Online social capital: Understanding e-impulse buying in practice

Journal of Retailing and Consumer Services

Volumn 16, Issue 4, 2009, Pages 320-328

  de Kervenoael, Ronan ^a,b   Aykac, D Selcen O ^c   Palmer, Mark ^b  

^a SABANCI UNIVERSITY   (Turkey)

^b ASTON UNIVERSITY   (United Kingdom)

^c OZYEGIN UNIVERSITY   (Turkey)

Author keywords

E impulse; Retail behaviour; Social atmospherics capital and practice

Indexed keywords

CONSUMPTION BEHAVIOR; DECISION MAKING; E-COMMERCE; MARKETING; RETAILING; SOCIAL CAPITAL;

EID: 67349171039     PISSN: 09696989     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretconser.2009.02.007     Document Type: Article

References (130)

1. Adelaar T., Chang S., Lancendorfer K.M., Lee B., and Morimoto M. Effects of media formats on emotions and impulse buying intent. Journal of Information Technology 18 4 (2003) 247-266
2. Ainslie G. Specious reward: a behavioral theory of impulsiveness and impulse control. Psychological Bulletin 82 4 (1975) 463-496
3. Ariely D. Controlling the information flow: effects on consumers' decision making and preferences. Journal of Consumer Research 26 2 (2000) 233-248
4. Balogun J., Jarzabkowski P., and Seidl D. Strategizing: the challenges of a practice perspective. Human Relations 60 1 (2007) 5-27
5. Beatty S.E., and Ferrell M.E. Impulse buying: modeling its precursors. Journal of Retailing 74 2 (1998) 169-191
6. Bell A. Language style as audience design. Language in Society 13 (1984) 145-204
7. Bell A. Styling the other to define the self: a study in New Zealand identity making. Journal of Sociolinguistics 3 (1999) 523-541
8. Burke R.R. Technology and customer interface: what consumers want in the physical and virtual store. Journal of the Academy of Marketing Science 30 4 (2002) 411-432
9. Büscher M., Gill S., Mogensen P., and Shapiro D. Landscapes of practice: bricolage as a method for situated design. Computer Supported Cooperative Work Archive 10 1 (2001) 1-28
10. Cailluet L., and Whittington R. The crafts of strategy. Long Range Planning 41 3 (2008) 241-247
11. Cassell J. Body language: lessons from the near-human. In: Riskin J. (Ed). The Sistine Gap: History and Philosophy of Artificial Intelligence (2007), University of Chicago Press, Chicago
12. Cassell, J., Kopp, S., Tepper, P., Ferriman, K., Striegnitz, K., 2007. Trading spaces: how humans and humanoids use speech and gesture to give directions. In: T. Nishida (Ed.), Conversational Informatics.
13. Cassell J., Sullivan J., Prevost S., and Churchill E. Embodied Conversational Agents (2000), MIT Press, Cambridge, MA, USA
14. Chaffey D. Total E-mail Marketing. Maximizing Your Results from Integrated E-marketing. second ed (2007), Butterworth-Heinemann, London
15. Chen Q., and Wells W.D. Attitude toward the site. Journal of Advertising Research 39 5 (1999) 27-37
16. Childers T.L., Carr C.L., Peck J., and Carson S. Hedonic and utilitarian motivations for online retail shopping behavior. Journal of Retailing 77 4 (2001) 511-535
17. Coates J.F. Moving the census into the 21st century. Technological Forecasting and Social Change 44 3 (1993) 325-329
18. Coner A. Personalization and customization in financial portals. Journal of American Academy of Business 2 2 (2003) 498-504
19. Constantinides E. Influencing the online consumer's behavior: the web experience. Internet Research 14 2 (2004) 111-126
20. Culnan M., and Markus M. Information technologies. In: Jablin F., Putnam L., Roberts K., and Porter L. (Eds). Handbook of Organisational Communication: An Inter-disciplinary Perspective (1987), Sage, Newbury Park, CA, USA 421-443
21. Daft R.L., and Lengel R.H. Information richness: a new approach to managerial behavior and organization design. Research in Organizational Behavior 6 (1984) 191-223
22. Dailey, L., 2001. Web site navigation: understanding consumers' responses to restrictive web navigation cues. In: Proceedings of the AMA Winter Marketing Educators' Conference, Scottsdale, AZ.
