Consumer Impulse Buying Behavior Research Articles

Factors that Influence Impulse Buying: A Literature Review

An individual's personality, way of thinking, social interactions, and response to situations play an important role in impulse buying behavior. This phenomenon is now common among consumers, who often initially have the goal of buying one item but are tempted to buy additional items that attract attention while at the market. This article reviews the impulse buying literature, the focus is on understanding the phenomenon and the factors that influence it in the purchasing context. The method used is Systematic Literature Reviews (SLR). ). The research results show several factors that influence consumer impulse buying behavior. Positive emotions, store atmosphere, and financial knowledge interact to influence impulse buying tendencies.

Impact of Flash Sale on Impulse Buying on E-Commerce Platforms of Gen Z Consumers in Vietnam

The study aims to examine the impact of Flash Sale programs on impulse buying behavior on E-commerce platforms of Gen Z consumers across the nation. The research was conducted with a sample of 453 Gen Z consumers who have made purchases on E-commerce platforms. SEM model was used to analyze collected data. The results indicate that Attitude towards Flash Sale programs, Arousal, and Pleasure all have positive effects on Impulse Buying. Perishability and Limited quantity scarcity positively influence Attitude towards Flash Sale. Limited time scarcity positively affects Arousal. Information, Visuality, Entertainment, and Economic Benefits positively influence both Arousal and Pleasure. The findings of the study can assist E-commerce platforms in developing Flash Sale programs to increase consumer impulse buying behavior, thereby significantly contributing to sales revenue.

Factors Driving Consumer Impulse Buying On Fashion Products at Tiktok Live

The TikTok live-streaming commerce trend is swiftly gaining popularity in Indonesia, with numerous local fashion brands effectively capitalizing on this opportunity to boost their sales within a short timeframe. Previous research suggests that impulsive buying behavior serves as the underlying factor for this phenomenon. Hence, this research was carried out to investigate consumer behavior in live-streaming commerce, aiming to assist small-scale fashion businesses in enhancing their sales. The Stimulus Organism Response (SOR) Model uses price promotion, promotion time limit, streamer-consumer interaction, and consumer-consumer interaction to influence the consumer’ impulsive buying by perceived risk. The quantitative approach collected 445 data from Indonesia TikTok active users who have watched a fashion broadcast and have purchased during the broadcast. The result found that perceived risk significantly affects consumer impulsive buying behavior. The price promotion, promotion time limit, and consumer-consumer interaction were found to have a strong influence on perceived risk. Then, perceived risk-mediated promotion time limit and impulsive buying decision. It means that promotional time limits indirectly affect impulsive buying decisions. Thus, developing effective price promotion, promotion time limit, and consumer-consumer interaction strategy to drive their perceived risk making a purchase, and arrange an impactful promotion time limit tactic.

The Role of Product Visual Appeal and Sale Promotion Program on Consumer Impulsive Buying Behavior

The study aims at investigating the impact on relationships among visual appeals of products, sales promotion programs, and instant gratification factors on consumers’ impulsive buying behavior. The study comprises two stages using both qualitative and quantitative research methods. In detail, qualitative research is applied in the first stage to explore the factors that might influence consumers' online impulsive buying behavior and examine the relationship among the factors. The quantitative research is conducted in Vietnam. The 362 Vietnam-collected valid questionnaires were analyzed using Cronbach alpha, exploring factor analysis (EFA), confirmed factor analysis (CFA), and structural equal model (SEM) to check the measurement values and test the proposed hypotheses. The result shows that product visual appeal and sales promotion programs have a positive impact on instant gratification factors and impulsive buying behaviors. Moreover, the research proved the direct influence of instant gratification factors on consumers’ impulsive buying behavior. The findings contribute to expanding measured values and provide several suggested solutions for the practical management of business strategy. Doi: 10.28991/ESJ-2024-08-01-021 Full Text: PDF

A Study of the Influence of Marketing Strategy on Consumer Impulse Buying Behavior During Online Shopping Festival from the Perspective of Mental Accounts

