System design effects on online impulse buying

Kathy Ning Shen, Mohamed Khalifa

Research output: Contribution to conferencePaperpeer-review

6 Citations (Scopus)


Impulse buying is usually described as a sudden, compelling, hedonically complex purchasing behavior without deliberate consideration of all information and choice alternatives. Such behavior is dominantly driven by affect-laden motives rather than rational thinking, violating the assumption of intentional behavior in dominant theories for online shopping. New theories are therefore necessary to explain online impulse buying. Drawing upon the "stimulus-organismresponse" framework, we develop and empirically validate a model explaining the relationship between system design characteristics and online impulse buying. Impulse formation and enactment are modeled as a response to four organismic factors, i.e., telepresence, social presence, pleasure and arousal. These organismic variables are determined by system stimuli that are characterized as interactivity and vividness features. The research model is validated by an experiment with a 2×2 full factorial design involving 151 undergraduate students. The empirical results provide very strong support for the model. The theoretical and practical implications of these results are discussed.

Original languageEnglish
Publication statusPublished - 2007
Externally publishedYes
Event28th International Conference on Information Systems, ICIS 2007 - Montreal, QC, Canada
Duration: Dec 9 2007Dec 12 2007


Conference28th International Conference on Information Systems, ICIS 2007
CityMontreal, QC


  • E-commerce
  • Impulse buying
  • Website design

ASJC Scopus subject areas

  • Information Systems


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