Intrinsic and extrinsic motivations affecting impulse-buying tendency in mobile shopping

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Heejung Lee
Cite this article:  Lee, H. (2018). Intrinsic and extrinsic motivations affecting impulse-buying tendency in mobile shopping. Social Behavior and Personality: An international journal, 46(4), 683-694.


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I investigated whether or not the components of the technology acceptance model (TAM), such as cognitive and affective factors, could predict impulse-buying tendency and shopping attitude in a mobile shopping environment. Participants were 234 consumers who had experience of mobile shopping. I conducted this survey using an online survey system provided by a research company. Results showed that cognitive absorption as an affective factor (intrinsic motivation) was related positively to cognitive factors (extrinsic motivations). In addition, cognitive absorption had a significantly positive influence on impulse-buying tendency. Among cognitive factors of the TAM, perceived usefulness affected impulse-buying tendency positively; however, perceived ease of use did not significantly influence impulse-buying tendency. Lastly, I found impulse-buying tendency affected mobile shopping attitude positively. My results suggest that showing an impulse-buying tendency in a mobile shopping environment has a positive impact on shopping attitude.

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