Cues on apparel web sites that trigger impulse purchases

Journal of Fashion Marketing and Management

Volumn 14, Issue 2, 2010, Pages 230-246

  Dawson, Sandy ^a   Kim, Minjeong ^a  

^a OREGON STATE UNIVERSITY   (United States)

Author keywords

Buying behaviour; Internet; Marketing; Shopping

Indexed keywords

APPAREL FABRIC; CONSUMER RESEARCH; INTERNET; MARKETING; MERCHANDIZING; RETAILING;

EID: 77952215971     PISSN: 13612026     EISSN: None     Source Type: Journal    
DOI: 10.1108/13612021011046084     Document Type: Article

References (49)

1. Bayley, G. and Nancarrow, C. (1998), "Impulse purchasing: a qualitative exploration of the phenomenon" in Qualitative Market Research: An International Journal, Vol. 1, No. 2, pp. 99-114.
2. Bellenger, D.N., Robertson, D.H. and Hirschman, E.C. (1978), "Impulse buying varies by product" in Journal of Advertising Research, Vol. 18, No. 6, pp. 15-18.
3. Berelson, B. (1952), Content Analysis in Communication Research, Hafner Press, New York, NY.
4. Berthon, P., Pitt, L.F. and Watson, R.T. (1996), "The world wide web as an advertising medium: toward an understanding of conversion efficiency" in Journal of Advertising Research, Vol. 36, No. 1, pp. 43-54.
5. Brohan, M. (1999), "Gotta have it", Internet Retailer, available at: www.internetretailer.com.
6. Brohan, M. (2007a), "Digging deeper" in Internet Retailer, June, pp. 47-57.
7. Brohan, M. (2007b), "The top 500 guide" in Internet Retailer, July, pp. 6-12.
8. Burton, D. (2002), "Postmodernism, social relations and remote shopping" in European Journal of Marketing, Vol. 36, Nos 7/8, pp. 792-810.
9. Chen-Yu, J.H. and Seock, Y.-K. (2002), "Adolescents' clothing purchase motivations, information sources, and store selection criteria: a comparison of male/female and impulse/nonimpulse shoppers" in Family and Consumer Sciences Research Journal, Vol. 31, No. 1, pp. 50-77.
10. Costa, F. and Laran, J. (2003), "Impulse buying on the internet: antecedents and consequences", paper presented at 2003 SMA Retail Symposium, New Orleans, November.
11. Coyle, J.R. and Thorson, E. (2001), "The effects of progressive levels of interactivity and vividness in web marketing sites" in Journal of Advertising, Vol. 30, No. 3, pp. 65-77.
12. DesMarteau, K. (2004), "Online apparel sales see double-digit growth" in Apparel Magazine, Vol. 45, No. 11, pp. 30-3.
13. Dholakia, U.M. (2000), "Temptation and resistance: an integrated model of consumptimpulse formation and enactment" in Psychology and Marketing, Vol. 17, No. 11, pp. 955-82.
14. Dittmar, H. and Drury, J. (2000), "Self-image - is it in the bag? A qualitative comparison between 'ordinary' and 'excessive' consumers" in Journal of Economic Psychology, Vol. 21, No. 2, pp. 109-42.
15. Donthu, N. and Garcia, A. (1999), "The internet shopper" in Journal of Advertising Research, Vol. 39, No. 3, pp. 52-8.
16. Ducoffe, R.H. (1996), "Advertising value and advertising on the web" in Journal of Advertising Research, Vol. 36, No. 5, pp. 21-34.
17. (The) Economist (2000), "Shopping around the web", The Economist, Vol. 354, No. 8159, available at: www.web2.infotrac.galegroup.com/itw/infomark/301/115/20382971w2/purl=rc2_EAIM1_shoppng+around+the+web.
18. Glaser, B. and Strauss, A. (1967), The Discovery of Grounded Theory, Aldine Publishing Co., Chicago, IL.
19. Hausman, A. (2000), "A multi-method investigation of consumer motivations in impulse buying behavior" in Journal of Consumer Marketing, Vol. 17, No. 5, pp. 403-19.
20. Hock, S.J. and Lowenstein, G.F. (1991), "Time-inconsistent preferences and consumer self-control" in Journal of Consumer Research, Vol. 15, pp. 127-30.
21. Huizingh, E.K.R.E. (2000), "The content and design of web sites: an empirical study" in Information and Management, Vol. 37, pp. 123-34.
22. Internet Retailer (2002), "Retail merchandising tactics are taking over the web", available at: www.internetretailer.com/internet/marketing-conference/20688-retail-merchandising-tactics-are-taking-over-web.html.
