The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively.

Author List: Parboteeah, D. Veena; Valacich, Joseph S.; Wells, John D.;
Information Systems Research, 2009, Volume 20, Issue 1, Page 60-78.
With the proliferation of e-commerce, there is growing evidence that online impulse buying is occurring, yet relatively few researchers have studied this phenomenon. This paper reports on two studies that examine how variations in a website influence online impulse buying. The results reveal some relevant insights about this phenomenon. Specifically, although many participants had the urge to buy impulsively, regardless of website quality, this behavior's likelihood and magnitude was directly influenced by varying the quality of taskrelevant and mood-relevant cues. Task-relevant cues include characteristics, such as navigability, that help in the attainment of the online consumer's shopping goal. Conversely, mood-relevant cues refer to the characteristics, such as visual appeal, that affect the degree to which a user enjoys browsing a website but that do not directly support a particular shopping goal. The implications of the results for both future research and the design of human-computer interfaces are discussed.
Keywords: electronic commerce; environmental psychology; human-computer interface; impulse buying; scenario; website characteristics
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List of Topics

#118 0.215 online consumers consumer product purchase shopping e-commerce products commerce website electronic results study behavior experience b2c impact internet purchases websites
#283 0.174 interface user users interaction design visual interfaces human-computer navigation human need cues studies guidelines laboratory functional developed restricted know guided
#51 0.172 results study research experiment experiments influence implications conducted laboratory field different indicate impact effectiveness future participants evidence test controlled involving
#4 0.093 characteristics experience systems study prior effective complexity deal reveals influenced companies type analyze having basis conducted determine complex comparative drive
#278 0.084 website users websites technostress stress time online wait delay aesthetics user model image elements longer waiting appeal attract utility internet
#127 0.078 systems information research theory implications practice discussed findings field paper practitioners role general important key grounded researchers domain new identified
#75 0.076 behavior behaviors behavioral study individuals affect model outcomes psychological individual responses negative influence explain hypotheses expected theories consequences impact theory