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Influence of environmental stimulation on impulse purchases in shopping malls Application of the stimulus-organism-response framework

Author

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  • Chor-Sum Au-Yeung

    (Postgraduate Programs in Management, I-Shou University, No. 1, Sec. 1, Syuecheng Rd., Kaohsiung City, 84001, Taiwan, R.O.C.)

  • Ren-Fang Chao

    (Department of Sports Technology and Leisure Management, I-Shou University, No.1, Sec. 1, Syuecheng Rd., Dashu District, 84001 Kaohsiung City,Taiwan.)

  • Ruei-Lian Chang

    (Postgraduate Programs in Management, I-Shou University, No. 1, Sec. 1, Syuecheng Rd., Kaohsiung City, 84001, Taiwan, R.O.C.)

Abstract

Impulse purchases play a vital role in the sales revenue of shopping malls. This study utilized the Stimulus-Organism-Response framework to explore how shopping mall atmosphere stimulates consumer emotions, thereby impacting impulse purchase behavior. Structural equation modeling was employed for data analysis. The findings revealed that both positive and negative emotions can act as mediators in the process of forming impulse purchase behavior, albeit with distinct and sometimes antagonistic effects. This phenomenon is attributed to the differential impact of the service atmosphere on stimulating consumer emotions. Additionally, the study identified that only positive emotions can serve as mediators between spatial atmosphere and impulse purchases. In essence, stimuli in the shopping environment can influence consumer emotional responses, thereby prompting impulse purchase behavior. Key Words:Shopping Mall Atmosphere, Consumer Emotions, Impulse Purchases, Stimulus-Organism-Response

Suggested Citation

  • Chor-Sum Au-Yeung & Ren-Fang Chao & Ruei-Lian Chang, 2024. "Influence of environmental stimulation on impulse purchases in shopping malls Application of the stimulus-organism-response framework," International Journal of Research in Business and Social Science (2147-4478), Center for the Strategic Studies in Business and Finance, vol. 13(4), pages 113-123, June.
    • Handle: RePEc:rbs:ijbrss:v:13:y:2024:i:4:p:113-123
    DOI: 10.20525/ijrbs.v13i4.3321
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    References listed on IDEAS

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    1. Ria Maharani Ridhwan & Wahdiyat Moko & Djumilah Hadiwidjojo, 2021. "The impact of e-brand experience on e-brand loyalty mediated e-brand love and e-brand trust: A study on Go-Pay users in Go-Jek application in Malang City," International Journal of Research in Business and Social Science (2147-4478), Center for the Strategic Studies in Business and Finance, vol. 10(3), pages 132-138, April.
    2. Richins, Marsha L, 1997. "Measuring Emotions in the Consumption Experience," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(2), pages 127-146, September.
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