CarstensenL.L.McClureS.M. (2011). Age differences in striatal delay sensitivity during intertemporal choice in healthy adults. Frontiers in Neuroscience,5(126), 1–12. http://dx.doi.org/10.3389/fnins.2011.00126; PMid:22110424 PMCid:PMC3217179
69.
SaundersJ.T.ReppucciN.D.SarataB.P.V. (1973). An examination of impulsivity as a trait characterizing delinquent youth. American Journal of Orthopsychiatry,43(5), 789–795.
70.
SchmidtJ.B.SprengR.A. (1996). A proposed model of external consumer information search. Journal of the Academy of Marketing Science,24(3), 246–256.
71.
SchubertP.SelzD. (2001). Measuring the effectiveness of e-commerce web sites. In Barnes, Stuart & Hunt (eds.), E-Commerce & V-Business: Business models for global success, pp. 84–102. Woburn, MA: Brian, Butterworth-Heinemann.
72.
ShenK.N.KhalifaM. (2012). System design effects on online impulse buying. Internet Research,22(4), 396–425.
73.
SheppardB.H.HartwickJ.WarshawP.R. (1988). The theory of reasoned action: A meta-analysis of past research with recommendations for modifications and future research. Journal of Consumer Research,15(3), 325–343. http://dx.doi.org/10.1086/209170
74.
SmithD. (1996). The joy of candy. National Petroleum News Supplement,S2.
75.
SternH. (1962). The significance of impulse buying today. The Journal of Marketing,26(2), 59–62. http://dx.doi.org/10.2307/1248439
SuhB.HanI. (2003). The impact of customer trust and perception of security control on the acceptance of electronic commerce. International Journal of Electronic Commerce, 7, 135–161.
78.
SunT.WuG. (2011). Trait predictors of online impulsive buying tendency: A hierarchical approach. The Journal of Marketing Theory and Practice,19(3), 337–346.
79.
VerhagenT.van DolenW. (2011). The influence of online store beliefs on consumer online impulse buying: A model and empirical application. Information & Management,48(8), 320–327.
80.
WartellaE.O’KeefeB.ScantlinR. (2000). Children and interactive media: A compendium of current research and directions for the future. Markle Foundation, Retrieved 3February2011, from http://www.markle.org/downloadable_assets/cimcompendium.pdf
81.
WeinbergP.GottwaldW. (1982). Impulsive consumer buying as a result of emotions. Journal of Business Research,10(1), 43–57.
82.
WeunS.MichaelA.J.SharonE.B. (1998). Development and validation of the impulse buying tendency scale. Psychological Reports,82(3c), 1123–1133.
83.
ZhangP.Von DranG.M. (2002). User expectations and rankings of quality factors in different web site domains. International Journal of Electronic Commerce,6, 9–34.
