Impulse Buying Tendency Research Articles

HUBUNGAN ANTARA MINDFULNESS DAN PEMBELIAN IMPULSIF PADA REMAJA PEREMPUAN YANG MELAKUKAN SHOPPING ONLINE

<p><em>As the development of technology and internet facilities many items can be purchased online. Indonesia has in recent years experienced an increase in purchases of goods online and most of these online transactions are done by women. The facilities provided by online stores often make people more comfortable shopping online. Ease of shopping can trigger the occurrence of purchases that are often not based on the needs and only based on impulse. A person can shop for the needs and motivation of shopping itself. Feelings and emotions are influenced by the human mindset and mindset can relate to one's mindfulness condition. Mindfulness becomes important for online shopping activities, because if a person is not fully aware of the shopping behaviors performed then the shopping behavior becomes something that happens automatically. Shopping behavior that happens automatically will lead someone to make purchases impulsively. The purpose of this study was to find out the relationship between mindfulness and impulsive purchases in girls. Research participants were 228 adolescent girls from University X in West Jakarta. This research uses quantitative method of correlational research type. Correlation test uses Pearson correlation because data is normally distributed. The conclusion in this study is mindfulness has a significant relationship with impulsive purchases in adolescent girls who do shopping online (p <0.01). The direction of mindfulness and impulsive relationship is negative, which means that the higher the mindfulness the impulse buying tendency will be lower.</em></p><p><em> </em></p><p><strong>Keywords</strong><em>: Mindfulness, impulsive purchase, online shopping</em></p>

Role of intrinsic factors in impulsive buying decision: An empirical study of young consumers

The primary aim of the current research was to study the effect of various intrinsic factors on consumer decision making vis-à-vis impulsive buying tendencies. After employing EFA and CFA on 630 consumers in the different parts of Jammu and Kashmir, results showed that intrinsic factors significantly influence the Impulsive Buying Decision. The application of Structural Equation Modeling disintegrated intrinsic factors into positive and negative influencers of impulsive buying behaviour. The present study has significant bearing in consumer world as it has highlighted through a model for how intrinsic factors shape the buying tendencies of a young consumer. Through the application of Multi Group Analysis, a comparison has been drawn between impulsive buying behaviour and various intrinsic factors across males and females taken as two different consumer groups. Overall results have been found significant and could well be adopted for strategy making by various stake holders in the field of consumer psychology and consumer behaviour to figure out the effects of intrinsic factors on buying behaviour.

PENGARUH DISCOUNT PRICE, IN-STORE DISPLAY DAN SALES PEOPLE TERHADAP PEMBELIAN IMPULSIF DENGAN IMPULSE BUYING TENDECY SEBAGAI VARIABEL MODERASI

Studi ini bertujuan menguji pengaruh impulse buying tendency dalam memoderasi hubungan antara discount price,in-store display dan sales people pada pembelian impulsif. Secara khusus, studi ini menguji apakah discount price, in-store display, sales people dan impulse buying tendency merupakan variable yang penting dalam membentuk pembelian impulsif. Data diperoleh melalui survei dengan melakukan penyebaran kuesioner kepada responden. Sampel terdiri atas 110 konsumen MDS di Hartono Lifestyle Mall yang melakukan pembelian impulsif. PLS digunakan untuk menjelaskan hubungan antara variabel yang dihipotesiskan. Hasil menunjukkan bahwa discount price berpengaruh signifikan pada pembelian impulsif, in-store display berpengaruh signifikan pada pembelian impulsif, sales people berpengaruh signifikan pada pembelian impulsif, impulse buying tendency memperkuat hubungan antara discount price, in-store display dan sales people pada pembelian impulsif. Dalam studi ini, keterbatasan dan implikasi penelitian juga didiskusikan untuk memberikan wawasan aspek teoritis, praktis, dan penelitian lanjutan.

