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Analysis of institutional authors

Tobon, SandraCorresponding Author
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Game on: curbing impulse buying and returns in apparel e-tailers

Publicated to:Review Of Managerial Science. 19 (6): 1783-1817 - 2025-06-01 19(6), DOI: 10.1007/s11846-024-00808-3

Authors: Tobon S; Abril C

Affiliations

Autonomous Univ Madrid, c-Tomas & Valiente 5, Madrid 28049, Spain - Author
Univ Complutense Madrid, Pozuelo De Alarcon 28223, Madrid, Spain - Author

Abstract

This study explores the effectiveness of gamified strategies in addressing impulsive e-buying behaviors and mitigating subsequent product returns. Impulse buying in apparel e-tailers is a prevalent phenomenon with significant implications for both consumers and businesses. While impulse purchases contribute to e-tailers' sales, they also result in undesired consequences such as regret, dissatisfaction, and high return rates. This research investigates the potential of gamification, specifically distraction and substitution strategies, in counteracting impulsive online purchase decisions. Through online experimental and field studies involving participants from the United States and a European apparel e-tailer, respectively, we examine the impact of gamified interventions on impulse buying behavior and product return rates. The findings indicate that gamified distraction strategies are more effective than substitution strategies in reversing impulse e-buying behavior. Additionally, the field experiment demonstrates a significant reduction in product return rates among customers exposed to distraction interventions. These results highlight the potential of gamification as a nonpunitive approach to intervene in the e-decision-making process of consumers, offering practical implications for e-tailers seeking to minimize returns and enhance customer satisfaction.

Keywords
Buying impulsivenessGamified strategiesImpulse buyingLab and field experimentsM31 marketingProduct returns

Quality index

Bibliometric impact. Analysis of the contribution and dissemination channel

The work has been published in the journal Review Of Managerial Science due to its progression and the good impact it has achieved in recent years, according to the agency WoS (JCR), it has become a reference in its field. In the year of publication of the work, 2025, it was in position 28/407, thus managing to position itself as a Q1 (Primer Cuartil), in the category Management. Notably, the journal is positioned above the 90th percentile.

Independientemente del impacto esperado determinado por el canal de difusión, es importante destacar el impacto real observado de la propia aportación.

Según las diferentes agencias de indexación, el número de citas acumuladas por esta publicación hasta la fecha 2025-05-18:

  • WoS: 1
  • Scopus: 1
Impact and social visibility

From the perspective of influence or social adoption, and based on metrics associated with mentions and interactions provided by agencies specializing in calculating the so-called "Alternative or Social Metrics," we can highlight as of 2025-05-18:

  • The use of this contribution in bookmarks, code forks, additions to favorite lists for recurrent reading, as well as general views, indicates that someone is using the publication as a basis for their current work. This may be a notable indicator of future more formal and academic citations. This claim is supported by the result of the "Capture" indicator, which yields a total of: 28 (PlumX).

It is essential to present evidence supporting full alignment with institutional principles and guidelines on Open Science and the Conservation and Dissemination of Intellectual Heritage. A clear example of this is:

Leadership analysis of institutional authors

There is a significant leadership presence as some of the institution’s authors appear as the first or last signer, detailed as follows: First Author (TOBON PERILLA, SANDRA MARIBEL) .

the author responsible for correspondence tasks has been TOBON PERILLA, SANDRA MARIBEL.