The role of dark pattern stimuli and personality in online impulse shopping: An application of <scp>S‐O‐R</scp> theory

Abbott, Rebecca; Sin, Ray; Pedersen, Christian; Harris, T.E.; Beck, Talia; Nilsson, Simon; Dong, Timothy; Wang, Yi; Li, Yue

doi:10.1002/cb.2208

Cited by 6 publications

(1 citation statement)

References 84 publications

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“…The authors demonstrated that dark patterns have a detrimental impact on customer purchase intentions, which is moderated by a reduced fairness perception. Abbott et al (2023) studied dark patterns with respect to online impulse shopping and reported that susceptibility to dark patterns while shopping online is influenced by the big-5 personality traits and persona. Additionally, the authors highlighted that there is a need for tailored interventions to minimize consumer vulnerabilities because of dark patterns.…”

Section: Literature Review and Theoretical Backgroundmentioning

confidence: 99%

Prioritizing dark patterns in the e-commerce industry – an empirical investigation using analytic hierarchy process

Singh,

Vishvakarma,

Mal

et al. 2024

MBE

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Purpose E-commerce companies use different types of dark patterns to manipulate choices and earn higher revenues. This study aims to evaluate and prioritize dark patterns used by e-commerce companies to determine which dark patterns are the most profitable and risky. Design/methodology/approach The analytic hierarchy process (AHP) prioritizes the observed categories of dark patterns based on the literature. Several corporate and academic specialists were consulted to create a comparison matrix to assess the elements of the detected dark pattern types. Findings Economic indicators are the most significant aspect of every business. Consequently, many companies use manipulative methods such as dark patterns to boost their revenue. The study revealed that the revenue generated by the types of dark patterns varies greatly. It was found that exigency, social proof, forced action and sneaking generate the highest revenues, whereas obstruction and misdirection create only marginal revenues for an e-commerce company. Research limitations/implications The limitation of the AHP study is that the rating scale used in the analysis is conceptual. Consequentially, pairwise comparisons may induce bias in the results. Practical implications This paper suggests methodical and operational techniques to choose the priority of dark patterns to drive profits with minimum tradeoffs. The dark pattern ranking technique might be carried out by companies once a year to understand the implications of any new dark patterns used. Originality/value The advantages of understanding the trade-offs of implementing dark patterns are massive. E-commerce companies can optimize their spent time and resources by implementing the most beneficial dark patterns and avoiding the ones that drive marginal profits and annoy consumers.

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Section: Literature Review and Theoretical Backgroundmentioning

confidence: 99%

Prioritizing dark patterns in the e-commerce industry – an empirical investigation using analytic hierarchy process

Singh,

Vishvakarma,

Mal

et al. 2024

MBE

View full text Add to dashboard Cite

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From Stimulus to Response: Understanding the Causes and Outcomes of Consumer Activism

Narayanan,

Singh

2024

J of Consumer Behaviour

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Consumers are increasingly taking up activism to modify, or at the very least, penalize a company's contentious behavior. This paper presents a systematic literature review of 404 studies on consumer activism published between 1975 and 2023, applying the extended stimulus‐organism‐response‐outcomes (S‐O‐R‐Om) framework. It investigates the underlying causes and significant outcomes of consumer activism. The results reveal how various factors such as political conditions, human rights violations, environmental degradation, religion, and consumer disregard stimulate internal evaluations of perceptual, physical, emotional, and philosophical activities in people. These evaluations often prompt consumers to respond via boycotts, anti‐brand activism, commodity activism, and even buycotts, all of which have varying consequences for different stakeholders. The findings suggest that consumer activism can serve as a powerful tool for societal change, shaping brand strategies and influencing business practices. These insights underscore the necessity for businesses to align their operations with the evolving values and expectations of their consumer base, emphasizing the critical role of ethics in consumer‐brand relationships. This research contributes to the understanding of modern consumer behavior by providing the Consumer Activism framework, which is based on the S‐O‐R‐Om framework. This comprehensive exploration provides valuable insights into the mechanisms driving consumer activism and its significant implications for brand management and consumer behavior research. The study also identifies key research gaps in existing literature and offers a detailed set of recommendations to guide future research on the evolving dynamics of consumer activism.

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Understanding impulse buying in E-commerce: The Big Five traits perspective and moderating effect of time pressure and emotions

Huang,

Silalahi,

Eunike

et al. 2024

Telematics and Informatics Reports

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The role of dark pattern stimuli and personality in online impulse shopping: An application of S‐O‐R theory

Cited by 6 publications

References 84 publications

Prioritizing dark patterns in the e-commerce industry – an empirical investigation using analytic hierarchy process

Prioritizing dark patterns in the e-commerce industry – an empirical investigation using analytic hierarchy process

From Stimulus to Response: Understanding the Causes and Outcomes of Consumer Activism

Understanding impulse buying in E-commerce: The Big Five traits perspective and moderating effect of time pressure and emotions

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