23. Dailey L. Navigational web atmospherics: explaining the influence of restrictive navigation cues. Journal of Business Research 57 7 (2004) 795-803
24. Davis F.D. Perceived usefulness, perceived ease of use, and user acceptance of information technology. Management Information Systems Quarterly 13 3 (1989) 319-340
25. Dittmar H., Beattie J., and Friese S. Objects, decision considerations and self-image in men's and women's impulse purchases. Acta Psychologica 93 1-3 (1996) 187-206
26. Dittmar H., and Drury J. Self-image-is it in the bag? A qualitative comparison between "ordinary" and "excessive" consumers. Journal of Economic Psychology 21 2 (2000) 109-142
27. Doll W., and Torkzadeh G. The measurement of end-user computing satisfaction. Management Information Systems Quarterly 12 2 (1988) 258-275
28. Donovan R.J., and Rossiter J.R. Store atmosphere: an environmental psychology approach. Journal of Retailing 58 Spring (1982) 34-57
29. European Commission, 2001. User-friendly information: mobile entertainment industry and culture, accompanying measures project (no. IST-2001-38846). IST-European Commission.
30. Elliott R. Addictive consumption: function and fragmentation in postmodernity. Journal of Consumer Policy 17 2 (1994) 159-179
31. Eroglu S.A., Machleit K.A., and Davis L.M. Atmospheric qualities of online retailing: a conceptual model and implications. Journal of Business Research 54 2 (2001) 177-184
32. Eroglu S.A., Machleit K.A., and Davis L.M. Empirical testing of a model of online store atmospherics and shopper responses. Psychology & Marketing 20 2 (2003) 139
33. Ferry D.L., Kydd C.T., and Sawyer J.E. Measuring facts of media richness. Journal of Computer Information Systems 41 4 (2001) 69-78
34. Financial Times, 2007. IT near its limits in satisfying customers. Digital Business and Technology, June 13.
35. Fiss P.C., and Zajac E.J. The diffusion of ideas over contested terrain: the (non) adoption of shareholder value among German firms. Administration Science Quarterly 49 (2004) 501-534
36. Fox C., and Miller H. Postmodern Public Administration: Toward Discourse (1996), Sage, Thousand Oaks, CA, USA
37. Fulk J., Schmitz J., and Steinfield C. A social influence model of technology use. In: Full J., and Steinfield C. (Eds). Organizations and Communications Technology vols. 117-140 (1990), Sage, Newbury Park, CA, USA
38. Fulk J., Steinfield C., Schmitz J., and Power J. A social information processing model of media use in organisations. Communication Research 14 (1987) 529-552
39. Gibbon D. Intonation in German. In: Hirst D., and di Cristo A. (Eds). Intonation Systems: A Survey of Twenty Languages (1998), Cambridge University Press, Cambridge 78-95
40. Goldman B.M. Towards an understanding of employment discrimination claiming: an integration of organizational justice and social information processing theories. Personnel Psychology 54 2 (2001) 361-386
41. Greenfield D.N. Virtual Addiction (1999), New Harbonger, Oakland, CA, USA
42. Gregson N., and Crewe L. Second-hand Cultures (2003), Berg, Oxford
43. Gregson N., Crewe L., and Brooks K. Shopping, space, and practice. Environment and Planning D: Society and Space 20 (2002) 597-617
44. Gronow J., and Warde A. Ordinary Consumption (2001), Routledge, London
45. Halliday M.A.K. Spoken and Written Language (1985), Deakin University, Victoria, Australia
46. Häubl G., and Trifts V. Consumer decision making in online shopping environments: the effects of interactive decision aids. Marketing Science 19 1 (2000) 4-21
47. Herring, S., 2007a. A faceted classification scheme for computer-mediated discourse, from 〈http://www.languageatinternet.de/articles/761〉 (accessed October 2008).
48. Herring, S., 2007b. Gender differences in CMC: findings and implications, from 〈http://ling.uta.edu/~susan〉 (accessed October 2008).
