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Impulse control during the online shopping frenzy in China: the role of consumer inertia

Author

Listed:
  • Jerry Yuwen Shiu

    (Macau University of Science and Technology)

  • Guohang Wei

    (Macau University of Science and Technology)

  • Hsiu-Hua Chang

    (National Taipei University of Business)

Abstract

This study examined impulse control during an online shopping festival in China. The research model integrated the flow theory into a Stimulus-Organism-Response (S-O-R) framework to explore the direct and indirect impacts of positive eWOM on impulse buying; the mediating role of consumer inertia was assessed as a risk-reduction strategy in impulse-control intervention. The proposed model reasonably well fits the data; all hypotheses are supported. The structural equation modeling results (n = 497) show that positive eWOM contributes to impulse buying because of the online shopping frenzy. Simultaneously, the rise of these stimuli also leads to reflective impulse control, and the three types of consumer inertia can explain the transition from positive eWOM to impulse buying. Furthermore, the affective and cognitive inertia enhance the dependence on the behavioral type after continuous stimulation with positive reinforcement. The findings imply consumer inertia helps secure decision quality and alleviates impulse behavior. In addition, the behavioral inertia generated by sustained affective and cognitive stimulation is essential to subsequent impulse purchases associated with evolving brand loyalty. The study consequently offers some suggestions for marketers to promote repeat purchases as well as potential lines of inquiry for further research.

Suggested Citation

  • Jerry Yuwen Shiu & Guohang Wei & Hsiu-Hua Chang, 2023. "Impulse control during the online shopping frenzy in China: the role of consumer inertia," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-9, December.
    • Handle: RePEc:pal:palcom:v:10:y:2023:i:1:d:10.1057_s41599-023-02204-w
    DOI: 10.1057/s41599-023-02204-w
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    References listed on IDEAS

    as
    1. Shiu, Jerry Yuwen, 2021. "Risk-reduction strategies in competitive convenience retail: How brand confusion can impact choice among existing similar alternatives," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
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    3. Jerry Yuwen Shiu & Shi Ting Liao & Shian-Yang Tzeng, 2023. "How does online streaming reform e-commerce? An empirical assessment of immersive experience and social interaction in China," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-8, December.
    4. Rook, Dennis W & Fisher, Robert J, 1995. "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 305-313, December.
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