Int J Consumer Studies - 2023 - Flecha Ortiz - Exploring The Influence of Uncontrolled Social Media Use Fear of Missing

Received: 6 February 2022 Revised: 28 August 2023 Accepted: 10 September 2023
DOI: 10.1111/ijcs.12990
ORIGINAL ARTICLE
Exploring the influence of uncontrolled social media use,

fear of missing out, fear of better options, and fear of doing
anything on consumer purchase intent
José A. Flecha Ortiz 1 | María Santos Corrada 2 | Stephanie Perez 1 |

Virgin Dones 1 | Luis H. Rodriguez 3
1
Department of Business, Truism &
Entrepreneurship, Universidad Ana G. Mendez, Abstract
Gurabo, Puerto Rico
The rapid evolution of the digital era has resulted in new theoretical models that seek
2
School of Graduate of Business
Administration, Universidad de Puerto Rico
answers to consumer behavior, but only some have been empirically validated. The
recinto de Rio Piedras, San Juan, Puerto Rico social theory of fear of (FO) has gained notoriety as a type of social anxiety, resulting
3
Universidad Politécnica de Puerto Rico, San
in psychological dependence on social media (SNS). These social anxieties transcend
Juan, Puerto Rico
and are used as strategic resources to activate quick consumer responses. However,
Correspondence three forces act in the study of FO that positively or negatively impact decision-mak-
José A. Flecha Ortiz, Department of Business,
Truism & Entrepreneurship, Universidad Ana ing: (a) fear of missing out (FoMO), (b) fear of better options (FoBO), and (c) fear of
G. Mendez, PO Box 3030, Gurabo, Puerto doing anything (FoDA). The literature has analyzed the positive implications of FoMO
Rico 00778-3030.
Email: [email protected] on consumers' decision-making from different perspectives, but there needs to be a
gap in analyzing how FoMO affects consumers. More analysis of the forces that
affect decision-making through FoBO and FoDA acts is needed. Consequently, this
study examined how the FoMO, FoBO, and FoDA affect the purchase intention of
SNS users. The roles of SNS usage and anticipated emotions as forces that trigger FO
were analyzed. Finally, we examined whether motivation to participate in social
media is a force that can moderate how consumers trigger FO. An electronic survey
of 543 participants and active social media users revealed that social media use,
anticipated emotions, and motivation to participate are forces that explain how they
trigger FO through their first-stage FoMO on consumers. The results reflect theoreti-
cal and practical implications by concluding that the FoMO for marketing purposes is
significant in decision-making. However, FoBO and FoDA inhibit the consumer's abil-
ity to commit to a decision.
KEYWORDS
anticipated emotions, fear of better options, fear of doing anything, fear of missing out,
motivation to participate, SNS use
1 | I N T RO DU CT I O N factors that influence the purchase process (Katona, 1968; Liberman

et al., 2007; Michael & Becker, 1973). With the advancement of new
Consumer behavior makes it possible to analyze patterns of cognition technologies and social media (SNSs), consumer behavior has shifted to
and characteristically analyze human behaviors (Baumeister et al., 2008). new behavioral patterns. These behavioral patterns, characterized by
Consumer behavior theory analyzes usage and consumption through more hyperconnected consumers with a need for more information,
Int J Consum Stud. 2023;1–16. wileyonlinelibrary.com/journal/ijcs © 2023 John Wiley & Sons Ltd. 1
14706431, 0, Downloaded from https://onlinelibrary.wiley.com/doi/10.1111/ijcs.12990 by Fudan University, Wiley Online Library on [22/10/2023]. See the Terms and Conditions (https://onlinelibrary.wiley.com/terms-and-conditions) on Wiley Online Library for rules of use; OA articles are governed by the applicable Creative Commons License
2 FLECHA ORTIZ ET AL.
have given rise to new psychological phenomena characterized by the levels that will then affect the lack of attention and the capacity of
excessive use of social media. They lead consumers to constantly desire analysis to market offers. Marketing experts must be alert to these
to know what others are doing (Fuster et al., 2017). Moreover, continu- new phenomena to seek more appropriate solutions that do not
ous monitoring of social content can positively or negatively affect affect decision-making. These previous arguments represent the
decision-making (Kroll & Stieglitz, 2021; Osatuyi & Turel, 2018; research goal of this study in analyzing how FoMO, FoBO, and FoDA
Wilcox & Stephen, 2013; Zahrai et al., 2022). act on consumer behavior, and seek to answer the following three
One of the emerging theories that can provide answers and is of research questions: (a) How do uncontrolled SNS use and antici-
great notoriety as a strategic marketing resource is the fear of (FO). pated emotions act as triggers for FoMO; (b) how does the strength
McGinnis's (2004) study of FO postulated a new social theory that between anticipated emotions and FoMO moderate the motivation
stems from the theory of self-determination (SDT) and the theory of to engage in SNSs; and (c) how FoMO, FoBO, and FoDA affect con-
self-control and its consequences. SDT explains how individuals inter- sumer purchase intention. This study is supported by the growing
act with and depend on their social environments. It refers to our abil- need to investigate marketing effectiveness through consumer
ity to decide on our identities, motivated by the need to grow and behavior and interactivity in SNS (Wang, 2021). In addition, future
obtain satisfaction (Deci & Ryan, 2004). SDT is a conceptual frame- research agenda sets the need for research that considers new psy-
work that explains FO as fear of a state of need dissatisfaction chological phenomena that generate anxiety in consumers and how
(Przybylski et al., 2013). digital platforms affect decision-making (Dąbrowska et al., 2022;
Moreover, self-control means that individuals' resources are lim- Mariani et al., 2022; Rosendo-Rios et al., 2022; Rottenberg &
ited. Moreover, its relationship with FO confirms that once a per- Kashdan, 2022).
son's behavior is degraded, it leads to various negative behaviors, Finally, we propose a structural model with the objective of
such as the overconsumption of social media (Przybylski et al., exploring whether anxiety generated using social media significantly
2013; Sun 2022). McGinnis (2020) highlights that the analysis of FO affects anticipated emotions. Second, we analyzed whether the con-
implies a psychological basis that affects decision-making by mani- sumer's anticipated emotions become triggers for FoMO. In addition,
festing itself through (a) fear of missing out (FoMO), (b) fear of better we examined whether the motivation to engage in social media
option (FoBO), and (c) fear of doing anything (FoDA). Social anxiety becomes the force that moderates anticipated emotions and how
characterizes the social theory of fear, which results in a person's FoMO is activated. We then analyzed whether the FoMO, FoBO, and
inability to commit to a decision, and its consequences can lead to FoDA in social media users significantly affect purchase motivation.
paralysis through indecision (McGinnis, 2004). However, to analyze This study is a landmark, as it shows how social and psychological fac-
these behaviors, it is necessary to incorporate behavioral triggers tors accentuated by social networks affect decision-making. The study
such as SNS use, anticipated emotions, and motivation to participate begins by discussing relevant literature, details of the method applied,
(Abel et al., 2016; Good & Hyman, 2020; Hodkinson, 2016; and the results of the study, as well as its contributions to theory and
Schreiner et al., 2019). application to the practice of interactive marketing. The limitations of
One point of interest in the literature is that it focuses only on this study and future recommendations to strengthen the theoretical
analyzing the FoMO since it uses it as a strategic resource to persuade construction of FO are discussed.
audiences through anxiety-generating tactics. However, more litera-
ture is needed to explain how FO acts in social media's marketing
strategy. A group of studies has analyzed the FoMO role in 2 | D E F I N I T I O N S OF F o M O ,
marketing strategy (Çelik et al., 2019; Hodkinson, 2016; Kang Fo B O A N D F o D A
et al., 2019; Lim, 2016; Suresh & Biswas, 2019; Zhang et al., 2020),
but they clarify that there is still a lack of knowledge and understand- McGinnis (2020) has defined FoMO as unwanted anxiety caused
ing of how FoMO acts on consumer response (Hodkinson, 2016). Lack by perception, which is often aggravated through social networks.
of knowledge is explained as the literature has analyzed FoMO to pro- Social anxiety is characterized by the FoMO. The evolution of
vide explanations for the psychological and sociological underpinnings new technologies and social networks has led individuals to psy-
of addiction to social media and mobile device use (Alt, 2015; Baker chological dependence, which is explained by social media use
et al., 2016; Przybylski et al., 2013; Reagle, 2015; Reyes et al., 2018; (Vaughn, 2012). FoMO encourages people to experience the feeling
Riordan et al., 2021). that others have more satisfying experiences than their own
On the other hand, the study of FoBO and FoDA is limited when (McGinnis, 2020). On the other hand, the FoBO is defined as aver-
delving into the literature. The literature consulted only identifies a sion driven by anxiety to commit; it manifests itself in the face of
single study that addressed the negative consequences of the FoBO concern that there may be a real or imaginary option that is supe-
on decision-making (Ivanchev, 2022). Other limited articles suggest rior or more favorable. Social anxiety affects personality and pro-
the adverse effects of FoDA, but these were not empirically validated motes behavioral change (FoBO) that results in paralysis (FoDA),
(Ivanchev, 2022; Rosen & Samuel, 2015; Wiederhold, 2017). which does not guarantee a person's behavior (McGinnis, 2004,
Today, through daily activities, consumers are exposed to a lot of 2020). Finally, FoDA is defined as paralysis caused by anxiety due
content on social media and other media. This could cause anxiety to FoMO and FoBO (McGinnis, 2020).
FLECHA ORTIZ ET AL. 3
2.1 | Consumer-centered FO experience on social media or group shopping behaviors. The explana-
tion is that people seek recognition and approval depending on the
McGinnis (2020) has asserted that FoMO for commercial purposes group of people they are connected to and build an image of them-
results in a strong strategic link. Hodkinson (2016) explained that the selves by seeking approval from others (Grace et al., 2012). By delving
FoMO changes consumers' responses to different marketing stimuli into how FO acts affect consumer behavior, McGinnis clearly outlined
(Good & Hyman, 2020), which significantly influences attitudes and how to analyze each phase.
behaviors to motivate purchase. However, exploring their later McGinnis (2020) has detailed, first, that FoMO seeks to enable
phases, FoBO, and FoDA provide a broader view of their impact on the consumer to perform an action, which is explained by two
consumer behavior and its consequences on marketing strategy. To dimensions:
understand how FO acts on consumer behavior, it is first necessary
to understand what actions trigger the behavior. Although the later • Aspirational FoMO is related to perceptions. The individual beliefs
phases of FoBO and FoDA have yet to be operationalized in the litera- and feelings of consumers' liking when making a decision are
ture, some studies on FoMO provided a basis for understanding how analyzed.
they act on consumer behavior. • Herd FoMO is related to inclusion. One observes the unconscious
desire that people experience to ensure that they are not left out.
2.2 | FoMO triggers Interestingly, FoMO impacts social media fatigue but not advertis-
ing factors (Bright & Logan, 2018). Therefore, if the advertising factors
When analyzing the triggers of FoMO, excessive use of social media do not produce fatigue, the obsessive behaviors derived from the
has been identified (Fang et al., 2020), followed by anticipated emo- intensity of the information can delay the consumer's decision and
tions (Good & Hyman, 2020). On the one hand, the use of social explain how the FoBO and fear of dying thing phases are activated. In
media explains the effects of the intensity of information fosters Figure 1, we illustrate a study model that analyzes how triggers act
(Brailovskaia et al., 2019, 2018), which results in experiencing antici- in each phase of FO and how this affects purchase motivations.
pated emotions that significantly define the attitudes and behaviors
related to hedonic purchase experiences (Good & Hyman, 2020).
However, to understand the attitudes and behaviors that arise from 2.3 | SNS use
emotional responses on social media, it is considered that motivation
to participate is a force that can moderate consumers' responses to Social media use facilitates the active exchange of information
such appeals (Nikolinakou & King, 2018; Schreiner et al., 2019). Chen through collaboration and content generation (Song & Yoo, 2016).
et al. (2017) has asserted that FoMO can be related to any consumer Social media usage can be analyzed in terms of social media usage
Motivation to Participate
Purchase Intent
Heard FoMO
FoMO FoBO FoDA

