Factores que motivan la compra por impulso en el contexto de la compra en grupo en línea
Factors in urging impulse purchase in the context of online group buying
Barra lateral del artículo
PDF
FLIP
XML
Cómo citar
Rodríguez-Orejuela, A., Peña-García, N., & Casañas-Chavez, M. I. (2021). Factores que motivan la compra por impulso en el contexto de la compra en grupo en línea. Revista Escuela De Administración De Negocios, (89), 177–196. https://doi.org/10.21158/01208160.n89.2020.2846
Número
Sección
Artículos científicos
Términos de Licencia (VER)
El contenido de la revista Escuela de Administración de Negocios está bajo una licencia de Creative Commons Reconocimiento-NoComercial-SinObraDerivada 4.0 Internacional - (CC BY-NC-ND 4.0)
Bajo los siguientes términos:
Atribución — Usted debe dar crédito de manera adecuada, brindar un enlace a la licencia, e indicar si se han realizado cambios. Puede hacerlo en cualquier forma razonable, pero no de forma tal que sugiera que usted o su uso tienen el apoyo de la licenciante.
NoComercial — Usted no puede hacer uso del material con propósitos comerciales.
SinDerivadas — Si remezcla, transforma o crea a partir del material, no podrá distribuir el material modificado.
Contenido principal del artículo
Resumen
Este estudio tiene como propósito entender los factores que promueven la compra por impulso en sitios web de compra en grupo, a través del enfoque de la teoría psicológica ambiental de estímulo-organismo-respuesta (S-OR). Se analizan los estímulos disponibilidad percibida del producto y atractivo visual, además de la reacción cognitiva y la telepresencia como organismos; finalmente, como respuesta, la urgencia a comprar impulsivamente. Se realizó una investigación cuantitativa por medio de una entrevista personal con cuestionario estructurado a 403 consumidores de tiendas de compra agrupada en línea. Los datos fueron tratados con EQS 6.3, a partir de un análisis factorial confirmatorio y ecuaciones estructurales con el fin de contrastar las hipótesis. Los resultados indican, por un lado, que una percepción positiva del consumidor respecto a la disponibilidad del producto y el atractivo visual en el sitio de compra en grupo en línea influyen positivamente en la telepresencia, así como esta a su vez influye positivamente en la sensación de compra por impulso en línea del consumidor; por otro, se observa que la reacción cognitiva va en contra de la urgencia por comprar por impulso. Así las cosas, se puede establecer las tiendas pueden gestionar la urgencia para comprar impulsivamente cuando se requiere realizar una actividad promocional; pero no puede gestionarse como una actividad promocional regular en una empresa que espere durar en el mercado.
Detalles del artículo
Referencias (VER)
Applebaum, W. (1951). Studying customer behavior in retail stores. Journal of Marketing, 16(2), 172-178. DOI: https://doi.org/10.1177/002224295101600204
Aydinli, A.; Gu, Y.; Pham, M. T. (2017). An experience-utility explanation of the preference for largerassortments. International Journal of Research in Marketing, 34(3), 746-760. DOI:https://doi.org/10.1016/j.ijresmar.2017.06.007
Bagozzi, R. P.; Yi, Y. (1988). On the evaluation of structural equation models. Journal of Academy Marketing Sciences, 16(1), 74-94. DOI: https://doi.org/10.1007/BF02723327
Beatty, S. E.; Ferrell, M. E. (1998). Impulse buying: modeling its precursors. Journal of Retailing, 74(2), 169-191. DOI: https://doi.org/10.1016/S0022-4359(99)80092-X
Bitner, M. J. (1992). Servicescapes: the impact of physical surroundings on customers and employees. Journal of Marketing, 56(2), 57-71. DOI:https://doi.org/10.1177/002224299205600205
Boon, E.; Pitt, L.; Ofek, N. (2015). «Deal of the day»: an analysis of subscriber purchase behavior. Tourism and Hospitality Research, 15(2), 105-114. DOI: https://doi.org/10.1177/1467358414567798
Bressolles, G.; Durrieu, F.; Giraud, M. (2007). The impact of electronic service quality’s dimensions on customer satisfaction and buying impulse. Journal of Customer Behaviour, 6(1), 37-56. DOI: https://doi.org/10.1362/147539207X198365
Burroughs, J. (1996). Product symbolism, self-meaning, and holistic matching: the role of information processing in impulsive buying. Advances in Consumer Research, 23, 463-469. Recuperado de https://bit.ly/32DWuC9
Chan, T. K.; Cheung, C. M.; Lee, Z. W. (2016). The state of online impulse-buying research: a literature analysis. Information & Management, 54(2), 204-217. DOI: https://doi.org/10.1016/j.im.2016.06.001
