IDEAS home Printed from https://ideas.repec.org/h/wsi/wschap/9789813209138_0018.html
   My bibliography  Save this book chapter

How Do Scarcity Messages Lead to Impulsive Online Purchase? The Perspective of Arousal

In: DIGITAL ENABLEMENT The Consumerizational and Transformational Effects of Digital Technology

Author

Listed:
  • Junpeng Guo
  • Liwei Xin
  • Yi Wu

Abstract

With the proliferation of e-commerce, online promotion strategy of limited quantity and limited time is widely used by online retailers to entice consumer purchases. However, few research works have investigated the exact effects of such a promotion strategy on consumers’ impulsive online purchase. Based on the environmental psychology view, this proposal focuses on the mediating role of arousal in explaining the impacts of scarcity messages in aspects of limited quantity and limited time on impulsive purchase. To empirically verify the research model, we plan to conduct a lab-controlled experiment. Finally, both potential theoretical and practical contributions and future plans are elaborated in this proposal.

Suggested Citation

  • Junpeng Guo & Liwei Xin & Yi Wu, 2018. "How Do Scarcity Messages Lead to Impulsive Online Purchase? The Perspective of Arousal," World Scientific Book Chapters, in: Shan Ling Pan & M S Sandeep (ed.), DIGITAL ENABLEMENT The Consumerizational and Transformational Effects of Digital Technology, chapter 18, pages 309-324, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789813209138_0018
    as

    Download full text from publisher

    File URL: https://www.worldscientific.com/doi/pdf/10.1142/9789813209138_0018
    Download Restriction: Ebook Access is available upon purchase.
    File URL: https://www.worldscientific.com/doi/abs/10.1142/9789813209138_0018
    Download Restriction: Ebook Access is available upon purchase.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    More about this item

    Keywords

    Digital Enablement; ICT; Information Systems; China; Case Study; Qualitative;
    All these keywords.

    JEL classification:

    • O33 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Technological Change: Choices and Consequences; Diffusion Processes

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:wsi:wschap:9789813209138_0018. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Tai Tone Lim (email available below). General contact details of provider: http://www.worldscientific.com/page/worldscibooks .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.