Although moderate levels of impulse buying can be pleasant and gratifying, recent theoretical work suggests that chronic, high frequency impulse buying has a compulsive element and can function as a form of escape from negative affective states, depression, and low self. Impulse buying is an instant buying decision that is not planned in advance. It gives a broad overview of the impulse buying construct and the various behavior related aspects. The article has studied the concept of happiness of the consumer behavior and various affecting it such as impulsive buying and the brand loyalty. Impulse buying by consumers has received considerable attention in consumer research. Impulsive buying behavior and its relation to the emotional.
Factor influencing unplanned buying behavior of untapped. Factors influencing impulse buying during an online. International journal of engineering technology, management and applied sciences. American marketing association journal of marketing research. Compulsive buying behavior on the internet sciencedirect.
The metaanalysis reported in this article integrates findings from 231 samples and more than 75,000 consumers to extend understanding of the. Apr 10, 2015 although compulsive buying cb seems to be not only prevalent but even increasing in prevalence, it often remains neglected or minimized in clinical settings. Impulse buying has been defined as a spontaneous, immediate purchase without preshopping intentions either to buy a specific product category or to fulfill a specific buying task. In the current scenario where everyone wants to head the market, it is very important for the marketers to understand the consumer buying behaviour. How financial attitudes and practices influence the impulsive buying behavior of college and university students impulsive buying behavior has been the subject of a large amount of empirical research, but little research exists that actually examines the significant predictors of impulsive buying behaviors in adolescents. The main focus of the work is on the usage of impulsive buying by the firms to promote sales. The influence of culture on consumer impulsive buying. The influence of external stimuli on impulsive buying. It was hypothesized that there is a positive relationship between self moni. A study on impulsive buying behaviour of customers on. It studies the effect of happiness on the impulsive buying by the customers and brand loyalty and makes us understand how brand loyalty affects the impulsive buying of the customer. The impulse to buy is hedonically complex and may stimulate emotional conflict.
The findings from two studies across student and retail customer samples converge and support the hypothesized moderating role of consumers normative evaluations. International journal of economics, commerce and management, united kingdom licensed under creative common page 709 introduction product packaging influences consumers buying behavior by persuading them to buy the product. Kacen and lee found in a multicountry survey of consumers that buying impulsiveness trait was more strongly associated with impulse buying behaviour for the individualist than for the collectivist groups and that cultural factors moderate many aspects of consumers impulsivebuying behaviour, including selfidentity, normative influences. Factor influencing unplanned buying behavior of untapped market amandeep kaur1, megha2 1,2 budha college of management, ramba, karnal,india abstract.
Planned impulse buying is partially planned but specific product or categories are not decided by the shopper. In yu and bastin 2010s research, they examined the relationship between hedonic shopping value and impulse buying behavior through five dimensions. The daily journal sheets in the impulse control journal are designed to encourage assessment of strategies, determine what worked in specific situations, and identify areas of potential growth. A recent special issue of the journal of consumer psy chology dealt with cultural issues demonstrating the. July 2017, volume 5, issue 7, issn 23494476 501prof.
The impact of visual merchandising, on impulse buying. Whereas, buy one get one free type of promotional practice cause little variation in impulse buying. The impulse buying behavior occurs after experiencing an urge to buy and tends to be spontaneous without a lot of reflection. The impact of environmental factors on impulse buying behavior using the mehrabian and russells amel graa, maachou danielkebir, and mohamed bensaid 104 atmospheric factors applebaum 9 was among the first to suggest that the impulsive purchase can be conducted by the consumers exposition at the time of his experience of shopping to a. The impact of situational factors store, personal on urge to buy impulsively and impulsive buying behavior yashar kazempour1 and fereshteh lotfizadeh2 1master of business administration, department of business management, zanjan branch, islamic azad university, zanjan, iran. Apr 01, 2003 consumer compulsive buying is an important area of inquiry in consumer behavior research. Finally, analysis of variance anova was employed to determine if there is a significant difference in the situational and marketing mix factors affecting the impulsive buying behavior on clothes of the different age generations. Impulse buying ib is one of the most fragmented concepts in the marketing and consumer literature. Impulse buying behavior total impulse buying behavior. Compulsive buying muller 2015 the american journal on. Factor influencing unplanned buying behavior of untapped market. Impulse buying is a behavior that has swept over america. Prior research on impulse buying have regarded the urge to buy impulsively as a reasonable proxy for impulsivity for two reasons e. Impulse and planned purchase decisions, journal of business research 61 2008.