With the development of technologies such as big data, artificial intelligence, Internet of things and cloud computing, the infrastructure system of various industries has been reconstructed because of the prosperity of digital transformation. The online shopping festival has also become the product of the vigorous development of online shopping platforms, having attracted increasing attention from both researchers and practitioners as a special consumption scenario. Therefore, the research topic of this paper is to analyze the influence of various marketing strategies on consumers' impulsive shopping behavior during online shopping festival from the perspective of mental accounts. By analyzing a large amount of existing literature, this paper summarized the three most important marketing strategies: shopping atmosphere, characteristics of e-commerce live streaming and payment policies. Additionally, this paper makes a reasonable explanation for the mechanism of impulsive consumption behavior from the perspective of mental accounts which provides theoretical basis and practical guidance for e-commerce platforms and merchants to improve and optimize the marketing strategy of online shopping festival to attract and maintain the enthusiasm of consumers.

Impact of internet usage on consumer impulsive buying behavior of agriculture products: Moderating role of personality traits and emotional intelligence.

E-commerce has led to a significant increase in internet purchases. The marketing sector is very competitive these days, and marketers have a difficult task: understanding the behavior of their customers. Strategic marketing planning relies heavily on consumer behavior since the consumer acts as the user, buyer, and payer in that process. Consumers’ behavior changes in response to shifts in the factors that influence it. The purpose of this research is to show how Internet usage influence on consumer impulsive buying behavior of agriculture products through moderating role personality traits and emotional intelligence in China organic market. The data gathered in three months from January to March 2022, due to COVID-19 pandemic data was gathered through an online survey questionnaire sent by Chinese social media platforms including WeChat and an email address. The PLS-SEM technique and the SmartPLS software version 3.2.8 were used for data analyses. The result revealed that internet usage positively and significantly influences consumer impulsive buying behavior. Also, both moderator personality trait and emotional intelligence positively and significantly moderate the relationship between internet usage and consumer impulsive buying behavior. Lastly, theoretical and practical implications, and future directions were discussed.

THE INFLUENCE OF E-WALLET FOR PAYMENT TRANSACTION ON IMPULSIVE BUYING BEHAVIOR IN MANADO

Manado, as the one of city with rapid economic growth in Indonesia, not least got the impact of the trend in the use of E-wallet as a payment method. The amount of public interest in the use of E-Wallet as a payment instrument can be seen from the number of E-Wallet circulating and the number of promotions by E-Wallet providers. E-wallet users are given benefits such as vouchers, rebates/discounts, bonuses, merchandise and many more. In partial test, the purpose of this study is to find out the result of how E-wallet as the payment tools affect consumer impulsive buying behavior in Manado. This research type is qualitative analysis method using purposive sampling as the sampling technique, The sample size of this research is the ten customer that using E-wallet as their payment transaction as the informants. Purposive sampling was used to collecting data through the in depth interview by list of questions. The result shows that all of them choosing e-wallet as a payment method. That most informants almost have the same answers about the advantages to use e-wallet because e-wallet is seen as a convenient and relatively easier way for transaction process, moreover the use of e-wallet lowers the perceived cost with bigger future use. It is also discovered that each person of the customer of the ten informants have their own different experiences and opinions for the advantages and disadvantages of using e-wallet that affects impulsive buying behavior. The advantages of e-wallet possession such as promos and discount attract people attention towards the things that they don’t need. From there it can see how much the possession of e-wallet affects their decision-making process to make such an impulsive decision. Keywords: E-wallet, Impulsive Buying Behavior

Digital influencer marketing: How message credibility and media credibility affect trust and impulsive buying

ABSTRACT This study develops an underlying mechanism outlining the impact of digital influencers on consumer impulse-buying behavior in the context of social networking sites (SNSs). Based on signaling theory, this research examines the role of message credibility (informational value and vicarious expressions) and media credibility (perceived interactivity and transparency) in developing trust in digital influencers, resulting in impulse buying. Moreover, this study explores the moderating effect of social commerce (s-commerce) experience on the relationship between urge-to-buy (UTB) and impulse buying. This study collects data from SNS users. Findings reveal that message credibility and media credibility play a significant role in developing trust in digital influencers, thereby enhancing the urge to buy impulsively on SNSs. In addition, results show that s-commerce experience does not moderate the relationship between UTB and impulsive buying. Finally, this study provides critical insights to marketers and policymakers.

Why consumers behaved impulsively during COVID-19 pandemic?