Chang, S. H.; Chih, W. H.; Liou, D. K.; Hwang, L. R. (2014). The influence of web aesthetics on customers’ PAD. Computers in Human Behavior, 36, 168-178. DOI:
https://doi.org/10.1016/j.chb.2014.03.050
Chen, C. C.; Yao, J. Y. (2018). What drives impulse buying behaviors in a mobile auction? The perspective of the Stimulus-Organism-Response model. Telematics and Informatics, 35(5), 1249-1262. DOI: https://doi.org/10.1016/j.tele.2018.02.007
Chen, J.; Kauffman, R. J.; Liu, Y.; Song, X. (2010). Segmenting uncertain demand in group-buying auctions. Electronic Commerce Research and Applications, 9(2), 126-147. DOI: https://doi.org/10.1016/j.elerap.2009.03.001
Coley, A.; Burgess, B. (2003). Gender differences in cognitive and affective impulse buying. Journal of Fashion Marketing and Management: An International Journal, 7(3), 282-295. DOI: https://doi.org/10.1108/13612020310484834
Coyle, J. R.; Thorson, E. (2001). The effects of progressive levels of interactivity and vividness in web marketing sites. Journal of Advertising, 30(3), 65-77. DOI: https://doi.org/10.1080/00913367.2001.10673646
Erdogmus, I. E.; Cicek, M. (2011). Online group buying: what is there for the consumers. Procedia Social and Behavioral Sciences, 24, 308-316. DOI: https://doi.org/10.1016/j.sbspro.2011.09.138
Eroglu, S. A.; Machleit, K. A.; Davis, L. M. (2001). Atmospheric qualities of online retailing: a conceptual model and implications. Journal of Business research, 54(2), 177-184. DOI: https://doi.org/10.1016/S0148-2963(99)00087-9
Flapper, S. D. P.; González-Velarde, J. L.; Smith, N. R.; Escobar-Saldívar, L. J. (2010). On the optimal product assortment: comparing product and customer-based strategies. International Journal of Production Economics, 125(1), 167-172. DOI: https://doi.org/10.1016/j.ijpe.2010.01.017
Floh, A.; Madlberger, M. (2013). The role of atmospheric cues in online impulse-buying behavior. Electronic Commerce Research and Applications, 12(6), 425-439. DOI: https://doi.org/10.1016/j.elerap.2013.06.001
Fornell, C.; Larcker, D. F. (1981). Structural equation models with unobservable variables and measurement error: algebra and statistics. Journal of Marketing Research, 18(3), 382-388 DOI: https://doi.org/10.1177/002224378101800313
Gao, W.; Liu, Y.; Liu, Z.; Li, J. (2018). How does presence influence purchase intention in online shopping markets? An explanation based on self-determination theory. Behaviour & Information Technology, 37(8), 786-799. DOI: https://doi.org/10.1080/0144929X.2018.1484514
Gillenson, M. L.; Sherrell, D. L. (2002). Enticing online consumers: an extended technology acceptance perspective. Information & Management, 39(8), 705-719. DOI:https://doi.org/10.1016/S0378-7206(01)00127-6
Hassanein, K.; Head, M. (2005). The impact of infusing social presence in the web interface: an investigation across product types. International Journal of Electronic Commerce, 10(2), 31-55. DOI: https://doi.org/10.2753/JEC1086-4415100202
He, Y.; Oppewal, H. (2018). See how much we’ve sold already! effects of displaying sales and stock level information on consumers’ online product choices. Journal of Retailing, 94(1), 45-57. DOI: https://doi.org/10.1016/j.jretai.2017.10.002
Heeter, C. (2003). Reflections on real presence by a virtual person. Presence. Teleoperators & Virtual Environments, 12(4), 335-345. DOI: https://doi.org/10.1162/105474603322391587
Hernández, R.; Fernández, C.; Baptista, P. (2014). Metodología de la investigación. Ciudad de México: McGraw Hill.
Iglesias, I. (01 de abril de 2015). Groupon Colombia ofrecerá nueva web y más servicios. Portafolio. Recuperado de https://bit.ly/3gtZ0TB
Jang, S. S.; Namkung, Y. (2009). Perceived quality, emotions, and behavioral intentions: application of an extended Mehrabian-Russell model to restaurants. Journal of Business Research, 62(4), 451-460. DOI: https://doi.org/10.1016/j.jbusres.2008.01.038
Kauffman, R. J.; Wang, B. (2001). New buyers’ arrival under dynamic pricing market microstructure: the case of group-buying discounts on the Internet. Journal of Management Information Systems, 18(2), 157-188. DOI: https://doi.org/10.1080/07421222.2001.11045687
Kauffman, R. J.; Wang, B. (2002). Bid together, buy together: on the efficacy of group-buying business models in Internet-based selling. En P.B. Lowry; J.O. Cherrington; R.R Watson (Eds.) Handbook of Electronic Commerce in Business and Society. (99-137). Boca Raton: CRC Press.