SNS USE Ancticipated Empotions
Aspirational FoMO
Motivation to Participate
FIGURE 1 Research model. Source: Own creation.

time for entertainment purposes and connections with others (Kim & The literature has highlighted that anticipated emotions are
Ko, 2012). Some studies of social media users have identified direct analyzed positively and negatively (Bagozzi & Dholakia, 2006;
effects on consumer attitudes through participation, strengthened by Hodkinson, 2016), and internal and external feelings can facilitate an
factors related to sharing experiences, interactivity, and socialization understanding of how consumer behavior occurs (Svari & Erling
(Wang et al., 2007). However, some consumers may become Olsen, 2012). Analyzing how consumer feelings act internally is
obsessed, showing that they are unable to control their social media explained by the purchase experience and externally through the
use (Echeburúa & De Corral, 2010). ways of acting towards a situation (Svari et al., 2010).
The literature has shown a direct relationship between the dura- Some studies have highlighted those anticipated emotions act as
tion of social media use and specific internalizing problems (Abel a trigger for any marketing tactic because they have the power to
et al., 2016). These obsessive behaviors can be derived from the drive purchasing decisions (Zeelenberg & Pieters, 2006). Within the
intensity of information exchanged on social media (Brailovskaia SNS study, anticipated emotions allow us to understand consumers'
et al., 2018) and feelings of social exclusion (Fang et al., 2020). Fang responses to content tactics (Adam et al., 2016), their effect on inter-
et al. (2020) detailed those feelings of social exclusion are linked to activity (Yim & Yoo, 2020), purchase decisions (Bagozzi et al., 2016;
the emotions and acts of consumers to compare themselves with Bettiga & Lamberti, 2018), how they share experiences
others and corroborate what they are missing. One study highlighted (Nikolinakou & King, 2018; Schreiner et al., 2019), and the analysis of
that if consumers experience social exclusion, they may be more moti- certain behavioral attitudes (Zablocki et al., 2019). These responses
vated to establish a stronger relationship with a brand (Chen indicate that anticipated emotions are variables that increase predic-
et al., 2017; Mead et al., 2011). tive power better than other variables in consumers' evaluations and
Recognizing the dynamism of social media use and its conse- decision-making processes (Wood & Moreau, 2006).
quences, the researchers analyzed it through the feelings of anxiety When consumers cannot control their use, certain externalizing
that consumers experience when staying connected to them, which attitudes manifest in the face of a marketing tactic. In this way, the
are characterized by a lack of control. These actions were measured feelings of social exclusion that activate the usage time of social media
at the time of the social media use. Several studies have found that and the anticipated emotions can promote links with brands and are a
social media use triggers anticipatory emotions (Good & powerful trigger for FoMO. A limited number of articles have argued
Hyman, 2020; Oh et al., 2020). Therefore, anticipated emotions allow that anticipatory emotions trigger the FoMO (Good & Hyman, 2020;
us to explain how particular decisions and bonds occur when a con- Hayran et al., 2020; Hodkinson, 2016). However, to observe how
sumer adopts a specific product or service (Bettiga & Lamberti, 2018). anticipated emotions act in the face of marketing tactics, motivation
Some studies have pointed out that the relationships between use to participate in social media appears to be a relevant variable in
and anticipated emotions become triggers for the FoMO (Good & understanding consumer responses (Bagozzi et al., 2016;
Hyman, 2020; Hayran et al., 2020; Hodkinson, 2016). These anteced- Nikolinakou & King, 2018; Schreiner et al., 2019; Zeelenberg &
ents are supported by the fact that the relationships between the use Pieters, 2006). We propose that the motivation to participate in social
of social media and anticipated emotions have been explained by feel- media acts as a force that moderates the anticipated emotion and
ings of anxiety and the constant need for consumers to stay con- response to the FoMO and provides a more substantial explanatory
nected to social media (Franchina et al., 2018), which are basis for understanding consumer behavior. These antecedents led us
strengthened by socialization needs (Osemeahon & Agoyi, 2020). to propose the following hypothesis:
These antecedents led us to propose the following hypothesis:
Hypothesis 2. Anticipated emotions in consumers
Hypothesis 1. The time consumers spend using social significantly impact the aspirational FoMO.
media significantly affects their experiences of antici-
pated emotions. Hypothesis 3. Anticipated emotions in consumers
significantly impact the FoMO.
2.4 | Anticipated emotions

2.5 | Motivation to participate in SNS
Janis and Mann (1977) defined anticipated emotions as a series of
feelings that a person experiences through experience and how emo- Motivation is defined as the process in which a consumer decides
tions affect decision-making. Bagozzi and Pieters (1998) emphasized whether to pursue a particular goal (Bagozzi, 1997; Bagozzi &
that emotion shapes people's responses based on their expectations Dholakia, 1999). Within the motivation for consumer behavior,
and evaluations of the success or failure of their decisions. Therefore, internal factors result in the choice of a goal and commitment
consumers anticipate that they will feel about the future results (Bagozzi, 1997). New models explaining the motivation to partici-
(Mellers & McGraw, 2001). Forward-looking characteristics and emo- pate in social media (SNSs) have emerged owing to the evolution
tional responses to a situation are recognized as anticipated emotions of the digital era. One outstanding model is Fogg (2009), who
(Bagozzi, 2000; Tsai & Bagozzi, 2014). established explanatory causes that contribute to the motivation
to participate in the merit of a user becoming involved with a of social proof on consumers, no studies have been identified that
brand. analyzed the aspirational FoMO.
Muntinga et al. (2011) introduced COBRA's model, which is
defined as a set of online activities in which the consumer interacts
with a brand and varies according to the degree to which the consumer 2.6.2 | Herd FoMO
interacts with social media. The literature has underlined through dif-
ferent perspectives how motivation to participate acts as a force that Herd FoMO is an unconscious desire that a person experiences to ensure
moderates emotion and how it triggers consumers' responses (Chen they are not being left behind. McGinnis (2020) has detailed that the
et al., 2017; Grewal et al., 2019). In this way, motivation to participate Herd FoMO focuses on inclusion factors in which consumers experience
can be seen as an opportunity for social connection (Grewal the compulsion to participate based on the need for acceptance and
et al., 2019), which implies that anticipated emotions act on a con- inclusion. For marketing purposes, this type of FoMO is observed by
sumer's responsibility (Grewal et al., 2019). Other studies have under- applying strategies, such as creating urgency and scarcity, encouraging
scored that motivation to participate through content tactics results in participation, using notifications, and short-term offers, among others,
greater involvement (Nikolinakou & King, 2018), which strengthens which are aimed at a quick response action-exposed tactic.
through factors such as sharing experiences, interactivity, and socializa- The FoMO literature and marketing has produced articles related
tion (Wang et al., 2007). However, a critical gap exists in the literature to Herd FoMO. Hodkinson (2016) has identified that external situa-
on how motivation to participate is linked to social integration and tional factors such as emotions, cognitive factors, and social situations
interaction. Furthermore, the analyzed literature needs to delineate provide an explanatory basis that positively affects purchase
how motivation to participate is a force that moderates anticipated motivations. Other studies have determined that using the FoMO scar-
emotions and the FoMO triggers. Because of these antecedents, the city messages improves purchase intention and perceived value
following hypothesis is proposed: (Hodkinson, 2016; Lim, 2016) and strengthens subjective judgment to
build brand loyalty (Zhang & Mao, 2016). Another study showed that
Hypothesis 4. Motivation to participate in social media the excessive use of a particular topic exerts pressure on a consumer
moderates the level of significance between anticipated to decide (Kang et al., 2019) and results in impulsive purchases (Çelik
emotions and aspirational FoMO. et al., 2019).
However, if the consumer becomes obsessed, the FoMO results
Hypothesis 5. Motivation to participate in social media in fatigue from using social media (Bright & Logan, 2018) and pro-
moderates the level of significance between anticipated duces indecision (Hodkinson, 2016). McGinnis (2020) has established
emotions and heard FoMO that indecision affects personality and changes consumer behavior,
which FoBO explains. Against this background, we propose the follow-
ing hypothesis:
2.6 | FoMO
Hypothesis 6. FoMO is a multidimensional construct
2.6.1 | Aspirational FoMO that is explained by its dimensions.
Aspirational FoMO is defined as consumers' individual beliefs when Hypothesis 6a. Aspirational FoMO.
making a decision that makes them feel better at a particular time.
Another person's opinion plays a relevant role (McGinnis, 2020). Thus, Hypothesis 6b. Herd FoMO.
the role of social proof delineates how aspirational FoMO works.

