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impulsive buying
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Understanding the Psychology of Impulse Buying in E-Commerce jmsr-online.com Aug 9, 2025 34 facts
measurementThe effect size of stress-related impulsivity is quantifiable at r = 0.24, highlighting the role of emotional discomfort in impulsive buying.
referenceThe paper 'Factors Affecting Online Impulsive Buying Behavior: A Stimulus Organism Response Model Approach' by Hashmi, Attiq, and Rasheed utilizes the Stimulus-Organism-Response (SOR) model to analyze factors influencing impulsive buying in online environments, published in Market Forces in 2019.
measurementSelf-control completely mediates the impact of extroversion on impulsive buying (IEV = 0.10; 95% CI [0.035, 0.172]), though extroversion itself has no discernible direct effect on impulsive buying (β = 0.01, p > 0.05).
claimIn e-commerce environments prioritizing fast service and convenience, the consumer's ability to evaluate necessity, utility, and cost is reduced, making impulsive buying a natural behavioral result.
claimDigital retail environments exacerbate impulsive buying effects by providing instant relief through simple access and low purchase friction.
referenceThe Stimulus-Organism-Response (S-O-R) framework, Dual-Process Theory, and the Theory of Planned Behavior are theoretical models that explain the interaction between environmental stimuli and internal psychological processes in impulsive buying.
referenceThe Theory of Planned Behavior (TPB) provides a framework for understanding how intention-driven mechanisms and social-cognitive factors influence the psychology of impulsive buying in online shopping environments.
measurementThere is a significant positive correlation between boredom proneness and impulsive buying (r = 0.37), suggesting that individuals may make impulsive purchases to break up their routine.
measurementSelf-control is a major mediating factor that explains more than 40% of the relationship between neuroticism and impulsive buying, and it significantly predicts impulsive buying (β = -0.63, p < 0.01).
claimPurchasing luxury items or following fads can temporarily satisfy needs for self-esteem and belonging, leading to impulsive buying as a form of emotional regulation.
claimThe Theory of Planned Behavior (TPB) provides a framework for understanding how intention-driven mechanisms and social-cognitive factors influence impulsive buying in online shopping.
measurementConscientiousness has the strongest overall indirect negative effect on impulsive buying (-0.39; 95% CI [-0.524, -0.292]), primarily mediated through self-control (β = 0.51, p < 0.01; IEV = -0.32).
claimIn online shopping, the core of impulsive buying often resides in the psychological (belonging, esteem) and self-fulfillment levels of Maslow's Hierarchy of Needs.
claimIn the context of online shopping, impulsive buying is often driven by needs within the psychological (belonging, esteem) and self-fulfillment spheres of Maslow’s Hierarchy of Needs.
measurementSelf-control completely mediates the impact of extroversion on impulsive buying (IEV = 0.10; 95% CI [0.035, 0.172]), although extroversion itself has no discernible direct effect on impulsive buying (β = 0.01, p > 0.05).
measurementNeuroticism directly predicts impulsive buying (β = 0.16, p < 0.01) and has a total indirect effect of 0.19 on impulsive buying through mediators such as self-control and family dynamics.
claimImpulsive buying is an emotional reaction to internal psychological discomfort rather than solely a cognitive failure.
claimImpulsive buying is an emotional reaction to internal psychological discomfort rather than solely a cognitive failure.
claimNegative affective states, including stress, anxiety, and depression, contribute to impulsive buying by serving as emotional coping mechanisms.
claimThe digital retail environment exacerbates impulsive buying effects by providing instant relief through simple access and low purchase friction.
claimImpulsive buying is significantly predicted by mood, boredom, stress, and emotional regulation, according to a meta-analytic review by Amos et al. (2019).
measurementThe effect size of stress-related impulsivity is r = 0.24, indicating that emotional discomfort plays a role in impulsive buying.
claimPersonality traits, specifically conscientiousness, agreeableness, neuroticism, and extroversion, are significant internal psychological determinants of impulsive buying among young consumers in digital marketplaces.