Kim, S.; Eastin, M. S. (2011). Hedonic tendencies and the online consumer: an investigation of the online shopping process. Journal of Internet Commerce,10(1), 68-90. DOI:
https://doi.org/10.1080/15332861.2011.558458
Kim, T.; Biocca, F. (1997). Telepresence via television: two dimensions of telepresence may have different connections to memory and persuasion. Journal of Computer-Mediated
Communication, 3(2), JCMC325. DOI: https://doi.org/10.1111/j.1083-6101.1997.tb00073.x
Klaus, P.; Nguyen, B. (2013). Exploring the role of the online customer experience in firms’ multichannel strategy: an empirical analysis of the retail banking services sector. Journal of Strategic Marketing, 21(5), 429-442. DOI: https://doi.org/10.1080/0965254X.2013.801610
Koufaris, M.; Kambil, A.; LaBarbera, P. (2001). Consumer behavior in web-based commerce: an empirical study. International Journal of Electronic Commerce, 6(2), 115-138. DOI: https://doi.org/10.1080/10864415.2001.11044233
Langviniene, N.; Zemblyte, J.; Sliziene, G. (2016). What influences buying leisure services coupons on online group buying? Engineering Economics, 27(3), 345-356. DOI:
https://doi.org/10.5755/j01.ee.27.3.12944
Lee, E. J.; Park, J. (2014). Enhancing virtual presence in e-tail: dynamics of cue multiplicity. International Journal of Electronic Commerce, 18(4), 117-146. DOI:
https://doi.org/10.2753/JEC1086-4415180405
Lim, J.; Ayyagari, R. (2018). Investigating the determinants of telepresence in the e-commerce setting. Computers in Human Behavior, 85, 360-371. DOI: https://doi.org/10.1016/j.chb.2018.04.024
Lim, Y. M.; Cham, T. H. (2015). A profile of the Internet shoppers: evidence from nine countries. Telematics and Informatics, 32(2), 344-354. DOI: https://doi.org/10.1016/j.tele.2014.10.002
Lindgaard, G.; Dudek, C.; Sen, D.; Sumegi, L.; Noonan, P. (2011). An exploration of relations between visual appeal, trustworthiness and perceived usability of homepages. ACM Transactions on Computer-Human Interaction (TOCHI), 18(1), 30. DOI: https://doi.org/10.1145/1959022.1959023
Lins, S.; Dóka, Á.; Bottequin, E.; Odabašić, A.; Pavlović, S.; Merchán, A.; Golasa, A.; Hylander, F. (2015). The effects of having, feeling, and thinking on impulse buying in European adolescents. Journal of International Consumer Marketing, 27(5), 414-428. DOI: https://doi.org/10.1080/08961530.2015.1027028
Liu, Y.; Li, H.; Hu, F. (2013). Website attributes in urging online impulse purchase: an empirical investigation on consumer perceptions. Decision Support Systems, 55(3), 829-837. DOI:
https://doi.org/10.1016/j.dss.2013.04.001
López, G. B. (2006). Una aproximación a la psicología ambiental. Fundamentos en Humanidades, (13), 157-168.
Madhavaram, S. R.; Laverie, D. A. (2004). Exploring impulse purchasing on the Internet. NA-Advances in Consumer Research, 31, 59-66. Recuperado de https://bit.ly/3sJ3HeI
Mehrabian, A.; Russell, J. A. (1974). An approach to environmental psychology. Cambridge: MIT Press.
Morales, A.; Kahn, B. E.; McAlister, L.; Broniarczyk, S. M. (2005). Perceptions of assortment variety: the effects of congruency between consumers’ internal and retailers’ external organization. Journal of Retailing, 81(2), 159-169. DOI: https://doi.org/10.1016/j.jretai.2005.03.007
Mummalaneni, V. (2005). An empirical investigation of web site characteristics, consumer emotional states and on-line shopping behaviors. Journal of Business Research, 58(4), 526-532. DOI: https://doi.org/10.1016/S0148-2963(03)00143-7
Nakhata, C.; Kuo, H. C. (2017). Consumer avoidance of specially priced items during social coupon redemption. Journal of Retailing and Consumer Services, 34, 287-293. DOI:
https://doi.org/10.1016/j.jretconser.2016.01.011
Ni, G.; Xu, Y.; Xu, J.; Dong, Y. (2015). Optimal decisions for fixed-price group-buying business originated in China: a game theoretic perspective. International Journal of Production
Research, 53(10), 2995-3005. DOI: https://doi.org/10.1080/00207543.2014.965350
Ning-Shen, K.; Khalifa, M. (2012). System design effects on online impulse buying. Internet Research, 22(4), 396-425. DOI: https://doi.org/10.1108/10662241211250962
Oh, J.; Fiorito, S. S.; Cho, H.; Hofacker, C. F. (2008). Effects of design factors on store image and expectation of merchandise quality in web-based stores. Journal of Retailing and Consumer Services, 15(4), 237-249. DOI: https://doi.org/10.1016/j.jretconser.2007.03.004
Ou, C. X.; Pavlou, P.; Davison, R. (2013). Swift guanxi in online marketplaces: the role of computermediated communication technologies. MIS Quarterly, 38(1), 209-230. DOI: https://doi.org/10.25300/MISQ/2014/38.1.10
Parboteeah, D. V.; Valacich, J. S.; Wells, J. D. (2009). The influence of website characteristics on a consumer’s urge to buy impulsively. Information Systems Research, 20(1), 60-78. DOI:
https://doi.org/10.1287/isre.1070.0157
Piron, F. (1991). Defining impulse purchasing. NA-Advances in Consumer Research, 18, 509-514. Recuperado de http://acrwebsite.org/volumes/7206/volumes/v18/NA-18
Richards, T. J.; Hamilton, S. F.; Allender, W. (2016). Search and price dispersion in online grocery markets. International Journal of Industrial Organization, 47, 255-281. DOI:
https://doi.org/10.1016/j.ijindorg.2016.05.004
Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189-199. DOI: https://doi.org/10.1086/209105
Rook, D. W.; Gardner, M. P. (1993). In the mood: Impulse buying’s affective antecedents. Research in Consumer Behavior, 6(7), 1-28. Recuperado de https://bit.ly/3xjq6mo
Sharma, P.; Sivakumaran, B.; Marshall, R. (2010). Impulse buying and variety seeking: a traitcorrelates perspective. Journal of Business Research, 63(3), 276-283. DOI: https://doi.org/10.1016/j.jbusres.2009.03.013
Skulmowski, A.; Augustin, Y.; Pradel, S.; Nebel, S.; Schneider, S.; Rey, G. D. (2016). The negative impact of saturation on website trustworthiness and appeal: a temporal model of aesthetic website perception. Computers in Human Behavior, 61, 386-393. DOI: https://doi.org/10.1016/j.chb.2016.03.054
Sofi, S. A.; Najar, S. A. (2018). Impact of personality influencers on psychological paradigms: an empirical discourse of big five framework and impulsive buying behaviour. European Research on Management and Business Economics, 24(2), 71-81. DOI: https://doi.org/10.1016/j.iedeen.2017.12.002
Song, H. G.; Chung, N.; Koo, C. (2015). Impulsive buying behavior of restaurant products in social commerce: a role of serendipity and scarcity message. Ponencia presentada en PACIS 2015: Pacific Asia Conference on Information Systems. Singapur, 5-9 de julio. Recuperado de https://bit.ly/2RS1JMp
Steinhart, Y.; Mazursky, D.; Kamins, M. A. (2013). The process by which product availability triggers purchase. Marketing Letters, 24(3), 217-228. DOI: https://doi.org/10.1007/s11002-013-
9227-4
Stern, H. (1962). The significance of impulse buying today. The Journal of Marketing, 26(2), 59-62. DOI: https://doi.org/10.1177/002224296202600212
Steuer, J. (1992). Defining virtual reality: dimensions determining telepresence. Journal of Communication, 42(4), 73-93. DOI: https://doi.org/10.1111/j.1460-2466.1992.tb00812.x
Suh, K. S.; Chang, S. (2006). User interfaces and consumer perceptions of online stores: the role of telepresence. Behaviour & Information Technology, 25(2), 99-113. DOI: https://doi.org/10.1080/01449290500330398
Verhagen, T.; Bloemers, D. (2018). Exploring the cognitive and affective bases of online purchase intentions: a hierarchical test across product types. Electronic Commerce Research, 18(3), 537- 561. DOI: https://doi.org/10.1007/s10660-017-9270-y
Verhagen, T.; van Dolen, W. (2011). The influence of online store beliefs on consumer online impulse buying: a model and empirical application. Information & Management, 48(8), 320-327. DOI: https://doi.org/10.1016/j.im.2011.08.001
Verplanken, B.; Herabadi, A. (2001). Individual differences in impulse buying tendency: feeling and no thinking. European Journal of Personality, 15(S1), S71–S83. DOI:
https://doi.org/10.1002/per.423
Vieira, V. A. (2013). Stimuli-organism-response framework: a meta-analytic review in the store environment. Journal of Business Research, 66(9), 1420-1426. DOI:
https://doi.org/10.1016/j.jbusres.2012.05.009
Vonkeman, C.; Verhagen, T.; van Dolen, W. (2017). Role of local presence in online impulse buying. Information & Management, 54(8), 1038-1048. DOI: https://doi.org/10.1016/j.im.2017.02.008
Wang, J. J.; Zhao, X.; Li, J. J. (2013). Group buying: a strategic form of consumer collective. Journal of Retailing, 89(3), 338-351. DOI: https://doi.org/10.1016/j.jretai.2013.03.001
Wang, L. C.; Baker, J.; Wagner, J. A.; Wakefield, K. (2007). Can a retail web site be social? Journal of Marketing, 71(3), 143-157. DOI: https://doi.org/10.1509/jmkg.71.3.143
Wolfinbarger, M.; Gilly, M. C. (2001). Shopping online for freedom, control, and fun. California Management Review, 43(2), 34-55. DOI: https://doi.org/10.2307/41166074
Xiang, L.; Zheng, X.; Lee, M. K.; Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: the role of parasocial interaction. International Journal of
Information Management, 36(3), 333-347. DOI: https://doi.org/10.1016/j.ijinfomgt.2015.11.002
Xiao, S. H.; Nicholson, M. (2013). A multidisciplinary cognitive behavioural framework of impulse buying: a systematic review of the literature. International Journal of Management Reviews, 15(3), 333-356. DOI: https://doi.org/10.1111/j.1468-2370.2012.00345.x
