Impulse Buying Research Articles

The Impact of Promotion, Product Quality, and Trust toward Online Impulsive Buying Decisions: The Mediating Role of Flow Experience

Online purchasing has experienced significant growth, with approximately 40 percent of total online purchases classified as impulsive. However, there is a gap between the potential rise in online purchases and the proportion of impulsive purchases, which remains at 40 percent. To address this gap and boost short-term sales for producers, this study aims to evaluate the impact of promotion, product quality, and trust on online impulsive buying decisions, considering the role of flow experience as an intervening variable. The research employs a descriptive quantitative method, collecting data through questionnaires using a Likert scale. The study was conducted in the D.K.I Jakarta area, involving 246 respondents. Data analysis was performed using path analysis to examine the relationships between the independent variables (promotion, product quality, and trust), the intervening variable (flow experience), and the dependent variable (online impulsive buying decisions). The findings reveal that promotion has a positive and significant influence on online impulsive buying decisions. Moreover, promotion significantly impacts flow experience, which in turn mediates the effect of promotion on online impulsive buying decisions. On the contrary, product quality and trust do not significantly affect either online impulsive buying decisions or flow experience. This suggests that promotional activities are crucial for enhancing impulsive purchases online, while product quality and trust play a lesser role in this context.

How does body appreciation affect maladaptive consumption through fashion clothing involvement? A multi-group analysis of gender

PurposeThe main purpose of this study is to investigate the mediating role of fashion clothing involvement in the relationship between body appreciation and maladaptive consumption, namely fashion-oriented impulse and compulsive buying. The second purpose of this study is to investigate if this mediation varies based on gender.Design/methodology/approachA quantitative approach was adopted in this study, and data were collected via Amazon Mechanical Turk from 255 consumers located in the U.S. aged 18 and above. The collected data were analyzed using the least partial square and multi-group analysis of the structural equation model.FindingsThe results revealed that the relationship between body appreciation and maladaptive consumption is established through fashion clothing involvement. Results also showed that the mediating role of fashion clothing involvement in this relationship does not significantly differ across gender.Originality/valueThis study reports the fully mediating role of fashion clothing involvement in the relationship between body appreciation and maladaptive consumption, highlighting the importance of studying positive body image in the context of fashion and consumption. While previous research findings indicate the negative consequences of negative body image, this research reveals that positive body image can also lead to negative outcomes through possible mediators. Furthermore, this study finds fashion clothing involvement does not differ in mediating the relationship between body appreciation and maladaptive consumption behavior based on gender.

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.

Pengaruh Product Browsing terhadap Pembelian Impulsif pada Produk Fashion di Ecommerce Shopee dengan Flash Sale sebagai Variabel Moderasi dalam Persepektif Bisnis Islam

In the rapidly growing era of digitalization, significant changes have occurred in consumer behavior, especially with the existence of e-commerce platforms and online marketing innovations. Today's consumers frequently browse for information about fashion products before making a purchase. Goals of the study to examine the impact of product searches on impulsive buys, Together with the relationship's moderating effect of flash sales, as well as sharia business perspective. Purposive sampling is a quantitative research method that is utilized. involving Shopee users in Bandar Lampung City. Data were collected using a Google Form-based questionnaire with a Likert scale. The findings indicated that the chance of making an impulsive purchase increased with the amount of time spent searching.. In addition, flash sales were shown to moderate this relationship, increasing impulse buying tendencies when found during browsing. These findings imply that the management of product browsing and flash sale offers needs to be considered in marketing strategies, taking into account the Shariah perspective to ensure fair and non-wasteful transactions.