Structural Relationship among Perceived Risk, Trust, Impulse Buying Tendencies and Use Intention in Social Commerce context for Tourism Consumption : Applying a Extended Technology Acceptance Model

Structural Relationship among Perceived Risk, Trust, Impulse Buying Tendencies and Use Intention in Social Commerce context for Tourism Consumption : Applying a Extended Technology Acceptance Model

A structural equation model of impulse buying behaviour in grocery retailing

PurposeEnvironmental changes, specifically the economic crisis and the growing penetration of digital technologies, have produced significant changes in shopping habits designed to create new paradigms for impulse buying behaviour. A new scenario seems to be opening up where customers enter the store much more prepared than in the past searching for products they had planned to buy. The purpose of this paper is to explore the determinants of impulse buying in a context of more planning and preparation for shopping. Design /methodology/approachThe data were obtained using a structured questionnaire from 316 respondents interviewed instore thanks to the cooperation of a leading Italian retail chain. We conducted a two-stage approach mall-intercept survey method to collect data. Firstly, we interviewed customers before entering the store, enquiring them about the pre-shopping preparation and shopping enjoyment tendency. Secondly, we interviewed the same customers at the end of their shopping trips, asking them to indicate which purchases were unplanned. Then, shoppers answered to questions regarding their general tendency to engage in impulse buying, the urges experienced to make impulse purchases, the level of positive and negative affect experienced during the shopping trip. FindingsIn the structural model tested with LISREL 8, we found that pre-shopping tendency influences directly impulse buying: confirming our hypotheses, a higher pre-shopping preparation lead to lower levels of impulse buying. Results also showed that the personality variables (shopping enjoyment tendency and impulse buying tendency) influenced impulse buying through positive affect and urge to purchase. Our research did not find support for the relationship between negative affect and urge. Finally, higher levels of urge to buy impulsively lead to higher levels of impulse buying Originality/valueFrom the review of past and recent literature, we have not found a model that considers the influence of pre-shopping tendency on impulse buying behaviour. This paper addresses this major gap in extant literature by including pre-shopping tendency among the individual characteristics (impulse buying tendency and shopping enjoyment tendency) taken into consideration by past contributions.

Exploring the link between impulsive buying tendency, self-esteem and normative influence: a structural equation model

The purpose of the paper is to investigate the role of self-esteem and consumer's susceptibility to interpersonal influence in influencing IBT through the survey of Indian consumers. Data were collected through questionnaires administered to 250 corporate executives through an online survey. Structural equation modelling technique was used to test the hypothesised model. The empirical findings of the study revealed a negative relationship between self-esteem and impulsive buying tendency. Consumers' susceptibility to interpersonal influence was found to have a positive impact on the impulsive buying tendency. Self-esteem was found to be negatively related to the impulsive buying tendency. The mediation role of consumers' susceptibility to interpersonal influence in the relationship between self-esteem and the impulsive buying tendency was established. The model was tested in the Indian context with corporate executives as participants. Result indicates a negative relationship between SE and IBT and a positive relationship between nCSII and IBT. The mediation intervention of nCSII in the relationship between SE and IBT is also established. Managerial implications, limitations, and directions for future research are discussed.

The Buying Impulse and Perceptions of the Physical Self

General trait-based approaches to the study of impulsive buying fail to explain the product-specific nature of this behavior and the relevance of specific self-motives in this context. Two related studies were conducted to understand the role of domain-specific physical self-perceptions on the context dependent nature of impulsive buying. The first study showed that physical self-perceptions are better predictors of context-specific impulsive buying than global self-measures. The second study grouped people with high and low physical self-esteem (PSE) to understand the role of PSE on product-specific, impulsive buying tendencies. Results showed that the impulsive buying tendency of individuals toward different products changes as a function of the relevance of product to physical self-perceptions. It was also found that perceived importance in the physical domain (PIP) may be an underlying factor. Overall, current research suggests impulsive buying is a product-specific behavior such that physical self-images along with perceived importance attributed to these images may affect individuals’ impulsive buying tendencies, depending on the self-related function of products.

