Online impulse buying: who had suggested you to buy on instagram

Elvina Assadam

Abstract


Since Instagram become phenomenon in this world and become new segment in business called Instagram commerce (Ig-commerce), this study aimed to know how peer communication and usage intensity trigger urge to buy impulsively and online impulse buying by following the stimulus organism response (SOR) paradigm. Data was collected by online survey from 180 customers who ever brought at Instagram more than 3 times and analyzed using partial least square (PLS). The result showed that there is significant effect of usage intensity and urge to buy impulsively of online impulse buying, but interestingly, we found that there is no direct effect of peer communication of online impulse buying; while indirect there is significant effect of online impulse buying.  The research finding can contribute well to bosh the theorist as well as the practice.


Keywords


online impulse buying, peer communication, urge to buy, usage intensity, Instagram, Ig-commerce

Full Text:

PDF

References


A. Floh, M. Madlberger, The role of atmospheric cues in online impulse-buying behavior, Electronic Commerce Research and Applications 12 (2013) 425–439.

Angela Hausman, (2000) "A multi‐method investigation of consumer motivations in impulse buying behavior", Journal of Consumer Marketing, Vol. 17 Issue: 5, pp.403-426,

Augusty, Ferdinand. 2006. Metode Penelitian Manajemen: Pedoman Penelitian untuk skripsi, Tesis dan Disertai Ilmu Manajemen. Semarang: Universitas Diponegoro.

Charles W. Lamb, Joseph F. Hair, Carl Mcdaniel. 2001. Pemasaran Edisi 5. Salemba Empat. Jakarta

De Gregorio, Federico and Yongjun Sung (2010), “Understanding Attitudes Toward and Behaviors in Response to Product Placement: A Consumer Socialization Framework,” Journal of Advertising, 39, 1, 83–96.

Dennis W. Rook Robert J. Fisher, 1995, “Normative Influences on Impulsive Buying Behavior”, Journal of Consumer Research, Volume 22, Issue 3, 1 December 1995, Pages 305–313,

Hennig-Thurau, Edward C. Malthouse, Christian Friege, Sonja Gensler, and Lara Lobschat (2011), “The Impact of New Media on Customer Relationships,” Journal of Service Research, 13, 3, 330–1.

http://www.pewinternet.org/2015/08/06/teens-technology-and-friendships/ diakses pada 2 Januari 2019

https://en.wikipedia.org/wiki/Social_networking_service diakses pada Senin 3 Desember 2018 10.49

J.D. Wells, V. Parboteeah, J.S. Valacich, Online impulse buying: understanding the interplay between consumer impulsiveness and website quality, Journal of the Association for Information Systems 12 (2011) 32–56.

Jeffery, S. A., and Hodge, R. (2007). Factors influencing impulse buying during an online purchase. Electronic Commerce Research, 7, 367–379.

K.N.S.M. Khalifa, System design effects on online impulse buying, Internet Research 22 (2012) 396–425.

Kacen, J. J., and Lee, J. (2002). “The influence of culture on consumer impulsive buying behavior”. Journal of Consumer Psychology, 12, 163–176.

Kim, Chankon, Hanjoon Lee, and Marc A. Tomiuk (2009), “Adolescents' Perceptions of Family Communication Patterns and Some Aspects of their Consumer Socialization,” Psychology and Marketing, 26, 10, 888–907.

Köhler, Clemens F., Andrew J. Rohm, Ko de Ruyter, and Martin Wetzels (2011), “Return on Interactivity: The Impact of Online Agents on Newcomer Adjustment,” Journal of Marketing, 75, 2, 93–108.

Liu, Y., Li, H., and Hu, F. (2013). Website attributes in urging online impulse purchase:an empirical investigation on consumer perceptions. Decision Support Systems,55(3), 829–837

Lueg, Jason E., and R. Zachary Finney (2007), “Interpersonal Communication in the Consumer Socialization Process: Scale Development and Validation,” Journal of Marketing Theory and Practice, 15, 1, 25–39.

Lueg, Jason E., Nicole Ponder, Sharon E. Beatty, and Michael L. Capella (2006), “Teenagers' Use of Alternative Shopping Channels: A Consumer Socialization Perspective,” Journal of Retailing, 82, 2, 137–53.

Malhotra, Naresh K. 1993. Marketing Research an Applied Orientation. Prentice-Hall, Inc. New Jersey.

Mangleburg, Tamara F., Patricia M. Doney, and Terry Bristol (2004), “Shopping with Friends and Teens' Susceptibility to Peer Influence,” Journal of Retailing, 80, 101–16.

