Understanding Consumers' Post-purchase Behavior by Cognitive Dissonance and Emotions in the Online Impulse Buying Context

Chen, Wen-Kuo; Chen, Cheng-Kun; Silalahi, Andri Dayarana K.

doi:10.1109/iri51335.2021.00061

Cited by 4 publications

(3 citation statements)

References 29 publications

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“…In this scenario, cognitive dissonance theory (Festinger, 1962) can be applied. Although in other studies (Chang & Tseng, 2014;Chen et al, 2021;Mahapatra & Mishra, 2021), cognitive dissonance theory was focused on post-purchase dissonance, in the case of coping, the theory may focus on post-coping dissonance.…”

Section: Theory Developmentmentioning

confidence: 99%

“…Powers and Jack (2013) introduce two forms of post-purchase dissonance: (1) product dissonance occurs when consumers compare their expectations regarding the actual product and alternative products, and (2) emotional dissonance follows product dissonance and may occur because of, for instance, blaming the store for an unfavourable outcome (Zeelenberg & Pieters, 1999). Several studies apply cognitive dissonance theory to explain processes such as post-purchase dissatisfaction leading to product returns (Powers & Jack, 2015), post-purchase regret and rumination (Chen et al, 2021), negative post-purchase emotions (Mahapatra & Mishra, 2021), and the effect of post-purchase communication strategies on regret and satisfaction (Chang & Tseng, 2014). Additionally, Chang and Tseng (2014) apply persuasion theory (Petty & Cacioppo, 1996) to explore the effect of post-purchase communications on reducing post-purchase cognitive dissonance.…”

Section: Impulse Buying and Cognitive Dissonancementioning

confidence: 99%

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Post‐purchase effects of impulse buying: A review and research agenda

Obukhovich,

Sipilä,

Tarkiainen

2023

J of Consumer Behaviour

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Although impulse buying has been studied for decades, prior research mostly focuses on reasons for impulse buying rather than its outcomes. In recent years this trend has changed, due to the emerging sustainability agenda and the attention to impulse buying as one of the main antecedents of overconsumption. However, existing research on the outcomes of impulse buying is currently less systematically synthesised compared to research on the antecedents. Therefore, we present a framework‐based systematic literature review on the outcomes of impulse buying based on 54 articles, drawing on the frameworks of theory, context, characteristics and methods (TCCM) and antecedents–decisions–outcomes (ADO). The results include a review and classification of impulse buying outcomes and their interconnections. This study unpacks the outcomes of impulse buying for consumers, society and business. The review also includes impulse buying antecedents to the extent that they are connected to the outcomes. Furthermore, we derive a conceptual framework of the impulse buying process that reveals the cyclic nature of impulse buying. Based on the findings, recommendations for future research are provided under the prism of theoretical, methodological, contextual, and conceptual development. The review also has implications for businesses and policymakers.

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Section: Theory Developmentmentioning

confidence: 99%

Section: Impulse Buying and Cognitive Dissonancementioning

confidence: 99%

Post‐purchase effects of impulse buying: A review and research agenda

Obukhovich,

Sipilä,

Tarkiainen

2023

J of Consumer Behaviour

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“…However, this situation also triggers the impulsive purchasing behavior of consumers since it facilitates the spread and convenience of e-commerce. This situation paves the way for the formation of negative cognitive and emotional states (Beatty & Ferrell, 1998;Chang & Tseng, 2014;Liao et al, 2016;Chen et al, 2021).…”

Section: Introductionmentioning

confidence: 99%

İlişkisel Pazarlama, Bilişsel Çelişki, Müşteri Memnuniyeti ve Yeniden Satın Alma Davranışı Arasındaki İlişkinin İncelenmesi: Çevrimiçi Satın Alma Davranışı Üzerine Bir Araştırma

BAYRAKTAR

2023

Fiscaoeconomia

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Especially the rapid technological development of and the rise in internet usage have diversified online shopping sites. Thus, consumers have started to evaluate alternatives in their online shopping site preferences. This situation can create a cognitive dissonance in them. In this direction, the objective of the study was to investigate the impact of bond strategies on cognitive dissonance behavior and the impact of the cognitive dissonance on satisfaction and repurchase behavior of customers in RM. The survey questionnaire forms prepared for this purpose were delivered to the participants using both online and face-to-face questionnaires. Totally 401 responses were submitted. Whether or not a relationship exists between the variables in the model was determined using the LISREL 8.7 software within the framework of the structural equation model. Study results revealed that social, structural, and financial bonds had negative and significant impacts on CD. In other words, it is determined that a one-unit increase in the social, structural, and financial bonds of the participants would have an adverse impact on their CD levels. Moreover, it was detected that CD had a negative and significant impact on customer satisfaction and repurchase behavior.

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