Impulse buying tendencies among online shoppers in Sweden

PurposeThe purpose of this study is to characterize consumers with high impulse buying tendency (IBT) by comparing them with low-IBT consumers in an online shopping context.Design/methodology/approachData were collected through a postal survey to a random sample of Swedish citizens, resulting in 144 responses, which were analysed statistically..FindingsResults indicate that high-IBT consumers, compared to those with low IBT, are on average younger, more likely to be female and more frequent online shoppers with higher levels of trust in the internet. However, they seem more likely than low-IBT consumers to abandon their online shopping carts before completing the purchase, often because of need uncertainty.Practical implicationsThe findings can give retailers a better understanding of consumers with high IBT and thereby increase the possibility to target and communicate with them more effectively. This is an interesting opportunity as both multi-channel shopping and impulse buying behaviour is likely to become even more common in the future.Originality/valueThe study contributes to the understanding of impulsive consumers, as it addresses the role of situational and socio-demographic attributes of high-IBT consumers compared to low-IBT consumers. The differences in online purchases, intentions to buy fashion online, shopping cart abandonment and trust in the internet suggest that even if IBT is a relatively stable and general personal trait, the tendencies to act on buying impulses may be more context-specific.

Exploring the link between impulsive buying tendency, self-esteem and normative influence: a structural equation model

Exploring the link between impulsive buying tendency, self-esteem and normative influence: a structural equation model

The influence of media multitasking on the impulse to buy: A moderated mediation model

This study explores whether and why media multitasking is related to the impulse to buy among young people. The results of an online survey of 993 college students supported the proposed moderated mediation model. For individuals with a higher impulse-buying tendency, media multitasking enhanced the buying impulse through the mediation of high perceived information utility. For individuals with a lower or moderate impulse-buying tendency, media multitasking enhanced the buying impulse through the mediation of high perceived information utility and social presence. The moderated mediation model extended the stimulus-organism- response (S-O-R) framework and demonstrated the moderating influence of an impulse-buying tendency.

Materialism as the Mediator of the Association between Subjective Well-being and Impulsive Buying Tendency

The findings of the research are consistent and demonstrating the negative relationship between materialism and well-being. The literature also suggests that materialism is one of the main predictors of the impulse buying. It should also be noted that though the relationship of materialism and subjective well-being has been extensively explored, the ambiguity with respect to the directionality of the relationship still prevails in the literature. Subjective well-being recently becomes the subject of interest of scientists from different fields. However, the relationship of well-being with consumer buying behavior received scarce attention. In particular the effect of happiness (well-being) on consumers’ tendency toward impulsive buying behavior, except of some attempts, has been nearly left unaddressed. This study attempts to explain the underlying mechanism of the relationship of subjective well-being and inclination toward impulsive buying behavior. We hypothesize that subjective well-being affects propensity toward impulse buying indirectly through the presence of the materialism. Lower levels of well-being increase materialism that in turn leads to higher levels of impulsive buying tendency. The results of the survey by applying the path analysis (regression based mediation) support the assumption of the indirect well-being-impulsive buying tendency link, mediated by the level of materialism.DOI: http://dx.doi.org/10.5755/j01.ee.27.5.13830

Impulsive Buying Tendency: Measuring Important Relationships with a New Perspective and an Indigenous Scale

Impulsive Buying Tendency: Measuring Important Relationships with a New Perspective and an Indigenous Scale