Hypothesis 7. Involvement with the FoMO tactics sig-
Social proof is defined as a psychological phenomenon that explains
nificantly impacts purchase motivation.
how people take action to identify the correct behaviors (Talib &
Saat, 2017). Wessel et al. (2019) explained that within social media,
Hypothesis 8. FoMO significantly influences consumer
social proof has explanatory power in various factors since they
indecision and experiencing FoBO.
become generators of influence. These influencing factors are
observed through celebrities' comments, experts on a topic, influen-
cers, friends, family, and other users.
For example, in the case of influencers, some studies have identi- 2.7 | FoBO and FoDA
fied that they produce more trust (Jin et al., 2019), a positive attitude
toward the brand (Jin et al., 2019), and greater credibility and admira- McGinnis (2020) identifies FoMO as the indecision experienced by the
tion for a brand (Trivedi & Sama, 2019), which leads to greater partici- consumer, driven by anxiety and the compulsion to keep choice
pation (Xiao et al., 2018) and has a positive effect on purchase options open. Dortyol (2020) supports this idea by stating that indeci-
motivation (Jin et al., 2019; Lee & Kim, 2020; Trivedi & Sama, 2019). sion, understood as the absence of a definite decision, can affect the
However, although the literature is extensive in terms of the effects consistency between consumers' thoughts and actions. Literature
suggests that anxiety can exacerbate this indecision, often originating 3 | RE SE AR C H MO D EL

from uncertainty and dissatisfaction (Malakuczi, 2019; Zhang &
Shou, 2022). However, these studies did not consider the SNS's per- The research model (Figure 1) was tested using the multivariate partial
spective. Hodkinson (2016) concluded that consumers experiencing least squares (PLS-SEM) method. PLS-SEM is ideal, as it is suitable for
FoMO may have adverse effects, as they may fall into indecision or exploratory research and allows for the prediction and development
procrastination (FoBO), especially when there is a shortage of cogni- of unconsolidated theories (Hair et al., 2021). The research model ana-
tive and temporal resources. Ivanchev (2022) indicates that FoMO has lyzed the direct effects between the time of social media use and
a significant impact on FoBO and that FoBO negatively affects finan- anticipated emotions. Then, the direct impact between anticipated
cial decisions, which is explained by increased consumer anxiety and emotions towards the two dimensions (aspirational FoMO and Herd
dissatisfaction. FoMO), which make up the FoMO variable. The model also analyzes
FoMO and FoBO can complicate the consumer's situation to the whether the motivation to participate in social media is a moderating
point of total paralysis, called FoDA. In this state, consumers seek force between anticipated emotions and the two dimensions of the
options that they perceive as better and more rewarding, inhibiting FoMO. Literature supports the pathways established in the first part
their ability to make definitive decisions (McGinnis, 2020). According of the model. The literature establishes a psychological dependence
to Hodkinson (2016), consumers suffering from FoBO may experience on social media use (Hodkinson, 2016). Abel et al. (2016), anticipated
indecision, and over time, the emergence of new events may induce emotions (Good & Hyman, 2020), and motivation to participate as
them to eliminate an option, leading to paralysis (FoDA) and eliminat- moderating variables (Nikolinakou & King, 2018) explain how FoMO
ing the need to make a decision. Hodkinson (2016) even proposes a triggered.
model to analyze this effect on consumer decisions. However, the Then, the structural model considers aspirational FoMO and Herd
existing literature on the effects of FoBO and FoDA on consumers is FoMO as two dimensions that make up the FoMO variables, and this
limited, raising the need for more research in this area, which led us to is analyzed through hierarchical component models (HCMs). The
propose the following hypothesis: model then examined the direct effect between the FoMO and the
FoBO. McGinnis (2004, 2020) explains that theoretically, the FoMO is
Hypothesis 9. Consumers' FoBO significantly affects explained by involvement and directly affects the FoBO. The FoBO
their FoDA. is an opposing force that is explained by intentionality. The model
then analyzed the direct effect between FoBO and FoDA. The theory
Hypothesis 10. The experience of FoBO by consumers states that once a consumer experiences indecision, it will directly
does not have an impact on their purchasing motivation. affect paralysis (FoDA). Ultimately, the model analyzes how the FoMO,
FoBO, and FoDA directly affect purchase intention. Purchase intention
Hypothesis 11. Consumers who suffer from the FoDA is the ideal variable for analyzing the FO acts in decision-making
will not have a significant impact on their purchase (McGinnis, 2004, 2020). The data for nomological validity showed
motivation. throughout the theoretical evaluation that the causes and effects sup-
port the theoretical foundation of the proposed research model.
2.8 | Purchase motivation

4 | METHODOLOGY
Purchase motivation is defined as an action that motivates consumers
to buy a product (Nedra et al., 2015). According to Shergill (2012), pur- With an exploratory approach, this quantitative research employed an
chase motivation is an ideal variable that allows us to explain how vari- online survey technique through a random sample of men and women
ous consumer behaviors act in the face of psychological factors. over 21 years of age with a participation criterion of active SNS users.
Purchase motivation can be analyzed in a utilitarian or rational way and To determine the study sample, data were analyzed using the Puerto
through hedonic consumption through multisensory stimuli Rico Census. A statistical reliability of 95% with an error level of 5%
(Hirschman & Holbrook, 1982; Kang & Park-Poaps, 2010). Social media was established, which required at least 385 completed question-
literature has identified various perspectives on how the comments of naires. The online survey was published on the social networks Face-
other users (See-To & Ho, 2014), the use of social media (Santos book, Instagram, and LinkedIn. Second, they were sent by e-mail to a
Corrada et al., 2020; Sin et al., 2012), and perceived benefits (Wang database owned by the researchers. Data collection rigor used sam-
et al., 2012) impact linkages with brands and purchase motivation. Pre- pling without the replacement technique. Malhotra (2019) explained
vious studies have identified that the FoMO positively impacts purchase that this sampling technique is more meaningful than other methods,
motivation (Çelik et al., 2019; Hodkinson, 2016; Kang et al., 2019; as it does not allow the same population element to enter the sample
Lim, 2016; Zhang & Mao, 2016). However, these studies did not con- more than once.
sider a broader picture of the dimensions of the FoMO. Similarly, the lit- The survey was protected so that it could be accessed only once.
erature does not reflect how the effects of FoBO and FoDA are If the participant left the survey or took another action, the survey
observed. was automatically rejected, and the participant could not reaccess
it. Data collection comprised 729 surveys, of which 543 were helpful activated the consumer to take action through its aspirational FoMO
for analysis. Ultimately, 186 (25%) surveys were rejected because and Herd FoMO dimensions (McGinnis, 2020). The aspirational
they needed to be completed by participants. Demographic data FoMO (six items) dimension investigated the consumer's response
through participation by gender reflected that Nmale = 275 (50.64%) through Social Proof, in which the items measured the consumer's
and Nfemale = 268 (49.36%). The age range of the participants was response to purchase stimuli concerning what others commented on
N21–25 age = 261 (48.07%), N26–38 age = 102 (18.78%), N39–70 age = 180 SNS (McGinnis, 2020). The remaining six items were used to measure
(20.81%). In the end, the participants reported having several active Herd FoMO. Each item inquired about consumers' compulsion levels
profiles on NFacebook = 475 (87.48%), NInstagram = 373 (68.69%), that led them to participate in SNS actively and how this affected
NTwitter = 208 (38.31%), and NSnapchat = 255 (46.96%). The results of their purchasing decisions (McGinnis, 2020). Each statement analyzed
the proposed model were analyzed using PLS-SEM. The research model consumer anxiety when responding to a marketing stimulus through
proposed in Figure 1 is analyzed using partial least squares structural scarcity tactics and purchases due to social exclusion factors.
equations (PLS-SEM). The use of PLS-SEM in this study is the most FoBO had five items in which the consumer's intention to make a
appropriate, given the complexity of the phenomenon. On the other purchase commitment and the feelings generated by the fact that
hand, PLS-SEM is ideal because it allows the analysis of unconsolidated there could be a more favorable purchase option were analyzed
theories, predictions, and exploratory studies (Hair et al., 2021). (McGinnis, 2020). The FoDA was built with four items, in which the
degree of paralysis that a consumer experiences in the purchase pro-
cess was analyzed and how this could negatively affect their decisions
4.1 | Research instrument (McGinnis, 2020). Finally, purchase motivation was constructed using
four items that were investigated from the perspective of hedonic
According to the research objectives, a research instrument was consumption. (Batra & Ahtola, 1991; Hirschman & Holbrook, 1982;
developed based on relevant literature, as shown in Table 1. A 5-point Kang & Park-Poaps, 2010).
Likert scale was used (1 = totally disagree, 5 = totally agree), except
for the variable use of SNS. This variable was measured in frequency
ranges, where participants responded to each SNS Use item with one 4.2 | Validity and reliability of the study
of the following ranges:1–2 times a day, 3–5 times a day, 6–10 times
a day, 11–15 times a day, or 15 times a day or more. After completing The summary in Table 1 analyzes the alpha coefficients, loading fac-
the first draft, the instrument went through a process of analysis and tor, and convergent validity, where the data reflect that they are
validation to ensure that each assertion was considered to measure within the .70 criterion (Hair et al., 2021). The analysis continued by
each variable in the study. Once the validation was completed, 50 par- analyzing the average variance extracted (AVE), which reflects values
ticipants were pretested using the same participation criteria. The ini- above .50. They concluded that latent variables explain more than half
tial validation results reflected alpha values over .70, so it was of the variance in their indicators (Hair et al., 2021). The first part of
concluded that the items used for the analysis maintained reliability the validity and reliability analysis concludes that the study has high
for the presentation of the results. Each item of each variable consid- validity and reliability in presenting results. Furthermore, there was no
ered in the instrument has the following rigor: significant variance between variables that could have the same
Anticipated emotions had five items, in which the definitions of meaning. Heterotrait–monotrait ratio analysis (HTMT) was used for
Bagozzi (2000), Tsai and Bagozzi (2014), and Bagozzi and Pieters this analysis. The HTMT results were below the criterion of 0.85
(1998) were used as guides. In each statement, how a customer acted (see Table 2). They were congruent according to the requirements of
positively and negatively through internal and external feelings was Henseler et al. (2014), which led us to conclude that there were no
investigated in the face of a previous shopping experience on SNS problems between the variables that could have the same meaning.
(Hodkinson, 2016; Svari et al., 2010; Svari & Erling Olsen, 2012). The
SNS had five items. In the first three items of the questionnaire,
the validated scale proposed by Abel et al. (2016) was used to mea- 4.3 | Results
sure the use of SNS (FoMO). The researchers then developed the
remaining two items. Each item focuses on measuring the compulsive The tests and results for the hypotheses in Figure 2 were tested
need of the consumer to constantly check on social networks (Abel using structural equations PLS-SEM. To validate the Theory of FO,
et al., 2016; Franchina et al., 2018). Motivation to participate included we first analyzed how the use of SNS (Hypothesis 1 β = .47;
five items. Each statement investigated the response of consumer t = 11.551) triggered the anticipated emotions in consumers. In
participation in supporting brands for various reasons, which resulted addition, it was analyzed how anticipated emotions became a
in the creation of brand content (Muntinga et al., 2011) as a link to response trigger to the two dimensions of FoMO (Hypothesis 2 aspi-
integration social interaction. rational FoMO β = .35, p < .01; t = 7.350, t > 1.960; Hypothesis 3
The FoMO had 12 items, in which each statement was con- Herd FoMO β = .53, p < .01; t = 12.800, t > 1.960). The results
structed from a commercial perspective to explain how involvement reflect that consumers who could not control SNS use significantly
occurred. Each assertion investigated how different marketing tactics affected their anticipated emotions. Feelings of social exclusion and
TABLE 1 Validity and reliability of the study.
Instrument scales Loading factor Cronbach's alpha Composite reliability AVE

