Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour

Hui Zhu; Zherui Yang; Carol XJ Ou; Hongwei Liu; Robert M. Davison

Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour

Hui Zhu, Zherui Yang, Carol XJ Ou, Hongwei Liu, Robert M. Davison

Department of Information Systems

Research output: Chapters, Conference Papers, Creative and Literary Works › RGC 32 - Refereed conference paper (with host publication) › peer-review

5 Citations (Scopus)

41 Downloads (CityUHK Scholars)

Abstract

The usage of recommendation agents (RAs) in the online marketplace can help consumers to locate their desired products. RAs can help consumers effectively obtain comprehensive product information and compare their candidate target products. As a result, RAs have affected consumers’ shopping behaviour. In this study, we investigate the usage and the influence of RAs in the online marketplace. Based on the Stimulus-Organism-Response (SOR) model, we propose that the stimulus of using RAs (informativeness, product search effectiveness and the lack of sociality stress) can affect consumers’ attitude (perceived control and satisfaction), which further affects their behavioural outcomes like impulsive purchase. We validate this research model with survey data from 157 users of RAs. The data largely support the proposed model and indicate that the RAs can significantly contribute to impulsive purchase behaviour in online marketplaces. Theoretical and practical contributions are discussed.

Original language	English
Title of host publication	Australasian Conference on Information Systems (ACIS) 2015 Proceedings
Publisher	Australasian Conference on Information Systems
ISBN (Print)	9780646953373
Publication status	Published - Nov 2015
Event	26th Australasian Conference on Information Systems, ACIS 2015 - Adelaide, Australia Duration: 30 Nov 2015 → 4 Dec 2015 https://arxiv.org/html/1605.01032

Publication series

Name	Australasian Conference on Information Systems (ACIS) Proceedings

Conference

Conference	26th Australasian Conference on Information Systems, ACIS 2015
Place	Australia
City	Adelaide
Period	30/11/15 → 4/12/15
Internet address	https://arxiv.org/html/1605.01032

Research Keywords

Impulsive Purchase
Lack of Sociality Stress
Perceived Control
Recommendation Agent (RA)
The Stimulus-Organism-Response (SOR) Model

Publisher's Copyright Statement

This full text is made available under CC-BY-NC 3.0 AU. http://creativecommons.org/licenses/by-nc/3.0/au/

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https://aisel.aisnet.org/acis2015/33

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Zhu, H., Yang, Z., Ou, C. XJ., Liu, H., & Davison, R. M. (2015). Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour. In Australasian Conference on Information Systems (ACIS) 2015 Proceedings (Australasian Conference on Information Systems (ACIS) Proceedings). Australasian Conference on Information Systems. https://aisel.aisnet.org/acis2015/33

@inproceedings{011c9ef396ff42e5b0ed1c60704f11c1,

title = "Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour",

abstract = "The usage of recommendation agents (RAs) in the online marketplace can help consumers to locate their desired products. RAs can help consumers effectively obtain comprehensive product information and compare their candidate target products. As a result, RAs have affected consumers{\textquoteright} shopping behaviour. In this study, we investigate the usage and the influence of RAs in the online marketplace. Based on the Stimulus-Organism-Response (SOR) model, we propose that the stimulus of using RAs (informativeness, product search effectiveness and the lack of sociality stress) can affect consumers{\textquoteright} attitude (perceived control and satisfaction), which further affects their behavioural outcomes like impulsive purchase. We validate this research model with survey data from 157 users of RAs. The data largely support the proposed model and indicate that the RAs can significantly contribute to impulsive purchase behaviour in online marketplaces. Theoretical and practical contributions are discussed.",

keywords = "Impulsive Purchase, Lack of Sociality Stress, Perceived Control, Recommendation Agent (RA), The Stimulus-Organism-Response (SOR) Model",

author = "Hui Zhu and Zherui Yang and Ou, {Carol XJ} and Hongwei Liu and Davison, {Robert M.}",