Yoo, C.; Park, J.; MacInnis, D. J. (1998). Effects of store characteristics and in-store emotional experiences on store attitude. Journal of Business Research, 42(3), 253-263. DOI:
https://doi.org/10.1016/S0148-2963(97)00122-7
Zhang, G.; Shang, J.; Yildirim, P. (2016). Optimal pricing for group buying with network effects. Omega, 63, 69-82. DOI: https://doi.org/10.1016/j.omega.2015.10.003
Zheng, X.; Men, J.; Yang, F.; Gong, X. (2019). Understanding impulse buying in mobile commerce: an investigation into hedonic and utilitarian browsing. International Journal of Information Management, 48, 151-160. DOI: https://doi.org/10.1016/j.ijinfomgt.2019.02.010
Zhou, G.; Xu, K.; Liao, S. S. (2013). Do starting and ending effects in fixed-price group-buying differ? Electronic Commerce Research and Applications, 12(2), 78-89. DOI: https://doi.org/10.1016/j.elerap.2012.11.006
Aydinli, A.; Gu, Y.; Pham, M. T. (2017). An experience-utility explanation of the preference for largerassortments. International Journal of Research in Marketing, 34(3), 746-760. DOI:https://doi.org/10.1016/j.ijresmar.2017.06.007
Bagozzi, R. P.; Yi, Y. (1988). On the evaluation of structural equation models. Journal of Academy Marketing Sciences, 16(1), 74-94. DOI: https://doi.org/10.1007/BF02723327
Beatty, S. E.; Ferrell, M. E. (1998). Impulse buying: modeling its precursors. Journal of Retailing, 74(2), 169-191. DOI: https://doi.org/10.1016/S0022-4359(99)80092-X
Bitner, M. J. (1992). Servicescapes: the impact of physical surroundings on customers and employees. Journal of Marketing, 56(2), 57-71. DOI:https://doi.org/10.1177/002224299205600205
Boon, E.; Pitt, L.; Ofek, N. (2015). «Deal of the day»: an analysis of subscriber purchase behavior. Tourism and Hospitality Research, 15(2), 105-114. DOI: https://doi.org/10.1177/1467358414567798
Bressolles, G.; Durrieu, F.; Giraud, M. (2007). The impact of electronic service quality’s dimensions on customer satisfaction and buying impulse. Journal of Customer Behaviour, 6(1), 37-56. DOI: https://doi.org/10.1362/147539207X198365
Burroughs, J. (1996). Product symbolism, self-meaning, and holistic matching: the role of information processing in impulsive buying. Advances in Consumer Research, 23, 463-469. Recuperado de https://bit.ly/32DWuC9
Chan, T. K.; Cheung, C. M.; Lee, Z. W. (2016). The state of online impulse-buying research: a literature analysis. Information & Management, 54(2), 204-217. DOI: https://doi.org/10.1016/j.im.2016.06.001
Chang, S. H.; Chih, W. H.; Liou, D. K.; Hwang, L. R. (2014). The influence of web aesthetics on customers’ PAD. Computers in Human Behavior, 36, 168-178. DOI:
https://doi.org/10.1016/j.chb.2014.03.050
Chen, C. C.; Yao, J. Y. (2018). What drives impulse buying behaviors in a mobile auction? The perspective of the Stimulus-Organism-Response model. Telematics and Informatics, 35(5), 1249-1262. DOI: https://doi.org/10.1016/j.tele.2018.02.007
Chen, J.; Kauffman, R. J.; Liu, Y.; Song, X. (2010). Segmenting uncertain demand in group-buying auctions. Electronic Commerce Research and Applications, 9(2), 126-147. DOI: https://doi.org/10.1016/j.elerap.2009.03.001
Coley, A.; Burgess, B. (2003). Gender differences in cognitive and affective impulse buying. Journal of Fashion Marketing and Management: An International Journal, 7(3), 282-295. DOI: https://doi.org/10.1108/13612020310484834
Coyle, J. R.; Thorson, E. (2001). The effects of progressive levels of interactivity and vividness in web marketing sites. Journal of Advertising, 30(3), 65-77. DOI: https://doi.org/10.1080/00913367.2001.10673646
Erdogmus, I. E.; Cicek, M. (2011). Online group buying: what is there for the consumers. Procedia Social and Behavioral Sciences, 24, 308-316. DOI: https://doi.org/10.1016/j.sbspro.2011.09.138
Eroglu, S. A.; Machleit, K. A.; Davis, L. M. (2001). Atmospheric qualities of online retailing: a conceptual model and implications. Journal of Business research, 54(2), 177-184. DOI: https://doi.org/10.1016/S0148-2963(99)00087-9
Flapper, S. D. P.; González-Velarde, J. L.; Smith, N. R.; Escobar-Saldívar, L. J. (2010). On the optimal product assortment: comparing product and customer-based strategies. International Journal of Production Economics, 125(1), 167-172. DOI: https://doi.org/10.1016/j.ijpe.2010.01.017
Floh, A.; Madlberger, M. (2013). The role of atmospheric cues in online impulse-buying behavior. Electronic Commerce Research and Applications, 12(6), 425-439. DOI: https://doi.org/10.1016/j.elerap.2013.06.001
Fornell, C.; Larcker, D. F. (1981). Structural equation models with unobservable variables and measurement error: algebra and statistics. Journal of Marketing Research, 18(3), 382-388 DOI: https://doi.org/10.1177/002224378101800313