Anticipated emotions
I am happy when I expect to be within the branded social 0.787 .851 0.890 0.574
communities in my social media.
I get excited when I look forward to sharing content from 0.796
my favorite brands on social media.
When I buy a product, I am excited to arrive so I can share 0.775
it with everyone in my network.
I will feel sad when I can't go to activities or brand events 0.753
that I could have attended.
I'm afraid if when I “Summit” my purchase, I get a 0.702
message that the offer is over or can not be processed.
It will make me angry that I respond to an offer that 0.728
expires in a limited time, and when I go to buy a
product, it is sold out.
Use
I check social networks when I am chatting with friends. 0.812 .880 0.912 0.675
I check social media for any reason when I'm at 0.797
conferences, meetings, class, etc.
I check social networks immediately I receive a 0.829
notification
I check social networks at all times 0.834
I can't do without my cell phone to access my social 0.835
networks.
Motivation
I have made purchases that I had not planned 0.772 .758 0.845 0.577
I have responded to the support of brands in my social 0.804
networks.
I am one of those who say, I deserve it, that's what I work 0.692
for, and I buy it.
I love shopping through social networks. 0.767
FoMo
Herd FoMo
When I buy an item, I am already eager to share it on 0.793
my social networks.
If I have trouble deciding on an item, I likely bought it to 0.809 .875 0.906 0.616
avoid feeling like I missed out on something.
If I know that the promotion expires soon, I am more 0.790
likely to make a purchase decision.
I get anxious if there is an offer and I can't buy it at the 0.800
time.
I feel anxious if I receive a notification and cannot 0.759
review it at that time.
I feel anxious if a friend buys a product before I do. 0.757
Aspirational FoMo
I have purchased products or services recommended by 0.692 .864 0.898 0.596
influencers.
I have purchased products or services recommended by 0.782
my friends.
I have purchased products after reviewing the 0.791
comments of others on social media.
TABLE 1 (Continued)
Instrument scales Loading factor Cronbach's alpha Composite reliability AVE

I have purchased products or services when I have 0.830
noticed that they have many followers who respond
to the brand.
When a friend or family member posts the use of a 0.748
product I have purchased.
I have purchased products or services when I observe 0.782
that they have a quality certification as a
recommended product
FoBo
During the purchasing process, sometimes I don't know 0.793 .827 0.878 0.591
which product to choose.
It bothers me when I can't test or analyze all possible 0.751
purchase options.
I tend to make purchase decisions at the last minute 0.742
I take so long to make my decisions that I make them 0.762
thinking only of myself in the end.
I feel anxious not having a clear idea of what I want. 0.795
FoDA
Sometimes I feel that I have not made a good purchasing 0.822 .849 0.899 0.690
decision
I am faced with the difficulty of deciding which product or 0.889
service to purchase.
It's so much hype I see that I don't know what to decide 0.843
in the end.
I tend to feel pressured when I have a lot of information. 0.762
Purchase motivation
I am motivated to buy more through social networks than 0.706 .800 0.870 0.627
in a store.
I have been motivated to buy products from ephemeral 0.818
offers that expire in a limited time that I have noticed
on networks such as Instagram, Facebook, Snapchat.
I have purchased products from the brands I usually 0.827
follow when I receive notifications of products about to
sell out.
I am attracted to exclusive last minute offers that I have 0.810
noticed in my social networks.
Source: Own creation with PLS-SEM data.
the intensity of the information created links with brands. It explains t > 1.960). The data reflected no significant impact on Hypothesis 4
how the consumer responded to the tactics of the aspirational aspirational FoMO, so the hypothesis was rejected. They explained
FoMO and Herd FoMO. Therefore, Hypotheses 1, 2, and 3 were that the aspirational FoMO was sustained as a generator of influence
supported. based on consumer confidence about what others commented. There-
fore, to the extent that the relationship was weaker (β = .043), the
motivation to participate would not be significant (t = 1.461) since
4.4 | Moderator variable the anticipated emotion and the influence generators assumed a
direct action on the consumer response, in which no other forces
The model proposed that Motivation to participate can explain other were at work to explain their behavior. In contrast, in the Herd FoMO,
forms of consumer response, which is why it becomes another trigger the hypothesis was supported because the different tactics in which
that moderates the significance between anticipated emotions, the motivation to participate acted on the consumer became an
Hypothesis 4 aspirational FoMO (β = .043, p < .01; t = 1.461, opportunity for social connection and strengthened how consumers
t > 1.960) and Hypothesis 5 Herd FoMO (β = .12, p < .01; t = 3.756, made their decisions.
TABLE 2 Discriminating validity analysis.
Aspirational Heard Purchase

