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‘Instagram made Me buy it’: Generation Z impulse purchases in fashion industry

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  • Djafarova, Elmira
  • Bowes, Tamar

Abstract

This paper investigates what types of Instagram marketing tools are the most effective in relation to Generation Z's impulse purchasing behaviour within fashion industry in the context of the United Kingdom. The research applies Stimulus-Organism-Response model to the context of Instagram. The findings of this qualitative study based on eight extensive focus groups conclude that there are significant gender differences in relation to impulse purchasing behaviour on Instagram. Instagram is vastly influential in encouraging impulse purchases amongst females, however, this was not the case for male participants. A revised Stimulus-Organism-Response model is proposed to Instagram, concluding that advertisements, opinion leaders and user-generated content act as stimuli (S) in evoking positive emotions (O), which subsequently trigger impulse purchases (R) in Generation Z females.

Suggested Citation

  • Djafarova, Elmira & Bowes, Tamar, 2021. "‘Instagram made Me buy it’: Generation Z impulse purchases in fashion industry," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    • Handle: RePEc:eee:joreco:v:59:y:2021:i:c:s0969698920313539
    DOI: 10.1016/j.jretconser.2020.102345
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    References listed on IDEAS

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    1. Yu-Qian Zhu & Dinna Amelina & David C. Yen, 2020. "Celebrity Endorsement and Impulsive Buying Intentions in Social Commerce - The Case of Instagram in Indonesia: Celebrity Endorsement," Journal of Electronic Commerce in Organizations (JECO), IGI Global, vol. 18(1), pages 1-17, January.
    2. Badgaiyan, Anant Jyoti & Verma, Anshul, 2015. "Does urge to buy impulsively differ from impulsive buying behaviour? Assessing the impact of situational factors," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 145-157.
    3. Sokolova, Karina & Kefi, Hajer, 2020. "Instagram and YouTube bloggers promote it, why should I buy? How credibility and parasocial interaction influence purchase intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    4. Jacobson, Jenna & Gruzd, Anatoliy & Hernández-García, à ngel, 2020. "Social media marketing: Who is watching the watchers?," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    5. Hanna Reinikainen & Jaana T. Kari & Vilma Luoma-aho, 2020. "Generation Z and Organizational Listening on Social Media," Media and Communication, Cogitatio Press, vol. 8(2), pages 185-196.
    6. Manfred Bruhn & Verena Schoenmueller & Daniela B. Schäfer, 2012. "Are social media replacing traditional media in terms of brand equity creation?," Management Research Review, Emerald Group Publishing Limited, vol. 35(9), pages 770-790, August.
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    Cited by:

    1. Margaret Moe, 2023. "Podvertising: Podcast Listeners’ Advertising Attitudes, Consumer Actions and Preference for Host-Read Ads," Journal of Economics and Behavioral Studies, AMH International, vol. 14(4), pages 50-66.
    2. Yi Yong Lee & Chin Lay Gan & Tze Wei Liew, 2023. "Do E-wallets trigger impulse purchases? An analysis of Malaysian Gen-Y and Gen-Z consumers," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(2), pages 244-261, June.
    3. Zafar, Abaid Ullah & Shahzad, Mohsin & Ashfaq, Muhammad & Shahzad, Khuram, 2023. "Forecasting impulsive consumers driven by macro-influencers posts: Intervention of followers' flow state and perceived informativeness," Technological Forecasting and Social Change, Elsevier, vol. 190(C).

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