The effect of social and ambient factors on impulse purchasing behavior in social commerce

References

• 2014 Amazon.com Annual Report. 2015. Amazon.com, Inc. http://phx.corporate-ir.net/phoenix.zhtml?c=97664%26p=irol-reportsannual ( accessed December 16, 2015).
   Google Scholar
• Adaval, R. 2001. Sometimes it just feels right: The differential weighting of affect‐consistent and affect‐inconsistent product information. Journal of Consumer Research 28 (1):1–17. doi:10.1086/321944.
   Web of Science ®Google Scholar
• Afrasiabi Rad, A., and M. Benyoucef. 2011. A model for understanding social commerce. Journal of Information Systems Applied Research 4 (2):63.
   Google Scholar
• Aggarwal, P., S. Y. Jun, and J. H. Huh. 2011. Scarcity messages. Journal of Advertising 40 (3):19–30. doi:10.2753/JOA0091-3367400302.
   Web of Science ®Google Scholar
• Ahuja, M. K., D. F. Galletta, and K. M. Carley. 2003. Individual centrality and performance in virtual R&D groups: An empirical study. Management Science 49 (1):21–38. doi:10.1287/mnsc.49.1.21.12756.
   Web of Science ®Google Scholar
• Amaldoss, W., and S. Jain. 2010. Reference groups and product line decisions: An experimental investigation of limited editions and product proliferation. Management Science 56 (4):621–644. doi:10.1287/mnsc.1090.1133.
   Web of Science ®Google Scholar
• Anand, K. S., and R. Aron. 2003. Group buying on the web: A comparison of price-discovery mechanisms. Management Science 49 (11):1546–1562.
   Web of Science ®Google Scholar
• Anderson, J. C., and D. W. Gerbing. 1988. Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin 103 (3):411–423. doi:10.1037/0033-2909.103.3.411.
   Web of Science ®Google Scholar
• Animesh, A., A. Pinsonneault, S.-B. Yang, and W. Oh. 2011. An odyssey into virtual worlds: Exploring the impacts of technological and spatial environments on intention to purchase virtual products. MIS Quarterly-Management Information Systems 35 (3):789.
   Web of Science ®Google Scholar
• Aral, S., C. Dellarocas, and D. Godes. 2013. Introduction to the special issue-social media and business transformation: A framework for research. Information Systems Research 24 (1):3–13. doi:10.1287/isre.1120.0470.
   Web of Science ®Google Scholar
• Bagozzi, R. P., and Y. Yi. 1988. On the evaluation of structural equation models. Journal of the Academy of Marketing Science 16 (1):74–94. doi:10.1007/BF02723327.
   Google Scholar
• Baker, J., M. Levy, and D. Grewal. 1992. An experimental approach to making retail store environmental decisions. Journal of Retailing 68 (4):445.
   Web of Science ®Google Scholar
• Balachander, S., and A. Stock. 2009. Limited edition products: When and when not to offer them. Marketing Science 28 (2):336–355. doi:10.1287/mksc.1080.0401.
   Web of Science ®Google Scholar
• Ballantine, P. W., and D. R. Fortin. 2009. The effects of interactivity and product information on consumers’ emotional responses to an online retail setting. International Journal of Internet Marketing and Advertising 5 (4):260–271. doi:10.1504/IJIMA.2009.027810.
   Google Scholar
• Barone, M. J., and T. Roy. 2010. Does exclusivity always pay off? Exclusive price promotions and consumer response. Journal of Marketing 74 (2):121–132. doi:10.1509/jmkg.74.2.121.
   Web of Science ®Google Scholar
• Batra, R., and O. T. Ahtola. 1991. Measuring the hedonic and utilitarian sources of consumer attitudes. Marketing Letters 2 (2):159–170. doi:10.1007/BF00436035.
   Google Scholar
• Baumeister, R. F., E. Bratslavsky, M. Muraven, and D. M. Tice. 1998. Ego depletion: Is the active self a limited resource? Journal of Personality and Social Psychology 74 (5):1252–1265. doi:10.1037/0022-3514.74.5.1252.
   PubMed Web of Science ®Google Scholar
• Beatty, S. E., and M. E. Ferrell. 1998. Impulse buying: Modeling its precursors. Journal of Retailing 74 (2):169–191. doi:10.1016/S0022-4359(99)80092-X.
   Web of Science ®Google Scholar
• Belk, R. W. 1975. Situational variables and consumer behavior. Journal of Consumer Research 2 (3):157–164.
   Web of Science ®Google Scholar
• Borges, A., J.-C. Chebat, and B. J. Babin. 2010. Does a companion always enhance the shopping experience? Journal of Retailing and Consumer Services 17 (4):294–299. doi:10.1016/j.jretconser.2010.02.007.
   Google Scholar
• Bozzolo, A. M., and T. C. Brock. 1992. Unavailability effects on message processing: A theoretical analysis an empirical test. Basic and Applied Social Psychology 13 (1):93–101. doi:10.1207/s15324834basp1301_8.