Gao, W.; Liu, Y.; Liu, Z.; Li, J. (2018). How does presence influence purchase intention in online shopping markets? An explanation based on self-determination theory. Behaviour & Information Technology, 37(8), 786-799. DOI: https://doi.org/10.1080/0144929X.2018.1484514
Gillenson, M. L.; Sherrell, D. L. (2002). Enticing online consumers: an extended technology acceptance perspective. Information & Management, 39(8), 705-719. DOI:https://doi.org/10.1016/S0378-7206(01)00127-6
Hassanein, K.; Head, M. (2005). The impact of infusing social presence in the web interface: an investigation across product types. International Journal of Electronic Commerce, 10(2), 31-55. DOI: https://doi.org/10.2753/JEC1086-4415100202
He, Y.; Oppewal, H. (2018). See how much we’ve sold already! effects of displaying sales and stock level information on consumers’ online product choices. Journal of Retailing, 94(1), 45-57. DOI: https://doi.org/10.1016/j.jretai.2017.10.002
Heeter, C. (2003). Reflections on real presence by a virtual person. Presence. Teleoperators & Virtual Environments, 12(4), 335-345. DOI: https://doi.org/10.1162/105474603322391587
Hernández, R.; Fernández, C.; Baptista, P. (2014). Metodología de la investigación. Ciudad de México: McGraw Hill.
Iglesias, I. (01 de abril de 2015). Groupon Colombia ofrecerá nueva web y más servicios. Portafolio. Recuperado de https://bit.ly/3gtZ0TB
Jang, S. S.; Namkung, Y. (2009). Perceived quality, emotions, and behavioral intentions: application of an extended Mehrabian-Russell model to restaurants. Journal of Business Research, 62(4), 451-460. DOI: https://doi.org/10.1016/j.jbusres.2008.01.038
Kauffman, R. J.; Wang, B. (2001). New buyers’ arrival under dynamic pricing market microstructure: the case of group-buying discounts on the Internet. Journal of Management Information Systems, 18(2), 157-188. DOI: https://doi.org/10.1080/07421222.2001.11045687
Kauffman, R. J.; Wang, B. (2002). Bid together, buy together: on the efficacy of group-buying business models in Internet-based selling. En P.B. Lowry; J.O. Cherrington; R.R Watson (Eds.) Handbook of Electronic Commerce in Business and Society. (99-137). Boca Raton: CRC Press.
Kim, S.; Eastin, M. S. (2011). Hedonic tendencies and the online consumer: an investigation of the online shopping process. Journal of Internet Commerce,10(1), 68-90. DOI:
https://doi.org/10.1080/15332861.2011.558458
Kim, T.; Biocca, F. (1997). Telepresence via television: two dimensions of telepresence may have different connections to memory and persuasion. Journal of Computer-Mediated
Communication, 3(2), JCMC325. DOI: https://doi.org/10.1111/j.1083-6101.1997.tb00073.x
Klaus, P.; Nguyen, B. (2013). Exploring the role of the online customer experience in firms’ multichannel strategy: an empirical analysis of the retail banking services sector. Journal of Strategic Marketing, 21(5), 429-442. DOI: https://doi.org/10.1080/0965254X.2013.801610
Koufaris, M.; Kambil, A.; LaBarbera, P. (2001). Consumer behavior in web-based commerce: an empirical study. International Journal of Electronic Commerce, 6(2), 115-138. DOI: https://doi.org/10.1080/10864415.2001.11044233
Langviniene, N.; Zemblyte, J.; Sliziene, G. (2016). What influences buying leisure services coupons on online group buying? Engineering Economics, 27(3), 345-356. DOI:
https://doi.org/10.5755/j01.ee.27.3.12944
Lee, E. J.; Park, J. (2014). Enhancing virtual presence in e-tail: dynamics of cue multiplicity. International Journal of Electronic Commerce, 18(4), 117-146. DOI:
https://doi.org/10.2753/JEC1086-4415180405
Lim, J.; Ayyagari, R. (2018). Investigating the determinants of telepresence in the e-commerce setting. Computers in Human Behavior, 85, 360-371. DOI: https://doi.org/10.1016/j.chb.2018.04.024
Lim, Y. M.; Cham, T. H. (2015). A profile of the Internet shoppers: evidence from nine countries. Telematics and Informatics, 32(2), 344-354. DOI: https://doi.org/10.1016/j.tele.2014.10.002
Lindgaard, G.; Dudek, C.; Sen, D.; Sumegi, L.; Noonan, P. (2011). An exploration of relations between visual appeal, trustworthiness and perceived usability of homepages. ACM Transactions on Computer-Human Interaction (TOCHI), 18(1), 30. DOI: https://doi.org/10.1145/1959022.1959023
Lins, S.; Dóka, Á.; Bottequin, E.; Odabašić, A.; Pavlović, S.; Merchán, A.; Golasa, A.; Hylander, F. (2015). The effects of having, feeling, and thinking on impulse buying in European adolescents. Journal of International Consumer Marketing, 27(5), 414-428. DOI: https://doi.org/10.1080/08961530.2015.1027028
Liu, Y.; Li, H.; Hu, F. (2013). Website attributes in urging online impulse purchase: an empirical investigation on consumer perceptions. Decision Support Systems, 55(3), 829-837. DOI:
https://doi.org/10.1016/j.dss.2013.04.001
López, G. B. (2006). Una aproximación a la psicología ambiental. Fundamentos en Humanidades, (13), 157-168.
