Effects of media formats on emotions and impulse buying intent

Thomas Adelaar, Susan Chang*, Karen M. Lancendorfer, Byoungkwan Lee, Mariko Morimoto

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

185 Citations (Scopus)


One way of generating revenue from broadband media content rests upon the assumption that multi-media content may trigger a greater intent to buy products and services impulsively. An experiment was performed in order to explore the effects of media formats on the emotions and impulse buying intentions for music compact discs (CDs). Three distinct media formats of World Wide Web pages were set up: (1) the text of the lyrics, (2) still images from the song's music video and (3) the music video itself. Each had a varying degree of visual/verbal intensity while simultaneously playing the soundtrack in all three conditions. The results of this study indicate that displaying the text of the lyrics had a greater effect on the impulse buying intent than showing still images of the music video. In addition, different media formats caused emotional responses that can explain the participant's impulse buying intent to buy the CD. Unexpectedly, the still images and video did not necessarily generate more buying intention than combinations of the text and music. Therefore, it is recommended that electronic commerce and marketing managers explore innovative ways of integrating visual and verbal media formats for eliciting an effective consumer response.

Original languageEnglish
Pages (from-to)247-266
Number of pages20
JournalJournal of Information Technology
Issue number4
Publication statusPublished - 2003 Dec
Externally publishedYes

ASJC Scopus subject areas

  • Information Systems
  • Strategy and Management
  • Library and Information Sciences


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