   Web of Science ®Google Scholar
• Brannon, L. A., and T. C. Brock. 2001. Limiting time for responding enhances behavior corresponding to the merits of compliance appeals: Refutations of heuristic-cue theory in service and consumer settings. Journal of Consumer Psychology 10 (3):135–146. doi:10.1207/s15327663jcp1003_2.
   Web of Science ®Google Scholar
• Brehm, J. W., R. A. Wright, S. Solomon, L. Silka, and J. Greenberg. 1983. Perceived difficulty, energization, and the magnitude of goal valence. Journal of Experimental Social Psychology 19 (1):21–48. doi:10.1016/0022-1031(83)90003-3.
   Web of Science ®Google Scholar
• Bruner, G. C. 1990. Music, mood, and marketing. The Journal of Marketing 54 (4):94–104. doi:10.2307/1251762.
   Web of Science ®Google Scholar
• Byers, J. W., M. Mitzenmacher, M. Potamias, and G. Zervas. 2011. A month in the life of Groupon. Arxiv Preprint arXiv:1105.0903.
   Google Scholar
• Cai, S., and Y. Xu. 2011. Designing not just for pleasure: Effects of Web site aesthetics on consumer shopping value. International Journal of Electronic Commerce 15 (4):159–188. doi:10.2753/JEC1086-4415150405.
   Web of Science ®Google Scholar
• Campo, K., E. Gijsbrechts, and P. Nisol. 2004. Dynamics in consumer response to product unavailability: Do stock-out reactions signal response to permanent assortment reductions? Journal of Business Research 57 (8):834–43. doi:10.1016/S0148-2963(02)00486-1.
   Web of Science ®Google Scholar
• Carneiro, D., P. Novais, and J. Neves. 2014. Conflict resolution and its context: From the analysis of behavioural patterns to efficient decision-making. Berlin, Germany: Springer.
   Google Scholar
• Cavazza, F. 2012. The Six Pillars of Social Commerce. Forbes.com. www.forbes.com/sites/fredcavazza/2012/02/01/the-six-pillars-of-social-commerce/ ( accessed December 16, 2015).
   Google Scholar
• Chang, H.-J., M. Eckman, and R.-N. Yan. 2011. Application of the Stimulus-Organism-Response model to the retail environment: The role of hedonic motivation in impulse buying behavior. The International Review of Retail, Distribution and Consumer Research 21 (3):233–249. doi:10.1080/09593969.2011.578798.
   Google Scholar
• Chebat, J.-C., and R. Michon. 2003. Impact of ambient odors on mall shoppers’ emotions, cognition, and spending: A test of competitive causal theories. Journal of Business Research 56 (7):529–539. doi:10.1016/S0148-2963(01)00247-8.
   Web of Science ®Google Scholar
• Chen, H.-S., and T. Hsieh. 2011. The effect of atmosphere on customer perceptions and customer behavior responses in chain store supermarkets. African Journal of Business Management 5 (24):10054–10066. doi:10.5897/AJBM10.608.
   Google Scholar
• Cheng, F.-F., C.-S. Wu, and D. C. Yen. 2009. The effect of online store atmosphere on consumer’s emotional responses–an experimental study of music and colour. Behaviour & Information Technology 28 (4):323–334. doi:10.1080/01449290701770574.
   Web of Science ®Google Scholar
• Cheshin, A., A. Rafaeli, and N. Bos. 2011. Anger and happiness in virtual teams: Emotional influences of text and behavior on others’ affect in the absence of non-verbal cues. Organizational Behavior and Human Decision Processes 116 (1):2–16. doi:10.1016/j.obhdp.2011.06.002.
   Web of Science ®Google Scholar
• Chung, H.-C. 2014. Coupang aims to create exemplary culture. The Korea Times. http://www.koreatimes.co.kr/www/news/biz/2014/02/334_151245.html ( accessed December 9, 2015).
   Google Scholar
• Chung, W., and L. Chen. 2012. Group-buying e-commerce in China. IT Professional 14 (4):24–30. doi:10.1109/MITP.2012.49.
   Web of Science ®Google Scholar
• Cialdini Robert, B. 2009. Influence: Science and Practice, Vol. 4. Boston: Pearson Education.
   Google Scholar
• Clover, V. T. 1950. Relative importance of impulse-buying in retail stores. The Journal of Marketing 15 (1):66–70. doi:10.2307/1247083.
   Web of Science ®Google Scholar
• Curty, R. G., and P. Zhang. 2013. Website features that gave rise to social commerce: A historical analysis. Electronic Commerce Research and Applications 12 (4):260–279. doi:10.1016/j.elerap.2013.04.001.
   Web of Science ®Google Scholar
• Cyr, D., K. Hassanein, M. Head, and A. Ivanov. 2007. The role of social presence in establishing loyalty in e-service environments. Interacting with Computers 19 (1):43–56. doi:10.1016/j.intcom.2006.07.010.
