Impulse Buying Research Articles

Pleasure, impulse, compulsion, and rationality in the behavior of young consumers in the context of contemporary challenges and current events

In modern societies, significant changes are taking place in the sphere of consumption. Consumption is no longer just a way of satisfying needs. Sometimes it can also be about experiencing pleasure (also on impulse) or relieving tension. A characteristic behavior of pleasure consumers is the spontaneous (impulsive) purchase of goods that are attractive to them. At the same time, impulsive purchases differ from rationalized purchases in that the decision to purchase a given product is made quickly and usually without deeper reflection. The purpose of this article is to try to answer the question, what is the essence of purchasing decisions in the face of the challenges of the modern world, such as the COVID-19 pandemic, the war in Ukraine and inflation? What are the shopping habits of young consumers, especially in relation to their emotional, psychological, social, and economic spheres? In light of these challenges, can one notice any adaptation strategies, “survival” strategies, rationalization of behavior, or, on the contrary, will the orientation towards pleasure, compulsive shopping, or impulse purchases dominate? The subject of this article is the consumer behavior of young people, perceived as a series of reactions to various stimuli — instincts, emotions — that inspire and mobilize them to satisfy their needs. The answers to the questions posed above were obtained by analyzing the data obtained through qualitative research using the technique of focus group interviews.

Exploring Impulsive Buying Motivation in Consumers From a Management Perspective and Sharia Accounting

Impulse buying is consumer behavior without pre-purchasing products or irrational purchases associated with smooth and unplanned purchases, as well as high emotional impulses. This study aims to determine the tendency of impulsive buying among students at UIN North Sumatra and to find out whether there is a tendency for impulsive buying among students in terms of online shopping options including marketplaces, social media and e-commerce. The population in this study are students at UIN Sumatra. North as many as 100 respondents using purposive sampling. Data collection techniques with questionnaires. Using simple linear regression analysis. The results of this study indicate that partially there is a tendency for impulsive buying among students based on the choice of places to shop online with a tcount (8,496) > ttable (1,984) and with a Sig. (0.000) < (0.05), it can be concluded that the Impulsive Buying Tendency variable influences the Choice of Online Shopping Places. In terms of the coefficient of determination (R Square), which means that every 1% increase in Impulsive Buying Tendencies will increase the Choice of Online Shopping Places by 42.4%.

The Effect of Attractiveness, Expertise, Visual Attractiveness and Interactivity on Online Impulsive Buying Behavior

An innovative approach to product marketing through live streaming on TikTok can potentially encourage impulsive buying behavior among Indonesian customers, offering opportunities for e-commerce business owners to increase sales. This research focuses on identifying factors influencing impulsive purchasing decisions for fashion products through live streaming on TikTok, namely attractiveness, expertise, visual appeal, and interactivity. Using the Stimulus-Organism-Response (SOR) theoretical framework, this study explores consumer reactions and behaviors caused by stimulus factors which are then analyzed using Structural Equation Modeling (SEM) PLS techniques with the SmartPLS application based on 156 valid respondents on TikTok. The results are expected to guide fashion business actors in social commerce to design effective marketing strategies using TikTok live streaming by emphasizing aspects of perceived enjoyment to encourage impulse buying.

Determinants of Impulse Buying in Buy Now Pay Later Users

Determinants of Impulse Buying in Buy Now Pay Later Users

When Positive Emotion as a Mediator in Creating Impulse Buying at Shopping Discount Event

When Positive Emotion as a Mediator in Creating Impulse Buying at Shopping Discount Event

Factors that Influence Impulse Buying for Generation Z

Factors that Influence Impulse Buying for Generation Z

The Impulse Buying Behavior: The Role of Financial Literacy, Perceived Usefulness, Perceived Ease of Use, And Security of E-Wallets (Case Study At Mercu Buana University Students)

The Impulse Buying Behavior: The Role of Financial Literacy, Perceived Usefulness, Perceived Ease of Use, And Security of E-Wallets (Case Study At Mercu Buana University Students)

THE INFLUENCE OF SHOPPING LIFESTYLE, FASHION INVOLVEMENT, DISCOUNT, LIVE STREAMING SHOPPING, AND PAYMENT METHODS ON IMPULSE BUYING FASHION PRODUCTS ON THE SHOPEE MARKETPLACE