Body image, impulse buying, and the mediating role of negative affect

The framework of self-regulation theory was used to examine the relationship between appearance-related concerns, negative affect, and impulse buying. College-aged women (n=224) completed measures of impulse buying tendencies (affective and cognitive), body image (appearance orientation, appearance evaluation, weighted self-ideal discrepancy, upward physical appearance comparison), and negative affect. Regression analyses using bootstrapping procedures indicated that negative affect mediated the relationship between three of the body image measures, appearance orientation, weighted discrepancy, and upward appearance comparison and affective, but not cognitive, impulse buying. Negative affect was also a mediator between appearance evaluation (body dissatisfaction), and impulse buying, but there was no evidence that appearance dissatisfaction influenced impulse buying tendencies independent of its effect on negative affect. The mediating relationship between body image, negative affect, and the affective component of impulse buying supports the idea that the need to manage or repair negative affect associated with appearance concerns can motivate impulse buying.

Relation between dispositional mindfulness and impulsive buying tendency: Role of trait emotional intelligence

The relationship between dispositional mindfulness and impulsive buying tendency (IBT) has been studied in the present work. An attempt has been made to examine whether trait emotional intelligence (EI) is distinctive and useful in explaining the relationship between dispositional mindfulness and impulsive buying tendency or not. A survey based on self-administered questionnaires comprising the Cognitive and Affective Mindfulness Scale–Revised and Wong and Law Emotional Intelligence Scale has been conducted on 319 subjects in India. Results revealed that dispositional mindfulness is negatively related to IBT and positively related to all components and total scores of EI. It has been observed that the total EI scores as well as the use of emotion, self-emotion appraisal and regulation of emotion components of EI fully mediated the relationship between mindfulness and IBT. The findings of this study may prove helpful in an empirical understanding of the mechanism through which mindfulness enhances emotional intelligence which further influences impulsive buying tendency among individuals.

Investigating the effects of shyness and sociability on customer impulse buying tendencies

Purpose The effect of personality traits on impulse purchase is not well understood. The purpose of this paper is to investigate how two such traits, shyness and sociability, impact on impulse buying tendency. Understanding drivers of impulse purchase, a significant source of retail sales, is important to succeed in the challenging environment that store-based retailers face. Design/methodology/approach A customer intercept approach was taken to collect 194 responses from two locations in a busy city centre shopping street in Dublin, Ireland, and the hypotheses were tested using covariance-based structural equation modelling. Findings Sociability has a significant positive effect on both affective and cognitive impulse buying tendencies whereas shyness has a positive effect on cognitive impulse buying tendencies only. Age was found to be a significant moderator of these effects. Research limitations/implications This study uses an in vivo street-intercept approach and hence the results may differ for other data collection approaches. The lack of discriminant validity of the sub-scales for impulse buying tendencies has implications for future research. Practical implications The findings suggest that retailers should factor customers’ psychological traits into their decision making. Individuals with high levels of sociability and shyness are prone to buying on impulse but in different ways. Younger people are more likely to exhibit these behaviours. Originality/value This paper meets a need for research on how customers’ traits affect their impulse purchase tendencies, and offers retailers advice on how to attract and serve customers with these traits.

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

With the opening up of the economy and the proliferation of mall culture, the economic relevance of impulsive buying behaviour has assumed significance. Impulsive buying behaviour is better understood by examining the impulsive buying tendency that shapes such behaviour, and since consumer behaviour differs across cultures, by incorporating an indigenous perspective in understanding and measuring the tendency. Studies were conducted to develop an Indian scale for measuring impulsive buying tendency and to validate it by examining its association with other relevant variables. A two factor, 8-item scale was developed; a significant positive relationship was seen between impulsive buying tendency and impulsive buying behaviour, and the relationship between impulsive buying tendency and self-control was found to be inversely significant. Results also showed significant relationship between impulsive buying tendency and the two personality constructs of Conscientiousness and Extraversion.