Purpose During coronavirus disease 2019 (COVID-19) pandemic, owing to several reasons, consumers behaved impulsively while shopping. Impulse buying has led to a distortion in the availability of various items in the stores. This study aims to explore the factors affecting the impulse buying behavior of consumers during a pandemic like COVID-19 in India.Design/methodology/approachUsing an online questionnaire, 304 Indian consumers were surveyed using a convenience sampling technique. Proposed hypotheses and model were analyzed using structural equation modeling.Findings The study confirmed that fear and resource availability are the most significant factors affecting consumer’s impulse buying behavior during a pandemic. The findings suggest that retailers can minimize the consumer’s fear and manage impulse buying to their advantage by providing better resources to their patrons while they shop.Originality/value During the ongoing COVID-19 pandemic, in the context of businesses, it is being observed that the purchase preferences of consumers have become chaotic and significant swings are visible in their shopping behavior. Thus, the study is an attempt to shed light on the factors that affect consumer impulse buying behavior in such disruptive settings.

Antecedent of Consumer Impulsive Buying Behavior: A perspective of Developing Nation

Impulsive buying concerns the unplanned decision made by consumers before buying any items. Recognizing the factors that influence consumer’s impulsive buying behavior aids retail stores to understand consumer’s decision-making process and accordingly help them design and develop courses of action. However, few studies have only been conducted in this area in context of developing nation. The purpose of this study is to identify the factors that influence impulsive buying behavior and the vital factor amongst them. After collecting 141 valid responses, the study validated the proposed conceptual model using structural equation model. AMOS 26 was used to analyze the data. Data were analyzed in two-fold: Measurement model and structural model. Three items were covaried to reach the optimal model fit revealing hedonic value and shopping enjoyment significant influence on impulsive buying. This research contributes to the knowledge about the relationship among hedonic value, marketing stimuli, shopping enjoyment and social interaction with impulsive buying behavior.

Emergence of Consumer Impulse Buying Behavior with Agent-Based Modeling Approach

Because of the dissemination of impulse buying behavior in consumers its academic studies have increased over the last decade. Because in large stores, sales have to be increased, the behavior of consumers in impulse buying to be taken into account by the researchers and managers of the stores. The purpose of this paper is to model agent-based the impulse buying behavior of consumers (customers), with regards to the factors of discount and swarm in the purchase. In terms of executive purpose and with agent-based modeling approach, the present paper examines the existing reality of consumer impulse buying behavior. This paper develops consumption models, examines and analyzes consumer behavior under the NetLogo software environment. In comparing the optimal points of discounts and sales volume in both discount and swarm-discount functions that lead the stores to maximize profits and sales volume simultaneously, it can be debated that with running this model (swarm-discount) stores would be gaining more sales by less discounts. Results could describe customer behavior by implementing discount and swarm factors. Understanding the Customer behavior prepared the comparing possibility of customer behavior in store in each introduced mathematical model. The contributions could be considered in two points of view. On the applicable view, this research can provide the managers and decision makers with significant information, includes possibility of forecasting sales volume and incomes of any policies in stores, so the comparing of policies and strategies analysis would be possible. This method is rather less expensive, because of virtual environment nature. Users of this model can study other sections by changing the research assumptions.

Modeling Advertising Practices for Product Involvement and Consumer Impulsivity in Branded Apparel: A Case Study of Indian Consumers

The exponential growth of advertising in enhancing consumer impulsivity has drawn the interest of many researchers to explore the various dimensions of advertising and its effective modeling. The branded apparel product market has grown significantly, a large number of competitors have entered into the market with variant quality, and there are a number of attractive advertising practices. The main aim of this study was to analyze the advertising practices and their relationship with consumer product involvement and the impulsive buying behavior of consumers in branded apparel in India. In a survey of 445 Indian customers, the study indicated that advertising practices significantly affect consumer involvement in branded apparel products and enhance their impulsivity toward products. The study also indicated that the level of consumer involvement in the branded apparel product significantly mediates the relationship between advertising practices and consumer impulsive buying behavior. Effective advertising practices will help companies to enhance consumer involvement that will enable branded apparel companies in enhancing consumer impulsiveness toward products. Some of the managerial implications, limitations, and scope of future research are also presented in the study.

