The Effect of Social Commerce and the TikTok Shop Marketplace Experience on Generation Z’s Impulse Buying, Moderated by Self-Control

Abstract

The rapid penetration of digital transformation has fundamentally reshaped global consumer behavior, particularly through the evolution of Web 2.0 and the emergence of social commerce. This research explores the "shoppertainment" phenomenon on TikTok Shop, where the boundaries between social interaction and commercial activity have become increasingly blurred. The study aims to analyze the influence of Social Commerce and Marketplace Experience on the Impulse Buying behavior of Generation Z in Indonesia, with Self-Control serving as a moderating variable. As digital natives, Generation Z is highly susceptible to the algorithmic architecture of platforms designed to exploit psychological vulnerabilities through infinite scroll mechanisms and real-time personalized content. These features often induce a "flow state," minimizing the "pain of paying" and leading to unplanned purchases. Despite the convenience offered, this digital dynamic has substantial negative implications, such as post-purchase regret and cognitive dissonance, with surveys indicating that 64% of buyers experience regret due to financial waste. This study employs a quantitative methodology to examine whether internal psychological mechanisms, specifically self-control, can act as a relevant defense against aggressive external marketing stimuli. The findings reveal that while Social Commerce and Marketplace Experience significantly drive impulsive purchasing, Self-Control fails to effectively moderate these relationships. This suggests that the intensity of external stimuli and the frictionless shopping design of TikTok Shop tend to override individual self-regulation. This research provides crucial insights for the digital business landscape, emphasizing the urgency for Gen Z consumers to develop higher digital literacy and for platforms to consider the long-term psychological impact of their algorithmic designs.