This research aims to determine the influence of shopping lifestyle, fashion involvement, discounts, live streaming shopping, and payment methods on Impulse Buying of fashion products on the Shopee Marketplace (case study of Generation Z in Sumbersari District, Jember Regency). The type of research used in this research is quantitative. The population in this study is Generation Z Shopee application users in Sumbersari District, Jember Regency and the sample taken was 155 people with a sampling technique using purposive sampling. Data collection methods are through observation and questionnaires via Google Form. The data analysis used is multiple linear regression, while hypothesis testing uses the t test. The research results show that Shopping Lifestyle, Fashion Engagement, Discounts, Live Streaming Shopping, and Payment Methods have a significant influence on Impulse Buying of fashion products on the Shopee Marketplace. Suggestions for future researchers are adding variables that support measuring Impulse Buying, such as Electronic Word of Mouth (e-WOM) variables and Hedonic Shopping Motivation so that they can provide a broader picture of what factors influence Impulse Buying.

The Effect of Customer Reviews on Impulsive Buying at Tik Tok Stores (Study Generation Z in Indonesia)

The purpose of this study is to ascertain how online customer reviews, which are influenced by price consciousness, risk perception, and trust, affect impulsive online purchases on Tik Tok. Generation Z is the group of people who have made purchases on Tik Tok and are now patrons of the Tik Tok online store. Purposive random sampling was the approach used for sampling. First, they must be members of Generation Z; second, they must have made a purchase on TiK Tok. A sample of 135 members of the Z generation was acquired. Smart-PLS was used to analyze the data. The study's findings indicate that: 1) customer reviews have a favorable impact on impulsive online purchases made on Tik Tok; and 2) customer reviews have a negative impact 3) risk perception positively impacts impulsive buying; 3) risk perception positively impacts trust; 4) customer reviews positively impacts trust; 5) trust positively impacts impulsive buying; and 6) customer reviews positively impacts impulsive buying decisions made online. The relationship between customer reviews and impulsive buying is moderated by price consciousness.

Structural relationship between mobile shopping characteristics, consumption values, impulse buying, and consumer satisfaction

This study aims to empirically determine the structural relationship between mobile shopping characteristics, consumption values, impulse buying, and satisfaction in order to promote an understanding of impulse buying in the mobile shopping environment. To this end, we conducted a survey using the convenience sampling method on sports management majors attending a four-year university in Seoul, South Korea, who have experience purchasing sports products on a mobile device. We analyzed the collected data using descriptive statistics analysis, confirmatory factor analysis, reliability analysis, correlation analysis, and structural equation modeling. The key findings are as follows: First, mobile shopping attributes had a positive effect on consumption values. Second, consumption values of college student consumers in the mobile shopping environment had an effect on impulse buying. Third, impulse buying in the mobile shopping environment had a positive effect on the satisfaction of college student consumers. The results of this study have significance in that they provide the basic data for establishing efficient marketing strategies that can induce impulse buying to act as a positive shopping driver. Furthermore, this study is significant because it empirically demonstrates the casual relationship between impulse purchases and consumer satisfaction, and that consumption value is a determinant of impulse purchases.

Impact of Social Environment, Financial Education, and M-Banking Features on Impulsive Buying Behavior Among Indonesian University Students

Impact of Social Environment, Financial Education, and M-Banking Features on Impulsive Buying Behavior Among Indonesian University Students

Cognitive and affective appraisal of online impulse buying: a multi-mediation approach

Cognitive and affective appraisal of online impulse buying: a multi-mediation approach

The Influence of Hedonic Shopping Motivation, Shopping Lifestyle, Fashion Involvement and Shopaholic Behavior on Impulse Buying (PT. Matahari Department Store Magelang)

The Influence of Hedonic Shopping Motivation, Shopping Lifestyle, Fashion Involvement and Shopaholic Behavior on Impulse Buying (PT. Matahari Department Store Magelang)

Impulse Buying Behavior in E-Commerce: Factors Influencing Spontaneous Purchases in Online Retail Environments.

Impulse Buying Behavior in E-Commerce: Factors Influencing Spontaneous Purchases in Online Retail Environments.

