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Exploring the psychological mechanisms from personalized advertisements to urge to buy impulsively on social media

Author

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  • Setyani, Virda
  • Zhu, Yu-Qian
  • Hidayanto, Achmad Nizar
  • Sandhyaduhita, Puspa Indahati
  • Hsiao, Bo

Abstract

•We explored the psychological mechanism and constructs underlying consumer's reactions to personalized advertisement on social media.•Personalization creates value for users in four aspects: perceived informativeness, perceived credibility, perceived creativity, and perceived entertainment.•Advertisement values translate into utilitarian browsing intentions and hedonic browsing intentions.•Both utilitarian browsing intentions and hedonic browsing intentions enhance impulsive buying intentions for users on Facebook.

Suggested Citation

  • Setyani, Virda & Zhu, Yu-Qian & Hidayanto, Achmad Nizar & Sandhyaduhita, Puspa Indahati & Hsiao, Bo, 2019. "Exploring the psychological mechanisms from personalized advertisements to urge to buy impulsively on social media," International Journal of Information Management, Elsevier, vol. 48(C), pages 96-107.
    • Handle: RePEc:eee:ininma:v:48:y:2019:i:c:p:96-107
    DOI: 10.1016/j.ijinfomgt.2019.01.007
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    Cited by:

    1. Chopdar, Prasanta Kr & Paul, Justin & Korfiatis, Nikolaos & Lytras, Miltiadis D., 2022. "Examining the role of consumer impulsiveness in multiple app usage behavior among mobile shoppers," Journal of Business Research, Elsevier, vol. 140(C), pages 657-669.
    2. Lambillotte, Laetitia & Magrofuoco, Nathan & Poncin, Ingrid & Vanderdonckt, Jean, 2022. "Enhancing playful customer experience with personalization," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    3. Wang, Lu-Yao & Hu, Hai-Hua & Wang, Le & Qin, Jian-Qun, 2022. "Privacy assurances and social sharing in social commerce: The mediating role of threat-coping appraisals," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    4. Zafar, Abaid Ullah & Shahzad, Mohsin & Ashfaq, Muhammad & Shahzad, Khuram, 2023. "Forecasting impulsive consumers driven by macro-influencers posts: Intervention of followers' flow state and perceived informativeness," Technological Forecasting and Social Change, Elsevier, vol. 190(C).

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