Adolescents' Impulse Buying: Susceptibility to Interpersonal Influence and Fear of Negative Evaluation

Lin, Yi-Hsiu; Chen, Chen-Yueh

doi:10.2224/sbp.2012.40.3.353

Cited by 32 publications

(28 citation statements)

References 8 publications

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“…Besides the shreds of evidence in the existing literature on how fear appeal affects purchase behavior (Laros & Steenkamp, 2005;Lin & Chen, 2012;Mcdaniel & Zeithaml, 1984), which are equally supported by the current findings, we found the mediating role of social presence and loyalty in explaining this concept. Overall, the controlled variables (price and gender), even though they have been reported by previous studies to have significant impacts on sales and marketing, their effects in the current study are marginal and insignificant.…”

Section: Key Findingssupporting

confidence: 90%

“…The number of chats, visits, and likes was collected to measure social presence (Kahn, 2017). Fear appeal was measured by the COVID-19 statistics following a similar study that used public health concerns to measure fear appeal (Lin & Chen, 2012).…”

Section: Methodsmentioning

confidence: 99%

“…It dominated areas such as life insurance, road accident campaigns, promoting political causes, drug-prevention commercials, and in the development of social awareness of serious concerns (Latour & Zahra, 1988), such as the COVID-19 and other public health-related issues. Some studies also associated impulse buying with fear (Lin & Chen, 2012).…”

Section: Fear Appeal and Purchase Behaviormentioning

confidence: 99%

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COVID-19: fear appeal favoring purchase behavior towards personal protective equipment

Addo

Fang

Kulbo

et al. 2020

The Service Industries Journal

274

231

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The 2019 novel coronavirus is a non-segmented positive-sense RNA virus belonging to the Coronaviridae-Nidovirales family. We examined the swings in purchase behavior following the outbreak of the COVID-19 in Wuhan, China, and across the world based on the theory of fear appeal. We gathered published statistics (suspected, confirmed, and fatality) on the COVID-19 alongside the purchase of personal protective equipment to examine the swings in online purchase behavior. With a serial mediated analysis, we established that fear appeal is associated with the sharp dynamics in the online purchase as related to the COVID-19. The results confirmed that fear appeal promotes social presence in anticipation of seeking affection, acceptance, and social information. This feeling is a precondition for developing e-loyalty, which promotes purchase behavior. Even though our variables might not be conclusive enough, we believe the findings are fundamental to understanding the swings in the purchase trend in this and any similar situations.

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Section: Key Findingssupporting

confidence: 90%

Section: Methodsmentioning

confidence: 99%

Section: Fear Appeal and Purchase Behaviormentioning

confidence: 99%

See 1 more Smart Citation

COVID-19: fear appeal favoring purchase behavior towards personal protective equipment

Addo

Fang

Kulbo

et al. 2020

The Service Industries Journal

274

231

View full text Add to dashboard Cite

show abstract

“…Especially these alterations can become more significant based on the group cohesiveness and the person"s susceptibility. Further, Lin and Chen (2012) stated that, impulse buying tendency can be enhanced by increased susceptibility to interpersonal influence. Luo (2005), in this study, peers and family members have been identified as presenting group for shopping activities.…”

Section: Influence Of Shopping Companionmentioning

confidence: 99%

The Effect of Money Availability for Shopping on Impulsive Purchasing in Different Cultures: The Moderating Effect of Influence of Shopping Companion

Dinesha

2017

pijss

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“…The conformance stress has its role in pushing the consumers towards purchases which are not even significant for them in a utilitarian or hedonic perspective (Chang, Eckman, & Yan, 2011). To cope up with the interpersonal influence stress due to fear of negative or degraded evaluation, consumers have a tendency to depict impulsive buying behavior (Lin & Chen, 2012). The companion in the shopping or the ones who are influencing the customer for his or her shopping decisions not only have influence due to their relationship; it can be their gender or sense of attraction which both for with each other, if the relationship is strong or the perception of greatness for the person influencing is high.…”

Section: Literature Reviewmentioning

confidence: 99%

Interpersonal Influence as Psycho Social Stressor, Stress, and Impulsive Buying: An Empirical Study in the Perspective of Islamic Guidelines on Consumption

2017

J. Islam. bus. manag.

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Stressors are a real concern for the literature relevant to marketing in view of the implications they have for individual consumers. This study explores the effect of psychosocial stressor 'interpersonal influence' on impulsive buying behavior with moderating role of consumers' emotional intelligence and mediating role of stress. The study also looks into the Islamic perspective of consumption as prescribed by Qur'ān and Sunnah. The results are discussed while comparing the practice by Muslim consumers in Pakistan with the relevant tenets provided by Islamic Sharī'ah. Data were collected through survey questionnaires from 202 consumers living in the Capital city of Pakistan. PROCESS (Hayes, 2012) was used to check the main effects and moderated mediation for the study variables. The study results reveal that people who faced high interpersonal influence depicted more impulsive buying due to the stress generated by the psychosocial stressor, but consumers with high emotional intelligence were less prone to stress which, in turn, led to low impulsive buying. Findings of the study have great implications for psychologist, marketing researchers and practitioners who could help stressful consumers, push them to develop alternative mechanisms to handle the problem or engage them into coping mechanisms relevant to impulsive buying.

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Adolescents' Impulse Buying: Susceptibility to Interpersonal Influence and Fear of Negative Evaluation

Cited by 32 publications

References 8 publications

COVID-19: fear appeal favoring purchase behavior towards personal protective equipment

COVID-19: fear appeal favoring purchase behavior towards personal protective equipment

The Effect of Money Availability for Shopping on Impulsive Purchasing in Different Cultures: The Moderating Effect of Influence of Shopping Companion

Interpersonal Influence as Psycho Social Stressor, Stress, and Impulsive Buying: An Empirical Study in the Perspective of Islamic Guidelines on Consumption

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