Impulse Buying Research Articles

PENGARUH SHOPPING LIFESTYLE DAN FASHION INVOLVEMENTTERHADAP IMPULSE BUYING BEHAVIOR

This research aims to find out how Shopping Lifestyle and Fashion Involvement influence the Impulse Buying Behavior (case study of consumers at the Gallery RJ store in Bengkulu City). The research method used was quantitative, with a sample of 96 respondents from Gallery RJ buyers. Data analysis includes the Classic Assumption Test, Multiple Linear Regression, Coefficient of Determination (R2), and Partial tests (t test), Simultaneous (F test). The research results show that Shopping Lifestyle has a significant and positive influence on Impulsive Buying Behavior H1 is accepted, likewise Fashion Involvement also shows a significant positive influence on Impulsive Buying Behavior H2 is accepted. Meanwhile, the F Shopping Lifestyle (X1) and Fashion Involvement (X2) tests have a significant influence on Impulse Buying Behavior (Y) at Gallery RJ Bengkulu City so that H3 is accepted. The coefficient of determination shows that together Shopping Lifestyle and Fashion Involvement make a big contribution in influencing Impulsive Buying Behavior at Gallery RJ Bengkulu City. And the most dominant factor with the largest regression coefficient value is the Fashion Involvement variable (X2)

The Influence Of Social Presence On Impulsive Behavior Buy Gen Z On Live Streaming E-Commerce Shopee With Sor Framework

The rapid development of the internet in Indonesia has driven the growth of e-commerce businesses, with this phenomenon being a major factor in the emergence of live streaming e-commerce features. There exists a social presence in live streaming e-commerce, which is the ability to interact directly with viewers, thus prompting unplanned purchases (Impulsive Buying). In Indonesia, Gen Z tends to engage in impulsive buying, especially when shopping online. The need for instant gratification and the convenience of online shopping further fuel this behavior, often resulting in unplanned and impulsive purchases. Therefore, this study aims to analyze the influence of social presence on impulsive buying in live streaming e-commerce among Gen Z. Using dimensions such as broadcaster's social presence, viewer's social presence, live streaming social presence, arousal, and pleasure. Thus, this research examines the impact of social presence that may affect impulsive buying on Shopee. This study adopts a quantitative research approach using Structural Equation Model (SEM) with AMOS application. Data collection involves quantitative methods through questionnaires and SEM analysis. The research findings indicate that the overall Structural Equation Modeling (SEM) supports the current model, where impulsive buying dimensions have a positive and significant influence from broadcaster's social presence, viewer's social presence, live streaming social presence, arousal, and pleasure. This study is expected to provide theoretical and practical insights into how marketers can effectively plan and implement strategies in live streaming e-commerce. Keywords: e-commerce, marketing, social presence, impulsive buying, Gen Z, Structural Equation Modeling (SEM).

THE INTERPLAY BETWEEN E-COMMERCE OPTIMIZATION, CONSUMER TRUST, AND IMPULSIVE BUYING: A COMPREHENSIVE ANALYSIS

This study investigates the burgeoning e-commerce market in Thailand, focusing on consumer trust, e-commerce optimization, and impulsive buying behaviors among Generation Z. With a significant portion of Thailand's population engaging in online shopping, the study aims to understand the factors influencing consumer trust and the impact of e-commerce optimization on impulsive buying. Using a quantitative approach, data were collected from 721 respondents aged 18-28 and data analysis using SEM-PLS. The main findings show that e-commerce optimization has a significant positive correlation with consumer trust (R² = 0.965) and impulsive buying (R² = 0.988). This research provides practical contributions for e-commerce practitioners to enhance their marketing and operational strategies based on these findings The results indicate a strong positive correlation between consumer trust and e-commerce optimization, The practical implications of these findings suggest that e-commerce platforms should focus on enhancing their security features and user-friendliness to foster consumer trust, which in turn can lead to increased impulsive buying. Additionally, businesses can utilize these insights to design more effective marketing strategies that leverage consumer trust to drive impulsive purchases. This research provides practical contributions for e-commerce practitioners to enhance their marketing and operational strategies based on these findings. Despite challenges such as consumer trust issues and logistical inefficiencies, the potential for e-commerce growth in Thailand remains substantial, driven by government support and private sector innovation.