FoMO FoBO FoDA FoMO FoMO Motivation Motivation Use SNS Emotions
Aspirational FoMO
FOBO 0.652
FODA 0.634 0.791
Heard FoMO 0.542 0.627 0.642 0.977
Motivation 0.735 0.597 0.650 0.796 0.644
Purchase 0.662 0.489 0.544 0.819 0.755 0.777
motivation
Use SNS 0.412 0.51 0.542 0.566 0.567 0.548 0.554
EMOTIONS 0.664 0.628 0.752 0.874 0.848 0.675 0.714 0.540
Source: Own creation with PLS-SEM data.
FIGURE 2 Research results. Source: Own creation with PLS-SEM data.
4.5 | FoMO dimensions analysis reflected that both dimensions formed and maintained a strong sig-
nificant impact on the construction of the FoMO variable, which
Hypothesis 6 analyzed the FoMO variable as a multidimensional con- explained in the first place Herd FoMO (β = .60; t = 36.630) fol-
struct and if its dimensions of Hypothesis 6a Aspirational FoMO lowed by aspirational FoMO (β = .55; t = 26.976); thus, the hypoth-
explained this (β = .55, p < .01; t = 26.976, t > 1.960) and eses were supported.
Hypothesis 6b Herd FoMO (β = .60, p < .01; t = 36.630, t > 1.960).
To analyze the significance of the aspirational FoMO and Herd
FoMO dimensions, an HCM technique was used. According to Hair 4.6 | Validating the theory of FO
et al. (2018), using the HCM allows researchers to reduce the num-
ber of relationships in the structural model, making the PLS path After analyzing the forces that triggered consumer responses to the
model more accurate and easier to understand. A repeated indica- FoMO tactics, the model analyzed whether this significantly affected
tors approach was used for second-order constructs that compen- FoBO and FoDA and its consequences on purchase motivation. The
sated for the FO missing variables (Ringle et al., 2012). The results results reflected that FoMO significantly impacted indecision (FoBO
Hypothesis 8 β = .63, p < .01; t = 23.643, t > 1960) and that FoDA 5 | CONC LU SIONS
resulted in total paralysis (FoDA Hypothesis 9 β = .66, p < .01;
t = 22.878; t > 1.960). These results validated the theory by explain- 5.1 | Theoretical implications
ing that the FoMO relied on involvement, which significantly impacted
purchase motivation (Hypothesis 7 β = .71, p < .01; t = 16.128, The conceptual model has several important implications for interac-
t > 1.960). However, its consequences brought intentionality (FoBO), tive marketing and consumer psychology literature. Our critical theo-
which was explained by indecision (Hypothesis 10 β = .090, p < .01; retical contribution presents the emerging need to analyze new
t = 1.824, t < 1.960) and, therefore, did not have a significance in pur- psychological phenomena that generate anxiety in consumers, such as
chase motivation. Therefore, the more negative the relationship with the FoBO and the FoDA. (Dąbrowska et al., 2022; Mariani
purchase motivation (β = .090), the less significant the impact it et al., 2022; Rosendo-Rios et al., 2022; Rottenberg & Kashdan, 2022).
would have on making a decision (t = 1.824). Consequently, these Moreover, new interactive marketing strategies impact decision-
two opposing forces resulted in total paralysis (FoDA Hypothesis 11 making by analyzing the diversity of behaviors and interactivities on
β = .052, p < .01; t = 0.890, t > 1.960), which inhibited the con- SNSs (Wang, 2021). Kotler et al. (2021) explain that we live in a polar-
sumers' ability to commit to their decisions and affected its signifi- ized society that leads consumers in opposite directions. One of its
cance in purchase motivation. In conclusion, these results support the effects is the polarization of lifestyles, where conscious and consum-
remaining group of hypotheses. erist lifestyles coexist—highlighting that in the consumerist lifestyle,
SNSs allow the emulation of the behaviors of other consumers. These
lifestyles become brand experiences, where the FoMO influences their
4.6.1 | Confirmatory composite analysis daily decisions (Kotler et al., 2021). From the above, the results con-
firm that the FoMO-enabling interactivities is commercially viable.
At this stage, we analyze whether the proposed results are confirma- They compress the lack of knowledge about how consumers respond
tory or not. The analysis was initiated by performing collinearity analy- to the FoMO appeals (Hodkinson, 2016).
sis (VIF). The results showed values between 1.0 to 2.06, allowing us to The findings establish that consumers who cannot control using
conclude that the structural model will not limit the estimation of the SNSs move to compare themselves to others and corroborate what
results. Since inflation values greater than 5.0 and a tolerance level of they are missing out on, explaining how anticipatory emotions end in
less than 2.0 are not observed (Hair et al., 2021). After analyzing the FoMO. Lack of control over SNS use alters how consumers experience
2
variance explained, the values reflect significant and moderate R emotions. Thus, FoMO triggers a quick response to purchase intent.
values that can be observed in Figure 2. Then, compared, these values Baumeister et al. (2017) details that people seek social ties. SNSs have
Q2 (blindfolding) where 0.02, 0.15, and 0.35 have high, medium, or become a method of self-presentation to please an audience and build
low predictive relevance. Where the aspirational dimension FoMO a congruent image of oneself (Baumeister et al., 2002). Upon reaching
(Q = 0.23), FoBO (Q = 0.23), FoDA (Q = 0.30), and purchase moti-
2 2 2
this point in the self-presentation process, many consumers will seek
vation (Q2 = 0.29) reflex average predictive relevance. Moreover, the to maintain positive self-regulation regarding how they feel
variable FoMO (Q2 = 0.44) and its dimension Heard FoMO (Q2 = 0.35) (Baumeister et al., 2007), given that FoMO is characterized as a type
reflect high predictive relevance. Determining the FoMO is the most of social anxiety (McGinnis, 2020). Once a consumer experiences feel-
important predictive variable for understanding behavior. ings that other people are more satisfying than their own, self-
Then, we examined the size of effects where values of f2 0 were regulation explains how a consumer acts to reduce the anxiety of
analyzed. f2 35 (large effect), 0.15 (medium), and 0.02 small (Hair being left behind. Self-regulation explains how the FoMO acts, as it is
et al., 2021). Where the results reflect a large effect FoMO ! FoBO analyzed as a form of apprehension through the lack of satisfaction of
f = 0.66. Another large effect of FoBO ! FoDA f = 0.79. Another
2 2
needs (Deci & Ryan, 2004; Przybylski et al., 2013). Hence, positive
large effect of FoBO ! purchase intention f2 = 0.51. Two small self-regulation is conducive to psychological well-being, leading con-
effects of FoBO ! purchase intent f2 = 0.08 and FoDA ! purchase sumers to suffer from FoMO to make quick decisions. Since self-
motivation f2 = 0.02. Although FoDA and FoBO reflect small effects, regulation acts positively, it satisfies the consumer's need to keep up
they are determinants of indecision. Thus, the FoMO is the determin- with the activities occurring in their social life and the marketplace
ing variable that explains consumer activation. Ultimately, the correla- (Gracella et al., 2022; Reinecke et al., 2021; Wilson-Nash &
tion data and significance scores for the proposed hypotheses Xiao, 2019). Therefore, not buying a product implies not satisfying the
support nomological validity. These results are consistent with the need to not miss out on satisfying others' experiences (Wilson-Nash &
theoretical direction, sample size, and importance of correlations (Hair Xiao, 2019).
et al., 2020). After analyzing the estimate of loadings and significance, Baumeister et al. (2007) point out that this social implication is
indicator and composite reliability, AVE values, HTMT, nomological significant because once self-regulation is positive, consumers will
validity, and predictive validity lead to the conclusion that the results adjust their social behavior to match others. Therefore, the anxiety
for the proposed model are confirmatory. Each step performed com- generated by the FoMO will trigger faster purchasing decisions. It
plies with the standard for the test of confirmatory composite analysis allows the consumer to self-regulate that he is taking advantage of
(Hair et al., 2020). experiences that are more satisfying than their own. Thus, positive
self-regulation explains how each dimension of the FoMO performs that the social environment of SNSs highly influences cognitive devel-
within the structural model. The data reflect that Heard FoMO acti- opment today. Interaction and content fatigue affect logical thinking
vates consumer interactivity faster. Therefore, anxiety-generating tac- and experience, which alters decision-making and has implications
tics focused on urgency and scarcity trigger participation, which is beyond decision-making. SNSs bring new meaning to social interac-
employed to self-regulate the fact that they are not missing out on tion determined by interactive stimuli that generate anxiety with the
rewarding experiences. Explaining how motivation to participate power to modify behavior. Finally, at the international level, the study
becomes a force that moderates anticipated emotion and its response of FO contributes to understanding the psychological state of con-
to the FoMO appeals would then positively impact purchase intent. In sumers using SNSs, which reflects similar characteristics to other
the second dimension of the aspirational FoMO, social proof confirms users in the world (Zyoud et al., 2018). In this case, FoMO will posi-
the theory; the data reflect how consumers will perform actions tively affect well-being and purchase intention (Roberts &
others perform to self-regulate correct social behavior (Talib & David, 2020), followed by FoBO and FoDA, which have the power to
Saat, 2017). Consumers who cannot control Usage will then assume affect consumer behavior (McGinnis, 2020). Considering FO as an
quicker actions of endorsing brands because of what others say. Our international phenomenon makes it an effective tool for analyzing
results suggest that the ecosystem of influencing factors in social behaviors that are not limited to one area; it should relegate similar
proof and feelings of social exclusion triggers the motivation to partic- behavioral outcomes across cultures.
ipate. These data are of great interest because they add to the results
of Mead et al. (2011). They identified that consumers experiencing
social exclusion are likely to purchase products that symbolize group 5.2 | Implications for marketing practice
membership.
Another contribution reflected in the study is that once there is The results of this study provide valuable information to marketers.
high SNS interactivity, accentuated by uncontrolled SNS use, it leads The first contribution of this study is that the use of FoMO for market-
the consumer to indecision and experience FoDA. Vohs and Baumeister ing purposes is a strategy that facilitates faster conversion. The appli-
(2008) stated that self-regulation is an internal psychological process cation of strategies for selling experiences through lifestyles,
by which people alter their responses to conform to various rules and reinforcing ephemeral offers, and scarcity tactics will be determinants
norms. However, when self-regulation is unfavorable, it helps explain of anxiety that favor a decision impulse. Mittone and Savadori (2009)
how consumption urges are curbed (Baumeister et al., 2007). This con- detail that the feeling of a scarce product activates the consumer's
tribution supports the abundance of available alternatives, and multiple anxiety that he is missing out on a great offer. Moreover, this will
decision-making causes decision fatigue (Vohs et al., 2008). Moreover, drive the consumer to experience the need to belong, triggering faster
this is explained by cognitive overload and the abundance of options decision-making regardless of price. Thus, the applicability of the
that lead to indecision (Iyengar & Lepper, 2000). These data add to the FoMO in practice marketing activates a psychological risk, as the feel-
results of Ivanchev (2022), who found that FoBO explains how con- ing that they are missing out on a great offer will lead to higher pur-
sumers' thoughts act and make conscious and unconscious decisions. chase demand (Huang et al., 2020). Bright and Logan (2018) highlight
The many options offered by SNSs have accelerated indecision (FoBO). that the FoMO impacts SNS fatigue, but advertising does not. How-
These data also contribute to Baumeister et al. (2017), who found that ever, in the long run, consumers' evolution and increased reliance on
unconscious processes precede conscious thought. SNSs affect their decisions. Therefore, companies must understand
Furthermore, Ivanchev (2022) explains that high connectivity to that while advertising will not produce fatigue, the obsessive behav-
SNS alters conscious thinking, and information fatigue delays deci- iors of SNS use and high content viewing data reflect that it will have
sions. In many cases, the FoBO can lead the consumer to unconscious a decision detent upon activation of FoBO and ultimately paralysis
thought, making impulsive and irrational decisions at the last moment. upon experiencing FoDA. This implication is relevant because the
However, its consequences lead the consumer to arrest or paralysis rapid digitization and interactive factors present will lead companies
when experiencing FoDA. to invest more in strategies to achieve their financial goals in the
The results explain that FoBO affects consumer irrationality, lead- long term.
ing to decision paralysis. Our results suggest that the FoBO produces On the other hand, it is interesting that FoMO impacts SNS
psychological rumination in consumers. Vine et al. (2014) explained fatigue but not advertising factors (Bright & Logan, 2018). Thus, these
that psychological rumination occurs as a cognitive coping mechanism results indicate that advertising factors do not produce fatigue. Still,
that makes a person unable to make decisions. Intrusive thoughts and obsessive behaviors derived from the intensity of the information lead
anxiety produced by SNS interactivity unconsciously generate ten- the consumer to a decision to halt and explain how the FoBO and fear
