The Lahore Journal
of Business

Lahore Journal of Business

(HEC recognized journal in “Y” category)

The Lahore Journal of Business is aimed at providing a specialized forum for dissemination of qualitative and quantitative research in various areas of business administration. The LJB invites researchers, policy makers and analysts to submit original theoretical and empirical papers that explore and contribute to the understanding of various areas in the business domain. The Journal aims at bringing together state-of-art research findings, particularly from emerging markets, in various business disciplines including (but not limited to) accounting, banking, management, marketing, finance, investments, human resource management and organizational behavior.

Impulse Buying and Consumer Well-Being in Flash Sales: The Mediating Roles of the Feel-Good Factor and Return-Exchange

Submitted

November 22, 2023

Accepted

November 22, 2023

Accepted

November 22, 2023

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.

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.

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