THE EFFECT OF DISCOUNT AND SHOPPING LIFE STYLE ON IMPULSE BUYING WITH POSITIVE EMOTION AS AN INTERVENING VARIABLE ON THE SHOPEE SHOPPING PLATFORM

Business that employs an online store using Shopee platform is Ghealsy.id. The aim of this study is to ascertain: (1) whether Discounts have an influence on Impulse buying, (2) whether Shopping lifestyle has an influence on Impulse buying, (3) whether Positive emotions have an influence on Impulse buying, (4) whether Discounts have an influence on Positive emotions, (5) whether Shopping lifestyle has a positive influence on Positive emotions, (6) whether Discounts have an influence on Impulse buying through Positive emotions as an Intervening Variable, and (7) whether Shopping lifestyle has an influence on Impulse buying through Positive emotions as an Intervening Variable. This study employs a quantitative (numeric) approach with 100 respondents as its sample. The results of this research demonstrate that: (1) Discounts have an effect on Impulse buying, (2) Shopping lifestyle does not have an effect on Impulse buying, (3) Positive emotions have an effect on Impulse buying, (4) Discounts have an effect on Positive emotions, (5) Shopping lifestyle has a positive effect on Positive emotions, (6) Through Positive emotions as an Intervening Variable, Discounts have an effect on Impulse buying, and (7) Through Positive emotions as an Intervening Variable, Shopping lifestyle has an effect on Impulse buying

Comparative Analysis of Impulse Buying Behaviour Across Retail Channels: A Study of Physical Stores, E-commerce Websites and Mobile Shopping Apps

"The nuanced dynamics of impulse buying behaviour across diverse retail channels unveil a fascinating interplay between consumer psychology and the unique attributes of physical stores, e-commerce platforms, and mobile shopping apps. Delving into the intricate landscape of impulse buying behaviour across three prominent retail channels, namely physical brick-and-mortar stores, e-commerce websites, and mobile shopping applications, sheds light on how retail environments shape and influence impulsive buying behaviours. Employing a comprehensive research framework that encompasses the realms of behavioural psychology, astute marketing strategies and the nuanced analysis of digital interfaces unveils the underpinnings that drive impulsive purchases in each distinct retail environment. By means of meticulous data collection and rigorous scrutiny, this research discerns the unique determinants of impulsive buying behaviour, encompassing consumer motivations, environmental cues and the pivotal role of technology becomes apparent. The comparative analysis not only enriches understanding of the impulse buying phenomenon but also provides actionable insights for retailers and marketers keen on creating bespoke strategies tailored to the specific attributes of each retail channel. Presenting realistic implications for businesses seeking to optimize consumer engagement and bolster sales in today’s multifaceted retail landscape, the recognition of the varied triggers behind impulse buying across different platforms empowers retailers to cultivate precision-targeted approaches that deeply resonate with their intended audience, thereby amplifying the efficacy of their marketing endeavours. Undertaking an exhaustive comparative analysis of impulsive buying behaviour"

Comparative Analysis of Financial Literacy and Behavioural Control on the Household Wealth of Generation Y with Special Reference to Bhavnagar

This study investigates the impact of financial literacy and behavioral control on the household wealth of Generation Y in Bhavnagar, employing a primary questionnaire method. As financial literacy becomes increasingly critical in managing personal finances and achieving financial stability, understanding its influence on wealth accumulation is essential, particularly for the younger generation facing complex financial environments. The study utilized 215 structured questionnaires distributed to a representative sample of Generation Y residents in Bhavnagar. The questionnaire covered various aspects of financial literacy, including budgeting, saving, investing, and understanding financial products, along with behavioral control metrics such as impulse buying, financial planning, and risk-taking tendencies. Data analysis involved both descriptive and inferential statistics to identify significant relationships and draw comparisons between different levels of financial literacy and behavioral control and their impact on household wealth suing Friedman test appropriate. The findings contribute to the broader understanding of personal finance management and its implications for wealth accumulation among young adults in urban area.

