Impulse Buying and Consumer Well-Being in Flash Sales: The Mediating Roles of the Feel-Good Factor and Return-Exchange
- Hamid Fraz Rao
- msms2221120@szabist.edu.pk
- MSMS Scholar Faculty of Management Sciences, SZABIST University, Karachi, Pakistan
- Mazhar Ali
- Mazhar.ali@szabist.edu.pk
- Assistant Professor Faculty of Management Sciences, SZABIST University, Karachi, Pakistan
- Seema Mumtaz
- seema.kamran@tum.de
- Doctoral Researcher Technical University of Munich, Munich, Germany
- Shumaila Kashif
- Shumaila.kashif@iobm.edu.pk
- Assistant Professor College of Business Management, Institute of Business Management, Karachi, Pakistan.
Submitted
November 22, 2023
Accepted
November 22, 2023
Accepted
November 22, 2023
- Received
- 27th November 2025
- Revised
- 28th May 2026
- Accepted
- 12th June 2026
Abstract
Impulse purchases during flash sales may deliver instant satisfaction but can lead to financial burdens, guilt, and overall cognitive dissonance for consumers, especially in developing countries where knowledge of proper spending behavior is just beginning to be recognized. Prior research has prominently targeted the negative outcomes of impulse buying (IB), focusing less on its positive effects on consumers and retailers. The purpose of this research is to examine the effects of impulse purchases on consumer well-being (CW) in the South Asian context and analyze the mediating effects of the feel-good factor and return-exchange process as potential means of achieving a win-win strategy for consumers and retailers. Grounded in post-purchase behavior theory—integrating cognitive dissonance theory, regret theory, and the bottom-up spillover theory of subjective well-being—this study applies partial least squares structural equation modeling to cross-sectional survey data collected from 569 online consumers in Pakistan. IB exerts a positive direct effect on CW, with the feel-good factor emerging as the dominant mediating pathway and return-exchange behavior providing a secondary corrective route. The study resolves a longstanding paradox in IB research by demonstrating that flash-sale IB can enhance rather than undermine CW when post-purchase mechanisms are accounted for. It advances post-purchase behavior theory with novel evidence from South Asia and offers actionable guidance for marketers seeking to balance promotional effectiveness with consumer welfare.
Keywords
Flash sales
impulse buying
consumer well-being
feel-good factor
return and exchange
post-purchase behavior
South Asia
PLS-SEM
This work is licensed under LJB.
- Citation
Rao, H. F., Ali, M., Mumtaz, S., & Kashif, S. (2026). Impulse Buying and Consumer Well-Being in Flash Sales: The Mediating Roles of the Feel Good Factor and Return and Exchange. The Lahore Journal of Business, 13(2), 01-26.
- References
- Ali, M., & Amir, H. (2024). Understanding consumer herding behavior in online purchases and its implications for online retailers and marketers. Electronic Commerce Research and Applications, 64, 101356.
- Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103(3), 411–423.
- Beikverdi, L., Sipilä, J., & Tarkiainen, A. (2024). Post-purchase effects of impulse buying: A review and research agenda. Journal of Consumer Behaviour, 23(1), 1–16.
- Bell, D. E. (1982). Regret in decision making under uncertainty. Operations Research, 30(5), 961–981.
- Black, D. W. (2007). Compulsive buying disorder: A review of the evidence. CNS Spectrums, 12(2), 124–132.
- Chen, W.-K., Chen, C.-W., & Lin, Y.-C. (2023). Understanding the influence of impulse buying toward consumers’ post-purchase dissonance and return intention: An empirical investigation of apparel websites. Journal of Ambient Intelligence and Humanized Computing, 14, 14453–14466.
- Cohen, J. (1992). A power primer. Psychological Bulletin, 112(1), 155–159.
- Dang, T.-Q., Nguyen, L.-T., & Duc, D. T. V. (2025). Impulsive buying and compulsive buying in social commerce: An integrated analysis using the cognitive-affective-behavior model and theory of consumption values with PLS-SEM. SAGE Open, 15(2).
- Dhandra, T. K. (2020). Does self-esteem matter? A framework depicting role of self-esteem between dispositional mindfulness and impulsive buying. Journal of Retailing and Consumer Services, 55, 102135.
- Ekici, A., Sirgy, M. J., Lee, D.-J., Yu, G. B., & Bosnjak, M. (2018). The effects of shopping well-being and shopping ill-being on consumer life satisfaction. Applied Research in Quality of Life, 13(2), 333–353.
- Fan, X., Liu, F., & Zhang, J. (2013). To be familiar or to be there? The roles of brand familiarity and social presence on web store image and online purchase intention. International Journal of Electronic Marketing and Retailing, 5(3), 199–221.
- Farid, D. S., & Ali, M. (2018). Effects of personality on impulsive buying behavior: Evidence from a developing country. Marketing and Branding Research, 5(1), 31–43.
- Fauzi, M. P. (2018, April 19). Shopee ingin selamanya gelar flash sale dan gratis ongkir. https://inet.detik.com/cyberlife/d-3978981/shopeeinginselamanya-gelar-flash-sale-dan-gratis-ongkir
- Festinger, L. (1957). A theory of cognitive dissonance. Stanford University Press.
- Hair, J. F., Risher, J. J., Sarstedt, M., & Ringle, C. M. (2019). When to use and how to report the results of PLS-SEM. European Business Review, 31(1), 2–24.
- Headey, B., & Wearing, A. (1989). Personality, life events, and subjective well-being: Toward a dynamic equilibrium model. Journal of Personality and Social Psychology, 57(4), 731–739.
- Henseler, J., Ringle, C. M., & Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the Academy of Marketing Science, 43(1), 115–135.
- Leung, S. K. (2023). 24-hour online shopping: A study in Indian college online shoppers. Academy of Marketing Studies Journal, 27(3), 1–11.
- Li, X., Zhao, K., & Pu, W. (2024). Return rate of live-streaming commerce: A systematic review. Journal of Retailing and Consumer Services, 78, 103732.
- Liu, X., Zhou, Y.-W., Shen, Y., Ge, C., & Jiang, J. (2021). Zooming in the impacts of merchants’ participation in transformation from online flash sale to mixed sale e-commerce platform. Information and Management, 58(2), 103409.