Impulse buying tendencies among Indian consumers: scale development and validation

Purpose The purpose of this paper is to conceptualize, develop and validate the measurement of impulse buying tendency India, an emerging market in Asia. Design/methodology/approach The conceptualization of India’s impulse buying tendency (IBT) has been based on a review of academic literature and an analysis of qualitative data from 30 observations at retail stores and 25 in-depth consumer interviews. The scale’s reliability and validity were assessed by content, convergent, discriminant, nomological and predictive validity using statistical techniques such as exploratory factor analysis and confirmatory factor analysis. Findings A two-dimensional measure for IBT was developed for the Indian market, and then tested and validated using appropriate statistical measures. Research limitations/implications The study was skewed towards offline retail with both observations and interviews focusing on the bricks-and-mortar model. With e-retailing in India growing at a rapid rate, future research should extend the study and verify the IBT instrument’s validity specifically for impulse buying behaviour online. Originality/value To the best of authors’ knowledge, the present study is the first to bridge the gap in the existing research of impulse buying in context of emerging markets like India that are culturally, unlike both the western/developed and other Asian/emerging markets; and socio-economically, facing an interplay of variety of factors that are in a state of flux. The developed IBT scale would help by providing academics and practitioners with means of broadening their perspectives and understanding of retail behaviours in a context that is characterized by unprecedented consumer spending, increasing proliferation of modern retail and influence of a culture traditionally been given to simplicity and frugality.

Segmentation of impulse buyers in an emerging market – An exploratory study

Impulse buying promises to be a dominant buying behaviour in the highly conducive environment of emerging markets like India. However, existing research in these markets is largely within the context of product or market driven factors with inadequate focus on psychological exploration. The present study emphasizes on the role of an individual with underlying personality trait of impulse buying tendency being the focal point of the planned investigation. It uses the knowledge of impulse buying tendency and its contextual indicators as an effective taxonomical tool to profile the retail consumers’ psychologically and capture their demographic diversity. The analysis identifies and profiles three distinct impulse buying consumer segments: proactive impulsive, hesitant-hedonist and pragmatic-rationalist; thus providing manufacturers and retailers an effective marketing tool to address different consumer groups.

The role of self-esteem, negative affect and normative influence in impulse buying

Purpose – The purpose of this paper is to empirically examine the roles of self-esteem (SE), negative affect (NA), and consumer susceptibility to normative influence in the enactment of impulse buying behavior. Design/methodology/approach – A theoretical model is developed through an extensive review of literature. Survey research is conducted to collect the data from respondents. Structural equation modeling is performed to test the model and the hypotheses. Findings – The outcome of the study reveals that the act of impulsive buying is preceded by buying impulse (BI). BI is positively influenced by consumer susceptibility to normative influence and impulsive buying tendency (IBT). SE influences the generation of BI partially mediated by IBT. Research limitations/implications – The study is limited in its generalizability in terms of its geographic location, culture, and the context of product categories. Practical implications – The findings of the study have practical implications in developing marketing communications, merchandising, and personal selling strategies. Originality/value – In view of the contradictory empirical evidences in extant literature regarding the role NA the present study re-examines whether NA influences impulse buying. The study, conducted in the field setting also ascertains the external validity of the findings not tested in the prior research. Furthermore, in light of psychology literature, the relationship between SE and IBT was hypothesized and empirically established in the present study.

Aile Değerleri ve Dindarlığın Plansız Satın Alma Eğilimi Üzerine Etkilerine Yönelik Bir Yapısal Eşitlik Modeli (A Structural Equation Model on the Effects of Family Values and Religiosity toward Impulse Buying Tendency)

The purpose of this study is to measure the effects of family values and religiosity on impulse buying tendency. Our sample consists of 250 consumers. According to the frequency analysis, the sample represents the new middle class consumers who are mostly young, well educated urbanites and white collar professionals. We used reliability and validity analyses, exploratory and confirmatory factor analyses, descriptive statistics, Pearson correlation analysis and structrual equation modelling. Finally, there is a negative and significant relationship between consumers’ religiosity and their impulse buying tendency. Furthermore, there is a positive and significant relationship between consumers’ religiosity and their family values.