Understanding the influence of impulse buying toward consumers’ post-purchase dissonance and return intention: an empirical investigation of apparel websites

Chen, Wen-Kuo; Chen, Chien-Wen; Lin, Yu-Chun

doi:10.1007/s12652-020-02333-z

Cited by 41 publications

(40 citation statements)

References 91 publications

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“…Furthermore, impulsive purchases are usually less aligned with real tastes and needs [2] due to the ordering pressure. Therefore, we conclude in agreement with [23,[27][28][29]45] that impulse buying behavior triggered by scarcity messages could increase the probability of returning a product:…”

Section: H1 Displaying Product Scarcity Increases Sales In a Flash Sale E-commerce Environmentsupporting

confidence: 86%

The Impact of Displaying Quantity Scarcity and Relative Discounts on Sales and Consumer Returns in Flash Sale E-Commerce

Karl¹,

Asdecker²,

Feddersen-Arden³

2022

Proceedings of the Annual Hawaii International Conference on System Sciences

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Flash sale e-commerce is a very competitive business with low margins due to the high discounts granted. Against this background, merchants pursue the goal of generating as many orders as possible. To achieve this, techniques that stimulate impulse buying behavior are often used. This paper examines two specific instruments that have the potential to contribute to impulse buying, namely, the on-site display of (1) scarcity notifications and (2) the relative discount provided. We use real-world data from a flash sale e-tailer to analyze the impact on customer sales and returns. In that regard, this study is the first to focus specifically on fashion, which is the product category most affected by returns. Furthermore, to synthesize both perspectives, a quantitative model is presented to serve as the basis for a decision support system that enables managers to better deal with the underlying trade-off.

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Section: H1 Displaying Product Scarcity Increases Sales In a Flash Sale E-commerce Environmentsupporting

confidence: 86%

The Impact of Displaying Quantity Scarcity and Relative Discounts on Sales and Consumer Returns in Flash Sale E-Commerce

Karl¹,

Asdecker²,

Feddersen-Arden³

2022

Proceedings of the Annual Hawaii International Conference on System Sciences

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“…For example, Liu believed that the food safety incidents and environment orientation can attract consumers' hyper attention and significantly affect consumers' response to purchase organic food [6]. In the previous studies on consumer impulse buying behavior, most of the studies are based on SOR theory, using least squares, regression analysis, structural equation and other methods for further problem research [7][8][9]. SOR theory can better reflect consumers' emotional changes and behavioral processes.…”

Section: Literature Review 21 Stimulus-organism-reaction Modelmentioning

confidence: 99%

Research on the Impact of Online Promotions on Consumers’ Impulsive Online Shopping Intentions

Luo

Zhou

Song

et al. 2021

JTAER

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Online shopping has developed rapidly, but recently, the sales of some online stores have suffered due to the decrease in people’s income caused by the epidemic. How to grasp the psychology and behavior of consumers and formulate effective marketing strategies is important for increasing sales. This paper puts forward a research model and eight hypotheses based on the research on the promotion situation and the types of products promoted on consumers’ impulse shopping, and uses regression analysis, t-test, stepwise regression and analysis of variance to conduct data analysis. The results show that online promotion has a significant impact on consumers’ willingness, and the anticipated regrets in different directions have totally different effect on willingness; the type of product promoted, and the impulsive characteristics of consumers play a moderating role; online promotion affects consumers’ impulsive online shopping intentions through the intermediary effect of expected regret. The influence of anticipated regrets on impulsive online shopping intention is proposed creatively, and the results also provide e-commerce merchants and customers with new insights in managing and treating online promotions. Managerial implications like controlling the duration of promotions and the number of preferential goods are put forward based on our analysis.

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“…Consumer behaviour in this context focuses on why customers return products and how they behave since they intend to return to during the product return (Lantz and Hjort, 2013). Behavioural causes of product returns include change of mind, no-fault returns or fraudulent behaviour (Chen et al , 2020; Lin et al , 2020; Pei and Paswan, 2018; de Araújo et al , 2018). Pei and Paswan (2018) identify two types of customer returns behaviour: legitimate returns and opportunistic returns.…”

Section: Results and Analysismentioning

confidence: 99%

A systematic review of e-tail product returns and an agenda for future research

Ahsan¹,

Rahman²

2021

IMDS

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PurposeThis study conducts a systematic literature review of e-tail product returns research. E-tail product returns are essentially acquisition of products that have been sold through purely online or brick-and-click channels and then returned by consumer to business.Design/methodology/approachUsing a systematic literature review protocol, we identified 75 peer-reviewed articles on e-tail product returns, conducted bibliometric analysis and content analysis of the articles and summarised our findings.FindingsThe findings reveal that the subject of e-tail returns is a new research area; academics have started to investigate several aspects of e-tail returns through different research methodologies and theoretical foundations. Further research is required in leading e-commerce countries and on key areas such as omni-channel returns management, customer satisfaction and service, the impact of resources such as people skills, the benefits of technology and IT systems in managing e-tail returns.Practical implicationsThe study offers a summative account of current e-tail knowledge areas, which can serve as a reference guide for e-tailers to develop strategies for more efficient and competitive product returns.Originality/valueThis study contributes theoretically by developing clusters of key themes or knowledge areas about e-tail returns. It also provides a conceptual framework for e-tail returns management, which can be used as a springboard for further empirical research.

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Understanding the influence of impulse buying toward consumers’ post-purchase dissonance and return intention: an empirical investigation of apparel websites

Cited by 41 publications

References 91 publications

The Impact of Displaying Quantity Scarcity and Relative Discounts on Sales and Consumer Returns in Flash Sale E-Commerce

The Impact of Displaying Quantity Scarcity and Relative Discounts on Sales and Consumer Returns in Flash Sale E-Commerce

Research on the Impact of Online Promotions on Consumers’ Impulsive Online Shopping Intentions

A systematic review of e-tail product returns and an agenda for future research

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