Motivation for online impulse buying: A two-factor theory perspective
作者：
Highlights：
• Drawing on two-factor theory, this study successfully identified hygiene and motivation factors that activated online impulse buying.
• The hygiene factors affecting online impulse buying distributed across the six stages of consumer decision-making processes.
• The motivation factors affecting online impulse buying distributed across the three stages.
• Motivation factors that induced online impulse buying were sales promotion stimuli, which can create consumers utilitarian or hedonic benefits.
• The design factors of online stores were the hygiene factors rather than the motivators.
摘要
•Drawing on two-factor theory, this study successfully identified hygiene and motivation factors that activated online impulse buying.•The hygiene factors affecting online impulse buying distributed across the six stages of consumer decision-making processes.•The motivation factors affecting online impulse buying distributed across the three stages.•Motivation factors that induced online impulse buying were sales promotion stimuli, which can create consumers utilitarian or hedonic benefits.•The design factors of online stores were the hygiene factors rather than the motivators.
论文关键词：Online impulse buying,Online store design,Sales promotion stimuli,Two-factor theory
论文评审过程：Received 2 September 2015, Revised 15 April 2016, Accepted 15 April 2016, Available online 20 May 2016, Version of Record 20 May 2016.
论文官网地址：https://doi.org/10.1016/j.ijinfomgt.2016.04.012