Mishra et al. (2018), “Adolescent's eWOM intentions: An investigation into the roles of peers, the Internet and gender”, Journal of Business Research 86 (2018) 394–405

Moschis, George P. and Gilbert A. Churchill Jr. (1978), “Consumer Socialization: A Theoretical and Empirical Analysis,” Journal of Marketing Research, 15, 4, 599–609.

Mukhopadhyay, Anirban and Catherine W.M. Yeung (2010), “Building Character: Effects of Lay Theories of Self-Control on the Selection of Products for Children,” Journal of Marketing Research, 47, 2, 240–50.

Muratore, Isabelle (2008), “Teenagers, Blogs and Socialization: A Case Study of Young French Bloggers,” Young Consumers, 9, 2, 131–42.

Nambisan, Satish and Robert A. Baron (2007), “Interactions in Virtual Customer Environments: Implications for Product Support and Customer Relationship Management,” Journal of Interactive Marketing, 21, 2, 42–61.

Nitzan, I. and Libai, B. (2011). Social Effects on Customer Retention. Journal of Marketing, 75(November 2011), 24-38.

Okazaki, Shintaro (2009), “The Tactical Use of Mobile Marketing: How Adolescents' Social Networking Can Best Shape Brand Extensions,” Journal of Advertising Research, 49, 1, 12–26.

Paula Rodríguez-Torrico, Rebeca San Jos_e Cabezudo, Sonia San-Martín (2017). “Tell me what they are like and I will tell you where they buy. An analysis of omnichannel consumer behavior”, Journal of Computer in Human Behavior, 68 (2017) 465-471

Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189-199.

S.-W. Lin, L.Y.-S. Lo, Evoking online consumer impulse buying through virtual layout schemese, Behavior and Information Technology (2015) http://dx.doi.org/10.1080/0144929X.2015.1056546.

Sekaran, U. (2006). Metode Penelitian Untuk Bisnis 1. (4th ed).Jakarta: Salemba Empat.

Shim, Soyeon (1996), “Adolescent Consumer Decision-making Styles: The Consumer Socialization Perspective,” Psychology and Marketing, 13, 6, 547–69.

Smith, Donnavieve, Satya Menon, and K. Sivakumar (2005), “Peer and Editorial Recommendations, Trust, and Choice in Virtual Markets,” Journal of Interactive Marketing, 19, 3, 15–37.

Sugiyono. 2010, Metode Penelitian Bisnis; Edisi 15. Alfabeta CV, Bandung.

T. Verhagen, W.v. Dolen, The influence of online store beliefs on consumer online impulse buying: a model and empirical validation, Information and Management 48 (2011) 320–327.

Verhagen, T., and van Dolen, W. (2011). The influence of online store beliefs onconsumer online impulse buying: a model and empirical application.Information and Management, 48(8), 320–327.

Verplanken, B., and Herabadi, A. (2001). Individual differences in impulse buying tendency: Feeling and no thinking. European Journal of Personality, 15, S71–S83.

Y. Liu, H. Li, F. Hu,Websites attributes in urging online impulse purchase: an empirical investigation on consumer perceptions, Decision Support Systems 55 (2013) 829–837.

Yanhong Chen, Yaobin Lu, Bin Wang, Zhao Pan (2018), “How do product recommendations affect impulse buying? An empirical study on WeChat social commerce,” Journal of Information and Management

Youn, S., and Faber, R. J. (2000). Impulse buying: Its relation to personality traits and cues. In S. J. Hoch and R. J. Meyer (Eds.), Advances in Consumer Research Volume 2 (pp. 171–185). Provo, UT: Association for Consumer Research

Zikmund, William G., et al. (2010). Bussiness Research Methods (eighth edition). South Western, USA: Cengage Learning.




DOI: https://doi.org/10.18860/mec-j.v3i3.7042

Refbacks

  • There are currently no refbacks.




Editorial Office:
Faculty of Economics,
State Islamic University of Maulana Malik Ibrahim Malang
Gajayana Street 50, Malang-East Java, Indonesia 65144
Phone (+62) 341 558881, Facsimile (+62) 341 558881
e-mail: mecjournal@uin-malang.ac.id

 

 

P-ISSN 2599-3402
E-ISSN 2598-9537

Lisensi Creative Commons

MEC-J is licensed under CC-BY-SA
© All rights reserved 2017.

 

MEC-J INDEXED IN:  

                                  

Member of:

 

View My Stats