Impulse buying tendency in live-stream commerce: The role of viewing frequency and anticipated emotions influencing scarcity-induced purchase decision
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jretconser.2023.103534
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Chenglin Liu & Kai Sun & Luchuan Liu, 2023. "The Formation and Transformation Mechanisms of Deep Consumer Engagement and Purchase Behavior in E-Commerce Live Streaming," Sustainability, MDPI, vol. 15(7), pages 1-17, March.
- Bonanno, Giacomo, 2022.
"Minimax regret with imperfect ex-post knowledge of the state,"
Research in Economics, Elsevier, vol. 76(4), pages 403-412.
- Giacomo Bonanno, 2021. "Minimax regret with imperfect ex-post knowledge of the state," Working Papers 343, University of California, Davis, Department of Economics.
- Dong, Xueyan & Wang, Tienan, 2018. "Social tie formation in Chinese online social commerce: The role of IT affordances," International Journal of Information Management, Elsevier, vol. 42(C), pages 49-64.
- Yuen, Kum Fai & Tan, Lydia Sonia & Wong, Yiik Diew & Wang, Xueqin, 2022. "Social determinants of panic buying behaviour amidst COVID-19 pandemic: The role of perceived scarcity and anticipated regret," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
- Armstrong, J. Scott & Overton, Terry S., 1977.
"Estimating Nonresponse Bias in Mail Surveys,"
MPRA Paper
81694, University Library of Munich, Germany.
- JS Armstrong & Terry Overton, 2005. "Estimating Nonresponse Bias in Mail Surveys," General Economics and Teaching 0502044, University Library of Munich, Germany.
- Lee, Julie Anne & Kacen, Jacqueline J., 2008. "Cultural influences on consumer satisfaction with impulse and planned purchase decisions," Journal of Business Research, Elsevier, vol. 61(3), pages 265-272, March.
- Gulfraz, Muhammad Bilal & Sufyan, Muhammad & Mustak, Mekhail & Salminen, Joni & Srivastava, Deepak Kumar, 2022. "Understanding the impact of online customers’ shopping experience on online impulsive buying: A study on two leading E-commerce platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
- Gabler, Colin B. & Myles Landers, V. & Reynolds, Kristy E., 2017. "Purchase decision regret: Negative consequences of the Steadily Increasing Discount strategy," Journal of Business Research, Elsevier, vol. 76(C), pages 201-208.
- Zeelenberg, M., 1999. "Anticipated regret, expected feedback and behavioral decision-making," Other publications TiSEM 38371d1b-31fd-45b0-860f-b, Tilburg University, School of Economics and Management.
- Rook, Dennis W & Fisher, Robert J, 1995. "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 305-313, December.
- Khan, Jashim & Belk, Russell W. & Craig-Lees, Margaret, 2015. "Measuring consumer perceptions of payment mode," Journal of Economic Psychology, Elsevier, vol. 47(C), pages 34-49.
- Li, Chunxiao & Wang, Yuting & Lv, Xingyang & Li, Hui, 2021. "To buy or not to buy? The effect of time scarcity and travel experience on tourists' impulse buying," Annals of Tourism Research, Elsevier, vol. 86(C).
- Zhiyuan Yu & Kun Zhang, 2022. "The Determinants of Purchase Intention on Agricultural Products via Public-Interest Live Streaming for Farmers during COVID-19 Pandemic," Sustainability, MDPI, vol. 14(21), pages 1-22, October.
- Klimm, Felix & Kocher, Martin G. & Opitz, Timm & Schudy, Simeon, 2023.
"Time pressure and regret in sequential search,"
Journal of Economic Behavior & Organization, Elsevier, vol. 206(C), pages 406-424.
- Felix Klimm & Martin G. Kocher & Timm Opitz & Simeon Schudy, 2021. "Time Pressure and Regret in Sequential Search," CESifo Working Paper Series 9122, CESifo.
- Klimm, Felix & Kocher, Martin G. & Opitz, Timm & Schudy, Simeon, 2022. "Time Pressure and Regret in Sequential Search," Rationality and Competition Discussion Paper Series 359, CRC TRR 190 Rationality and Competition.
- Simonson, Itamar, 1992. "The Influence of Anticipating Regret and Responsibility on Purchase Decisions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(1), pages 105-118, June.
- Park, Eun Joo & Kim, Eun Young & Funches, Venessa Martin & Foxx, William, 2012. "Apparel product attributes, web browsing, and e-impulse buying on shopping websites," Journal of Business Research, Elsevier, vol. 65(11), pages 1583-1589.
- Taeuk Kim & Jungwoo Ha, 2023. "Applying a Goal-Directed Behavior Model to Determine Risk Perception of COVID-19 and War on Potential Travelers’ Behavioral Intentions," IJERPH, MDPI, vol. 20(3), pages 1-16, January.