Impact of In-Store Atmosphere and Personal Factors on Consumer Impulse Buying Behavior in Supermarket

Impact of In-Store Atmosphere and Personal Factors on Consumer Impulse Buying Behavior in Supermarket

Pengaruh Store Atmosphere Dan Faktor Sosial Terhadap Emosi Positif Konsumen Produk Zara Store Di Pakuwon Mall Surabaya

The following research analyzes the effect of store atmosphere and social factors on positive consumer emotions. This study uses quantitative analysis techniques with multiple linear regression analysis models. Data collection was carried out using a questionnaire media that was distributed to respondents taken at random as many as one hundred customers who visited the ZARA STORE counter at Pakuwon Mall Surabaya. Based on the results of data calculations, it shows that: first, all independent variables (X) have a partial and simultaneous influence on the dependent variable (Y). Second, the t-test results of the store atmosphere variable (X1) show that the store atmosphere has a partial effect on positive consumer emotions (Y) and the social factor variable (X2) partially influences Consumer Positive Emotions (Y). In addition, the simultaneous influence analysis of the two independent variables (X) on the dependent variable (Y) and get a result that is Fcalculation is greater than Ftable so the variables X proved to have a simultaneous effect on the Y variable. The results of the analysis This has supported several opinions derived from several previous studies which explained that the store environment is a character or element that must be considered by business people so as to form an image that will be attached to a brand and affect the emotions of customers or consumers who play a role in forming positive influences and significant impact on consumer impulsive buying behavior

The Impact of Personal Traits of the Consumers on their Impulsive Buying Behavior of Pakistan

Impulsive buying is considered most idiosyncratic and persistence phenomena of consumer lifestyle and also get the intentions of the consumers nowadays. Thus, the aim of the current study is to examine the role of personal traits of the consumer such as openness, conscientiousness, extraversion, agreeableness and neuroticism on their impulsive buying behavior. The purpose also include the investigation of mediating role of positive mood of the consumers among the nexus of personal traits of the consumer and their impulsive buying behavior. The data has been gathered by using questionnaires while SPSS and smart-PLS have been employed for analysis. The results exposed that openness, extraversion, and agreeableness have positive association with consumer impulsive buying behavior. The findings also exposed that positive mood of the consumers positively mediates among the nexus of consumer traits such as openness, and extraversion and impulsive buying behavior. These findings also suitable for the regulators that they should improve their focus on consumer personal traits that should improve the impulsive buying behavior and also enhance the firm performance.

Food Super Store Shopping Environment and Consumer Impulsive Buying Behavior

This study examines the impact of food super store shopping on impulsive buying behavior. The results highlight that discounted price, advertisement &promotion, visual merchandising and emotional attachment, have impact on consumer impulsive buying behavior but special occasions and companion’s influence donot impact consumer impulsive buying behavior. The study is based on a sample of food super store buyers from Rawalpindi and Islamabad. The exploration is useful for marketers to understand impulsive consumers and their choices. Food super stores are one of the growing businesses in Pakistan; therefore, this study will guide the marketers to understand this market segment effectively. The study also discovers the association between food super store shopping environment and types of consumer impulsive buying behavior which are cognitive impulsive buying and affective impulsive buying. JEL codes: M31, M37, M39

Comparative Analysis of Consumer‘s Impulse Buying Behavior with Different Household Incomes : Empirical Evidence from Faisalabad

In today's highly unpredictable marketing environment, where the consumer demands and behaviors are continuously and rapidly changing therefore various factors of consumer impulse buying behavior are proving to be challenging for the existing and new business organizations. Shopping has become a relaxing and rejoicing activity for the consumers making impulsive buying as a socially acceptable and common practice. So by taking into account all these aspects, the objective of this study was to understand the factors affecting impulse buying behavior of the consumer. Store atmosphere and fashion involvement were selected as independent variables while consumer impulse buying behavior was taken as dependent variable for this study. Likewise, impulse buying behavior of consumers with different monthly household income was also analyzed in this study. Primary data was collected through a questionnaire from 250 respondents of district Faisalabad, and then it was analyzed by using various statistical techniques. The results indicated a significant positive impact of store atmosphere and fashion involvement on consumer impulse buying behavior. The study also revealed that among consumer groups with different household incomes; at least one group differed from others in impulse buying behavior. These results were consistent with previous literature. These results could provide information to the marketers and retailers for planning and execution of various marketing techniques. Moreover, educators could expand on the findings by developing new studies examining consumer impulse buying behavior.