sion, negatively altering decision-making (Hynes et al., 2022; Norris of anything phases are activated. Therefore, future strategies through
et al., 2012; Yang et al., 2018). In addition, our study theoretically sup- interactive marketing should focus on moving fast decision actions. In
ports both the use and role of emotions in triggering FoMO and then practice, the aim is to reduce the compulsion to preserve an option
mobilizing it to indecision (FoDA) with consequences in decision (FoBO) and thus avoid the consequences of total paralysis (FoDA).
paralysis (FoDA) (McGinnis, 2020). When analyzing McGinnis' (2020) Therefore, the content models of these social platforms can affect
postulates from the social constructivism viewpoint, the results argue how consumers make decisions.
5.3 | Limitations and future research directions Bagozzi, R. P. (2000). On the concept of intentional social action in con-
sumer behavior. Journal of Consumer Research, 27(3), 388–396.
https://doi.org/10.1086/317593
The most significant limitation of this study is that it did not consider
Bagozzi, R. P., Belanche, D., Casalo , L. V., & Flavián, C. (2016). The role of
other explanatory variables to analyze how they triggered the anticipated emotions in purchase intentions. Psychology & Marketing,
response to FO. The study did not analyze demographic factors, such 33(8), 629–645. https://doi.org/10.1002/mar.20905
as gender and age group, which can provide additional information on Bagozzi, R. P., & Dholakia, U. (1999). Goal setting and goal striving in con-
sumer behavior. Journal of Marketing, 63(4), 19–32. https://doi.org/10.
how FO acts on consumers. It is important to note that FO theory is
2307/1252098
based on analyzing certain sociological and psychological behaviors Bagozzi, R. P., & Dholakia, U. M. (2006). Antecedents and purchase conse-
through the individual's attitudes in his or her social environment. quences of customer participation in small group brand communities.
Therefore, for the theoretical construction and applicability of FO in International Journal of Research in Marketing, 23(1), 45–61. https://
doi.org/10.1016/j.ijresmar.2006.01.005
digital consumer behavior, we suggest that future research should
Bagozzi, R. P., & Pieters, R. (1998). Goal-directed emotions. Cognition &
measure individual consumer factors, such as taste, beliefs, and inter- Emotion, 12(1), 1–26.
action with their external environment. Second, endogenous factors, Baker, Z. G., Krieger, H., & LeRoy, A. S. (2016). Fear of missing out: Rela-
such as individual goals and social norms, and variables of interest, tionships with depression, mindfulness, and physical symptoms. Trans-
lational Issues in Psychological Science, 2(3), 275–282. https://doi.org/
such as socioemotional factors and specific individual consumer
10.1037/tps0000075
needs, are analyzed. Future studies may consider including exclusivity
Batra, R., & Ahtola, O. T. (1991). Measuring the hedonic and utilitarian
factors, marketing tactics, and commitment to belonging to brand sources of consumer attitudes. Marketing Letters, 2(2), 159–170.
communities on SNSs. Finally, future research may provide a more https://doi.org/10.1007/bf00436035
robust explanatory basis for consumer demographic analysis and thus Baumeister, R. F., Clark, C. J., Kim, J., & Lau, S. (2017). Consumers (and
consumer researchers) need conscious thinking in addition to uncon-
achieve a better understanding of consumer behavior through FO
scious processes: A call for integrative models, a commentary on Wil-
theory. liams and Poehlman. Journal of Consumer Research, 44(2), 252–257.
In conclusion, this study maintained the objective of empirically Baumeister, R. F., Sparks, E. A., Stillman, T. F., & Vohs, K. D. (2008). Free
validating the Theory of FO and explaining how other variables will in consumer behavior: Self-control, ego depletion, and choice.
Journal of Consumer Psychology, 18(1), 4–13.
act, thus providing new knowledge on consumer behavior in the
Baumeister, R. F., Twenge, J. M., & Nuss, C. K. (2002). Effects of social
digital age. exclusion on cognitive processes: Anticipated aloneness reduces intel-
ligent thought. Journal of Personality and Social Psychology, 83(4),
ACKNOWLEDGMENTS 817–827.
Baumeister, R. F., Vohs, K. D., & Tice, D. M. (2007). The strength model
We thank our undergraduate student and co-author Sthephanie Perez
of self-control. Current Directions in Psychological Science, 16(6),
for accepting the challenge of this research. 351–355.
Bettiga, D., & Lamberti, L. (2018). Exploring the role of anticipated emo-
DATA AVAI LAB ILITY S TATEMENT tions in product adoption and usage. Journal of Consumer Marketing,
35(3), 300–316. https://doi.org/10.1108/jcm-06-2016-1860
The data that support the findings of this study are available on
Brailovskaia, J., Rohmann, E., Bierhoff, H.-W., Schillack, H., & Margraf, J.
request from the corresponding author. The data are not publicly (2019). The relationship between daily stress, social support and Face-
available due to privacy or ethical restrictions. book addiction disorder. Psychiatry Research, 276, 167–174. https://
doi.org/10.1016/j.psychres.2019.05.014
Brailovskaia, J., Schillack, H., & Margraf, J. (2018). Facebook addiction dis-
ORCID order in Germany. Cyberpsychology, Behavior, and Social Networking,
21(7), 450–456. https://doi.org/10.1089/cyber.2018.0140
José A. Flecha Ortiz https://orcid.org/0000-0001-9626-5967
Bright, L. F., & Logan, K. (2018). Is my fear of missing out (FEAR OF MISS-
ING OUT) causing fatigue? Advertising, social media fatigue, and the
RE FE R ENC E S implications for consumers and brands. Internet Research, 28(5), 1213–
Abel, J. P., Buff, C. L., & Burr, S. A. (2016). Social media and the fear of 1227. https://doi.org/10.1108/intr-03-2017-0112
missing out: Scale development and assessment. Journal of Business & Çelik, I. K., Eru, O., & Cop, R. (2019). The effects of Consumers' fear of
Economics Research, 14(1), 33–44. https://doi.org/10.19030/jber. missing out tendencies on impulse buying and the effects of impulse
v14i1.9554 buying on post-purchase regret: An investigation on retail stores.
Adam, M. T. P., Astor, P. J., & Krämer, J. (2016). Affective images, emotion BRAIN: Broad Research in Artificial Intelligence and Neuroscience, 10(3),
regulation and bidding behavior: An experiment on the influence of 124–138.
competition and community emotions in internet auctions. Journal Chen, R. P., Wan, E. W., & Levy, E. (2017). The effect of social exclusion
of Interactive Marketing, 35(35), 56–69. https://doi.org/10.1016/j. on consumer preference for anthropomorphized brands. Journal of
intmar.2015.12.002 Consumer Psychology, 27(1), 23–34. https://doi.org/10.1016/j.jcps.
Alt, D. (2015). College students' academic motivation, media engagement 2016.05.004
and fear of missing out. Computers in Human Behavior, 49, 111–119. Dąbrowska, J., Almpanopoulou, A., Brem, A., Chesbrough, H., Cucino, V.,
https://doi.org/10.1016/j.chb.2015.02.057 Di Minin, A., … Ritala, P. (2022). Digital transformation, for better or
Bagozzi, R. P. (1997). Goal-directed behaviors in marketing: The role of worse: A critical multi-level research agenda. R&D Management, 52,
emotion, volition, and motivation. Psychology and Marketing, 14(4), 930–954. https://doi.org/10.1111/radm.12531
309–313. https://doi.org/10.1002/(sici)1520-6793(199707)14:4<309 Deci, E. L., & Ryan, R. M. (Eds.). (2004). Handbook of self-determination
::aid-mar1>3.0.co;2-d research. University Rochester Press.
Dortyol, I. T. (2020). Being Jean-Baptiste Grenouille: On the trail of con- Ivanchev, B. (2022). Fear of missing out (fear of missing out) and fear of a
sumers' olfactory perceptions. Qualitative Research Journal, 20(2), better option (fear of better options): Psychological nature and effects
188–204. https://doi.org/10.1108/qrj-09-2019-0066 on financial market participants. Yearbook of the Faculty of Economics
Echeburúa, E., & De Corral, P. (2010). Adiccio n a las nuevas tecnologías y a and Business Administration, 21(1), 73–106.
las redes sociales en jo venes: un nuevo reto. Adicciones, 22(2), 91–96. Iyengar, S., & Lepper, M. (2000). When choice is demotivating: Can one
https://doi.org/10.20882/adicciones.196 desire too much of a good thing? Journal of Personality and Social Psy-
Fang, J., Wang, X., Wen, Z., & Zhou, J. (2020). Fear of missing out and chology, 79, 995–1006.
problematic social media use as mediators between emotional support Janis, I. L., & Mann, L. (1977). Decision making: A psychological analysis of
from social media and phubbing behavior. Addictive Behaviors, 107, 2– conflict, choice, and commitment. Free Press.
7. https://doi.org/10.1016/j.addbeh.2020.106430 Jin, S. V., Muqaddam, A., & Ryu, E. (2019). Instafamous and social media
Fogg, B. (2009). A behavior model for persuasive design. Proceedings of influencer marketing. Marketing Intelligence & Planning, 37(5), 567–
the 4th international conference on persuasive technology. https:// 579. https://doi.org/10.1108/mip-09-2018-0375
doi.org/10.1145/1541948.1541999 Kang, I., Cui, H., & Son, J. (2019). Conformity consumption behavior and
Franchina, V., Vanden Abeele, M., van Rooij, A., Lo Coco, G., & De fear of missing out. Sustainability, 11(17), 4734. https://doi.org/10.
Marez, L. (2018). Fear of missing out as a predictor of problematic 3390/su11174734
social media use and phubbing behavior among Flemish adolescents. Kang, J., & Park-Poaps, H. (2010). Hedonic and utilitarian shopping motiva-
International Journal of Environmental Research and Public Health, tions of fashion leadership. Journal of Fashion Marketing and Manage-
15(10), 2319. https://doi.org/10.3390/ijerph15102319 ment, 14(2), 312–328. https://doi.org/10.1108/13612021011046138
Fuster, H., Chamarro, A., & Oberst, U. (2017). Fear of missing out, online Katona, G. (1968). Consumer behavior: Theory and findings on expecta-
social networking and mobile phone addiction: A latent profile tions and aspirations. The American Economic Review, 58(2), 19–30.
approach. Aloma: Revista de Psicologia, Ciències de l'Educaci o I de Kim, A. J., & Ko, E. (2012). Do social media marketing activities enhance
L'Esport, 35(1) http://www.revistaaloma.net/index.php/aloma/article/ customer equity? An empirical study of luxury fashion brand. Journal
view/310, 22–30. of Business Research, 65(10), 1480–1486. https://doi.org/10.1016/j.
Good, M. C., & Hyman, M. R. (2020). “Fear of missing out”: Antecedents and jbusres.2011.10.014
influence on purchase likelihood. Journal of Marketing Theory and Practice, Kotler, P., Kartajaya, H., & Setiawan, I. (2021). Marketing 5.0: Technology
28(3), 1–12. https://doi.org/10.1080/10696679.2020.1766359 for humanity. John Wiley & Sons.
Grace, M., Zhou, Y., Zhang, Q., Zou, S., & Jiang, X. (2012). RiskRanker. Pro- Kroll, T., & Stieglitz, S. (2021). Digital nudging and privacy: Improving deci-
ceedings of the 10th International Conference on Mobile Systems, sions about self-disclosure in social networks. Behaviour & Information
Applications, and Services. https://doi.org/10.1145/2307636.2307663 Technology, 40(1), 1–19.
Gracella, E. A., Arifin, M., & Susanti, S. (2022). The contribution of fear of Lee, S., & Kim, E. (2020). Influencer marketing on Instagram: How sponsor-
missing out to self-regulation among K-pop fans in Makassar. In Inter- ship disclosure, influencer credibility, and brand credibility impact the
disciplinary conference of psychology, health, and social science (ICPHS effectiveness of Instagram promotional post. Journal of Global Fashion
2021) (pp. 191–198). Atlantis Press. Marketing, 11(3), 232–249. https://doi.org/10.1080/20932685.2020.
Grewal, L., Stephen, A. T., & Coleman, N. V. (2019). When posting about 1752766
products on social media backfires: The negative effects of consumer Liberman, N., Trope, Y., & Wakslak, C. (2007). Construal level theory and
identity signaling on product interest. Journal of Marketing Research, consumer behavior. Journal of Consumer Psychology, 17(2), 113–117.
56(2), 197–210. https://doi.org/10.1177/0022243718821960 Lim, Z. C. W. (2016). Tendency towards the Fear of missing out. Espace.
Hair, J. F., Howard, M. C., & Nitzl, C. (2020). Assessing measurement http://hdl.handle.net/20.500.11937/54111
model quality in PLS-SEM using confirmatory composite analysis. Jour- Malakuczi, V. (2019). Computational by design, towards a co-designed mate-
nal of Business Research, 109, 101–110. rial culture. A design tool. The Design Journal, 22(sup1), 1235–1248.
Hair, J. F., Hult, T. M., Ringle, C. M., & Sarstedt, M. (2021). A primer on par- Malhotra, N. (2019). Marketing research: An applied orientation (7th ed.).
tial least squares structural equation modeling (PLS‐SEM). Sage. Pearson.
Hair, J. F., Sarstedt, M., Ringle, C., & Gudergan, S. (2018). Advanced issues Mariani, M. M., Perez-Vega, R., & Wirtz, J. (2022). AI in marketing, con-
in partial least squares structural equation modeling. Sage. sumer research and psychology: A systematic literature review and
Hayran, C., Anik, L., & Gürhan-Canli, Z. (2020). A threat to loyalty: Fear of research agenda. Psychology & Marketing, 39(4), 755–776.
missing out (FEAR OF MISSING OUT) leads to reluctance to repeat McGinnis, P. (2004). Social theory at HBS: McGinnis' two FOs. The Harbus.
current experiences. PLoS One, 15(4), e0232318. https://doi.org/10. https://harbus.org/2004/social-theory-at-hbs-2749/#::text=
1371/journal.pone.0232318 Maslow%20has%20his%20hierarchy%20of
Henseler, J., Ringle, C. M., & Sarstedt, M. (2014). A new criterion for McGinnis, P. (2020). Fear of missing out: Practical decision-making in a world
assessing discriminant validity in variance-based structural equation of overwhelming choice. Sourcebooks, Incorporated.
modeling. Journal of the Academy of Marketing Science, 43(1), 115–135. Mead, N. L., Baumeister, R. F., Stillman, T. F., Rawn, C. D., & Vohs, K. D.
https://doi.org/10.1007/s11747-014-0403-8 (2011). Social exclusion causes people to spend and consume strategi-
Hirschman, E. C., & Holbrook, M. B. (1982). Hedonic consumption: Emerg- cally in the service of affiliation. Journal of Consumer Research, 37(5),
ing concepts, methods and propositions. Journal of Marketing, 46(3), 902–919.
92–101. https://doi.org/10.1177/002224298204600314 Mellers, B. A., & McGraw, A. P. (2001). Anticipated emotions as guides to
