What drives impulse buying behaviors in a mobile auction? The perspective of the Stimulus-Organism-Response model

By Chia-Chen Chen, Jun Yao. Telematics and informatics, 2018

336 citations recorded by the source corpus.

Abstract The prevalence of smart devices and wireless networks has steered online traders toward mobile devices, which has promoted the rapid development of auction platforms in the mobile commerce market. Past studies have shown that about 40% of all online expenditures are impulse purchases, and that this proportion may have increased as mobile commerce has become more prevalent. However, only a few researchers have used the context of mobile auctions to explore the impulsive buying behaviors of consumers. Therefore, our study selects the mobile auction platform to explore how situational factors affect impulsive buying behavior. We integrate the S-O-R model, impulsivity traits and other external variables to establish our research model and hypotheses. Our results show that the personality factors of an impulsive buying tendency, normative evaluation, and positive affect are key determinants of impulse buying, while ubiquity, ease of use, information exchange, discounted price, and scarcity are important precursors. In addition, gender and platform categorizations are also used to classify the sample to determine the differences between groups defined by these classifications. Our results are useful to both researchers and mobile auction operators.

Subfields: Information Systems and Management, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/c6e6872ee93d00fbf5253434273e832dd6711a00

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In Information Systems and Management

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In Sociology and Political Science

Citations in the corpus

Impulse Buying Behaviors in Live Streaming Commerce Based on the Stimulus-Organism-Response Framework (2021, background): “Consumers give positive feedback and yield to impulse buying when offered discount prices on products [50].”
The role of natural soundscape in nature-based tourism experience: an extension of the stimulus–organism–response model (2020, methodology): “Different behavioural forms in terms of actual approach behaviour or intended approach behaviour have been evaluated as the behaviour response in the SOR model under different research context (e.g. Chen & Yao, 2018; Kim et al., 2020; Min et al., 2020).”
Exploring Consumer Behavior in Virtual Reality Tourism Using an Extended Stimulus-Organism-Response Model (2018, background): “Chen and Yao 2018), customer engagement with online brand community characteristics (Islam and Rahman 2017), cocre-ation in social media communities (Kamboj et al. 2018), online shopping behavior (Peng and Kim 2014), and customer loyalty in online social commerce (Wu and Li 2018).”