The effects of cruise attributes on impulse buying behavior: the mediating role of impulsive buying tendency

The concept of impulsive buying is important because it offers an opportunity to enhance profits. Despite the effect of impulsive purchase in the service environment, limited research has been conducted to understand customers’ impulsive buying behavior. Given the unique characteristic of cruise experience, this study aims to investigate the relationship between individuals’ traits, emotions, and impulsive buying behavior. PLS–SEM tests the hypotheses using a sample of 143 cruise customers. Based on trait activation theory, results reveal that impulsive buying tendency has an impact on positive and negative affects and impulsive buying behavior. Furthermore, customers’ emotion mediates the relationship between impulsive buying tendency and behavior. Findings improve the understanding regarding the psychological mechanism of cruise customers’ impulsive buying behavior.

Single’s Daywas first promoted by Alibaba's shopping website on November 11, 2009. Ten years later, Taobao successfully developed this day into a global carnival shopping festival. This research focuses on undergraduate business school students through online questionnaires across the Taiwan Strait. This study is based on five impact factors, including impulse buying tendencies, herd behavior, website features, promotional techniques and impulse buying behavior. No evidence showed that gender, age and monthly disposable income affect students’ buying behavior. This study also found that herd behavior, website features and promotional techniques are moderator effects between impulse buying tendency and impulse buying behavior. We also proved that website design and the opinions of their peers affect consumers' decision aking. According to the analysis, in the current online shopping environment, operators should pay more attention to herd behavior, website features and promotional techniques. This study suggests that the industry should provide sufficient information to reduce emotional conflict, and use these important factors to attract consumers' future purchases.

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

Purpose The purpose of the current exploratory study is to provide a more comprehensive understanding of the essence of impulse buying and postulate the drivers behind it for Azerbaijani consumers who practice Islam. Though there are numerous factors that impact impulsive buyer tendencies, current empirical research focuses on demographic indicators and persona characteristics that influence impulsive buying, which are considered as internal factors. Design/methodology/approach The current research is exploratory and uses the quantitative research method. A total of 442 responses were collected from the surveys between April 6th and May 6th, 2022, with random sampling. The collected data was analyzed with the SPSS Statistics software and the SPSS AMOS 26 version. Cronbach’s alpha was calculated to measure the reliability of the scales. The construct validity of the questionnaire was measured with confirmatory factor analysis (CFA). The correlation among variables was measured by calculating the Pearson correlation coefficient. The structural equation model was run to determine the structural relationship between latent variables and test the proposed hypotheses. Findings According to the regression weights, all the latent variables, excluding materialism, have a statistically significant impact on the impulsive buying tendency. Hedonic motivation and self-esteem have a positive relationship with hedonic buying tendency, while self-control is inversely related. In terms of the impact of demographic indicators on impulsive buying tendency, for Azerbaijani consumers, impulsive buying behavior, differs based on age, education and marital status. However, contrary to previous research, impulsive buying behavior does not change based on income level. However, based on the squared multiple correlations, the predictive power of the model is 24%. Research limitations/implications The current study measured the general impulsive behavior of the local population. Analyzing impulsive buyer behavior toward particular products or product categories might lead to different results. Therefore, other researchers can focus on studying impulsive buyer behavior toward different product categories. Practical implications Understanding consumer buyer behavior, including impulsive buyer behavior, is among extensively researched subjects. However, studies examining the state of impulsive buyer behavior in Azerbaijan and, most importantly, measuring the impact of the numerous factors behind it are lacking. The majority of the available empirical research in Azerbaijan analyzes consumer behavior from a different perspective. However, none of them approaches it from the perspective of analyzing and measuring impulsive buying. Hence, understanding the motivations behind impulse buying behavior can benefit both businesses and consumers, though for contrasting reasons. The former can use the data to determine the triggers for impulse buying, while the latter can be more conscious of their purchasing behavior to avoid unfavorable financial consequences. The primary implication for businesses is that they will be equipped with empirical evidence on which factors and to what extent they influence consumer buying behavior. Subsequently, they can use it while developing marketing and customer relationship strategies. Originality/value There are countless studies focused on defining and measuring impulsive buyer behavior; however, there is a gap in measuring the impulsive buyer behavior of Muslim consumers and, most importantly, understanding the underlying factors. In addition, empiric research examining the state of impulsive buyer behavior of local Muslim consumers in Azerbaijan and, most importantly, measuring the impact of numerous factors behind it is absent. The majority of the available empirical research in Azerbaijan analyzes consumer behavior from a different perspective. However, none of them approaches it from the perspective of analyzing and measuring impulsive buying. The current study analyzes the impact of consumers’ hedonic motivations, materialist values, ability to retain self-control and psychological state on their impulse buying tendency.