The Interplay of Financial Literacy on the Financial Behavior and Well-being of Young Adults: Evidence from Nigeria

The financial stability of young adults worldwide is under threat due to widespread impulsive online purchasing and the economic strain brought on by the COVID-19 pandemic. This study, therefore, examines the role of financial literacy as a mediator between financial behavior and the financial well-being of young adults, specifically in Nigeria. The research involved 120 respondents, 60 undergraduate and 60 postgraduate students from three selected universities in Western Nigeria. Information was gathered through a structured questionnaire. Data analysis was conducted using Structured Equation Modeling with STATA version 15. The findings reveal a positive association between financial behavior and financial well-being, although this relationship lacks statistical significance. However, significant positive correlations are observed between financial literacy (FL) and financial well-being (FW), as well as between financial behavior (FB) and financial literacy (FL). Furthermore, the analysis uncovers a positive indirect effect of financial literacy on the relationship between financial behavior and financial well-being. This suggests that while the direct link between financial behavior and well-being may be weak, improved financial behavior can indirectly enhance well-being through heightened financial literacy. In essence, the study underscores the crucial role of financial literacy in improving young adults’ financial behaviors and well-being. By investing in education, support services, and policies that encourage positive financial behaviors, both individuals and policymakers can collaborate toward constructing a more financially secure future for the younger generation.

Impulsive buying in buyer–seller service encounters

AbstractThis research examines the impact of buyer–seller similarities (dissimilarities) in Big Five personalities—agreeableness, conscientiousness, extraversion, openness, and neuroticism—on impulsive buying in a dyadic setting. The study further analyzed how the interaction intensity and sensory stimulation mediate the effect of buyer–seller similarities (dissimilarities) on impulsive buying. The authors gathered 1020 dyad data from various beauty salons located in China to achieve research objectives. Difference score analysis was used to compute buyer–seller similarity (dissimilarity), and a variance‐based structural equation modeling technique was applied to analyze the data. The results indicate that the similarity of dyads in agreeableness and openness increases impulsive buying, while similarity in neurotic dyads decreases impulsive buying. Furthermore, interaction intensity mediates the relationships of dyads' similarities—in extraversion and openness—with impulsive buying, while buyers' sensory stimulation mediates the associations of buyer–seller dyads' similarities—in extraversion, neuroticism, and openness—with impulsive buying. Finally, this study provides several implications for marketers in the services industry.

Fashion Drives Impulsive Buying in Indonesia

This research explores how Fashion Involvement and Shopping Lifestyle influence Impulsive Buying at the Eiger Store in Sidoarjo. Using a quantitative survey method, data were collected from 100 respondents via Google Forms and analyzed with SPSS. Results indicate that both Fashion Involvement and Shopping Lifestyle significantly and positively impact Impulsive Buying, with Fashion Involvement having a stronger influence. Key findings suggest that Eiger Store should enhance online sales and update sales strategies for new fashion models to attract more customers. These insights can guide targeted marketing strategies to increase impulsive buying behavior. Highlight: Fashion Involvement strongly influences impulsive buying. Enhance online sales for busy Sidoarjo residents. Update strategies for new fashion models to attract customers. Keyword: Impulsive Buying, Fashion Involvement, Shopping Lifestyle, Consumer Behavior, Eiger Store

Dampak Hedonic Shopping Value dan Shopping Lifestyle pada Keputusan Pembelian Impulsif Pelanggan Shopee di Sidoarjo

Online shopping has become a rapidly growing trend among the Indonesian people. Shopee, as one of the popular online shopping platforms, was chosen as the focus of this research to analyze impulsive buying decisions. This study aims to investigate the influence of Hedonic Shopping Value and Shopping Lifestyle on the impulsive buying decisions of Shopee customers in Sidoarjo. This research uses a quantitative method, with data collection through questionnaires distributed to Shopee consumers in Sidoarjo and obtaining a sample of 75 respondents. The sampling technique used is nonprobability sampling. The data obtained were analyzed using Partial Least Square (PLS) with the help of the SmartPLS 4.0 application. The results show that Hedonic Shopping Value and Shopping Lifestyle have a significant influence on impulsive buying decisions.