49. Hoch S.J., and Loewenstein G.F. Time-inconsistent preferences and consumer self-control. Journal of Consumer Research 17 4 (1991) 492-507
50. Hoffman D.L., Novak T.P., and Peralta M. Building consumer trust online. Communications of the ACM 42 4 (1999) 80-85
51. Hoque A.Y., and Lohse G.L. An information search cost perspective for designing interfaces for electronic commerce. Journal of Marketing Research 36 1 (1999) 387-394
52. Hui M.K., Dube L., and Chebat J.C. The impact of music on consumers' reactions to waiting for services. Journal of Retailing 73 Winter (1997) 87-104
53. Iyer E.S. Unplanned purchasing: knowledge of shopping environment and time pressure. Journal of Retailing 65 1 (1989) 40-57
54. Jarzabkowski P. Strategy as Practice: An Activity-Based Approach (2005), Sage, London
55. Jarzabkowski P., Balogun J., and Seidl D. Startegizing: the challenges of practice perspective. Human relations 60 1 (2007) 5-27
56. Johnson G., Melin J., and Whittington R. Micro strategy and strategizing: towards an activity-based view. Journal of Management Studies 40 1 (2003) 3-22
57. Kacen J.J., and Lee J.A. The influence of culture on consumer impulsive buying behavior. Journal of Consumer Psychology 12 2 (2002) 163-176
58. Keane, T.P., 2001. The application of discourse theory to ethical conflict in the sin industries. PhD Dissertation, Saint Louis University, unpublished.
59. Keller P.A., and Block L.G. Vividness effects: a resource-matching perspective. Journal of Consumer Research 24 3 (1997) 295-304
60. Kim J., and LaRose R. Interactive e-commerce: promoting consumer efficiency or impulsivity?. Journal of Computer-Mediated Communication 10 1 (2004)
61. Klein L.R. Creating virtual product experiences: the role of telepresence. Journal of Interactive Marketing 17 1 (2003) 41-55
62. Kollat D.T., and Willett R.P. Customer impulse purchasing behaviour. Journal of Marketing Research 4 1 (1967) 21-31
63. Kornberger M., Clegg S., and Carter C. Rethinking the polyphonic organization: managing as discursive practice. Scandinavian Journal of Management 22 1 (2006) 3-30
64. Kraaijenbrink J., and Wijnhoven F. External knowledge integration. In: Schwartz D.G. (Ed). Encyclopedia of Knowledge Management (2006), Idea Group Publishers, Hershey, USA 180-187
65. Kress G., and van Leeuwen T. Reading Images (1990), Deakin University Press, Victoria, Australia
66. Labuschagne L., and Eloff J.H.P. Electronic commerce: the information-security challenge. Information Management & Computer Security 8 3 (2000) 154-157
67. LaRose R. On the negative effects of e-commerce: a socio-cognitive exploration of unregulated on-line buying. Journal of Computer-Mediated Communication 6 3 (2001)
68. LaRose R., and Eastin M.S. Is online buying out of control? Electronic commerce and consumer self-regulation. Journal of Broadcasting and Electronic Media 45 4 (2002) 549-564
69. Lee B.C.Y. Consumer attitude towards virtual store and its correlates. Journal of Retailing and Consumer Services 14 3 (2007) 182-191
70. Leech C. The Two Noble Kinsmen (1966), New American Library, New York
71. Levenburg N.M. Delivering customer value online: an analysis of practices, applications and performance. Journal of Retailing and Consumer Services 12 5 (2005) 319-331
72. Levy M. Deferred gratification and social class. The Journal of Social Psychology & Marketing 100 (1976) 123-135
73. Li H., Kuo C., and Russell M.G. The impact of perceived channel utilities, shopping orientations, and demographics on the consumer's on-line buying behavior. Journal of Computer-Mediated Communication 5 2 (2000)
74. Madhavaram S.R., and Laverie D.A. Exploring impulse purchasing on the internet. Advances in Consumer Research 31 (2004) 59-66
75. Markus M.L., Majchrzak A., and Gasser L. A design theory for systems that support emergent knowledge processes. Management Information Systems Quarterly 26 3 (2002) 179-212
