Drivers for On-line Impulse Purchases of Highly Symbolic Products

Giovanni Mattia (), Alessio Di Leo () and Ludovica Principato ()
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Giovanni Mattia: Roma Tre University
Alessio Di Leo: La Sapienza University
Ludovica Principato: Roma Tre University

Chapter Chapter 7 in Online Impulse Buying and Cognitive Dissonance, 2021, pp 47-54 from Springer

Abstract: Abstract The chapter concentrates the attention on the connection between on-line sales channels and impulse purchase. The websites’ capacity to engage consumers emotions and trust is analyzed, together with the role of social media, which acting as a peer-to-peer relationships shortens and speeds up the decision process. The result envisages that on-line shopping somehow encourages to impulsivity, especially as far as highly symbolic products are concerned.

Keywords: On-line impulse purchases; Highly symbolic products (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-65923-3_7

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DOI: 10.1007/978-3-030-65923-3_7

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