measurementConscientiousness has the strongest overall indirect negative effect on impulsive buying (-0.39; 95% CI [-0.524, -0.292]), primarily mediated through self-control (β = 0.51, p < 0.01; IEV = -0.32).
claimAgreeableness has a negative correlation with impulsive buying, but it has a smaller mediating effect through family dynamics and self-control compared to other personality traits.
claimNegative affective states, including stress, anxiety, and depression, contribute to impulsive buying by serving as emotional coping mechanisms.
measurementIn a study of 578 Chinese college students, Xie et al. (2025) found that conscientiousness and agreeableness have significant negative correlations with impulsive buying, while neuroticism and extroversion have positive correlations.
measurementThere is a significant positive correlation between boredom proneness and impulsive buying (r = 0.37), suggesting that individuals may make impulsive purchases to break up their routine.
claimImpulsive buying is significantly predicted by mood, boredom, stress, and emotional regulation, according to a meta-analytic review by Amos et al. (2019).
referenceVeena P.D., Joseph S. Valacich, and Jeffrey D. Wells found in a 2009 Information Systems Research study that specific website characteristics influence a consumer's urge to buy impulsively.
claimPersonality traits, specifically conscientiousness, agreeableness, neuroticism, and extroversion, are significant internal psychological determinants of impulsive buying among young consumers in digital marketplaces.
measurementNeuroticism directly predicts impulsive buying (β = 0.16, p < 0.01) and has a total indirect effect of 0.19 on impulsive buying through mediators such as self-control and family dynamics.
measurementSelf-control is a major mediating factor that explains more than 40% of the relationship between neuroticism and impulsive buying and significantly predicts impulsive buying (β = -0.63, p < 0.01).
measurementIn a study of 578 Chinese college students, Xie et al. (2025) found that conscientiousness and agreeableness have significant negative correlations with impulsive buying, while neuroticism and extroversion have positive correlations.
Modeling the significance of advertising values on online impulse ... nature.com Oct 21, 2023 9 facts
claimDelivering informative and credible content, incorporating creative elements, and facilitating the integration of information are effective strategies for stimulating impulsive buying tendencies in online consumers.
claimThe finding that interactivity does not drive impulsive buying in China contradicts previous studies by Li et al. (2014) and Chen and Yao (2018).
claimPleasant, enjoyable, and interesting advertising influences Chinese consumers to engage in impulsive buying.
claimThe study focused on Chinese customers over the age of 18 residing throughout China, a demographic segment the authors argue has not been sufficiently investigated in earlier studies regarding impulsive buying.
referenceLuo H, Chen J, Li S, Nie Y, and Wang G (2021) published 'Social exclusion and impulsive buying among Chinese college students: the mediating role of self-esteem and the moderating role of risk preference' in the International Journal of Environmental Research and Public Health, volume 18, issue 21, article 11027.
referencePrevious studies on impulsive buying in the Chinese context, such as Luo et al. (2021) and Chen et al. (2022), were limited to specific segments and locations, whereas the current study includes a broader audience of respondents over 18 years old across various occupations and locations.
procedureMarketers can facilitate cognitive processing and integration to influence impulsive buying by providing clear and comprehensive product information, such as detailed descriptions and user reviews.
referenceLu et al. (2022) and Zhang et al. (2023) established positive and significant connections between entertainment in advertising and impulsive buying.
claimShamim K and Islam T (2022) found that message credibility and media credibility influence trust and impulsive buying in the context of digital influencer marketing.
Redefining Consumer Desires: A Qualitative Study on Marketing's ... ibimapublishing.com Feb 11, 2025 3 facts
claimMillennials were the most impulsive in their buying habits, making them more susceptible to immediate purchase decisions influenced by marketing content.
claimThe proliferation of e-payment, e-commerce, and social commerce has shifted the focus of impulsive buying research from brick-and-mortar stores to online retail settings.
claimImpulsive buying has been researched extensively in both academic and practical fields over the past decades.
Psychological triggers in online shopping: The influence of scarcity ... academia.edu 1 fact
claimS. Hao and L. Huang (2025) found that time scarcity acts as a moderator in the persuasive effects of scarcity messages on impulsive buying in live-streaming e-commerce.