Is Online Consumers’ Impulsive Buying Beneficial for E-Commerce Companies? An Empirical Investigation of Online Consumers’ Past Impulsive Buying Behaviors

ABSTRACT

Previous studies emphasized that e-businesses could increase sales with marketing strategies on shopping web sites that induce impulsive buying behavior, and lacked an empirical approach to problems caused by impulsive buying. This study proposes a research model that deals with online consumers’ impulsive buying behavior and empirically validates it. The results show that impulsive buying could have a strong impact on post e-commerce purchase intention and behavior such as actual behavioral return tendency of goods.

KEYWORDS:

• Behavioral return tendency
• complain
• hedonic value
• impulsive buying behavior
• regretreturn intention
• utilitarian value

Notes

^1. http://www.nefe.org/press-room/news/avoid-the-holiday-shopping-hangover.aspx#sthash.YTTCcKN5.dpuf

^2. http://nypost.com/2012/12/09/impulse-buying-has-its-price/

^3. http://www.nefe.org/Portals/0/WhatWeProvide/PrimaryResearch/ConsumerPolls/PDF/ AmericansPoorSpendingHabits_ExecSumm.pdf`

Additional information

Notes on contributors

Se Hun Lim

Se Hun Lim is an associate professor of Department of Management Information Systems at Sangji University. He received PhD degree at Chung-Ang University. His research interests include application of logistic information systems, internet of things (IoT), and brain computer interface (BCI), etc.

Sukho Lee

Sukho Lee is a senior research fellow of the Research Planning & International Affairs Division at the Korea Institute of Finance. He received his PhD from Temple University. His current research focuses on the systemic issues of the Korean insurance industry, financial integration between banks and insurers, etc.

Dan J. Kim

Dan J. Kim is Professor of Information Technology and Decision Sciences at University of North Texas. His research interests are in multidisciplinary areas including information security and privacy, information assurance, and trust in e-commerce. His research work has been published or in forthcoming more than 120 works in refereed journals and peer-reviewed conference proceedings including ISR, JMIS, EJIS, CACM, DSS, etc. He was awarded the NSF CyberCorps grant, 2012 Emerald Review Citations of Excellence Award, 2010 Best Published Paper Award in ISR, Emerald Literati Network 2009 – Outstanding Paper Award, ICIS 2003 Best Paper – First Runner-up Award, and AMCIS 2005 Best Research Paper Award.