   Web of Science ®Google Scholar
• Dawson, S., and M. Kim. 2009. External and internal trigger cues of impulse buying online. Direct Marketing: An International Journal 3 (1):20–34. doi:10.1108/17505930910945714.
   Google Scholar
• Day, R.-F., C.-H. Lin, W.-H. Huang, and S.-H. Chuang. 2009. Effects of music tempo and task difficulty on multi-attribute decision-making: An eye-tracking approach. Computers in Human Behavior 25 (1):130–143. doi:10.1016/j.chb.2008.08.001.
   Web of Science ®Google Scholar
• Deng, L., and M. S. Poole. 2012. Aesthetic design of e-commerce web pages—Webpage complexity, order and preference. Electronic Commerce Research and Applications 11 (4):420–440. doi:10.1016/j.elerap.2012.06.004.
   Web of Science ®Google Scholar
• Dholakia, U. M. 2000. Temptation and resistance: An integrated model of consumption impulse formation and enactment. Psychology & Marketing 17 (11):955–982. doi:10.1002/(ISSN)1520-6793.
   Web of Science ®Google Scholar
• Dholakia, U. M. 2011. What makes Groupon promotions profitable for businesses? http://ssrn.com/abstract=1790414
   Google Scholar
• Ding, C. G., and C.-H. Lin. 2012. How does background music tempo work for online shopping? Electronic Commerce Research and Applications 11 (3):299–307. doi:10.1016/j.elerap.2011.10.002.
   Web of Science ®Google Scholar
• Donovan, R. J., and J. R. Rossiter. 1982. Store atmosphere: An environmental psychology approach. Journal of Retailing 58 (1):34–57.
   Web of Science ®Google Scholar
• Donovan, R. J., J. R. Rossiter, G. Marcoolyn, and A. Nesdale. 1994. Store atmosphere and purchasing behavior. Journal of Retailing 70 (3):283–294. doi:10.1016/0022-4359(94)90037-X.
   Web of Science ®Google Scholar
• Edelman, B., S. Jaffe, and S. D. Kominers. 2011. To Groupon or not to Groupon: The profitability of deep discounts. Marketing Letters 27 (1):39–53. doi:10.1007/s11002-014-9289-y.
   Web of Science ®Google Scholar
• Eisend, M. 2008. Explaining the impact of scarcity appeals in advertising: The mediating role of perceptions of susceptibility. Journal of Advertising 37 (3):33–40. doi:10.2753/JOA0091-3367370303.
   Web of Science ®Google Scholar
• Eroglu, S. A., K. A. Machleit, and L. M. Davis. 2001. Atmospheric qualities of online retailing: A conceptual model and implications. Journal of Business Research 54 (2):177–184. doi:10.1016/S0148-2963(99)00087-9.
   Web of Science ®Google Scholar
• Eroglu, S. A., K. A. Machleit, and L. M. Davis. 2003. Empirical testing of a model of online store atmospherics and shopper responses. Psychology & Marketing 20 (2):139–150. doi:10.1002/(ISSN)1520-6793.
   Web of Science ®Google Scholar
• Fiore, S. G., and S. Kelly. 2007. Surveying the use of sound in online stores: Practices, possibilities and pitfalls for user experience. International Journal of Retail & Distribution Management 35 (7):600–611. doi:10.1108/09590550710755967.
   Google Scholar
• Flight, R. L., M. M. Rountree, and S. E. Beatty. 2012. Feeling the urge: Affect in impulsive and compulsive buying. The Journal of Marketing Theory and Practice 20 (4):453–466. doi:10.2753/MTP1069-6679200407.
   Google Scholar
• Fornell, C., and D. F. Larcker. 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 (1):39–50. doi:10.2307/3151312.
   Web of Science ®Google Scholar
• Furnham, A., and K. Allass. 1999. The influence of musical distraction of varying complexity on the cognitive performance of extroverts and introverts. European Journal of Personality 13 (1):27–38. doi:10.1002/(ISSN)1099-0984.
   Web of Science ®Google Scholar
• Gefen, D., E. Karahanna, and D. W. Straub. 2003. Trust and TAM in online shopping: An integrated model. MIS Quarterly 27 (1):51–90.
   Web of Science ®Google Scholar
• Gierl, H., M. Plantsch, and J. Schweidler. 2008. Scarcity effects on sales volume in retail. The International Review of Retail, Distribution and Consumer Research 18 (1):45–61. doi:10.1080/09593960701778077.
   Google Scholar
• Golden, L. L., and M. R. Zimmer. 1986. Relationships between affect, patronage, frequency, and amount of money spent with a comment on affect scaling and measurement. Advances in Consumer Research 13 (1):53–57.
   Google Scholar
• Google, and MARC. 2013. Mobile In-Store Research: How in-store shoppers are using mobile devices. http://www.marcresearch.com/pdf/Mobile_InStore_Research_Study.pdf ( accessed December 10, 2015).
