Conceptual framework for the research questions
| Research question | Arguments | References |
|---|---|---|
| RQ1 | Internet leads to more impulse buying than the physical store | Greenfield (1999), LaRose (2001), Jeffrey and Hodge (2007), Verhagen and van Dolen (2011) |
| Physical store leads to more impulse buying than the internet | Sharma et al. (2010), Gupta (2011), Kearney (2013) | |
| Personal and situational characteristics, rather than channel characteristics, determine impulsiveness | Youn and Faber (2000), Badgaiyan and Verma (2014), Lim and Yazdanifard (2015) | |
| RQ2 | Encouraging factors | |
| Greater product assortment | Brohan (2000), Chen-Yu and Seock (2002) | |
| Advanced marketing techniques | Brohan (2000), LaRose (2001), Koufaris (2002), Reibstein (2002), Kacen (2003), Koski (2004), Dawson and Kim (2009) | |
| Use of credit cards | Dittmar and Drury (2000), LaRose (2001), Koski (2004), Karbasivar and Yarahmadi (2011), Tuttle (2014) | |
| Anonymity | Rook and Fisher (1995), Koufaris (2002) | |
| Lack of human contact | Greenfield (1999) | |
| Easy access and convenience | Koufaris (2002), Koski (2004), Moe and Fader (2004), Dawson and Kim (2009) | |
| Discouraging factors | ||
| Easy access and convenience | Koufaris (2002), Koski (2004), Moe and Fader (2004), Dawson and Kim (2009) | |
| Delayed gratification | Rook (1987), Dittmar and Drury (2000), LaRose (2001), Kacen (2003), Koski (2004) | |
| Inability to activate the five senses | Brown (1999), Chen-Yu and Seock (2002), Kacen (2003), McCabe and Nowlis (2003), Koski (2004), Peck and Childers (2006) | |
| Easy comparisons | Brohan (2000), LaRose (2001), Koski (2004) | |
| Shipping and refund costs | Huang and Oppewal (2006), Kukar-Kinney and Close (2010) | |
| RQ3 | Consumers influence others by sharing pictures or recommendations in social media, which stimulates impulse buying | Xiang et al., (2016) |
| Social media help to build positive brand images, favouring impulse buying | Kim and Johnson (2016) | |
| Research question | Arguments | References |
|---|---|---|
| Internet leads to more impulse buying than the physical store | ||
| Physical store leads to more impulse buying than the internet | ||
| Personal and situational characteristics, rather than channel characteristics, determine impulsiveness | ||
| Greater product assortment | ||
| Advanced marketing techniques | ||
| Use of credit cards | ||
| Anonymity | ||
| Lack of human contact | ||
| Easy access and convenience | ||
| Easy access and convenience | ||
| Delayed gratification | ||
| Inability to activate the five senses | Brown (1999), | |
| Easy comparisons | ||
| Shipping and refund costs | ||
| Consumers influence others by sharing pictures or recommendations in social media, which stimulates impulse buying | ||
| Social media help to build positive brand images, favouring impulse buying | ||
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