Abstract
Impulse buying is a well-known fact. With the increase in internet users and growth in e-commerce, consumers have more opportunities for impulse buying. Over $4 billion US economy is based on impulse buying. This study explored the direct and indirect effects of dispositional variables (Impulse buying tendency, Shopping excitement trait and Lack of self-control) and situational variables (Time availability and Money availability) on consumers’ impulse buying behavior. Moreover, the mediation role of impulse buying tendency between dispositional and impulse buying behavior, and situational variables and impulse buying behavior has also been analyzed. The hypotheses were tested using partial least square-structural equation modeling (PLS-SEM). The results confirmed the direct effects of antecedents on impulse buying behavior. Whereas, the mediation role of impulse buying tendency is only confirmed between shopping excitement trait and impulse buying behavior. The findings have important managerial implications. Keywords: dispositional, situational, impulse buying, impulse buying tendency, lack of self-control DOI : 10.7176/EJBM/11-1-11
Highlights
The increase in personal disposable income and credit facility have made impulse buying an established consumer behavior in retail environment (Helga Dittmar & Drury, 2000). Kacen and Lee (2002) observe that impulse buying account for over $4 billion in US annual sales
The results of structural regression model showed that Hypothesis H1 was supported that showed that impulse buying tendency has positive significant effect on impulse buying behavior (β=.278, p
The results showed that as predicted H2a and H2b were supported, i.e. excitement has significant effects on impulse buying tendencies (β=.349, p
Summary
The increase in personal disposable income and credit facility have made impulse buying an established consumer behavior in retail environment (Helga Dittmar & Drury, 2000). Kacen and Lee (2002) observe that impulse buying account for over $4 billion in US annual sales. Kacen and Lee (2002) observe that impulse buying account for over $4 billion in US annual sales. The increasing trend in unplanned purchases account for 60% of all purchases has been recorded in past researches (Amos, Holmes, & Keneson, 2014; Mattila & Wirtz, 2008) and impulse buying contributes in between 40% to 80% depending upon the product category (Hausman, 2000; Kacen, Hess, & Walker, 2012). A grocery chain store in Canada observed that if their customers would buy one additional item on their impulse the profitability of their store may increase by more than forty percent (Babin & Attaway, 2000). Consumer’s impulse behavior and its influence on buying decision shows the importance of this specific area of consumer research (Hausman, 2000)
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