23. Internet Retailer (2003), "FigLeaves.com increases conversion rates by adding additional ways to shop", available at: www.internetretailer.com/marketing-conference/26701.
24. Internet Retailer (2005), "Top retail web sites", available at: www.internetretailer.com.
25. Internet Retailer (2007), "Merchandising to win higher conversation rates", available at: www.internetretailer.com/dailyNews.asp?id=23819.
26. Internet Retailer (2009), "New study confirms the value of free shipping", available at: www.internetretailer.com/dailyNews.asp?id=29102.
27. Iyer, E.S. (1989), "Unplanned purchasing: knowledge of shopping environment and time pressure" in Journal of Retailing, Vol. 65, No. 1, pp. 40-57.
28. Jones, M.A., Reynolds, K.E., Weun, S. and Beatty, S.E. (2003), "The product-specific nature of impulse buying tendency" in Journal of Business Research, Vol. 56, No. 7, pp. 505-12.
29. Koski, N. (2004), "Impulse buying on the internet: encouraging and discouraging factors" in Frontiers of E-Business Research, pp. 23-35.
30. Koufaris, M., Kambil, A. and LaBarbera, P.A. (2002), "Consumer behavior in web-based commerce: an empirical study" in International Journal of Electronic Commerce, Vol. 6, No. 2, pp. 115-38.
31. LaRose, R. (2001), "On the negative effects of e-commerce: a sociocognitive exploration of unregulated online buying", Journal of Computer-Mediated Communication, Vol. 6, No. 3.
32. LaRose, R. and Eastin, M.S. (2002), "Self-regulation" in Journal of Broadcasting and Electronic Media, Vol. 46, No. 4, pp. 549-64.
33. Loechner, J. (2009), "Leading merchants optimizing online", Media Post, available at: www.mediapost.com/publications/?fa=Articles.showArticle&art_aid=99951.
34. Moe, W.W. and Fader, P.S. (2004), "Dynamic conversion behavior at e-commerce sites" in Management Science, Vol. 50, No. 3, pp. 326-35.
35. Mogelonsky, M. (1998), "Keep candy in the aisles", American Demographics, Vol. 20, No. 32.
36. Nichols, J., Li, F., Roslow, S., Kranendonk, C. and Mandakovic, T. (2001), "Inter-American perspectives from mall shoppers" in Journal of Global Marketing, Vol. 15, No. 1, pp. 87-103.
37. Palmer, J.W. and Griffith, D.A. (1998), "An emerging model of web site design for marketing" in Communications of the ACM, Vol. 41, No. 3, pp. 45-51.
38. Phau, I. and Lo, C.C. (2004), "Profiling fashion innovators: a study of self-concept, impulse buying and internet purchase intent" in Journal of Fashion Marketing and Management, Vol. 8, No. 4, pp. 399-411.
39. Retail World (2002), "Changing population impacts on c-store" in Retail World, Vol. 55, No. 19, p. 37.
40. Rhee, Y. (2006), "Online impulse buying behavior with apparel products: relationships with apparel involvement, web site attributes, and product category/price", unpublished doctoral dissertation, Virginia Tech University, VA.
41. Rook, D.W. (1987), "The buying impulse" in Journal of Consumer Research, Vol. 14, pp. 189-99.
42. Rook, D.W. and Fisher, R.J. (1995), "Normative influences on impulsive buying behavior" in Journal of Consumer Research, Vol. 22, pp. 305-13.
43. Shop.org (2005), "Online retail sales, profitability continue to climb, according to shop.org/forrester research", available at: www.shop.org/press/05/052405.asp.
44. Shop.org and Nielsen Net ratings (2001), "Statistics vertical markets", available at: www.shop.org/learn/stats_vm_apparel.asp.
45. Stern, H. (1962), "The significance of impulse buying today" in Journal of Marketing, Vol. 26, pp. 59-63.
46. Tedeshci, B. (2007), "E-commerce report; log in your measurements, and the clothes may well fit" in The New York Times, p. 10, 12 March.
47. Wagner, M. (2008), "The power of customer reviews", Internet Retailer, available at: www.internetretailer.com/article.asp?id=25215.
48. Wansink, B. (1994), "The dark side of consumer behavior: empirical examinations of impulsive and compulsive consumption" in Advances in Consumer Research, Vol. 21, p. 508.
49. Youn, S.H. and Faber, R.J. (2000), "Impulse buying: its relation to personality traits and cues" in Advances in Consumer Research, Vol. 27, pp. 179-85.