2019
DOI: 10.1080/19368623.2020.1692267
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Impacts of consumers’ beliefs, desires and emotions on their impulse buying behavior: application of an integrated model of belief-desire theory of emotion

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Cited by 57 publications
(35 citation statements)
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References 53 publications
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“…Hypothesis 1 is supported by Kim & Eastin (2011) study result which state that although customers are exploring various product information and marketing promotions, they will not be induced to buy impulsively. Thus, being consistent with Hypothesis 1 and Hypothesis 4, several previous studies by (Park et al, 2012;Verhagen, van Dolen & Merikivi, 2019;Yi & Jai, 2020) support both Hypothesis 2 and Hypothesis 3 arguments that customers hedonic browsing tendency is affected by their positive emotion and promotion strategies. es.…”
Section: Research Findingsupporting
confidence: 85%
See 1 more Smart Citation
“…Hypothesis 1 is supported by Kim & Eastin (2011) study result which state that although customers are exploring various product information and marketing promotions, they will not be induced to buy impulsively. Thus, being consistent with Hypothesis 1 and Hypothesis 4, several previous studies by (Park et al, 2012;Verhagen, van Dolen & Merikivi, 2019;Yi & Jai, 2020) support both Hypothesis 2 and Hypothesis 3 arguments that customers hedonic browsing tendency is affected by their positive emotion and promotion strategies. es.…”
Section: Research Findingsupporting
confidence: 85%
“…Referring to the proposed hypothesis mentioned earlier in the study, we can conclude that most of the hypotheses were proven to be significantly related according to the data presented above. Yi & Jai (2020) research showed the reason why Hypothesis 4 in this study is rejected as their study concluded positive emotion which could not directly stimulate impulse buying behavior; instead, it should be managed simultaneously with consumers' desires. Hypothesis 1 is supported by Kim & Eastin (2011) study result which state that although customers are exploring various product information and marketing promotions, they will not be induced to buy impulsively.…”
Section: Research Findingmentioning
confidence: 84%
“…Habib and Qayyum (2018) examined that the enhanced perceived trust will stimulate impulsive purchasing behavior by increasing emotional response. Yi and Jai (2020) confirmed that the sense of trust can trigger consumers' impulsive buying. We consider that the same logic can be extended to live streaming commerce.…”
Section: Consumer Trust and Impulsive Buying Behaviormentioning
confidence: 71%
“…We elucidate a behavioral mechanism for why consumers behave differently under varying debt collection strategies by utilizing ASR, natural language processing (NLP) and vocal emotion analyses. Opening the "black box", we find that moral appeal boosts repayment by increasing happiness, as it increases satisfaction and compliance (Laros and Steenkamp, 2005;Ramanathan and Shiv, 2001;Yi and Jai, 2020). Social warnings work by promoting fear, which in turn boosts persuasion (Dillard and Anderson, 2004), but legal warning incentives do not work because they lead to more anger, which inhibits compliance (Menon and Dube, 2004).…”
Section: Analysis Of Debt Collection Callsmentioning
confidence: 89%