Online impulse buying: Understanding the interplay between consumer impulsiveness and website quality

John D. Wells, D. Veena Parboteeah, Joseph S Valacich

Research output: Contribution to journalArticle

105 Citations (Scopus)

Abstract

With the proliferation of e-commerce, there is growing evidence that online impulse buying is an emerging phenomenon, which has been the focus of researchers from a variety of disciplines. This paper reports on two empirical studies that examine the interplay between a consumer's inherent impulsiveness to buy and website quality. Specifically, consistent with past online impulse buying research, website quality manifests as an environmental cue that directly influences the likelihood that a consumer will experience an urge to buy impulsively. Further, highly impulsive consumers can be both positively and negatively influenced by varying degrees of website quality. Thus, while the objective quality of an e-commerce website is important, the inherent impulsiveness of a consumer is also a critical factor for understanding how and why individuals react impulsively to varying degrees of website quality. The implications of the results for both future research and the design of electronic commerce websites are discussed.

Original languageEnglish (US)
Pages (from-to)32-56
Number of pages25
JournalJournal of the Association of Information Systems
Volume12
Issue number1
StatePublished - 2011
Externally publishedYes

Fingerprint

Websites
Electronic commerce

Keywords

  • Consumer Behavior
  • Electronic Commerce
  • Environmental Psychology
  • Human-Computer Interface
  • Impulse Buying
  • Website Quality

ASJC Scopus subject areas

  • Computer Science Applications
  • Information Systems

Cite this

Online impulse buying : Understanding the interplay between consumer impulsiveness and website quality. / Wells, John D.; Parboteeah, D. Veena; Valacich, Joseph S.

In: Journal of the Association of Information Systems, Vol. 12, No. 1, 2011, p. 32-56.

Research output: Contribution to journalArticle

@article{8b29244d756c4ec3b23cdbc90b20d252,
title = "Online impulse buying: Understanding the interplay between consumer impulsiveness and website quality",
abstract = "With the proliferation of e-commerce, there is growing evidence that online impulse buying is an emerging phenomenon, which has been the focus of researchers from a variety of disciplines. This paper reports on two empirical studies that examine the interplay between a consumer's inherent impulsiveness to buy and website quality. Specifically, consistent with past online impulse buying research, website quality manifests as an environmental cue that directly influences the likelihood that a consumer will experience an urge to buy impulsively. Further, highly impulsive consumers can be both positively and negatively influenced by varying degrees of website quality. Thus, while the objective quality of an e-commerce website is important, the inherent impulsiveness of a consumer is also a critical factor for understanding how and why individuals react impulsively to varying degrees of website quality. The implications of the results for both future research and the design of electronic commerce websites are discussed.",
keywords = "Consumer Behavior, Electronic Commerce, Environmental Psychology, Human-Computer Interface, Impulse Buying, Website Quality",
author = "Wells, {John D.} and Parboteeah, {D. Veena} and Valacich, {Joseph S}",
year = "2011",
language = "English (US)",
volume = "12",
pages = "32--56",
journal = "Journal of the Association of Information Systems",
issn = "1536-9323",
publisher = "Association for Information Systems",
number = "1",

}

TY - JOUR

T1 - Online impulse buying

T2 - Understanding the interplay between consumer impulsiveness and website quality

AU - Wells, John D.

AU - Parboteeah, D. Veena

AU - Valacich, Joseph S

PY - 2011

Y1 - 2011

N2 - With the proliferation of e-commerce, there is growing evidence that online impulse buying is an emerging phenomenon, which has been the focus of researchers from a variety of disciplines. This paper reports on two empirical studies that examine the interplay between a consumer's inherent impulsiveness to buy and website quality. Specifically, consistent with past online impulse buying research, website quality manifests as an environmental cue that directly influences the likelihood that a consumer will experience an urge to buy impulsively. Further, highly impulsive consumers can be both positively and negatively influenced by varying degrees of website quality. Thus, while the objective quality of an e-commerce website is important, the inherent impulsiveness of a consumer is also a critical factor for understanding how and why individuals react impulsively to varying degrees of website quality. The implications of the results for both future research and the design of electronic commerce websites are discussed.

AB - With the proliferation of e-commerce, there is growing evidence that online impulse buying is an emerging phenomenon, which has been the focus of researchers from a variety of disciplines. This paper reports on two empirical studies that examine the interplay between a consumer's inherent impulsiveness to buy and website quality. Specifically, consistent with past online impulse buying research, website quality manifests as an environmental cue that directly influences the likelihood that a consumer will experience an urge to buy impulsively. Further, highly impulsive consumers can be both positively and negatively influenced by varying degrees of website quality. Thus, while the objective quality of an e-commerce website is important, the inherent impulsiveness of a consumer is also a critical factor for understanding how and why individuals react impulsively to varying degrees of website quality. The implications of the results for both future research and the design of electronic commerce websites are discussed.

KW - Consumer Behavior

KW - Electronic Commerce

KW - Environmental Psychology

KW - Human-Computer Interface

KW - Impulse Buying

KW - Website Quality

UR - http://www.scopus.com/inward/record.url?scp=79952903951&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=79952903951&partnerID=8YFLogxK

M3 - Article

AN - SCOPUS:79952903951

VL - 12

SP - 32

EP - 56

JO - Journal of the Association of Information Systems

JF - Journal of the Association of Information Systems

SN - 1536-9323

IS - 1

ER -