- Fuller, Christie M. & Simmering, Marcia J. & Atinc, Guclu & Atinc, Yasemin & Babin, Barry J., 2016. "Common methods variance detection in business research," Journal of Business Research, Elsevier, vol. 69(8), pages 3192-3198.
- Han, Min Chung, 2023. "Checkout button and online consumer impulse-buying behavior in social commerce: A trust transfer perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
- Shiv, Baba & Fedorikhin, Alexander, 2002. "Spontaneous versus Controlled Influences of Stimulus-Based Affect on Choice Behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 342-370, March.
- Kang, Kai & Lu, Jinxuan & Guo, Lingyun & Li, Wenlu, 2021. "The dynamic effect of interactivity on customer engagement behavior through tie strength: Evidence from live streaming commerce platforms," International Journal of Information Management, Elsevier, vol. 56(C).
- Bilgin, Baler, 2012. "Losses loom more likely than gains: Propensity to imagine losses increases their subjective probability," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(2), pages 203-215.
- Han, Myat Su & Hampson, Daniel Peter & Wang, Yonggui & Wang, Hong, 2022. "Consumer confidence and green purchase intention: An application of the stimulus-organism-response model," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
- Parsad, Chandan & Prashar, Sanjeev & Vijay, T. Sai & Kumar, Mukesh, 2021. "Do promotion and prevention focus influence impulse buying: The role of mood regulation, shopping values, and impulse buying tendency," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
- Shi Zheng & Xinyang Lyu & Jie Wang & Cheryl Wachenheim, 2023. "Enhancing Sales of Green Agricultural Products through Live Streaming in China: What Affects Purchase Intention?," Sustainability, MDPI, vol. 15(7), pages 1-26, March.
- Lo, Pei-San & Dwivedi, Yogesh K. & Wei-Han Tan, Garry & Ooi, Keng-Boon & Cheng-Xi Aw, Eugene & Metri, Bhimaraya, 2022. "Why do consumers buy impulsively during live streaming? A deep learning-based dual-stage SEM-ANN analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 325-337.
- Luo, Nuan & Wang, Yu & Zhang, Mingli & Niu, Tao & Tu, Jianbo, 2020. "Integrating community and e-commerce to build a trusted online second-hand platform: Based on the perspective of social capital," Technological Forecasting and Social Change, Elsevier, vol. 153(C).
- Eun Mi Lee & Jung Ok Jeon & Qin Li & Hyun Hee Park, 2015. "The differential effectiveness of scarcity message type on impulse buying: A cross-cultural study," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 25(2), pages 142-152, March.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Luo, Lijuan & Xu, Meiling & Zheng, Yujie, 2024. "Informative or affective? Exploring the effects of streamers’ topic types on user engagement in live streaming commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
- Di, Kaisheng & Chen, Weidong & Shi, Qiumei & Cai, Quanling & Liu, Sichen, 2024. "Analysing the impact of coupled domestic demand dynamics of green and low-carbon consumption in the market based on SEM-ANN," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
- Luo, Xi & Cheah, Jun-Hwa & Hollebeek, Linda D. & Lim, Xin-Jean, 2024. "Boosting customers’ impulsive buying tendency in live-streaming commerce: The role of customer engagement and deal proneness," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
- Zhang, Yihan & Li, Kai & Qian, Chen & Li, Xiaotong & Yuan, Qinjian, 2024. "How real-time interaction and sentiment influence online sales? Understanding the role of live streaming danmaku," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
- Shamim, Komal & Azam, Muhammad & Islam, Tahir, 2024. "How do social media influencers induce the urge to buy impulsively? Social commerce context," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
- Li, Chenxi & Xia, Xinyue & Lin, Yixun & Wen, Hanlin, 2024. "Polluted cognition: The effect of air pollution on online purchasing behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
- Sun, Jianmin & Sarfraz, Muddassar & Ivascu, Larisa & Han, Heesup & Ozturk, Ilknur, 2024. "Live streaming and livelihoods: Decoding the creator Economy's influence on consumer attitude and digital behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
- Agarwal, Reeti & Mehrotra, Ankit & Pant, Manoj Kumar & Alzeiby, Ebtesam Abdullah & Vishnoi, Sushant Kumar, 2024. "Digital photo hoarding in online retail context. An in-depth qualitative investigation of retail consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
- Li, Nianlin & Xuan, Changchun & Chen, Rui, 2024. "Different roles of two kinds of digital coexistence: The impact of social presence on consumers' purchase intention in the live streaming shopping context," Journal of Retailing and Consumer Services, Elsevier, vol. 80(C).
- Zhang, Yundi & Zhang, Tingting & Yan, Xiangbin, 2024. "Understanding impulse buying in short video live E-commerce: The perspective of consumer vulnerability and product type," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Xiyun Gong & Choy Leong Yee & Shin Yiing Lee & Ethan Yi Cao & Abu Naser Mohammad Saif, 2024. "Knowledge mapping of impulsive buying behavior research: a visual analysis using CiteSpace," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-18, December.