The main subject of this study is impulsive buying and compulsive buying behaviors that can occur in consumers’ online shopping and are considered as the unusual or irrational aspects of purchasing. The study mainly focused on personal factors that may be the precursors of these behaviors. In this respect, the study aims to statistically analyze the relationships between the five-factor personality traits, consumer decision-making styles, impulsive buying, and compulsive buying variables based on the relational screening model. It aims to determine which personality and decision-making styles are associated with impulsive and compulsive buying. Within the scope of quantitative research, data was obtained through a survey method from 478 participants, which was determined through convenience sampling and analyzed. The findings from the analyses showed a significant negative relationship between agreeableness and impulsive buying behavior regarding personality traits and, similarly, between openness, conscientiousness, and agreeableness and compulsive buying behavior. It has been revealed that consumers who buy brand consciousness, fashion consciousness, recreational orientation, indecisiveness, impulsive, and habitual decision-making styles are more prone to impulsive and compulsive buying. The study’s findings are expected to contribute to understanding the personality and characteristic features of consumers’ behaviors.

The transformation in consumer purchasing patterns and the corresponding factors is a pertinent issue and a captivating subject for further examination by marketers and scholars in contemporary times. Within this context, the impulsive and compulsive buying behaviors among young individuals in Tebing Tinggi who utilize halal cosmetics have become the focal point of this research endeavor. The primary objective of this study is to ascertain the potential impact of hedonic motivation on impulsive and compulsive buying tendencies. The methodology adopted involves the utilization of accidental sampling technique encompassing a total of 200 participants. The data analysis procedure employed is Structural Equation Modeling (SEM). The findings indicate a positive and noteworthy correlation between hedonic motivation and impulsive buying behavior. Moreover, there exists a constructive and significant association between impulsive buying and compulsive purchasing patterns. Conversely, hedonic motivation does not exhibit any influence on compulsive buying behavior.

This study aimed at investigating the relationships between store environment factors, personality factors and impulse buying behaviors in Egypt. In addition, the mediating roles of shop enjoyment tendency and impulse buying tendency were also investigated. The data were obtained using a structured questionnaire from 500 participants, with a reasonable mix of demographic characteristics, recruited from mega mall customers working in Cairo –Egypt. The results indicated that three personality factors (impulsivity, excitement, and esteem) and two shop environment factors (music and layout) were significantly associated with impulse buying behavior. In addition, impulse buying tendency appeared to fully mediate the relationships between personality factors, shop enjoyment factors and impulse buying behavior. While shop enjoyment tendency appeared to fully mediate the relationship between store environment factors and impulse buying behavior, but did not mediate the relationship between personality factors and impulse buying behavior. The results were discussed in line with the extant literature. Research limitations and implications were reported.

This research aims to examine the effect of shopping enjoyment, hedonic shopping motivation, and price discounts on impulsive buying tendency, and impulsive buying tendency on impulsive buying behavior with self-control as a moderating variable. The sampling technique was carried out using a purposive sampling method. The questionnaire was distributed online using google form. Respondents who filled out a valid questionnaire were 190 respondents of e-commerce users to continue data processing. Researchers used two testing applications, namely SPSS version 28 and Warp PLS version 08. The results showed that H1 shopping enjoyment has a negative effect on impulsive buying tendency, H2 hedonic shopping motivation has a positive effect on impulsive buying tendency, H3 price discount has a positive effect on impulsive buying tendency, H4 impulsive buying tendency has a positive effect on impulsive buying behavior, and H5 self-control does not moderate the effect of impulsive buying tendency on impulsive buying behavior.

Using SOR theory, this paper investigates how storytelling, extraversion, and excitement affect TIBB via tourists’ impulsive buying tendencies. The data were collected using the quantitative method from 349 customers. 10 hypotheses about the targeted variables' direct, indirect, mediating, and moderating effects were confirmed. The current research intends to investigate the antecedents of tourists’ impulsive buying tendencies in the travel context. Overall, this research may shed light on a further understanding of what factors can affect tourists' impulsive buying tendencies and how tourists’ impulsive buying behavior mediates the relationship between antecedents and tourists' impulsive buying behavior. Travel experience is a moderating variable to investigate the effects of storytelling, extraversion, excitement, and tourists’ impulsive buying tendencies. However, most relevant relationships have already been tested in existing studies, and there is a lack of investigation specific to the travel context. The significance of this research and its contribution still need further improvement.

This study aims to examine the role of environmentally induced stimulation in influencing impulse buying. In addition, the authors seek to investigate the impact of two situational factors (availability of time and money) on impulse buying. The present research empirically tests a theoretical model of impulse buying by examining the associations between impulse buying and environment of store, visual merchandising, promotions, impulse buying tendency (IBT), examination goods and availability of time and money. A total of 329 customer surveys were collected and these were analyzed using partial least squares (PLS). Findings show that promotion environment of store and examination of goods have most related with impulse buying behavior. On other hand, results prove that there is not significant relationship between customers’ impulse buying behaviors and two situational factors (availability of time and money) and visual merchandising. This study provides insights to retailers about types of environment of store that can influence consumers’ impulse buying behaviors. Key words: Impulse buying, customers, environment of store, visual merchandising, impulse buying tendency (IBT), promotions.