Madhavaram, S. R.; Laverie, D. A. (2004). Exploring impulse purchasing on the Internet. NA-Advances in Consumer Research, 31, 59-66. Recuperado de https://bit.ly/3sJ3HeI
Mehrabian, A.; Russell, J. A. (1974). An approach to environmental psychology. Cambridge: MIT Press.
Morales, A.; Kahn, B. E.; McAlister, L.; Broniarczyk, S. M. (2005). Perceptions of assortment variety: the effects of congruency between consumers’ internal and retailers’ external organization. Journal of Retailing, 81(2), 159-169. DOI: https://doi.org/10.1016/j.jretai.2005.03.007
Mummalaneni, V. (2005). An empirical investigation of web site characteristics, consumer emotional states and on-line shopping behaviors. Journal of Business Research, 58(4), 526-532. DOI: https://doi.org/10.1016/S0148-2963(03)00143-7
Nakhata, C.; Kuo, H. C. (2017). Consumer avoidance of specially priced items during social coupon redemption. Journal of Retailing and Consumer Services, 34, 287-293. DOI:
https://doi.org/10.1016/j.jretconser.2016.01.011
Ni, G.; Xu, Y.; Xu, J.; Dong, Y. (2015). Optimal decisions for fixed-price group-buying business originated in China: a game theoretic perspective. International Journal of Production
Research, 53(10), 2995-3005. DOI: https://doi.org/10.1080/00207543.2014.965350
Ning-Shen, K.; Khalifa, M. (2012). System design effects on online impulse buying. Internet Research, 22(4), 396-425. DOI: https://doi.org/10.1108/10662241211250962
Oh, J.; Fiorito, S. S.; Cho, H.; Hofacker, C. F. (2008). Effects of design factors on store image and expectation of merchandise quality in web-based stores. Journal of Retailing and Consumer Services, 15(4), 237-249. DOI: https://doi.org/10.1016/j.jretconser.2007.03.004
Ou, C. X.; Pavlou, P.; Davison, R. (2013). Swift guanxi in online marketplaces: the role of computermediated communication technologies. MIS Quarterly, 38(1), 209-230. DOI: https://doi.org/10.25300/MISQ/2014/38.1.10
Parboteeah, D. V.; Valacich, J. S.; Wells, J. D. (2009). The influence of website characteristics on a consumer’s urge to buy impulsively. Information Systems Research, 20(1), 60-78. DOI:
https://doi.org/10.1287/isre.1070.0157
Piron, F. (1991). Defining impulse purchasing. NA-Advances in Consumer Research, 18, 509-514. Recuperado de http://acrwebsite.org/volumes/7206/volumes/v18/NA-18
Richards, T. J.; Hamilton, S. F.; Allender, W. (2016). Search and price dispersion in online grocery markets. International Journal of Industrial Organization, 47, 255-281. DOI:
https://doi.org/10.1016/j.ijindorg.2016.05.004
Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189-199. DOI: https://doi.org/10.1086/209105
Rook, D. W.; Gardner, M. P. (1993). In the mood: Impulse buying’s affective antecedents. Research in Consumer Behavior, 6(7), 1-28. Recuperado de https://bit.ly/3xjq6mo
Sharma, P.; Sivakumaran, B.; Marshall, R. (2010). Impulse buying and variety seeking: a traitcorrelates perspective. Journal of Business Research, 63(3), 276-283. DOI: https://doi.org/10.1016/j.jbusres.2009.03.013
Skulmowski, A.; Augustin, Y.; Pradel, S.; Nebel, S.; Schneider, S.; Rey, G. D. (2016). The negative impact of saturation on website trustworthiness and appeal: a temporal model of aesthetic website perception. Computers in Human Behavior, 61, 386-393. DOI: https://doi.org/10.1016/j.chb.2016.03.054
Sofi, S. A.; Najar, S. A. (2018). Impact of personality influencers on psychological paradigms: an empirical discourse of big five framework and impulsive buying behaviour. European Research on Management and Business Economics, 24(2), 71-81. DOI: https://doi.org/10.1016/j.iedeen.2017.12.002
Song, H. G.; Chung, N.; Koo, C. (2015). Impulsive buying behavior of restaurant products in social commerce: a role of serendipity and scarcity message. Ponencia presentada en PACIS 2015: Pacific Asia Conference on Information Systems. Singapur, 5-9 de julio. Recuperado de https://bit.ly/2RS1JMp
