‘Fear of missing out’: antecedents and influence on purchase likelihood

Good, Megan C.; Hyman, Michael R.

doi:10.1080/10696679.2020.1766359

Cited by 52 publications

(76 citation statements)

References 83 publications

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“…FOMO‐laden appeals may affect other attitudes. Recent research has examined how FOMO relates to regret and anticipated regret, envy and anticipated envy from other people, comforting rationalizations, and social exclusion (Good & Hyman, Forthcoming 2020; Hayran et al, 2020). Using fear appeals to induce purchases may raise ethical and public policy questions (Duke, Pickett, Carlson, & Grove, 1993; Snipes, LaTour, & Bliss, 1999).…”

Section: Discussionmentioning

confidence: 99%

“…For example, respondents made a hypothetical decision based on a brief text-only vignette rather than an actual decision, which may cause research artefacts like those found in student cheating studies (Haswell, Jubb, & Wearing, 1999). Although respondents in the qualitative and main studies indicated that the concert ticket vignette was realistic, researchers could (a) augment text-only vignettes with FOMO-laden or non-FOMO appeals in video and print ads, or (b) use a proxy for spending money to make a purchase, which is a valid surrogate for an actual purchase (Haws, Bearden, & Nenkov, 2012 (Good & Hyman, Forthcoming 2020;Hayran et al, 2020). Using fear appeals to induce purchases may raise ethical and public policy questions (Duke, Pickett, Carlson, & Grove, 1993;Snipes, LaTour, & Bliss, 1999).…”

Section: Limitations and Future Researchmentioning

confidence: 99%

“…The posited model (see Figure 1) depicts the direct relationship between FOMO and purchase likelihood, along with the mediating or indirect effects of anticipated elation, self‐enhancement, and anticipated expense regret as suggested by the exploratory study. The model assumes heightened FOMO is inducible by FOMO‐laden appeals (Good, 2019; Good & Hyman, Forthcoming 2020).…”

Section: Proposed Model and Hypothesesmentioning

confidence: 99%

“…Although reliable (Alt, 2015; Beyens et al, 2016; Elhai et al, 2016), the widely used FOMO scale in Przybylski et al (2013) measures FOMO as a non‐context‐specific personal characteristic. Hence, the eight‐item FOMO scale developed in Good (2019)—which she called FOMO‐situational—and validated subsequently (Good & Hyman, Forthcoming 2020) reflected the influence of FOMO‐laden versus non‐FOMO appeals.…”

Section: Main Studymentioning

confidence: 99%

See 3 more Smart Citations

Direct and indirect effects of fear‐of‐missing‐out appeals on purchase likelihood

Good

Hyman

2020

J of Consumer Behaviour

Self Cite

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Researchers typically treat fear-of-missing-out (FOMO) as a personality trait or a general sense of anxiety about "missing out on" activities with others. If messages with FOMO-laden appeals can induce context-specific FOMO responses, FOMO is crucial to consumer behaviour scholars and marketing practitioners. Also, certain emotions may moderate the effect of such appeals on consumers' purchase intentions toward the recommended hedonic service/experience. The vignette-based experiment summarized here suggests that FOMO-laden appeals can influence consumers' purchase intentions. Specifically, such appeals can strengthen purchase intentions by boosting consumers' anticipated elation and self-enhancement or weaken purchase intentions by boosting anticipated expense regret.

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Section: Discussionmentioning

confidence: 99%

Section: Limitations and Future Researchmentioning

confidence: 99%

Section: Proposed Model and Hypothesesmentioning

confidence: 99%

Section: Main Studymentioning

confidence: 99%

See 2 more Smart Citations

Direct and indirect effects of fear‐of‐missing‐out appeals on purchase likelihood

Good

Hyman

2020

J of Consumer Behaviour

Self Cite

View full text Add to dashboard Cite

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“…The presence of FoMO will eventually generate a higher probability of purchasing behavior. For example, Good et al (2020 and 2021) studied the direct and indirect effects of FoMO appeals on purchase likelihood, and suggested that FoMO-laden appeals can influence consumers' purchase intentions [46,47]. Based on the above literature, we propose the following Hypotheses H3 and H4.…”

Section: Fear Of Missing Outmentioning

confidence: 89%

The Continued Use of Social Commerce Platforms and Psychological Anxiety—The Roles of Influencers, Informational Incentives and FoMO

Shi

et al. 2021

IJERPH

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Why does the continued use of social commerce platforms fail to promote consumer wellbeing? This study explores the roles of influencers, informational incentives and fear of missing out (FoMO) in the relationships between social commerce platform use and consumer mental health. Data were obtained through questionnaires, as well as constructing a research model. Statistical analysis and path analysis of the structural equation model were performed by the software IBM SPSS and AMOS, and the following results were obtained. (1) Influencer expertise and interactivity, informational incentives and FoMO have a significant impact on consumers’ continued use of social commerce platforms. (2) Materialism has no significant effect on consumer social commerce platform use. (3) FoMO mediates the relationships between informational incentives and continued use of social commerce platforms. (4) Consumers’ continuous use of social commerce platforms has a strong relationship with mental health. (5) Continued use of social commerce platforms can lead to intense social engagement, as well as more severe outcomes such as psychological anxiety and compulsive buying. The findings of the paper have important implications for the development of social business theory and management practice.

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Non‐sustainable buying behavior: How the fear of missing out drives purchase intentions in the fast fashion industry

et al. 2023

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Movements like “Fridays for Future” have heightened attention to the need for sustainability, particularly among Generations X, Y, and Z. However, the consumption of fast fashion and so‐called ultra‐fashion products—an ecologically harmful business model—continues to gain momentum, especially among young consumers, not least due to fear of missing out (FOMO). FOMO is well‐known among marketing professionals as a strong trigger for frequently recurring buying behavior. Over the past 5 years, scholars have become increasingly interested in how FOMO triggers buying behavior and have begun to incorporate FOMO in their cognitive models. However, the influence of FOMO on individual fashion purchases and the relationship between brand credibility and sustainable fashion production is not yet well understood. Utilizing cross‐sectional data from three distinct samples in Switzerland and the United States, our study, which included over 650 participants, reveals that brand credibility and FOMO exert direct influences on consumers' purchase intentions for fast fashion products. We identify that FOMO has a negative moderating effect on the relationship between brand credibility and fast fashion purchase intentions. Suggesting that consumers with strong FOMO are less interested in brand credibility when making a purchase decision than those without FOMO. Additionally, we demonstrate that our findings apply to both fast and slow fashion, the latter encompassing sustainably produced fashion. Ultimately, we provide novel empirical evidence of FOMO's influence on buying behavior and shed light on the complex interplay between brand credibility, sustainability, and consumer behavior in the fashion industry.

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‘Fear of missing out’: antecedents and influence on purchase likelihood

Cited by 52 publications

References 83 publications

Direct and indirect effects of fear‐of‐missing‐out appeals on purchase likelihood

Direct and indirect effects of fear‐of‐missing‐out appeals on purchase likelihood

The Continued Use of Social Commerce Platforms and Psychological Anxiety—The Roles of Influencers, Informational Incentives and FoMO

Non‐sustainable buying behavior: How the fear of missing out drives purchase intentions in the fast fashion industry

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