Management as a Socially Embedded Practice:

Advancing Responsible Scholarship at the Society–Management Nexus

Abstract

Purpose: This conceptual paper explores the influence of Fear of Missing Out (FOMO), instant gratification, and social validation on consumer behaviour in digital marketing environments.

Design/methodology/approach: The study employs a conceptual synthesis of existing theoretical and empirical literature through a systematic thematic review.

Findings: The review indicates that FOMO, instant gratification, and social validation are key psychological drivers of consumer behaviour in online marketing. FOMO creates urgency, while instant gratification and social validation encourage impulsive purchasing and peer-influenced decision-making, particularly among Generation Z. Recent empirical evidence (2024–2025) further confirms that FOMO mediates the relationship between social media marketing and consumers’ purchase intentions for lifestyle, limited-edition, and discounted products.

Implications: Though short-term benefits are obvious, long-term psychological costs, such as compulsive buying and lower well-being, underline the need for ethical examination.  The debate emphasises consequences for balanced marketing plans, stressing transparency and consumer protection in addition to persuasive effectiveness.

Originality/value: This study offers an integrated conceptual perspective on the interplay of FOMO, instant gratification, and social validation, providing valuable insights for marketers and policymakers to promote responsible digital marketing practices.

JEL Classification: M31, D12, D91, M37