Hodkinson, C. (2016). “Fear of missing out” (FEAR OF MISSING OUT) choice. Current Directions in Psychological Science, 10(6), 210–214.
marketing appeals: A conceptual model. Journal of Marketing Communi- https://doi.org/10.1111/1467-8721.00151
cations, 25(1), 65–88. https://doi.org/10.1080/13527266.2016. Michael, R. T., & Becker, G. S. (1973). On the new theory of consumer
1234504 behavior. The Swedish Journal of Economics, 75, 378–396.
Huang, H., Liu, S. Q., Kandampully, J., & Bujisic, M. (2020). Consumer Mittone, L., & Savadori, L. (2009). The scarcity bias. Applied Psychology,
responses to scarcity appeals in online booking. Annals of Tourism 58(3), 453–468.
Research, 80, 102800. Muntinga, D. G., Moorman, M., & Smit, E. G. (2011). Introducing COBRAs
Hynes, K., Lannin, D. G., Kanter, J. B., Yazedjian, A., & Nauta, M. M. (2022). exploring motivations for brand-related social media use. International
Do materialistic adolescents ruminate more about their social media Journal of Advertising, 30(1), 13–46. https://doi.org/10.2501/ija-30-1-
posts? Youth & Society, 54(5), 766–787. 013-046
Nedra, B.-A., Sharma, S., & Dakhli, A. (2015). Perception and motivation to Shergill, H. K. (2012). Experimental psychology. Phi Learning.
purchase organic products in Mediterranean countries. Journal of Sin, S. S., Nor, K. M., & Al-Agaga, A. M. (2012). Factors affecting Malaysian
Research in Marketing and Entrepreneurship, 17(1), 67–90. https://doi. young consumers' online purchase intention in social media websites.
org/10.1108/jrme-07-2014-0015 Procedia—Social and Behavioral Sciences, 40, 326–333. https://doi.org/
Nikolinakou, A., & King, K. W. (2018). Viral video ads: Emotional triggers 10.1016/j.sbspro.2012.03.195
and social media virality. Psychology & Marketing, 35(10), 715–726. Song, S., & Yoo, M. (2016). The role of social media during the pre-
https://doi.org/10.1002/mar.21129 purchasing stage. Journal of Hospitality and Tourism Technology, 7(1),
Norris, J. I., Lambert, N. M., DeWall, C. N., & Fincham, F. D. (2012). Can't 84–99. https://doi.org/10.1108/jhtt-11-2014-0067
buy me love?: Anxious attachment and materialistic values. Personality Sun, J. (2022). #ProblematicInstaUser: Motivations and the mediating role
and Individual Differences, 53(5), 666–669. https://doi.org/10.1016/j. of fear of missing out among young adults. Current Psychology, 42,
paid.2012.05.009 14919–14928. https://doi.org/10.1007/s12144-022-02775-y
Oh, S., Lee, J. Y., & Kim, D. K. (2020). The design of CNN architectures for Suresh, A. S., & Biswas, A. (2019). A study of interrelation of psychological
optimal six basic emotion classification using multiple physiological sig- factors and demographic variables and its impact on compulsive buy-
nals. Sensors, 20(3), 866. ing behavior: A Marketing Perspective. Journal of Business and Retail
Osatuyi, B., & Turel, O. (2018). Tug of war between social self-regulation Management Research, 13(3), 58–69.
and habit: Explaining the experience of momentary social media addic- Svari, S., & Erling Olsen, L. (2012). The role of emotions in customer com-
tion symptoms. Computers in Human Behavior, 85, 95–105. plaint behaviors. International Journal of Quality and Service Sciences,
Osemeahon, O. S., & Agoyi, M. (2020). Linking FEAR OF MISSING OUT 4(3), 270–282. https://doi.org/10.1108/17566691211269585
and smartphone use to social media brand communities. Sustainability, Svari, S., Svensson, G., Slåtten, T., & Edvardsson, B. (2010). A DIP-
12(6), 3–11. https://doi.org/10.3390/su12062166 construct of perceived justice in negative service encounters and com-
Przybylski, A. K., Murayama, K., DeHaan, C. R., & Gladwell, V. (2013). plaint handling in the Norwegian tourism industry. Managing Service
Motivational, emotional, and behavioral correlates of fear of missing Quality, 20(1), 26–45. https://doi.org/10.1108/09604521011011612
out. Computers in Human Behavior, 29(4), 1841–1848. https://doi.org/ Talib, Y. Y., & Saat, R. (2017). Social proof in social media shopping: An
10.1016/j.chb.2013.02.014 experimental design research. SHS Web of Conferences, 34(34), 02005.
Reagle, J. (2015). Following the joneses: FEAR OF MISSING OUT and con- https://doi.org/10.1051/shsconf/20173402005
spicuous sociality. First Monday, 20 http://firstmonday.org/ojs/index. Trivedi, J., & Sama, R. (2019). The effect of influencer marketing on con-
php/fm/article/view/6064/4996 sumers' brand admiration and online purchase intentions: An emerging
Reinecke, L., Gilbert, A., & Eden, A. (2021). Self-regulation as a key bound- market perspective. Journal of Internet Commerce, 19(1), 103–124.
ary condition in the relationship between social media use and well- https://doi.org/10.1080/15332861.2019.1700741
being. Current Opinion in Psychology, 45, 101296. https://doi.org/10. Tsai, H.-T., & Bagozzi, R. P. (2014). Contribution behavior in virtual
1016/j.copsyc.2021.12.008 communities: Cogntiive, emotional, and social influences. MIS
Reyes, M. E. S., Marasigan, J. P., Gonzales, H. J. Q., Hernandez, K. L. M., Quarterly, 38(1), 143–163. https://doi.org/10.25300/misq/2014/
Medios, M. A. O., & Cayubit, R. F. O. (2018). Fear of missing out and 38.1.07
its link with social media and problematic internet use among Filipinos. Vaughn, J. (2012). Fear of missing out (fear of missing out). JTW Wordwide.
North American Journal of Psychology, 20(3), 503–518. https://web.archive.org/web/20150626125816/http:/www.
Ringle, C. M., Sarstedt, M., & Straub, D. (2012). Editor's comments: A criti- jwtintelligence.com/wp-content/uploads/2012/03/F_JWT_FOMO-
cal look at the use of PLS-SEM in “MIS Quarterly”. MIS Quarterly, 36(1), update_3.21.12.pdf
iii–xiv. https://doi.org/10.2307/41410402 Vine, V., Aldao, A., & Nolen-Hoeksema, S. (2014). Chasing clarity: Rumina-
Riordan, B. C., Flett, J. A., Cody, L. M., Conner, T. S., & Scarf, D. (2021). tion as a strategy for making sense of emotions. Journal of Experimental
The fear of missing out (fear of missing out) and event-specific drink- Psychopathology, 5(3), 229–243.
ing: The relationship between fear of missing out and alcohol use, Vohs, K. D., & Baumeister, R. F. (2008). Self-regulation. In C. P. Haugt-
harm, and breath alcohol concentration during orientation week. Cur- vedt, P. M. Herr, & F. R. Kardes (Eds.), Handbook of consumer psy-
rent Psychology, 40(8), 3691–3701. chology (pp. 349–366). Taylor & Francis Group/Lawrence Erlbaum
Roberts, J. A., & David, M. E. (2020). The social media party: Fear of missing Associates.
out (fear of missing out), social media intensity, connection, and well-being. Vohs, K. D., Baumeister, R. F., Schmeichel, B. J., Twenge, J. M.,
International Journal of Human–Computer Interaction, 36(4), 386–392. Nelson, N. M., & Tice, D. M. (2008). Making choices impairs subse-
Rosen, L., & Samuel, A. (2015). Conquering digital distraction. Harvard quent self-control: A limited-resource account of decision making,
Business Review, 93(6), 110–113. self-regulation, and active initiative. Journal of Personality and Social
Rosendo-Rios, V., Trott, S., & Shukla, P. (2022). Systematic literature Psychology, 94, 883–898.
review online gaming addiction among children and young adults: A Wang, C. L. (2021). New frontiers and future directions in interactive mar-
framework and research agenda. Addictive Behaviors, 129, 107238. keting: Inaugural editorial. Journal of Research in Interactive Marketing,
Rottenberg, J., & Kashdan, T. B. (2022). Well-being after psychopathology: 15(1), 1–9.
A transformational research agenda. Current Directions in Psychological Wang, F.-Y., Carley, K. M., Zeng, D., & Mao, W. (2007). Social computing:
Science, 31(3), 280–287. From social informatics to social intelligence. IEEE Intelligent Systems,
Santos Corrada, M., Flecha, J. A., & Lopez, E. (2020). The gratifications in 22(2), 79–83. https://doi.org/10.1109/mis.2007.41
the experience of the use of social media and its impact on the pur- Wang, X., Yu, C., & Wei, Y. (2012). Social media peer communication and
chase and repurchase of products and services. European Business impacts on purchase intentions: A consumer socialization framework.
Review, 32(2), 297–315. https://doi.org/10.1108/ebr-12-2017-0236 Journal of Interactive Marketing, 26(4), 198–208. https://doi.org/10.
Schreiner, M., Fischer, T., & Riedl, R. (2019). Impact of content characteris- 1016/j.intmar.2011.11.004
tics and emotion on behavioral engagement in social media: Literature Wessel, M., Adam, M., & Benlian, A. (2019). The impact of sold-out early
review and research agenda. Electronic Commerce Research, 29, 329– birds on option selection in reward-based crowdfunding. Decision Sup-
345. https://doi.org/10.1007/s10660-019-09353-8 port Systems, 117(117), 48–61. https://doi.org/10.1016/j.dss.2018.
See-To, E. W. K., & Ho, K. K. W. (2014). Value co-creation and purchase 12.002
intention in social network sites: The role of electronic word-of-mouth Wiederhold, B. K. (2017). How digital anxieties are shaping the next gener-
and trust—A theoretical analysis. Computers in Human Behavior, 31, ation's mental health. Cyberpsychology, Behavior, and Social Networking,
182–189. https://doi.org/10.1016/j.chb.2013.10.013 20(11), 661.
Wilcox, K., & Stephen, A. T. (2013). Are close friends the enemy? Online
social networks, self-esteem, and self-control. Journal of Consumer focuses on political marketing, strategic management, and social
Research, 40(1), 90–103. media interactive marketing. His work has been published in the
Wilson-Nash, C., & Xiao, S. (2019). From FEAR OF MISSING OUT to Journal of Interactive Advertising, Journal of Brand Management,
Changxin: a cross-cultural exploration of consumer response to
Media International Australia, Journal of Knowledge Management,
newness in the fast-moving consumer goods industry. In Academy of
Marketing 52nd Annual Conference. Journal of Business Research, European Business Review, Estudios
Wood, S. L., & Moreau, C. P. (2006). From fear to loathing? How emotion Gerenciales, ESIC Market Economics, Multidisciplinary Business
influences the evaluation and early use of innovations. Journal of Review, Communication & Society, Cuadernos de Administraci
on,
Marketing, 70(3), 44–57. https://doi.org/10.1509/jmkg.70.3.44 Media International Australia, Journal of Public Affairs.
Xiao, M., Wang, R., & Chan-Olmsted, S. (2018). Factors affecting YouTube
influencer marketing credibility: A heuristic-systematic model. Journal María Santos Corrada is an assistant professor in Marketing at
of Media Business Studies, 15(3), 1–26. https://doi.org/10.1080/
the School of Graduate Business at Universidad de Puerto Rico en
16522354.2018.1501146
Yang, C. C., Holden, S. M., Carter, M. D., & Webb, J. J. (2018). Social media Rio Piedras (AACSB). Her research focuses on environmental
social comparison and identity distress at the college transition: A issues in business, social media, and consumer behavior. Her work
dual-path model. Journal of Adolescence, 69, 92–102. https://doi.org/ has been published in the Journal of Business Research, Journal of
10.1007/s10964-017-0801-6
Knowledge Management, Global Business Review, Journal of Small
Yim, M. Y.-C., & Yoo, C. Y. (2020). Are digital menus really better than tra-
Business Strategic, Media International Australia, European Business
ditional menus? The mediating role of consumption visions and menu
enjoyment. Journal of Interactive Marketing, 50(50), 65–80. https://doi. Review, Estudios Gerenciales, ESIC Market Economics, Journal of
org/10.1016/j.intmar.2020.01.001 Public Affairs, some others.
Zablocki, A., Makri, K., & Houston, M. J. (2019). Emotions within online
reviews and their influence on product attitudes in Austria, USA and Stephanie Perez is an honors student Department of Business,
Thailand. Journal of Interactive Marketing, 46(46), 20–39. https://doi. Truism & Entrepreneurship. During her studies, she has been dis-
org/10.1016/j.intmar.2019.01.001 tinguished for her strong research skills.
Zahrai, K., Veer, E., Ballantine, P. W., & Peter de Vries, H. (2022). Concep-
tualizing self-control on problematic social media use. Australasian Virgin Dones is an associate professor in Marketing and Interna-
Marketing Journal, 30(1), 74–89.
tional Business at the Department of Business, Truism & Entre-
Zeelenberg, M., & Pieters, R. (2006). Feeling is for doing: A pragmatic
approach to the study of emotions in economic behavior. In D. De preneurship at Universidad Ana G. Méndez (Puerto Rico). His
Cremer, M. Zeelenberg, & J. K. Murnighan (Eds.), Social psychology and research focuses on gender study, consumer behavior, and digital
economics (pp. 117–137). Lawrence Erlbaum Associates Publishers. marketing. Her work has been published in the Journal of Business
Zhang, B., & Shou, Y. (2022). Immediate emotions and subjective stakes in Research, Estudios Gerenciales, ESIC Market Economics, Multidisci-
risky decision-making under uncertainty. Anxiety, Stress, & Coping,
plinary Business Review, Communication & Society, Cuadernos de
35(6), 649–661.
Zhang, J., & Mao, E. (2016). From online motivations to ad clicks and to n.
Administracio
behavioral intentions: An empirical study of consumer response
to social media advertising. Psychology & Marketing, 33(3), 155–164. Luis Rodriguez is an associate professor in Marketing and Entre-
https://doi.org/10.1002/mar.20862 preneurship at the Department of Business at Universidad Poly-
Zhang, Z., Jiménez, F. R., & Cicala, J. E. (2020). Fear of missing out scale: A technical de Puerto Rico. His research focuses on management,
self‐concept perspective. Psychology & Marketing, 37(11), 1619–1634.
consumer behavior, sensorial marketing, and some others.
Zyoud, S. E. H., Sweileh, W. M., Awang, R., & Al-Jabi, S. W. (2018). Global
trends in research related to social media in psychology: Mapping and bib-
liometric analysis. International Journal of Mental Health Systems, 12(1), 4.
How to cite this article: Flecha Ortiz, J. A., Santos Corrada, M.,
AUTHOR BIOGRAPHI ES Perez, S., Dones, V., & Rodriguez, L. H. (2023). Exploring the
influence of uncontrolled social media use, fear of missing out,
José A. Flecha Ortiz is an assistant professor in Marketing and fear of better options, and fear of doing anything on consumer
Management at Department of Business, Truism & Entrepreneur- purchase intent. International Journal of Consumer Studies,
ship at Universidad Ana G. Méndez (Puerto Rico). His research 1–16. https://doi.org/10.1111/ijcs.12990