Store Ambiance Influence on Consumer Impulsive Buying Behavior towards Apparel: S-O-R Model

Guided by the S-O-R (Stimulus-Organism-Response) model. The purpose of this research is to study was to find the relationship between store ambience factors towards impulsive buying behavior of apparel among the consumers in Chennai city. Theare four important store ambience factors are being recognized like (color, odors, temperature, Participant factors)which is also endogenous variables in the study and the consumer impulsive buying behavior as a exogenous variable. Each of the store ambience factors was tested using SPSS software. The test comprises of cronbach alpha, regression test were used in order to understand the consumers reply towards the ambiance factors. Questionnaires were distributed to the respondents which were filled by the customers who already buy the apparel products. Quantitative research, Purposive sampling comprising of sample size was 250 were return out of 250 samples usable data for study were 215 samples. The respondents rates was 84%.

THE INFLUENCE OF IMPULSE BUYING TOWARD CONSUMER STORE LOYALTY AT HYPERMARKET IN JAKARTA

The rapid growth of the world economy driven by globalization and well supported by information technology results in economic boom across all the business throughout the world virtually leading to significant cross border transactions. The distribution and trading business in particular has no protection in the emerging countries like Indonesia. Hypermarket is one of the very popular concepts in distribution industry which has been developing rapidly in Indonesia and other emerging markets.The sustainable growth of Hypermarket industry largely attributed to consumers’ loyalty driven by marketing strategies and tactics supported by advanced information technology networking. Understanding Consumer behavior is one of the key successes of maintaining consumer loyalty. In this research, Consumer Impulse Buying Behavior and its influence on consumer loyalty has been dealt in detail. The main objective of this study was identifying the influence of Personal Antecedents, In-store Stimuli, In-store Browsing, Shopping Enjoyment, Convenience Orientation, and Perceived Time Pressure to Consumer Impulse Buying Behavior of Hypermarket in Jakarta to assess whether Impulse Buying influence the Consumer Store Loyalty. A conceptual model has been developed to test the relationships among these constructs. The findings expected to enrich the local traditional markets or small and medium enterprises to equip themselves as their competitive edge against the modern retailers and the hypermarkets as well. A new structural model devised to explain the various influences of the relationship among the variables. From the proposed seven hypotheses, there were four hypotheses significantly supportive, while three hypotheses were not supportive. Results and analysis show an interesting hypermarket consumer behavior in Jakarta which consistently enjoy shopping despite having time pressure, insufficient cash availability and lack of attention to in-store stimuli and store convenience. Interestingly this consumer segment was very impulsive in buying decisions and the empirical analysis shows that they were loyal to the store they visit to enjoy shopping as a simple means of recreation

The Influence of Personality Traits on Consumer Impulsive Buying Behaviour

Consumer behavior is a complex phenomenon which is evolving according to the time, situations, demographic characteristics of individuals, personality traits, cultural influences etc. The personality of individuals is a unique dynamic organization of the characteristics of a particular person, physical and psychological, which influence behavior and responses to the social and physical environment. It gives the impression that consumer buying is always influenced by their personality. Therefore, many marketers make use of personality traits in the advertisement of products and at the same time they enhance their marketing strategy. The marketers always designed different products and target specific market segments which commonly addressed on individuals personality traits. The individuals few personality traits influence consumer for impulsive buying behavior. The aim of present research is to study the personality traits influence on consumer impulsive buying behavior as it will help to create opportunities of doing business and dealing with customers. The objectives of this research are: (1) to investigate the influence of personality traits on consumer impulsive buying behavior, and (2) to identify the role of gender and their personality traits influence on consumer impulsive buying behavior. To fulfill the purpose of the study, the researchers randomly collected sample and divided them on the basis of gender, 60 males and 60 females. Data were collected from Delhi and NCR region. The data were analyzed using statistical applications such as correlation and t Test. The result was revealed that the common personality traits have a significant relationship with impulsive buying behavior that is psychoticism in the case of male and female. The role of gender has significant differences in impulsive buying behavior. The man showed more impulsive buying behavior compare to women.