- Chunhui Huo & Xiaorui Wang & Muhammad Waqas Sadiq & Ming Pang, 2023. "Exploring Factors Affecting Consumer’s Impulse Buying Behavior in Live-Streaming Shopping: An Interactive Research Based Upon SOR Model," SAGE Open, , vol. 13(2), pages 21582440231, May.
- Ang, Dionysius & Diecidue, Enrico & Dewitte, Siegfried, 2022. "To deliberate or not? The effects of anticipated regret and deliberation on willingness-to-pay," Journal of Business Research, Elsevier, vol. 151(C), pages 563-578.
- Liu, Yanfeng & Li, Xue & Yuen, Kum Fai, 2023. "Revenge buying: The role of negative emotions caused by lockdowns," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
- Yan, Ying & Chen, Hongquan & Shao, Bingjia & Lei, Yuanyang, 2023. "How IT affordances influence customer engagement in live streaming commerce? A dual-stage analysis of PLS-SEM and fsQCA," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
- Li, Ting & Cai, Lanhui & Liu, Yanfeng & Yuen, Kum Fai & Wang, Xueqin, 2024. "From a functional service to an emotional ‘saviour’: A structural analysis of logistics values for in-home consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
- Shi, Xiaoxiao & Evans, Richard & Shan, Wei, 2022. "Solver engagement in online crowdsourcing communities: The roles of perceived interactivity, relationship quality and psychological ownership," Technological Forecasting and Social Change, Elsevier, vol. 175(C).
- Laradi, Sofiane & Alrawad, Mahmaod & Lutfi, Abdalwali & Agag, Gomaa, 2024. "Understanding factors affecting social commerce purchase behavior: A longitudinal perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
- Kowalczyk, Liliana & Breugelmans, Els & Campo, Katia, 2021. "It's not there, I love it! How relevance to objective needs of an unavailable item impacts emotions, store image, and behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
- repec:cup:judgdm:v:3:y:2008:i:6:p:449-456 is not listed on IDEAS
- Wei He & Chenyuan Jin, 2024. "A study on the influence of the characteristics of key opinion leaders on consumers’ purchase intention in live streaming commerce: based on dual-systems theory," Electronic Commerce Research, Springer, vol. 24(2), pages 1235-1265, June.
- Yuval Rottenstreich & Alex Markle & Johannes Müller-Trede, 2023. "Risky Sure Things," Management Science, INFORMS, vol. 69(8), pages 4707-4720, August.
- Sarker, Moniruzzaman & Mohd-Any, Amrul Asraf & Kamarulzaman, Yusniza, 2021. "Validating a consumer-based service brand equity (CBSBE) model in the airline industry," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
- Wu, Ing-Long & Chen, Kuei-Wan & Chiu, Mai-Lun, 2016. "Defining key drivers of online impulse purchasing: A perspective of both impulse shoppers and system users," International Journal of Information Management, Elsevier, vol. 36(3), pages 284-296.
- Ying Wang & Jialing Pan & Yizhi Xu & Jianli Luo & Yongjiao Wu, 2022. "The Determinants of Impulsive Buying Behavior in Electronic Commerce," Sustainability, MDPI, vol. 14(12), pages 1-18, June.
- Baojun Jiang & Chakravarthi Narasimhan & Özge Turut, 2017. "Anticipated Regret and Product Innovation," Management Science, INFORMS, vol. 63(12), pages 4208-4323, December.
- Li, Chia-Ying & Zhang, Jin-Ting, 2023. "Chatbots or me? Consumers’ switching between human agents and conversational agents," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
- Surajit Bag & Muhammad Sabbir Rahman & Susmi Routray & Santosh Kumar Shrivastav & Soni Agrawal, 2024. "Exploring the potential of blockchain‐enabled smart contracts for achieving net‐zero emissions: An empirical study," Business Strategy and the Environment, Wiley Blackwell, vol. 33(5), pages 3965-3985, July.
- Heidenreich, Sven & Killmer, Jan F. & Millemann, Jan A., 2022. "If at first you don't adopt - Investigating determinants of new product leapfrogging behavior," Technological Forecasting and Social Change, Elsevier, vol. 176(C).
- Florack, Arnd & Keller, Johannes & Palcu, Johanna, 2013. "Regulatory focus in economic contexts," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 127-137.
- Wei Wu & Qianwen Yang & Xiang Gong, 2024. "Impulsive Social Shopping in Social Commerce Platforms: The Role of Perceived Proximity," Information Systems Frontiers, Springer, vol. 26(4), pages 1527-1541, August.
More about this item
Keywords
Scarcity-induced purchase; Anticipated emotion; Impulse buying tendency;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:75:y:2023:i:c:s0969698923002850. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.