Purpose: This study focuses on identifying aspects that can influence the behavior of consumers who make purchases at thematic cafes in Malang. This study uses a thematic store atmosphere as an independent variable, impulse buying behavior as a dependent variable, as well as positive emotion and impulse buying tendency as mediating variables.
 Design / Method / Approach: Quantitative approaches and explanatory research are used in this study. The respondents in this study were consumers who had visited the thematic cafe in Malang city, and a purposive sampling technique with a total sample of 200 respondents was used to determine the number of samples. The data collection method used a questionnaire, and the data were analyzed by PLS-SEM.
 Findings: The findings of this study indicate that the thematic store atmosphere does not have a significant effect on impulse buying behavior. Meanwhile, positive emotion and impulse buying tendency were able to perfectly mediate the relationship between the thematic store atmosphere and impulse buying behavior.
 Practical Implications: A thematic cafe with an atmosphere designed according to the concept of a theme that is carried out very well can produce feelings of pleasure, excitement or comfort so that consumers feel like exploring or enjoying the atmosphere of the cafe so as to encourage unplanned purchases.
 Originality / Value: The thematic store atmosphere is based on the thematic cafe trend in the city of Malang. The researcher also tries to make this research more comprehensive by examining the relationship between an impulse buying tendency and positive emotion both of which are mediating variables.
 Paper type: Empirical

Intrinsic factors affecting impulsive buying behaviour—Evidence from India

Background The existing research on impulse buying behavior mainly discusses the influence of external stimuli on impulse buying intention, while there is less research on the internal psychological factors of impulse buying behavior. This paper aims to explore the psychological process of consumers' compliance with impulsive purchase after reading online word-of-mouth, as well as the regulatory effect of impulsive purchase intention and purchase constraint. Research Objects and Methods Taking belief, desire and willingness behavior as the research object, this paper discusses the influence of conformity psychological process on impulsive purchase behavior, as well as the regulatory effect on product demand cognition and purchase constraints. We design a structural equation model from four dimensions: compliance, product desire, impulse purchase intention and product demand cognition. Through this model, we verify the causal relationship between dimensions, the impact of impulsive purchase intention on impulsive purchase behavior and the adjustment of purchase constraints. Through an online survey, 616 valid questionnaires were collected from consumers who had at least online word-of-mouth experience in the past six months. Results Consumers' compliance after reading online word-of-mouth had a positive impact on product desire. Consumers' product desire has a positive impact on impulse purchase intention. Impulse purchase intention has a positive impact on impulse purchase behavior. Purchase constraints have a negative regulatory effect on the impact of impulsive purchase intention on impulsive purchase behavior. Product demand cognition has no moderating effect between conformity and product desire. The results showed that impulse purchase was significantly negatively correlated with economic support ability, self-control and emotion perception, emotion evaluation, emotion control and emotion regulation reflex, emotion regulation self-efficacy (P < 0.01), and emotion regulation self-efficacy (P < 0.05); It was positively correlated with self-care ability, emotion regulation ability and all dimensions (P < 0.01); Incentive autonomy and emotion regulation ability were significantly positively correlated with each dimension (P < 0.01); The ability of self-control and emotion regulation were significantly negatively correlated with each dimension (P < 0.01). Conclusion The same online word of mouth has different effects on different consumers. This influence depends on the conformity degree of consumers, which affects consumers' product desire and indirectly increases the possibility of consumers' impulse purchase through the increase of impulse purchase intention. Purchase constraint can inhibit impulse buying behavior. If enterprises can effectively connect online word-of-mouth with the product purchase process, when consumers have product desire due to the integration effect caused by online word-of-mouth, they can directly guide consumers to the purchase step, so that consumers can complete the purchase in a short time. Therefore, effectively linking the herd effect of online word-of-mouth with consumers' browsing word-of-mouth is an effective way for enterprises to stimulate herd consumers' impulse buying behavior. From a sequential perspective, this paper discusses the psychological process of consumers' impulse purchase and the role of regulatory variables under the background of the popularity of mobile Internet, and discusses the internal changes of positive and negative emotions in the process of consumers' impulse purchase. This is an in-depth study of online impulse buying behavior. Acknowledgements The work is supported by Science and Technology Planning Project of Henan Province of China (soft science research), grant number 212400410095.

Impulsive buying tendency: Measuring important relationships with a new perspective and an indigenous scale

In today's consumer-driven society, impulse buying behaviour has become a pervasive phenomenon, influencing purchasing decisions and economic patterns across the globe. This study examines how situational factors, including store environment, product attributes, social surroundings, and accessibility variables, impact the impulse buying behaviour of students at Universiti Teknologi MARA (UiTM) Kedah. Data was collected from 100 students using self-administered questionnaires and analysed using SPSS statistical software. The results revealed that three variables significantly influence students' impulsive buying tendencies. The goal of this study is to gain a deeper understanding of these situational factors contributes to the development of strategies aimed at promoting responsible purchasing habits and mitigating the potential negative consequences of impulsive buying in the digital era for UiTM Kedah students. By recognizing the drivers behind impulsive buying behaviour, educators and marketers can devise targeted interventions that encourage informed decision- making and equip students with the necessary skills to navigate impulsive buying temptations effectively. This research provides valuable insights for UiTM Kedah in addressing the challenges associated with impulsive buying behaviour among students in an ever-changing consumer landscape.