   Google Scholar
• Greenland, S. J., and P. J. McGoldrick. 1994. Atmospherics, attitudes and behaviour: Modelling the impact of designed space. The International Review of Retail, Distribution and Consumer Research 4 (1):1–16. doi:10.1080/09593969400000001.
   Google Scholar
• Grewal, D., J. Baker, M. Levy, and G. B. Voss. 2003. The effects of wait expectations and store atmosphere evaluations on patronage intentions in service-intensive retail stores. Journal of Retailing 79 (4):259–268. doi:10.1016/j.jretai.2003.09.006.
   Web of Science ®Google Scholar
• Grossbart, S., R. Hampton, B. Rammohan, and R. S. Lapidus. 1990. Environmental dispositions and customer response to store atmospherics. Journal of Business Research 21 (3):225–241. doi:10.1016/0148-2963(90)90030-H.
   Web of Science ®Google Scholar
• Groupon. 2014. Annual Report. Groupon.com 2015. http://investor.groupon.com/financials.cfm ( accessed December 16, 2015).
   Google Scholar
• Guido, G. 2006. Shopping motives, Big Five Factors, and the hedonic/utilitarian shopping value: An integration and factorial study. Innovative Marketing 2 (2):57–67.
   Google Scholar
• Gupta, S., T. Keiningham, R. Weaver, and L. Williams. 2012. Are daily deals good for merchants? Harvard Business School Case 9:513–559.
   Google Scholar
• Hair, J. F., W. C. Black, B. J. Babin, R. E. Anderson, and R. L. Tatham. 2006. Multivariate data analysis, 6th ed. New York, NY: Pearson Education.
   Google Scholar
• Hair, J. F., C. M. Ringle, and M. Sarstedt. 2011. PLS-SEM: Indeed a silver bullet. Journal of Marketing Theory and Practice 19 (2):139–152. doi:10.2753/MTP1069-6679190202.
   Google Scholar
• Hallam, S., J. Price, and G. Katsarou. 2002. The effects of background music on primary school pupils’ task performance. Educational Studies 28 (2):111–122. doi:10.1080/03055690220124551.
   Web of Science ®Google Scholar
• Hassanein, K., and M. Head. 2006. The impact of infusing social presence in the web interface: An investigation across product types. International Journal of Electronic Commerce 10 (2):31–55. doi:10.2753/JEC1086-4415100202.
   Web of Science ®Google Scholar
• Hassanein, K., and M. Head. 2007. Manipulating perceived social presence through the web interface and its impact on attitude towards online shopping. International Journal of Human-Computer Studies 65 (8):689–708. doi:10.1016/j.ijhcs.2006.11.018.
   Web of Science ®Google Scholar
• Hevner, K. 1935. The affective character of the major and minor modes in music. The American Journal of Psychology 47 (1):103–118. doi:10.2307/1416710.
   Google Scholar
• Hirschman, E. C., and M. B. Holbrook. 1982. Hedonic consumption: Emerging concepts, methods and propositions. The Journal of Marketing 46 (3):92–101. doi:10.2307/1251707.
   Web of Science ®Google Scholar
• Holbrook, M. B., and P. Anand. 1990. Effects of tempo and situational arousal on the listener’s perceptual and affective responses to music. Psychology of Music 18 (2):150–162. doi:10.1177/0305735690182004.
   Google Scholar
• Huang, Y.-F., and F.-Y. Kuo. 2012. How impulsivity affects consumer decision-making in e-commerce. Electronic Commerce Research and Applications 11 (6):582–590. doi:10.1016/j.elerap.2012.09.004.
   Web of Science ®Google Scholar
• Huang, Z., and M. Benyoucef. 2013. From e-commerce to social commerce: A close look at design features. Electronic Commerce Research and Applications 12 (4):246–259. doi:10.1016/j.elerap.2012.12.003.
   Web of Science ®Google Scholar
• Isen, A. M. 1984. The influence of positive affect on decision making and cognitive organization. Advances in Consumer Research 11 (1):534–537.
   Google Scholar
• Isenberg, D. J. 1981. Some effects of time-pressure on vertical structure and decision-making accuracy in small groups. Organizational Behavior and Human Performance 27 (1):119–134. doi:10.1016/0030-5073(81)90042-8.
   Web of Science ®Google Scholar
• Jeffrey Inman, J., A. C. Peter, and P. Raghubir. 1997. Framing the deal: The role of restrictions in accentuating deal value. Journal of Consumer Research 24 (1):68–79. doi:10.1086/jcr.1997.24.issue-1.
   Web of Science ®Google Scholar
• Jiang, Z., J. Chan, B. C. Tan, and W. S. Chua. 2010. Effects of interactivity on website involvement and purchase intention. Journal of the Association for Information Systems 11 (1):34.
   Web of Science ®Google Scholar
• Jing, X., and J. Xie. 2011. Group buying: a new mechanism for selling through social interactions. Management Science 57 (8):1354–1372.