76. Markus M.L., Majchrzak A., and Gasser L. A design theory for systems that support emergent knowledge processes. Management Information Systems Quarterly 26 3 (2002) 179-212
77. McKiernan P., and Carter C. The millennium nexus: strategic management at the cross-roads. European Management Review 1 1 (2004) 3-13
78. Miller D., Jackson P., Thrift N., Holbrook B., and Rowlands M. Shopping, Place and Identity (1998), Routledge, London
79. Milliman R.E., and Fugate D.L. Atmospherics as an emerging influence in the design of exchange environments. Journal of Marketing 3 Spring/Summer (1993) 66-74
80. Mintzberg H. The Nature of Managerial Work (1973), Harper & Row, New York
81. Mittal B., and Lassar W.M. The role of personalization in service encounters. Journal of Retailing 72 1 (1996) 95-109
82. Morgan C. Virtual world of biz kids. Computerworld 33 34 (1999) 60
83. Morris-Lee J. Assessing web site effectiveness. Direct Marketing 63 3 (2000) 30-33
84. Musolf G.R. Structure and Agency in Everyday Life: An Introduction to Social Psychology (2003), Rowman & Littlefield, New York
85. Myers G. Words in Ads (1994), Edward Arnold, London
86. Nass C.I., and Brave S. Wired for Speech: How Voice Activates and Advances the Human-Computer Relationship (2005), MIT Press, Cambridge
87. Novak T.P., Hoffman D.L., and Yung Y.-F. Measuring the customer experience in online environments: a structural modeling approach. Marketing Science 19 1 (2000) 22-42
88. O'Kane P., Palmer M., and Hargie O. Workplace interaction and the polymorphic role of e-mail. Leadership and Organisation Development Journal 28 4 (2007) 308-324
89. Palmer M., and O'Kane P. Strategy as practice: interactive governance spaces and the corporate strategies of retail TNCs. Journal of Economic Geography 7 (2007) 515-535
90. Papadopoulou P., Andreou A., Kanellis P., and Martakos D. Trust and relationship building in electronic commerce. Internet Research: Electronic Networking Applications and Policy 11 24 (2001)
91. Parboteeah D.V. A Model of Online Impulse Buying: An Empirical Study (2005), Washington State University
92. Piller I. Advertising as a site of language contact. Annual Review of Applied Linguistics 23 (2003) 170-183
93. Piron F. Defining impulse purchasing. Advances in Consumer Research 18 (1991) 509-514
94. Poggi I., and Pelachaud C. Performative facial expressions in animated faces. In: Cassell J., Sullivan J., Prevost S., and Churchill E. (Eds). Embodied Conversational Agents (2000), MIT Press, Cambridge
95. Rich C., Sidner C., and Lesh N. Collagen: applying collaborative discourse theory to human-computer interaction. AI Magazine (2001) 15-25
96. Rook D.W. The buying impulse. Journal of Consumer Research 14 2 (1987) 189-199
97. Rook D.W., and Fisher R.J. Normative influences on impulsive buying behavior. Journal of Consumer Research 22 3 (1995) 305-313
98. Rook D.W., and Hoch S.J. Consuming impulses. Advances in Consumer Research 12 (1985) 23-27
99. Rouleau, L., Allard-Poesi, F., Warnier, V., 2007. Le management strategique en Practiques. Revue Franciase de Gestion 174.
100. Salancik G.R., and Pfeffer J. A social information processing approach to job attitudes and task design. Administrative Science Quarterly 23 (1978) 224-253
101. Sautter P., Hyman M.R., and Lukosius V. E-tail atmospherics: a critique of the literature and model extension. Journal of Electronic Commerce Research 5 1 (2004) 14-24
102. Shih C.F.E. Conceptualizing consumer experiences in cyberspace. European Journal of Marketing 32 7/8 (1998) 655-663
103. Shove E. Comfort, Cleanliness and Convenience: The Social Organization of Normality (2003), Berg, Oxford
104. Smith M.D. The empire filters back: consumption, production and the politics of Starbucks coffee. Urban Geography 17 (1996) 502-524