Impact of cultural values and life style on impulse buying. Jan 31, 2018 impulsive buying behavior is psychological and depends on the customer traits and other factors affecting customer decisions. Factors influencing impulse buying during an online purchase. A wide range of journal databases and books were referred. Oct 24, 2001 impulse buying tendency was found to be related to personality. This paper aims to explore the phenomenon of impulse buying in the fashion industry. For decades, impulse buying is considered to be one of the significant factors to increase sales volume in the retail sector. Three of them are appropriate for testing in this research in the online context, namely, novelty, fun, and escapism. Global journal of management and business research. Rumzi taushif, 2manisha gupta assistant professor department of management studies 1sharda university sbs, greater. Cognitive and affective facets of impulse buying tendency were both related to extraversion.
The effect of stress on consumer saving and spending. Role of intrinsic factors in impulsive buying decision. Influence of internal factors to impulse buying behavior sex. Impulse buying is an appealing aspect of consumer behavior for companies because consumers end up buying more than what they originally had planned for. Notwithstanding the addition to the knowledge base, the study is extremely signi. The current study aims at introducing the relation between the impulsive buying behavior and emotional balance among the students of the accounting department in petra university and alimam mohammad ibn saud islamic university according to nationality, gender and economic level, through a sample consisting of 438 persons. The subjects of this study n 92 were the students of faculty.
Impulsive consumer buying as a result of emotions sciencedirect. Iosr journal of business and management iosrjbm is ugc approved journal with sl. The cognitive facet was inversely related to conscientiousness, personal need for structure, and need to evaluate. Pdf the impulse buying behaviour of consumes for the. All individual vary from each other in ways of shopping. For many people, impulsiveness can be intuitive by nature.
The main objective of the research is to integrate all the possible. Kacen department of business administration university of illinois at urbanachampaign. Oct 24, 2007 using actual purchasing behavior by visitors to a high school reunion web store, this study examines the factors that lead to an increased willingness by online consumers to purchase impulse items. The finding of this study percentage % pure 112 29.
To ascertain the extent of impulsive buying behaviour. This increasing unplanned chase sale is a significant topic to look into by marketing researchers and retailers. The influence of culture on consumer impulsive buying behavior. Impulsiveness can be related to their personality, low. International journal of current research and modern. Compulsive buying behavior compulsive shopping is part of the new age addictions, yet this behavior has been identified before. The phenomenon of impulse buying artifacts journal. The bedan journal of psychology 2017 121 narcissism, delay discounting, and urgency as factors affecting impulse buying in males lagman, candice thea s. This study will be beneficial for different national and multinational companies doing business in pakistan. This has resulted in some contradictory findings and a lack of an overarching theoretical framework for understanding the ib process and its outcomes. Most of the times pre planned buying is affected by impulsive buying transaction. Gadjah mada international journal of business, january 2003, vol. Rook 1987 claimed that marketing researchers have found ways to bolster impulsive spending. Asian journal of business and economics volume 4, no.
A study on college students in indonesias capital city and its surrounding. First, the actual impulse buying behavior occurs only after the individual experiences the urge to buy impulsively. According to past studies, impulsive buying is a distinctive aspect among. The bedan journal of psychology 2017 san beda college.
Impact of effective advertising on consumer buying behavior. Very little research investigates the impulse buying behaviour of generation y and existing research do not look into the possible factors of impulse buying behaviour as an integrative approach. Throughout the years, many researchers have tried to explain. Fisher, normative influences on impulsive buying behavior, journal of consumer research, volume 22. This study aims to examine the impact of promotional approach, attractive display. Online impulse buying behavior amongst undergraduate. The online and offline channels are compared to determine which is perceived as leading to more impulsive buying.
Consistent with mental accounting and the psychophysics of prices, we find that peoples purchase of the impulse item increases with the total amount spent on other items. The influence of culture on consumer impulsive buying behavior cul ture and impul sive buying kace n and be haviol eer jacqueline j. By invoking the scent marketing decisions, one aims at attracting the consumer attention, to keep him her at a point of sale as long as possible, to affect the behaviour and encourage an impulsive process of buying decision making. This paper is an attempt to find the variablesfactors that effects customer impulse buying behaviour in fmcg sector considering retail market in india. Roleofpackaging on consumerbuyingbehaviorpatan district. Factors such as instore promotions, as cash discounts price offs, coupons, instore store display, the instore media, background music and the store ambience stimulate impulsive buying. Impulsive buying, cultural values dimensions, and symbolic meaning of money. Influence of cultural factors on impulse buying tendency. To evaluate the stimuli that trigger impulse buying.