   Web of Science ®Google Scholar
• Jung, J. M., and J. J. Kellaris. 2004. Cross‐national differences in proneness to scarcity effects: The moderating roles of familiarity, uncertainty avoidance, and need for cognitive closure. Psychology & Marketing 21 (9):739–753. doi:10.1002/(ISSN)1520-6793.
   Web of Science ®Google Scholar
• Kalwani, M. U., and C. K. Yim. 1992. Consumer price and promotion expectations: An experimental study. Journal of Marketing Research 29 (1):90–100. doi:10.2307/3172495.
   Web of Science ®Google Scholar
• Kaplan, A. M., and M. Haenlein. 2010. Users of the world, unite! The challenges and opportunities of Social Media. Business Horizons 53 (1):59–68. doi:10.1016/j.bushor.2009.09.003.
   Web of Science ®Google Scholar
• Kato, Y., S. Kato, and K. Akahori. 2007. Effects of emotional cues transmitted in e-mail communication on the emotions experienced by senders and receivers. Computers in Human Behavior 23 (4):1894–1905. doi:10.1016/j.chb.2005.11.005.
   Web of Science ®Google Scholar
• Kellaris, J. J., and R. J. Kent. 1991. Exploring tempo and modality effects on consumer responses to music. Advances in Consumer Research 18 (1):243–248.
   Google Scholar
• Kellaris, J. J., and R. J. Kent. 1993. An exploratory investigation of responses elicited by music varying in tempo, tonality, and texture. Journal of Consumer Psychology 2 (4):381–401. doi:10.1016/S1057-7408(08)80068-X.
   Google Scholar
• Kiecker, P., and C. L. Hartman. 1993. Purchase pal use: Why buyers choose to shop with others. Paper presented at AMA Educators’ Conference, California, USA.
   Google Scholar
• Kim, D. 2013. Under what conditions will social commerce business models survive? Electronic Commerce Research and Applications 12 (2):69–77. doi:10.1016/j.elerap.2012.12.002.
   Web of Science ®Google Scholar
• Kim, J.-H., and S. Lennon. 2012. Music and amount of information: Do they matter in an online apparel setting? The International Review of Retail, Distribution and Consumer Research 22 (1):55–82. doi:10.1080/09593969.2011.634073.
   Google Scholar
• Kim, S., and H. Park. 2013. Effects of various characteristics of social commerce (s-commerce) on consumers’ trust and trust performance. International Journal of Information Management 33 (2):318–332. doi:10.1016/j.ijinfomgt.2012.11.006.
   Web of Science ®Google Scholar
• Koufaris, M., A. Kambil, and P. A. LaBarbera. 2001. Consumer behavior in web-based commerce: An empirical study. International Journal of Electronic Commerce 6 (2):115–138.
   Web of Science ®Google Scholar
• Kumar, N., and I. Benbasat. 2002. Para-social presence and communication capabilities of a web site: A theoretical perspective. E-service Journal 1 (3):5–24. doi:10.2979/esj.2002.1.issue-3.
   Google Scholar
• Kumar, N., and I. Benbasat. 2006. Research note: The influence of recommendations and consumer reviews on evaluations of websites. Information Systems Research 17 (4):425–439. doi:10.1287/isre.1060.0107.
   Web of Science ®Google Scholar
• Lai, C.-J., and K.-M. Chang. 2015. Effect of Background Music and Visual Display on Shopping Website Browsing and Purchasing Process. Paper presented at the Second European Academic Research Conference on Global Business, Economics, Finance and Banking, Zurich, Switzerland.
   Google Scholar
• Li, H., R. Sarathy, and H. Xu. 2011. The role of affect and cognition on online consumers’ decision to disclose personal information to unfamiliar online vendors. Decision Support Systems 51 (3):434–445. doi:10.1016/j.dss.2011.01.017.
   Web of Science ®Google Scholar
• Li, J.-G. T., J.-O. Kim, and S. Y. Lee. 2009. An empirical examination of perceived retail crowding, emotions, and retail outcomes. The Service Industries Journal 29 (5):635–652. doi:10.1080/02642060902720121.
   Web of Science ®Google Scholar
• Liang, T.-P., Y.-T. Ho, Y.-W. Li, and E. Turban. 2011. What drives social commerce: The role of social support and relationship quality. International Journal of Electronic Commerce 16 (2):69–90. doi:10.2753/JEC1086-4415160204.
   Web of Science ®Google Scholar
• Liao, S.-L., Y.-C. Shen, and C.-H. Chu. 2009. The effects of sales promotion strategy, product appeal and consumer traits on reminder impulse buying behaviour. International Journal of Consumer Studies 33 (3):274–284. doi:10.1111/ijc.2009.33.issue-3.
   Web of Science ®Google Scholar
• Liu, Y., H. Li, and F. Hu. 2013. Website attributes in urging online impulse purchase: An empirical investigation on consumer perceptions. Decision Support Systems 55 (3):829–837. doi:10.1016/j.dss.2013.04.001.