105. Spangenberg E.R., Crowley A.E., and Henderson P.W. Improving the store environment: do olfactory cues affect evaluations and behaviors?. Journal of Marketing 60 April (1996) 67-80
106. Sproule S., and Archer N. A buyer behavior framework for the design of software agents in e-commerce. Internet Research: Electronic Networking Applications and Policy 10 5 (2000) 396-405
107. Srinivasan S.S., Anderson R., and Ponnavolu K. Customer loyalty in e-commerce: an exploration of its antecedents and consequences. Journal of Retailing 78 (2002) 41-50
108. Steenkamp J.B.E.M., and Baumgartner H. The role of optimum stimulation level in exploratory consumer behavior. Journal of Consumer Research 19 3 (1992) 434-449
109. Stern H. The significance of impulse buying today. Journal of Marketing 26 2 (1962) 59-62
110. Steur J. Defining virtual reality: dimensions determining telepresence. Journal of Communication 42 4 (1992) 73-93
111. Szymanski D.M., and Hise R.T. e-Satisfaction: an initial examination. Journal of Retailing 76 3 (2000) 309-322
112. Tanaka K. Advertising Language (1994), Routledge, London
113. Taylor S., Wetherell M., and Yates S.J. Discourse Theory and Practice: A Reader (2001), Sage, London
114. Thompson C.J., Locander W.B., and Pollio H.R. The lived meaning of free choice: an existential-phenomenological description of everyday consumer experiences of contemporary married women. Journal of Consumer Research 17 3 (1990) 346-361
115. Thornton P.H. The rise of the corporation in a craft industry: conflict and conformity in institutional logics. Academy of Management Journal 45 (2002) 81-101
116. Thornton P.H. Markets from Culture: Institutional Logics and Organizational Decisions in High Education Publishing (2004), Standford Business Books, Standford, CA, USA
117. Titus P.A., and Everett P.B. The consumer retail search process: a conceptual model and research agenda. Journal of the Academy of Marketing Science 23 2 (1995) 106-120
118. Van Gijsel, S., Speelman, D., Geeraerts, D., 2007. Style shifting in commercials. Journal of Pragmatics, March.
119. Venkatesh V., Morris M.G., Davis G.B., and Davis F.D. User acceptance of information technology: toward a unified view. Management Information Systems Quarterly 27 3 (2003) 425-478
120. Vrechopoulos A.P., Papamichail G., and Doukidis G.I. Identifying patterns in internet retail store layouts. In: Pardalos P., and Tsitsiringos V. (Eds). Financial Engineering, E-Commerce and Supply Chain vol. 70 (2002), Kluwer Academic Publishers, Dordrecht
121. Walls J., Widmeyer G., and Sawy O.E. Building an information system design theory for vigilant EIS. Information Systems Research 3 1 (1992) 36-59
122. Walther J. Interpersonal effects in computer mediated interaction: a relational perspective. Communication Research 19 (1992) 52-90
123. Walther J. Relational aspects of computer mediated communication. Organization Science 6 2 (1995) 185-203
124. Weinberg P., and Gottwald W. Impulsive consumer buying as a result of emotions. Journal of Business Research 10 1 (1982) 43-57
125. Whyte W.H. The Social Life of Small Urban Spaces (1971), Anchor Books, New York
126. Whittington R. Completing the practice turn in strategy research. Organization Studies 27 (2006) 613-634
127. Wolfinbarger M., and Gilly M.C. eQtail: dimensionalizing, measuring and predicting etail quality. Journal of Retailing 79 (2003) 183-198
128. Yoo B., and Donthu N. Developing a scale to measure the perceived quality of an Internet shopping site (SITEQUAL). Quarterly Journal of Electronic Commerce 2 1 (2001) 31-46
129. Youn S.H., and Faber R.J. Impulse buying: its relation to personality traits and cues. Advances in Consumer Research 27 (2000) 179-185
130. Zeithaml V.A., Parasuraman A., and Malhotra A. Service quality delivery through web sites: a critical review of extant knowledge. Journal of the Academy of Marketing Science 30 Fall (2002) 362-410