Applications of SOR and para-social interactions (PSI) towards impulse buying: the Malaysian perspective

Lee, Yi Yong; Gan, Chin Lay

doi:10.1057/s41270-020-00077-5

Cited by 25 publications

(13 citation statements)

References 70 publications

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“…Internal stimulus refers to the characteristics of the consumer (Amarnath & Jaidev, 2020;Akram et al, 2017). The external stimulus includes situational, marketing and website factors (Lee & Gan, 2020).…”

Section: Theoretical Foundationmentioning

confidence: 99%

“…The affective reaction is the consumer's emotional responses due to the consumer's interactions with the environment. Whereas the cognitive reaction referred to as a mental process that is due to the consumer's interaction with the stimulus that can be categorized as thinking or evaluation (Chan et al, 2017;Lee & Gan, 2020). Organism (O) represents the internal structures that intervene among external stimuli comprised of actions or reactions and final responses produced.…”

Section: Theoretical Foundationmentioning

confidence: 99%

“…Prior to the actual impulse purchase behaviour, the consumers' experience UBI. As the urge to buy something increases, the consumer engages more in OIBB (Lee & Gan, 2020). Consumer's UBI represents an organism which is the positive desire of the consumer to buy a product.…”

Section: Theoretical Foundationmentioning

confidence: 99%

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Analyzing the Influence of Situational Factors on Online Impulse Buying Behavior: A Study of Pakistani Consumers

Iftikhar

Iqbal

2020

GMSR

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This study seeks to find out online impulse buying behaviour in the Pakistan e-commerce industry by investigating the contributing factors of money availability, time availability, family influence, serendipitous information and scarcity messages towards online impulse buying behaviour. It investigated the mediating role of the urge to buy impulsively between the factors and online impulse buying behaviour. From a sample of 472 students of 4 Pakistani universities, the data was gathered. Moreover, to analyze the data and to test hypotheses, PLS-SEM was employed, which showed money availability, time availability, scarcity messages, serendipitous information, family influence were significantly related to online impulse buying behaviour. The findings will be helpful for e-retailers in creating e-marketing strategies, delivering their promises and generating sales through effectively designing their promotional plans.

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Section: Theoretical Foundationmentioning

confidence: 99%

Section: Theoretical Foundationmentioning

confidence: 99%

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Analyzing the Influence of Situational Factors on Online Impulse Buying Behavior: A Study of Pakistani Consumers

Iftikhar

Iqbal

2020

GMSR

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“…Stimulus can be recognized as internal as well as external stimulus (Akram et al, 2017). Internal stimulus refers to the consumers' characteristics (Chan et al 2017; Amarnath & Jaidev, 2020) while external stimulus is related to marketing, situational and website factors (Lee & Gan, 2020). "Organism" is related to consumer's internal evaluations (Mehrabian & Russell 1974) that can be characterized as affective and cognitive reactions.…”

Section: Literature Review and Theoretical Framework The S-o-r Modelmentioning

confidence: 99%

“…The affective reaction are the consumer's emotional responses which are due to consumer's interactions with environment. Whereas, the cognitive reaction refers to a mental process which is due to the consumer's interaction with the stimulus that can be categorized as thinking or evaluation (Chan et al, 2017;Lee & Gan, 2020). Organism (O) represents the internal structures and processes that intervenee between the stimuli (external to the person) and the final responses, actions or reactions produced.…”

Section: Literature Review and Theoretical Framework The S-o-r Modelmentioning

confidence: 99%

Investigating Online Impulse Buying Behavior In South Asian Context

2021

cibg

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Drawing on the stimulus-organism-response (S-O-R) paradigm this study focuses on online sales promotion, impulse buying tendency and social influence to examine online impulsive buying behavior of online customers of Pakistan. The study further assesses the mediating role of urge to buy impulsively on the relationship of sales promotion, impulse buying tendency, social influence and online impulse buying behavior. A total 576 questionnaires were distributed to students from four universities of using convenience sampling technique. The study has used SPSS (version 21.0) and PLS-SEM (version 3.2.8) for analyzing data at 0.05 critical level. According to the analysis results all the factors including sales promotion, impulse buying tendency and social influence significant influence on online impulse buying behavior. Results revealed the positive impact of targeted constructs on online impulse buying behavior with mediating role of urge to buy impulsively.The study adds new theoretical linkages and empirical evidences on the interaction between by sales promotion, impulse buying tendency, social influence and online impulse buying behavior with theoretical support of S-O-R Model. Moreover, this study is useful for e-marketers in assisting them to develop appropriate policies and customer-driven strategies by addressing customer's online impulse buying behavior in south Asian context.

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Online Impulse Buying: A Systematic Review of 25 Years of Research Using Meta Regression

Anoop,

Rahman

2024

J of Consumer Behaviour

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In the dynamic realm of online commerce, the phenomenon of Online Impulse Buying (OIB) has become a focal point of extensive research. Despite the multitude of studies exploring antecedents, mediators, and moderating factors, inconsistencies in findings have hindered generalization. To bridge this gap, we conducted a comprehensive meta‐analysis, synthesizing data from 84 empirical results across 75 research articles up to December 2023. Encompassing a cumulative sample size of 139,545 participants and 341 effects, our analysis aimed to evaluate the strength and significance of associations with OIB. Results revealed substantial influences on OIB, with Situational stimuli (ESr = 0.477), Marketing stimuli (ESr = 0.433), Customer related factors (ESr = 0.388), and Platform related factors (ESr = 0.362) emerging as key contributors. The heightened impact of situational and marketing stimuli reflects the evolving landscape of OIB. Additionally, we explored six potential moderators—culture, sample type, sampling method, online commerce type, and data collection technique—uncovering statistically significant effects on some aggregated correlations. By shedding light on the changing dynamics of OIB, our findings provide valuable insights for both researchers and practitioners navigating the intricate landscape of online impulse buying. Finally, we outline future research directions to guide ongoing exploration in this rapidly evolving field.

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Applications of SOR and para-social interactions (PSI) towards impulse buying: the Malaysian perspective

Cited by 25 publications

References 70 publications

Analyzing the Influence of Situational Factors on Online Impulse Buying Behavior: A Study of Pakistani Consumers

Analyzing the Influence of Situational Factors on Online Impulse Buying Behavior: A Study of Pakistani Consumers

Investigating Online Impulse Buying Behavior In South Asian Context

Online Impulse Buying: A Systematic Review of 25 Years of Research Using Meta Regression

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