Marketing Strategy 5.0 on Live Streaming Commerce Tiktok

This research explores the role of live streaming features in marketing strategy in the context of Marketing Strategy 5.0 and e-commerce live streaming. Using a qualitative phenomenological approach involving direct observation and secondary data analysis, this research identifies how live streaming not only functions as a tool to facilitate real-time product reflection, but also as a platform to build in-depth interactions with customers. Through the Marketing Strategy 5.0 approach, which emphasizes the use of technology to improve customer experience and personalization, the research focus is the TikTok account @serbagroosir with the consideration: this company has survived for more than 5 years with sales always increasing. Through the data analysis technique used, Manual Data Analysis Procedure (MDAP), from the results of interviews accompanied by triangulation of sources and theory, this research found that TikTok's live streaming feature allows companies to answer consumer questions directly, provide exclusive promotions, and encourage impulse purchases. Additionally, live streaming helps in forming a loyal customer community and expands market reach thanks to TikTok's algorithm that supports the discovery of new content. This research suggests that companies should increase the frequency of live streaming sessions and leverage data analytics to optimize streaming timing and content. For future researchers, it is recommended to expand the scope of the study by involving multiple accounts and platforms as well as conducting in-depth analysis of consumer behavior during live streaming sessions to provide more comprehensive insight into the effectiveness of this strategy in e-commerce.

Assessing the Impact of Digital Celebrities and Content Marketing on TikTok's Impulse Purchases in Lampang, Thailand

Assessing the Impact of Digital Celebrities and Content Marketing on TikTok's Impulse Purchases in Lampang, Thailand

How does TAM affect impulsive buying on halal fashion products via shopping mobile apps?

PurposeBy using Technology Acceptance Model, the purpose of this study is to investigate how the perceived usefulness and ease-of-use of shopping mobile apps affects consumer’s flow experience, attitude, impulsive buying tendency (IBT) and urge to impulsive buying on halal fashion products.Design/methodology/approachA quantitative study was done on 357 Indonesian online shoppers to find out how perceived usefulness and ease of use of mobile shopping apps affect impulsive buying tendencies and urges on halal fashion products. Flow experience and attitude were used as mediating variables, and the research hypotheses were tested using Partial Least Square Structural Equation Modeling (PLS-SEM).FindingsThis study confirmed significant positive relationships between perceived usefulness and ease of use of mobile apps, flow experience, attitude, IBT and urge to impulsive buying. The results of this study show that perceived usefulness and ease of use influence flow experience. Ease of use also influences attitude, but perceived usefulness did not impact attitude. In addition, flow experience did not impact attitude. However, both flow experience and attitude influence IBT. Furthermore, IBT significantly mediated flow experience and attitude into urge to impulsive buying.Research limitations/implicationsThis study only captured consumers in one country, so its results cannot be generalized to other nations. Random sampling may limit result generalization. In this study, three mobile shopping applications were investigated and the results would have been different if more mobile shopping applications were investigated.Originality/valueThe study gives a better understanding of how the perceived usefulness and ease of use of mobile shopping apps affect a consumer's tendency and urge to impulsive buying on halal fashion products by using flow experience as mediating variable.

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.

Scroll, Stop, Shop: Decoding impulsive buying in social commerce

Technological advancements within social commerce platforms, such as “action buttons” on Facebook or Instagram (e.g., the “Shop” button), have simplified how customers interact with brands, leading to greater impulse buying opportunities. Using a mixed methodology in two studies involving Instagram users in the United States (US), this research conceptualizes (Study 1) and operationalizes (Study 2) a higher-order model of consumer motivation for social commerce engagement as a hierarchical construct that drives the urge to impulse buy. Further, consumer–brand identification and perceived social risk of commenting are included in the proposed framework. Results show consumer motives of brand intimacy, shopping planning, entertainment, channel advantage, remuneration, and escapism influence impulse buying. Findings further identify consumer–brand identification as a mediating mechanism between consumer motivation and the urge for impulse buying, which also neutralizes the negative moderating effect of the perceived social risk of commenting on social platforms. This study contributes to motivation and impulse buying theory as well as social commerce practice. The findings inform content marketing activities seeking to heighten customers’ urge for impulse buying and mitigate contingency variables. This study also acknowledges related ethical considerations, including the need for brands to understand the urge to impulse buying behaviors to ensure responsible marketing practices that align with principles of consumer well-being.