   Web of Science ®Google Scholar
• Lombard, M., and T. Ditton. 1997. At the heart of it all: The concept of presence. Journal of Computer‐Mediated Communication 3 (2):265.
   Google Scholar
• Luo, X. 2005. How does shopping with others influence impulsive purchasing? Journal of Consumer Psychology 15 (4):288–294. doi:10.1207/s15327663jcp1504_3.
   Web of Science ®Google Scholar
• Lynn, M. 1989. Scarcity effects on desirability: Mediated by assumed expensiveness? Journal of Economic Psychology 10 (2):257–274. doi:10.1016/0167-4870(89)90023-8.
   Web of Science ®Google Scholar
• Madhavaram, S. R., and D. A. Laverie. 2004. Exploring impulse purchasing on the internet. Advances in Consumer Research 31 (1):59–66.
   Google Scholar
• Mangleburg, T. F., P. M. Doney, and T. Bristol. 2004. Shopping with friends and teens’ susceptibility to peer influence. Journal of Retailing 80 (2):101–116. doi:10.1016/j.jretai.2004.04.005.
   Web of Science ®Google Scholar
• Marsden, P., and P. Chaney. 2012. The social commerce handbook: 20 secrets for turning social media into social sales. New York: McGraw-Hill.
   Google Scholar
• Mattila, A. S., and J. Wirtz. 2001. Congruency of scent and music as a driver of in-store evaluations and behavior. Journal of Retailing 77 (2):273–289. doi:10.1016/S0022-4359(01)00042-2.
   Web of Science ®Google Scholar
• Mattila, A. S., and J. Wirtz. 2008. The role of store environmental stimulation and social factors on impulse purchasing. Journal of Services Marketing 22 (7):562–567. doi:10.1108/08876040810909686.
   Google Scholar
• Matzler, K., R. Faullant, B. Renzl, and V. Leiter. 2005. The relationship between personality traits (extraversion and neuroticism), emotions and customer self-satisfaction. Innovative Marketing (2):32–39.
   Google Scholar
• Mehrabian, A., and J. A. Russell. 1974. An approach to environmental psychology. Cambridge, MA: MIT Press.
   Google Scholar
• Narasimhan, C., S. A. Neslin, and S. K. Sen. 1996. Promotional elasticities and category characteristics. The Journal of Marketing 60 (2):17–30. doi:10.2307/1251928.
   Web of Science ®Google Scholar
• Ng, C. S.-P. 2013. Intention to purchase on social commerce websites across cultures: A cross-regional study. Information & Management 50 (8):609–620. doi:10.1016/j.im.2013.08.002.
   Web of Science ®Google Scholar
• Nunnally, J. C., and I. H. Bernstein. 1994. Psychometric theory, 3rd ed. New York: McGraw-Hill.
   Google Scholar
• Parboteeah, D. V., J. S. Valacich, and J. D. Wells. 2009. The influence of website characteristics on a consumer’s urge to buy impulsively. Information Systems Research 20 (1):60–78. doi:10.1287/isre.1070.0157.
   Web of Science ®Google Scholar
• Piron, F. 1991. Defining impulse purchasing. Advances in Consumer Research 18 (1):509–514.
   Google Scholar
• Qualman, E. 2012. Socialnomics: How social media transforms the way we live and do business. New York: John Wiley & Sons.
   Google Scholar
• Revelle, W., P. Amaral, and S. Turriff. 1976. Introversion/extroversion, time stress, and caffeine: Effect on verbal performance. Science 192 (4235):149–150. doi:10.1126/science.1257762.
   PubMed Web of Science ®Google Scholar
• Rigg, M. G. 1964. The mood effects of music: A comparison of data from four investigators. The Journal of Psychology 58 (2):427–438. doi:10.1080/00223980.1964.9916765.
   Web of Science ®Google Scholar
• Ringle, C., S. Wende, and A. Will. 2007. SmartPLS 2.0 M3. Hamburg, Germany: University of Hamburg.
   Google Scholar
• Rook, D. W. 1987. The Buying Impulse. Journal of Consumer Research 14 (2):189–99. doi:10.1086/jcr.1987.14.issue-2.
   Web of Science ®Google Scholar
• Rook, D. W., and R. J. Fisher. 1995. Normative influences on impulsive buying behavior. Journal of Consumer Research 22 (3):305–313. doi:10.1086/jcr.1995.22.issue-3.
   Web of Science ®Google Scholar
• Rook, D. W., and M. P. Gardner. 1993. In the mood: Impulse buying’s affective antecedents. Research in Consumer Behavior 6 (7):1–28.
   Google Scholar
• Rose, S., M. Clark, P. Samouel, and N. Hair. 2012. Online customer experience in e-retailing: An empirical model of antecedents and outcomes. Journal of Retailing 88 (2):308–322. doi:10.1016/j.jretai.2012.03.001.
