{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,4,21]],"date-time":"2026-04-21T09:57:57Z","timestamp":1776765477655,"version":"3.51.2"},"reference-count":80,"publisher":"Emerald","issue":"2","license":[{"start":{"date-parts":[[2024,1,9]],"date-time":"2024-01-09T00:00:00Z","timestamp":1704758400000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["IMDS"],"published-print":{"date-parts":[[2024,1,30]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-subheading\">Purpose<\/jats:title><jats:p>This research examines the underlying psychological process of customers' impulsive buying on social media through the lens of customer inspiration. Drawing on the customer inspiration theory, it identifies the factors influencing customer inspiration on social media from three perspectives: source characteristics, platform characteristics and personal characteristics, which subsequently lead to impulsive buying. Since the conceptualization of source credibility includes three mostly reported components: attractiveness, expertise and trustworthiness, it further contrasts the effects of three dimensions of source credibility on customer inspiration.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Design\/methodology\/approach<\/jats:title><jats:p>A structural equation model of customers' impulsive buying on social media was developed through the lens of customer inspiration. An online survey with 625 participants was conducted to test the hypotheses, and the partial least squares (PLS3) method was used.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Findings<\/jats:title><jats:p>This research found that source credibility, social presence and customer innovativeness are antecedents of customer inspiration on social media, which positively influence the inspired-by state of the customers, which impacts the inspired-to state and further leads to impulsive buying. By comparing the three dimensions of source credibility, the authors found that attractiveness and expertise positively affect the inspired-by state, while trustworthiness has no significant effect.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Originality\/value<\/jats:title><jats:p>This research establishes the link between impulsive buying and customer inspiration, which provides a new psychological perspective to understand impulsive buying. In addition, it investigates the source characteristics of customer inspiration by comparing the effect of three dimensions of source credibility on customer inspiration, which provides the first evidence for connecting customer inspiration and source credibility.<\/jats:p><\/jats:sec>","DOI":"10.1108\/imds-05-2023-0343","type":"journal-article","created":{"date-parts":[[2024,1,8]],"date-time":"2024-01-08T02:36:22Z","timestamp":1704681382000},"page":"698-723","source":"Crossref","is-referenced-by-count":29,"title":["How social media promotes impulsive buying: examining the role of customer inspiration"],"prefix":"10.1108","volume":"124","author":[{"ORCID":"https:\/\/orcid.org\/0000-0001-6500-5791","authenticated-orcid":false,"given":"Pianpian","family":"Yang","sequence":"first","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0002-4455-8802","authenticated-orcid":false,"given":"Hong","family":"Sheng","sequence":"additional","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0001-5020-0535","authenticated-orcid":false,"given":"Congcong","family":"Yang","sequence":"additional","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0003-2040-5382","authenticated-orcid":false,"given":"Yuanyue","family":"Feng","sequence":"additional","affiliation":[]}],"member":"140","published-online":{"date-parts":[[2024,1,9]]},"reference":[{"key":"key2024012915083702500_ref001","doi-asserted-by":"publisher","first-page":"139","DOI":"10.1016\/j.jretconser.2017.09.011","article-title":"The effect of telepresence, social presence and involvement on consumer brand engagement: an empirical study of non-profit organizations","volume":"40","year":"2018","journal-title":"Journal of Retailing and Consumer Services"},{"issue":"4","key":"key2024012915083702500_ref002","doi-asserted-by":"publisher","first-page":"537","DOI":"10.1016\/j.jretconser.2014.04.003","article-title":"Intrinsic factors affecting IB behavior\u2014evidence from India","volume":"21","year":"2014","journal-title":"Journal of Retailing and Customer Services"},{"issue":"1","key":"key2024012915083702500_ref003","doi-asserted-by":"publisher","first-page":"60","DOI":"10.1016\/j.tsc.2009.01.002","article-title":"Intelligence and personality as predictors of divergent thinking: the role of general, fluid and crystallised intelligence","volume":"4","year":"2009","journal-title":"Thinking Skills and Creativity"},{"key":"key2024012915083702500_ref004","doi-asserted-by":"publisher","first-page":"289","DOI":"10.1016\/j.jretconser.2018.07.003","article-title":"The impact of social media campaigns on the success of new product introductions","volume":"50","year":"2019","journal-title":"Journal of Retailing and Consumer Services"},{"issue":"2","key":"key2024012915083702500_ref005","doi-asserted-by":"publisher","first-page":"99","DOI":"10.1108\/13522759810214271","article-title":"Impulse purchasing: a qualitative exploration of the phenomenon","volume":"1","year":"1998","journal-title":"Qualitative Market Research"},{"issue":"6","key":"key2024012915083702500_ref006","doi-asserted-by":"publisher","first-page":"116","DOI":"10.1509\/jm.15.0007","article-title":"Customer inspiration: conceptualization, scale development, and validation","volume":"81","year":"2017","journal-title":"Journal of Marketing"},{"issue":"6\/7","key":"key2024012915083702500_ref007","doi-asserted-by":"publisher","first-page":"562","DOI":"10.1108\/02634500510624129","article-title":"Identifying the initial target customer for innovations: an integrative approach","volume":"23","year":"2005","journal-title":"Marketing Intelligence and Planning"},{"key":"key2024012915083702500_ref008","doi-asserted-by":"publisher","DOI":"10.1016\/j.chb.2022.107440","article-title":"Promoting customer value co-creation through social capital in online brand communities: the mediating role of member inspiration","volume":"137","year":"2022","journal-title":"Computers in Human Behavior"},{"issue":"2","key":"key2024012915083702500_ref009","doi-asserted-by":"publisher","first-page":"204","DOI":"10.1016\/j.im.2016.06.001","article-title":"The state of online impulse-buying research: a\u00a0literature analysis","volume":"54","year":"2017","journal-title":"Information and Management"},{"issue":"3","key":"key2024012915083702500_ref010","doi-asserted-by":"publisher","first-page":"211","DOI":"10.1016\/j.ausmj.2012.02.001","article-title":"Consumer innovativeness influence on really new product adoption","volume":"20","year":"2012","journal-title":"Australasian Marketing Journal"},{"issue":"2","key":"key2024012915083702500_ref011","doi-asserted-by":"publisher","first-page":"236","DOI":"10.1016\/j.im.2018.09.002","article-title":"How do product recommendations affect impulse buying? 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