year = "2015",

month = nov,

language = "English",

isbn = "9780646953373",

series = "Australasian Conference on Information Systems (ACIS) Proceedings",

publisher = "Australasian Conference on Information Systems",

booktitle = "Australasian Conference on Information Systems (ACIS) 2015 Proceedings",

note = "26th Australasian Conference on Information Systems, ACIS 2015 ; Conference date: 30-11-2015 Through 04-12-2015",

url = "https://arxiv.org/html/1605.01032",

}

Zhu, H, Yang, Z, Ou, CXJ, Liu, H & Davison, RM 2015, Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour. in Australasian Conference on Information Systems (ACIS) 2015 Proceedings. Australasian Conference on Information Systems (ACIS) Proceedings, Australasian Conference on Information Systems, 26th Australasian Conference on Information Systems, ACIS 2015, Adelaide, Australia, 30/11/15. <https://aisel.aisnet.org/acis2015/33>

Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour. / Zhu, Hui; Yang, Zherui; Ou, Carol XJ et al.
Australasian Conference on Information Systems (ACIS) 2015 Proceedings. Australasian Conference on Information Systems, 2015. (Australasian Conference on Information Systems (ACIS) Proceedings).

Research output: Chapters, Conference Papers, Creative and Literary Works › RGC 32 - Refereed conference paper (with host publication) › peer-review

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T1 - Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour

AU - Zhu, Hui

AU - Yang, Zherui

AU - Ou, Carol XJ

AU - Liu, Hongwei

AU - Davison, Robert M.

PY - 2015/11

Y1 - 2015/11

N2 - The usage of recommendation agents (RAs) in the online marketplace can help consumers to locate their desired products. RAs can help consumers effectively obtain comprehensive product information and compare their candidate target products. As a result, RAs have affected consumers’ shopping behaviour. In this study, we investigate the usage and the influence of RAs in the online marketplace. Based on the Stimulus-Organism-Response (SOR) model, we propose that the stimulus of using RAs (informativeness, product search effectiveness and the lack of sociality stress) can affect consumers’ attitude (perceived control and satisfaction), which further affects their behavioural outcomes like impulsive purchase. We validate this research model with survey data from 157 users of RAs. The data largely support the proposed model and indicate that the RAs can significantly contribute to impulsive purchase behaviour in online marketplaces. Theoretical and practical contributions are discussed.

AB - The usage of recommendation agents (RAs) in the online marketplace can help consumers to locate their desired products. RAs can help consumers effectively obtain comprehensive product information and compare their candidate target products. As a result, RAs have affected consumers’ shopping behaviour. In this study, we investigate the usage and the influence of RAs in the online marketplace. Based on the Stimulus-Organism-Response (SOR) model, we propose that the stimulus of using RAs (informativeness, product search effectiveness and the lack of sociality stress) can affect consumers’ attitude (perceived control and satisfaction), which further affects their behavioural outcomes like impulsive purchase. We validate this research model with survey data from 157 users of RAs. The data largely support the proposed model and indicate that the RAs can significantly contribute to impulsive purchase behaviour in online marketplaces. Theoretical and practical contributions are discussed.

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KW - Lack of Sociality Stress

KW - Perceived Control

KW - Recommendation Agent (RA)

KW - The Stimulus-Organism-Response (SOR) Model

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M3 - RGC 32 - Refereed conference paper (with host publication)

SN - 9780646953373

T3 - Australasian Conference on Information Systems (ACIS) Proceedings

BT - Australasian Conference on Information Systems (ACIS) 2015 Proceedings

PB - Australasian Conference on Information Systems

T2 - 26th Australasian Conference on Information Systems, ACIS 2015

Y2 - 30 November 2015 through 4 December 2015

ER -

Investigating the Impacts of Recommendation Agents on Impulsive Purchase Behaviour

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Research Keywords

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