   Web of Science ®Google Scholar
• Russell, J. A., and A. Mehrabian. 1977. Evidence for a three-factor theory of emotions. Journal of Research in Personality 11 (3):273–294. doi:10.1016/0092-6566(77)90037-X.
   Web of Science ®Google Scholar
• Shen, K. N., and M. Khalifa. 2012. System design effects on online impulse buying. Internet Research 22 (4):396–425. doi:10.1108/10662241211250962.
   Web of Science ®Google Scholar
• Sherman, E., A. Mathur, and R. B. Smith. 1997. Store environment and consumer purchase behavior: Mediating role of consumer emotions. Psychology & Marketing 14 (4):361–378. doi:10.1002/(ISSN)1520-6793.
   Web of Science ®Google Scholar
• Sherman, E., and R. B. Smith. 1987. Mood states of shoppers and store image: Promising interactions and possible behavioral effects. Advances in Consumer Research 14 (1):251–254.
   Google Scholar
• Short, J., E. Williams, and B. Christie. 1976. The social psychology of telecommunications. New York: John Wiley & Sons.
   Google Scholar
• Silvera, D. H., A. M. Lavack, and F. Kropp. 2008. Impulse buying: The role of affect, social influence, and subjective wellbeing. Journal of Consumer Marketing 25 (1):23–33. doi:10.1108/07363760810845381.
   Google Scholar
• Smith, P. C., and R. Curnow. 1966. “Arousal hypothesis” and the effects of music on purchasing behavior. The Journal of Applied Psychology 50 (3):255–256. doi:10.1037/h0023326.
   PubMed Web of Science ®Google Scholar
• Sneath, J. Z., R. Lacey, and P. A. Kennett-Hensel. 2009. Coping with a natural disaster: Losses, emotions, and impulsive and compulsive buying. Marketing Letters 20 (1):45–60. doi:10.1007/s11002-008-9049-y.
   Web of Science ®Google Scholar
• Sommer, R., M. Wynes, and G. Brinkley. 1992. Social facilitation effects in shopping behavior. Environment and Behavior 24 (3):285–297. doi:10.1177/0013916592243001.
   Web of Science ®Google Scholar
• Stephen, A. T., and O. Toubia. 2010. Deriving value from social commerce networks. Journal of Marketing Research 47 (2):215–228. doi:10.1509/jmkr.47.2.215.
   Web of Science ®Google Scholar
• Stern, H. 1962. The significance of impulse buying today. The Journal of Marketing 26 (2):59–62. doi:10.2307/1248439.
   Web of Science ®Google Scholar
• Stock, A., and S. Balachander. 2005. The making of a “hot product”: A signaling explanation of marketers’ scarcity strategy. Management Science 51 (8):1181–1192. doi:10.1287/mnsc.1050.0381.
   Web of Science ®Google Scholar
• Stokols, D. 1972. On the distinction between density and crowding: Some implications for future research. Psychological Review 79 (3):275–277. doi:10.1037/h0032706.
   PubMed Web of Science ®Google Scholar
• Swami, S., and P. J. Khairnar. 2003. Diffusion of products with limited supply and known expiration date. Marketing Letters 14 (1):33–46. doi:10.1023/A:1022806101362.
   Web of Science ®Google Scholar
• Teo, -H.-H., K. K. Wei, and I. Benbasat. 2003. Predicting intention to adopt interorganizational linkages: An institutional perspective. MIS Quarterly 27 (1):19–49.
   Web of Science ®Google Scholar
• Tice, D. M., E. Bratslavsky, and R. F. Baumeister. 2001. Emotional distress regulation takes precedence over impulse control: If you feel bad, do it! Journal of Personality and Social Psychology 80 (1):53–67. doi:10.1037/0022-3514.80.1.53.
   PubMed Web of Science ®Google Scholar
• Van Herpen, E., R. Pieters, and M. Zeelenberg. 2005. How product scarcity impacts on choice: Snob and bandwagon effects. Advances in Consumer Research 32:623–624.
   Google Scholar
• Verhallen, T. M., and H. S. Robben. 1994. Scarcity and preference: An experiment on unavailability and product evaluation. Journal of Economic Psychology 15 (2):315–331. doi:10.1016/0167-4870(94)90007-8.
   Web of Science ®Google Scholar
• Verplanken, B., A. G. Herabadi, J. A. Perry, and D. H. Silvera. 2005. Consumer style and health: The role of impulsive buying in unhealthy eating. Psychology & Health 20 (4):429–441. doi:10.1080/08870440412331337084.
   Web of Science ®Google Scholar
• Vinzi, V. E., W. W. Chin, J. Henseler, and H. Wang. 2010. Handbook of partial least squares: concepts, methods and applications. Berlin, Germany: Springer.
   Google Scholar
• Virvilaitė, R., V. Saladienė, and J. Žvinklytė. 2011. The impact of external and internal stimuli on impulsive purchasing. Economics & Management 16:1329–1336.
