Investigating Iranian female Muslim consumer impulse buying behaviour used as a form of retail therapy

Abstract

Purpose – The purpose of this paper is to evaluate the nature of emotion, self-esteem and life satisfaction tendencies amongst Iranian Muslim consumers when making impulse purchases. Design/methodology/approach – Questionnaires were distributed amongst female Muslim participants at a shopping centre in Yazd, Iran – each of which were selected using cluster and random sampling methods. Data were analysed using descriptive statistics and structural equation modelling techniques, where LISREL software was used to measure the direct and indirect relationships between variables. Findings – Within the sample, there was a direct causal relationship between impulse buying tendencies, impulse buying behaviour and purchasing. Second, there was a negative relationship between self-esteem and life-satisfaction within impulse buying tendencies. Finally, a positive relationship exists between emotion and impulse buying tendencies, which elicits impulse buying behaviour culminating in purchases. Emotion drives these consumers towards dissonance-reducing behaviour, which mediates low self-esteem and life satisfaction – through consumerism as a form of retail therapy. Some of the items purchased on impulse, that fulfilled this role, were hijabs (headscarves) and mantos (a type of tunic/shirt-dress/coat common in Iran). Research limitations/implications – The hijab is worn by Muslim females across the globe. However, the manto is an item of clothing worn almost exclusively by Iranian females. Therefore, it is likely that Muslim females in different geographies may exhibit similar behavioural traits, but their consumption patterns would substitute this item with a different one, such as an abaya or jilbab, for example. Originality/value – Whilst the notion of retail therapy is widely understood, the novel contribution of this study lies in highlighting that the purchase of clothing such as hijabs and mantos by Iranian Muslim females is not just driven by rational and emotional decision-making seeking to fulfil religious obligations. There are cases where these religious artefacts are used to raise feelings of self-esteem and life satisfaction within the same individuals.