Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively

The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively With the proliferation of e-commerce, there is growing evidence that online impulse buying is occurring, yet relatively few researchers have studied this phenomenon. This paper reports on two studies that examine how variations in a website influence online impulse buying. The results reveal some relevant insights about this phenomenon. Specifically, although many participants had the urge to buy impulsively, regardless of website quality, this behavior's likelihood and magnitude was directly influenced by varying the quality of task-relevant and mood-relevant cues. Task-relevant cues include characteristics, such as navigability, that help in the attainment of the online consumer's shopping goal. Conversely, mood-relevant cues refer to the characteristics, such as visual appeal, that affect the degree to which a user enjoys browsing a website but that do not directly support a particular shopping goal. The implications of the results for both future research and the design of human-computer interfaces are discussed. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Information Systems Research INFORMS

The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively

19 pages

Loading next page...
 
/lp/informs/the-influence-of-website-characteristics-on-a-consumer-s-urge-to-buy-zRFvInbsYq

References (66)

Publisher
INFORMS
Copyright
Copyright © INFORMS
Subject
Research Article
ISSN
1047-7047
eISSN
1526-5536
DOI
10.1287/isre.1070.0157
Publisher site
See Article on Publisher Site

Abstract

With the proliferation of e-commerce, there is growing evidence that online impulse buying is occurring, yet relatively few researchers have studied this phenomenon. This paper reports on two studies that examine how variations in a website influence online impulse buying. The results reveal some relevant insights about this phenomenon. Specifically, although many participants had the urge to buy impulsively, regardless of website quality, this behavior's likelihood and magnitude was directly influenced by varying the quality of task-relevant and mood-relevant cues. Task-relevant cues include characteristics, such as navigability, that help in the attainment of the online consumer's shopping goal. Conversely, mood-relevant cues refer to the characteristics, such as visual appeal, that affect the degree to which a user enjoys browsing a website but that do not directly support a particular shopping goal. The implications of the results for both future research and the design of human-computer interfaces are discussed.

Journal

Information Systems ResearchINFORMS

Published: Mar 10, 2009

Keywords: Keywords : impulse buying ; electronic commerce ; human-computer interface ; environmental psychology ; website characteristics ; scenario

There are no references for this article.