   Google Scholar
• Wang, C., and P. Zhang. 2012. The evolution of social commerce: The people, management, technology, and information dimensions. Communications of the Association for Information Systems 31 (5):1–23.
   Google Scholar
• Wang, L. C., J. Baker, J. A. Wagner, and K. Wakefield. 2007. Can a retail web site be social? Journal of Marketing 71 (3):143–157. doi:10.1509/jmkg.71.3.143.
   Web of Science ®Google Scholar
• Wasko, M. M., and S. Faraj. 2005. Why should I share? Examining social capital and knowledge contribution in electronic networks of practice. MIS Quarterly 29 (1):35–57.
   Web of Science ®Google Scholar
• Watson, D., and A. Tellegen. 1985. Toward a consensual structure of mood. Psychological Bulletin 98 (2):219–235. doi:10.1037/0033-2909.98.2.219.
   PubMed Web of Science ®Google Scholar
• Webster, T. 2012. The Daily Deals Consumer 2012. http://www.edisonresearch.com/wp-content/uploads/2012/04/Edison-Research-Daily-Deals-Report-2012.pdf ( accessed December 9, 2015).
   Google Scholar
• Williams, A. D., and J. R. Grisham. 2012. Impulsivity, emotion regulation, and mindful attentional focus in compulsive buying. Cognitive Therapy and Research 36 (5):451–457. doi:10.1007/s10608-011-9384-9.
   Web of Science ®Google Scholar
• Wohlwill, J. F. 1974. Human adaptation to levels of environmental stimulation. Human Ecology 2 (2):127–147. doi:10.1007/BF01558117.
   Web of Science ®Google Scholar
• Worchel, S., J. Lee, and A. Adewole. 1975. Effects of supply and demand on ratings of object value. Journal of Personality and Social Psychology 32 (5):906–914. doi:10.1037/0022-3514.32.5.906.
   Web of Science ®Google Scholar
• Wu, C.-S., -F.-F. Cheng, and D. C. Yen. 2008. The atmospheric factors of online storefront environment design: An empirical experiment in Taiwan. Information & Management 45 (7):493–498. doi:10.1016/j.im.2008.07.004.
   Web of Science ®Google Scholar
• Wu, W.-Y., H.-Y. Lu, -Y.-Y. Wu, and C.-S. Fu. 2012. The effects of product scarcity and consumers’ need for uniqueness on purchase intention. International Journal of Consumer Studies 36 (3):263–274. doi:10.1111/ijc.2012.36.issue-3.
   Web of Science ®Google Scholar
• Xu, C., S. Ryan, V. Prybutok, and C. Wen. 2012. It is not for fun: An examination of social network site usage. Information & Management 49 (5):210–217. doi:10.1016/j.im.2012.05.001.
   Web of Science ®Google Scholar
• Yadav, M. S., and P. R. Varadarajan. 2005. Understanding product migration to the electronic marketplace: A conceptual framework. Journal of Retailing 81 (2):125–140. doi:10.1016/j.jretai.2005.03.006.
   Web of Science ®Google Scholar
• Yalch, R. F., and E. R. Spangenberg. 2000. The effects of music in a retail setting on real and perceived shopping times. Journal of Business Research 49 (2):139–147. doi:10.1016/S0148-2963(99)00003-X.
   Web of Science ®Google Scholar
• Youn, S., and R. J. Faber. 2000. Impulse buying: Its relation to personality traits and cues. Advances in Consumer Research 27 (1):179–185.
   Google Scholar
• Yu, C., and M. Bastin. 2010. Hedonic shopping value and impulse buying behavior in transitional economies: A symbiosis in the Mainland China marketplace. Journal of Brand Management 18 (2):105–114. doi:10.1057/bm.2010.32.
   Google Scholar
• Zhang, H., Y. Lu, P. Gao, and Z. Chen. 2014. Social shopping communities as an emerging business model of youth entrepreneurship: Exploring the effects of website characteristics. International Journal of Technology Management 66 (4):319–345. doi:10.1504/IJTM.2014.064987.
   Web of Science ®Google Scholar
• Zhang, T., R. Agarwal, and H. C. Lucas Jr. 2011. The value of IT-enabled retailer learning: Personalized product recommendations and customer store loyalty in electronic markets. MIS Quarterly-Management Information Systems 35 (4):859.
   Web of Science ®Google Scholar
• Zhou, G., K. Xu, and S. S. Liao. 2013. Do starting and ending effects in fixed-price group-buying differ? Electronic Commerce Research and Applications 12 (2):78–89. doi:10.1016/j.elerap.2012.11.006.
   Web of Science ®Google Scholar
• Zhou, L., P. Zhang, and H.-D. Zimmermann. 2013. Social commerce research: An integrated view. Electronic Commerce Research and Applications 12 (2):61–68. doi:10.1016/j.elerap.2013.02.003.
   Web of Science ®Google Scholar