Steinhart, Y.; Mazursky, D.; Kamins, M. A. (2013). The process by which product availability triggers purchase. Marketing Letters, 24(3), 217-228. DOI: https://doi.org/10.1007/s11002-013-
9227-4
Stern, H. (1962). The significance of impulse buying today. The Journal of Marketing, 26(2), 59-62. DOI: https://doi.org/10.1177/002224296202600212
Steuer, J. (1992). Defining virtual reality: dimensions determining telepresence. Journal of Communication, 42(4), 73-93. DOI: https://doi.org/10.1111/j.1460-2466.1992.tb00812.x
Suh, K. S.; Chang, S. (2006). User interfaces and consumer perceptions of online stores: the role of telepresence. Behaviour & Information Technology, 25(2), 99-113. DOI: https://doi.org/10.1080/01449290500330398
Verhagen, T.; Bloemers, D. (2018). Exploring the cognitive and affective bases of online purchase intentions: a hierarchical test across product types. Electronic Commerce Research, 18(3), 537- 561. DOI: https://doi.org/10.1007/s10660-017-9270-y
Verhagen, T.; van Dolen, W. (2011). The influence of online store beliefs on consumer online impulse buying: a model and empirical application. Information & Management, 48(8), 320-327. DOI: https://doi.org/10.1016/j.im.2011.08.001
Verplanken, B.; Herabadi, A. (2001). Individual differences in impulse buying tendency: feeling and no thinking. European Journal of Personality, 15(S1), S71–S83. DOI:
https://doi.org/10.1002/per.423
Vieira, V. A. (2013). Stimuli-organism-response framework: a meta-analytic review in the store environment. Journal of Business Research, 66(9), 1420-1426. DOI:
https://doi.org/10.1016/j.jbusres.2012.05.009
Vonkeman, C.; Verhagen, T.; van Dolen, W. (2017). Role of local presence in online impulse buying. Information & Management, 54(8), 1038-1048. DOI: https://doi.org/10.1016/j.im.2017.02.008
Wang, J. J.; Zhao, X.; Li, J. J. (2013). Group buying: a strategic form of consumer collective. Journal of Retailing, 89(3), 338-351. DOI: https://doi.org/10.1016/j.jretai.2013.03.001
Wang, L. C.; Baker, J.; Wagner, J. A.; Wakefield, K. (2007). Can a retail web site be social? Journal of Marketing, 71(3), 143-157. DOI: https://doi.org/10.1509/jmkg.71.3.143
Wolfinbarger, M.; Gilly, M. C. (2001). Shopping online for freedom, control, and fun. California Management Review, 43(2), 34-55. DOI: https://doi.org/10.2307/41166074
Xiang, L.; Zheng, X.; Lee, M. K.; Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: the role of parasocial interaction. International Journal of
Information Management, 36(3), 333-347. DOI: https://doi.org/10.1016/j.ijinfomgt.2015.11.002
Xiao, S. H.; Nicholson, M. (2013). A multidisciplinary cognitive behavioural framework of impulse buying: a systematic review of the literature. International Journal of Management Reviews, 15(3), 333-356. DOI: https://doi.org/10.1111/j.1468-2370.2012.00345.x
Yoo, C.; Park, J.; MacInnis, D. J. (1998). Effects of store characteristics and in-store emotional experiences on store attitude. Journal of Business Research, 42(3), 253-263. DOI:
https://doi.org/10.1016/S0148-2963(97)00122-7
Zhang, G.; Shang, J.; Yildirim, P. (2016). Optimal pricing for group buying with network effects. Omega, 63, 69-82. DOI: https://doi.org/10.1016/j.omega.2015.10.003
Zheng, X.; Men, J.; Yang, F.; Gong, X. (2019). Understanding impulse buying in mobile commerce: an investigation into hedonic and utilitarian browsing. International Journal of Information Management, 48, 151-160. DOI: https://doi.org/10.1016/j.ijinfomgt.2019.02.010
Zhou, G.; Xu, K.; Liao, S. S. (2013). Do starting and ending effects in fixed-price group-buying differ? Electronic Commerce Research and Applications, 12(2), 78-89. DOI: https://doi.org/10.1016/j.elerap.2012.11.006
Descargas
Los datos de descargas todavía no están disponibles.
Citado por