Normative influences on impulsive buying behavior journal. A study of mobile phone purchasers in pakistan 1hafiz muhammad arshad, 2dr. Exploring the effect of ambient scent on consumer impulsive. How financial attitudes and practices influence the impulsive. There is a need for a greater understanding and recognition of this problem.
Factors influencing consumers impulse buying behavior in. Selime sezgin june 2012, 63 pages impulse buying is mostly seen as unplanned and decided on the spot purchases which results from a stimulus. A multidisciplinary cognitive behavioural framework of. This study will investigate the impact of cultural values and lifestyle on impulsive buying behaviour of. Buying impulse journal of consumer research oxford. But buy one get one free, sample and price discount types of promotional practices had positive and significant relationship with impulse buying behaviour. The impact of various impulse buying factors like sales and promotions, placement of products. The impact of environmental factors on impulse buying. Impulsive buying in hospitality and tourism journals. Exploring consumers impulse buying behavior on social.
Second, using traditional theory on impulsive buying behavior 7 as backbone, we. Pricing factor, store factor and affordability always have positive impact on unplanned buying. Impulsive buying is an unexpected and unreflective behaviour, which neglects a careful. The influence of online store characteristics on consumer impulsive.
Article pdf available in european journal of scientific research 1003. Impulse buying behaviour, emerging markets, exploratory study, conceptual framework. Companies that do not bother much about packaging because they believe once the. The paper analyses the sensory marketing of the sense of smell, its dimensions and usage in marketing decisions. The purpose of this research is to examine predictors of impulse buying. Understanding consumers impulse buying behavior irem gure marketing graduate program thesis supervisor. Specifically, the relationship between the buying impulsiveness trait and related buying behaviors is significant only when consumers believe that acting on impulse is appropriate. Kacen department of business administration university of illinois at urbanachampaign julie anne lee department of marketing university of hawaiimanoa. According to kollat and reed 2007, impulsive buying behavior is realistically accidental behavior when it is associated. Impulsive buying behavior depending on gender econstor.
Silvera university of texas at san antonio, san antonio, texas, usa anne m. Past studies have investigated the impulsive buying behavior of generation y consumers in retail settings of somewhat medium and largesized cities. Lavack university of regina, regina, canada, and fredric kropp monterey institute of international studies, monterey, california, usa abstract. Additionally, extreme impulse buying, sometimes referred to as compulsive. Online impulse buying behavior amongst undergraduate students. Personal and instore factors influencing impulse buying. Understanding impulse buying behaviour of customers. The importance of studying compulsive buying, stems, in part, from its nature as a negative aspect of consumer behavior. Not only can this be attributed to individuals impulsive behaviors, but also to the marketing strategies of many corporations.
International journal of research studies in psychology, 24, 35 52. The international journal of management science and. Pdf a study of impulse buying behavior and factors. Apr 16, 2018 this paper aims to explore the phenomenon of impulse buying in the fashion industry. Using actual purchasing behavior by visitors to a high school reunion web store, this study examines the factors that lead to an increased willingness by online consumers to purchase impulse items. Aug 17, 2019 by consolidating and synthesizing impulsive buying research, this study helps researchers by offering research topics, study contexts, and methodologies. Impulsive buying behaviour is psychological and depends on the customer traits and other factors affecting customer decisions. Factors affecting impulsive buying behavior on clothes of. Kids can use the journal to selfmonitor and selfguide toward improved selfregulation and impulse control. Buying impulse journal of consumer research oxford academic. Ocampo, rodelando this study determined the respondents level of narcissism, delay discounting, urgency, and impulse buying.
The influence of culture on consumer impulsive buying behavior jacqueline j. Firms take advantage of this by using various strategies. The phenomenon is interesting because it is not only prompted by a variety of internal psychological factors but also influenced by external, marketrelated stimuli. Impulse buying is when a consumer experiences a sudden, often persistent urge to buy something, immediately. Pdf the impulse buying behaviour of consumes for the fmcg. Impulse buying behaviour of generation y in fashion retail. According to an estimate, 80% of purchase decision are influenced by impulsive buying weigend, 1995. In terms of psychological function, impulsive buying is defined as a particular form of selfregulation and also verplanken and sato 2011 examined that impulse buying. Riya mishra a study on impulsive buying behaviour of customers on apparels in bangalore prof.
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