Discovering online Chinese consumers’ impulse buying in live streaming by the theory of planned behavior

<p class="MsoNormal" style="margin-top: 8pt; text-align: justify;"><span lang="EN-US" style="font-family: 'times new roman', times, serif; color: black; font-size: 12pt;">The study explores online consumers’ impulse buying intentions and behaviors on live streaming platforms. Unlike traditional shopping modes, the development of real-time video streaming provides online consumers with a distinct approach to interacting with live streamers and browsing online products in real-time, potentially causing their impulse buying intentions. To understand online consumers’ impulse buying intentions and behaviors, the paper establishes the research model based on the theory of planned behavior (TPB) model and analyses influencing factors from attitude, subject norm and perceived control aspects. Through the data analysis based on the partial least squares path modelling and variance-based structural equation modelling (PLS-SEM), the research results show that, three factors positively affect online consumers’ impulse buying intentions and lead to their final behaviors. Meanwhile, control variables, including gender, age, and income level, demonstrate insignificant effects across the model. Unlike existing literature, the current study displays the distinct features of live streaming platforms and discovers online consumers’ impulse buying intention based on the TPB model. The results are helpful for related scholars and departments to pay more attention to the live shopping environment and understand online consumers’ impulse buying issues.</span></p>

The Impulse Buying Behavior on Social Networks among Generation Z Consumers in Vietnam

The Impulse Buying Behavior on Social Networks among Generation Z Consumers in Vietnam

The Influence of Marketing Stimulation and Situational Factors on Impulse Purchasing Behavior of Vietnamese Consumers

Today, with the increasingly improved standards of living, consumers’ demands are becoming more diverse. As daily purchasing activities are becoming less planned, impulse purchases are increasingly the norm. This paper focuses on factors influencing consumers’ impulse purchase behavior in three of Vietnam’s largest cities (Hanoi, Da Nang and Ho Chi Minh) based on a review of previous research as well as an analysis of effects of marketing stimuli and situational factors. Data were obtained from 264 Vietnamese consumers who have made impulse purchases using an online survey. Hypothesis testing and path modeling demonstrated that among four marketing stimuli factors, except for price incentives, all have a significant positive impact on impulsive purchase behavior. In addition, time pressure and ability to pay have a significant impact on impulsive purchase behaviors of urban Vietnamese consumers. These findings enrich the extant knowledge on the relationship between marketing stimulation, situational factors and impulse purchasing behavior. They also have important implications for firms that aim to stimulate changes in consumers' psychological desires, thereby stimulating consumers to engage in impulsive purchase behavior.

Investigating impulse purchases in live streaming e-commerce: A perspective of match-ups

Enabled by live streaming technologies, live streaming e-commerce (LSE) is becoming an increasingly promising marketing channel. Due to high entertainment and immersion, LSE greatly telescopes consumer decision journeys from awareness to purchase, thereby more readily stimulating consumer impulse purchase desire. This study reveals the influence of product-based fit on impulse purchases through affective and cognitive systems from the match-up perspective. The results indicate that both streamer-product fit and self-product fit enhance affective intensity and reduce perceived product risk. Unexpectedly, live content-product fit increases perceived product risk but has no significant impact on affective intensity. In addition, both streamer-product fit and live content-product fit enhance consumer perception of self-product fit, which, in turn, influences perceived product risks and affective intensity. However, emotion but not cognition breeds impulse purchase intention. Our findings can offer guidance for online retailers on how to utilize live streaming technology to increase sales.

The influence of financial knowledge on financial management behavior with locus of control and financial attitude as mediation variables

The rapid development of Financial Technology (Fintech) has had an impact on Indonesia's digital economy. Paylater has become the service people choose to meet their daily needs in addition to the increasing number of business transactions carried out electronically (ecommerce). The increase in the use of paylaters in e-commerce increases every year, accompanied by negative impacts such as impulsive buying and consumptive behavior that can befall users and heve derimental impact, especially Generation Z on the island of Java, if they do not have good Financial Management Behavior. The unique phenomenon that currently occuring is that there is an increase in the knowledge possessed but the Non Performing Loan (NPL) rate is also high. This research aims to determine the factors that influence of Financial Knowledge on Financial Management Behavior with Locus of Control and Financial Attitudes as mediation. This research is categorized as explanatory research. The respondents in this study were Generation Z e-commerce paylater users on the island of Java. The sample size in this study was determined using a purposive sampling technique with a total sample of 317 respondents. The data collection method uses a questionnaire, data is analyzed using PLS-SEM. The research results show that Financial Knowledge influences Financial Management Behavior and Locus of Control and Financial Attitudes as a psychological variable added based on Behavioral Finance partially mediate this relationship. It is hoped that beside from increasing their knowledge, ecommerce paylater users on the island of Java must have faith for what in what they can get in the future is controlled by themselves and attitudes in carrying out financial management.