Int J Consumer Studies - 2023 - Flecha Ortiz - Exploring The Influence of Uncontrolled Social Media Use Fear of Missing

Uploaded by

Copyright:

Available Formats

Int J Consumer Studies - 2023 - Flecha Ortiz - Exploring The Influence of Uncontrolled Social Media Use Fear of Missing

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Int J Consumer Studies - 2023 - Flecha Ortiz - Exploring The Influence of Uncontrolled Social Media Use Fear of Missing

Uploaded by

Copyright:

Available Formats

Received: 6 February 2022 Revised: 28 August 2023 Accepted: 10 September 2023

Exploring the influence of uncontrolled social media use,

José A. Flecha Ortiz 1 | María Santos Corrada 2 | Stephanie Perez 1 |

1 | I N T RO DU CT I O N factors that influence the purchase process (Katona, 1968; Liberman

FoMO FoBO FoDA

FIGURE 1 Research model. Source: Own creation.

2.4 | Anticipated emotions

the role of social proof delineates how aspirational FoMO works.

suggests that anxiety can exacerbate this indecision, often originating 3 | RE SE AR C H MO D EL

2.8 | Purchase motivation

TABLE 1 Validity and reliability of the study.

Instrument scales Loading factor Cronbach's alpha Composite reliability AVE

Instrument scales Loading factor Cronbach's alpha Composite reliability AVE

Source: Own creation with PLS-SEM data.

TABLE 2 Discriminating validity analysis.

Aspirational Heard Purchase

Source: Own creation with PLS-SEM data.

FIGURE 2 Research results. Source: Own creation with PLS-SEM data.

You might also like