PENGARUH HEDONIC CONSUMPTION, LINGKUNGAN TOKO DAN POTONGAN HARGA TERHADAP IMPULSE BUYING DENGAN EMOSI POSITIF SEBAGAI VARIABEL INTERVENING PADA D’CHICKEN SAMBAL BAKAR SITUBONDO

The culinary business is one of the businesses booming and has quite a large development potential. This is illustrated by the number of culinary entrepreneurs who are successful in making profits in their businesses. The aim of this research is to analyze and test the influence of Hedonic Consumption, Store Environment, and Price Discounts on Impulse Buying with Positive Emotions as an Intervening Variable. The population in this research is consumers of D'Chicken Sambal Bakar Situbondo. The sampling technique in this research is simple random sampling. Data analysis and hypothesis testing in this research used the advanced Partial Least Square - Structural Equation Model (PLS-SEM), a robust and reliable method for complex data analysis. The results of the direct influence hypothesis test using the Smart PLS 3.0 application reveal significant insights. Hedonic consumption has a significant positive effect on positive emotions. The store environment, while not significant, has a positive effect on positive emotions. Price discounts have a significant positive effect on positive emotions. Hedonic consumption also has a significant positive effect on impulse buying. The store environment, while not significant, has a positive effect on impulse buying. Price cuts have a significant positive effect on impulse buying. Positive emotions, while not significant, have a positive effect on impulse buying. The indirect influence hypothesis test results show that Hedonic consumption, while not significant, has a positive effect on impulse buying through positive emotions. The store environment, while not significant, has a positive effect on impulse buying through positive emotions. Price discounts, while not significant, have a positive effect on impulse buying through positive emotions.

How celebrity-endorsed travel livestreaming triggers impulsive buying? The role of trust and positive emotions

How celebrity-endorsed travel livestreaming triggers impulsive buying? The role of trust and positive emotions

A comprehensive study on factors influencing online impulse buying behavior: Evidence from Shopee video platform

The rapid expansion of online commerce has significantly altered consumer behavior, particularly among digitally-savvy Generation Z individuals. This research analyzes the influence of product presentation videos on online impulsive buying behaviors in this demographic, using the Shopee video platform as a case study. The study aims to investigate how various external factors, including time pressure (TP), quantity pressure (QP), economic benefits (EB), social influence (SI), visual (VS), and sound (SO), affect online impulse buying by mediating emotions of arousal (AR) and pleasure (PL). This study employed a quantitative approach, and data was collected through a Likert scale questionnaire using a non-probability sampling technique. PLS-SEM statistical analysis was utilized to assess the research model, exploring the interplay of these stimuli in shaping impulsive buying behavior on the Shopee platform, among 438 Vietnamese Generation Z. The study's results indicate significant impacts of all factors on arousal, while time pressure, quantity pressure, and economic benefits did not significantly influence pleasure. Notably, arousal and pleasure emerged as mediators shaping impulsive buying decisions among Generation Z. These findings indicate that strategic use of external factors can effectively trigger emotions, leading to impulsive buying among digital natives. This also offers valuable insights for marketers looking to enhance e-commerce strategies on platforms such as Shopee video. Marketers can trigger customers' impulsive buying by creating a sense of urgency (e.g. flash sales, limited quantities), useful online reviewing, and personalizing discounts. Additionally, using visual and sound strategies in a positive online experience can further enhance this behavior and shape preferences. This study's findings contribute to a deeper understanding of consumer behavior theories in the digital era, highlighting the intricate roles of arousal and pleasure in online impulse buying.

What Makes an Influencer? Comparing U.S. and Chinese Millennial Perceptions of Brand Communication from the Most-Followed Influencers on TikTok and Douyin

ABSTRACT Millennials have become the most sought-after generation for online brand communications, which have leveraged social media influencers (SMI) as spokespeople. As communication becomes more instantaneous and global, we examine how SMIs function in two different cultures: the United States and China. Specifically, we use mixed methods to examine the content, source, and user motivations from the top 5 most-followed SMIs on TikTok and Douyin, adding to the literature on these increasingly relevant platforms. We find that SMIs incorporate brand content with personal content, and Douyin SMIs seem to have more brand communication on their pages. Additionally, through interviews with millennial-age followers, we find that SMIs have strong influence over purchasing behavior of millennials in both countries, motivating impulse buying behavior. Douyin users are drawn to live streaming and attractive visuals while TikTok users seek information and entertainment. Implications for brand communication with SMIs across cultures is discussed.

The Impact of Marketing Stimuli and Consumer Personality on Impulse Buying in Digital Shopping Environment : An Analysis of the Moderating Effect of Referrer Trustworthiness

The Impact of Marketing Stimuli and Consumer Personality on Impulse Buying in Digital Shopping Environment : An Analysis of the Moderating Effect of Referrer Trustworthiness

The Effect of Hedonic Motivation and IT Affordance on Impulsive Buying Decision in Social Commerce TikTok

The Effect of Hedonic Motivation and IT Affordance on Impulsive Buying Decision in Social Commerce TikTok