Impulse Buying Research Articles

"Service design for behavioral change in impulse buying via mobile shopping applications during early adulthood - based on FBM model and design strategies for persuasive behavioral design"

"Service design for behavioral change in impulse buying via mobile shopping applications during early adulthood - based on FBM model and design strategies for persuasive behavioral design"

The Effect of Female College Students’ Perfume Consumption Propensities on Brand Attitudes and Brand Equity

The purpose of this study is to analyze the effects of female college students’ perfume consumption propensities on their brand attitudes and brand equity and to provide the fundamental data essential to establish a perfume brand marketing strategy. From August 14 to 28, 2023, an online questionnaire survey had been conducted with female college students who experienced any purchase of perfume. A total of 316 data were used for a final analysis. The results are as follows. First, regarding the effects of female college students’ consumption propensities on their brand attitudes towards perfume, more propensities for resource saving, planned purchase, and impulse buying-which are sub factors of consumption propensities-indicate higher brand attitudes. Second, regarding the effects of their consumption propensities on their brand equity for perform, more propensities for planned purchase, resource saving, and impulse buying indicate higher brand equity. Third, the impulsive buying tendency was the highest in the consumption tendency, and the resource saving tendency and planned buying tendency were high in the brand equity and the brand attitude. Based on the study results, it is considered that the study will be able to help to make reliable brand products in consideration perfume consumption propensities and to activate the perfume market.

How does the Theory of Planned Behavior Mediate The Relationship Between Financial Literacy And Impulse Buying on Live Selling Platforms?

How does the Theory of Planned Behavior Mediate The Relationship Between Financial Literacy And Impulse Buying on Live Selling Platforms?

The Analysis of Hedonic Lifestyle Impact on Irrational Purchasing Behavior with Social Acknowledgement as a Moderating Variable

This study aims to examine the critical role of social acknowledgment in moderating the relationship between hedonic lifestyles and irrational buying behavior, particularly in the context of luxury products among Generation X, Millennials, and Generation Z in Indonesia. The research objective is to assess how social acknowledgment influences the extent to which individuals with hedonic lifestyles engage in irrational purchasing. The method involves purposive sampling, collecting 256 valid responses. The results reveal that while a hedonic lifestyle significantly impacts irrational purchasing decisions, social acknowledgment amplifies this effect, leading individuals to engage in more impulsive and excessive buying behavior. These findings highlight the importance for marketers and corporate policymakers to consider status-oriented and socially acknowledged marketing strategies to effectively target these consumer groups. The implications suggest that social acknowledgment can be a powerful driver in luxury product consumption, emphasizing the need for marketing approaches that resonate with consumers' desires for social recognition.

Analysis of Paylater Usage on Impulsive Buying Behavior

Analysis of Paylater Usage on Impulsive Buying Behavior

Educating Consumers: The Impact of Social Media Marketing Activities on E-Impulse Buying with Purchase Intention As A Mediator

The objective of this research is to investigate the relationship between Social Media Marketing Activities (SMMA) on the outcome Purchase Intention (PI) and Electronic Impulse Buying (EIB). Convenience sampling technique was used and a pre-tested structured questionnaire was filled by 145 participants in Karachi. The items in the questionnaire included SMMA, PI, and EIB developed in previous studies. The research results reveal that, SMMA has a significant impact on both PI and EIB. Moreover, concerning the EIB, PI assumes a critical role. But it has to be noted that there is no support for SMMA’s indirect effect on the EIB through PI. These findings enhance the knowledge gap regarding how SMMA affects the customers’ behavior in a given context of EIB. The research emphasizes that marketers should strive to carry out share-worthy social media campaigns that persuade consumers to buy products on planned as well as impulse bases. On the same note, legislators should put measures in place which would check unethical and unclear social media marketing. Although the present study has made efforts to select the sample conveniently, the limitations and assumptions are considered as liabilities of this research study: Convenience sampling, sample size and cultural difference. Subsequent investigations should examine SMMA’s effects in various ways, for instance, with a focus on longitudinal research designs and psychological intermediaries like consumer trust and brand loyalty, as well as expanding the geographical scope of the study to enhance external validity.

Corporate Creativity Socialization Program: Preventing Impulsive Buying and Building Habits in Families

Corporate Creativity Socialization Program: Preventing Impulsive Buying and Building Habits in Families

The Effect of Discount, Promotion, Hedonic Shopping Motivation, Shopping Lifestyle on Impulse Buying on Tiktok Shop Users

The purpose of this study is to determine the effect of discount, promotion, hedonic shopping motivation, shopping lifestyle on impulse buying in Tktok shop users and to determine the most dominant independent variables among variables, namely discount, promotion, hedonic shopping motivation, shopping lifestyle on impulse buying in tiktok shop users This research method uses primary data with the test stages carried out, namely validity test, reliability test, normality test, heteroscedasticity test, multicollinearity test, multiple linear regression, F test, t test and coefficient of determination. Data collection was carried out using a questionnaire instrument with data collected by 161 respondents. The sampling method in this study is non-probability sampling with purposive sampling techniques. The results of this study show that the variables discount, promotion, hedonic shopping motivation, and shopping lifestyle affect impulse buying. The most dominant variable in this study is the shopping lifestyle variable by looking at the value of the shopping lifestyle regression coefficient of 0.751.

The Effects of Live Streamer's Facial Attractiveness and Product Type on Consumer Purchase Intention: An Exploratory Study with Eye Tracking Technology.

As a booming branch of online retailing, live-streaming e-commerce can present abundant information dimensions and diverse forms of expression. Live-streaming e-commerce has enabled online retailers to interact with customers face-to-face, resulting in widespread instances of emotional and impulse buying behavior. Prior research in live-streaming e-commerce has suggested that live streamers' characteristics, especially the live streamer's face, can affect customers' purchase intentions. The present research used questionnaire surveys and an eye tracking experiment to investigate the impact of live streamer's facial attractiveness on consumer purchase intention for search-based and experience-based products. The questionnaire survey analyzed 309 valid questionnaires and revealed that attractive faces are the key influencing factor driving consumers' impulse purchase intentions. Moreover, consumers' emotional experience plays a partial mediating role in the process of live streamers' faces influencing purchase intention. The eye tracking experiment further explored the mechanism of a live streamer's facial attractiveness on consumers' purchase intentions of search-based products and experience-based products from the perspective of visual attention by analyzing 64 valid sets of data. The results showed that attractive faces attract more consumers' attention and, therefore, increase their purchase intention. Furthermore, there is a significant interaction between product type, the live streamer's facial attractiveness, and consumers' purchase intentions. In the case of unattractive live streamers, consumers are more likely to buy search-based products than experience-based products, while the purchase intention does not vary between search-based products and experience-based products in the case of attractive live streamers. The present study provides evidence for 'beauty premium' in live-streaming e-commerce and sheds light on the design of the match between live streamers and different types of products.

The Phenomenon of Panic Buying and Scarcity during the COVID-19 Pandemic: A Bibliometric Study

The COVID-19 pandemic has implications for multi-sector problems that affect human life globally. One of the impacts arising from the COVID-19 pandemic is the phenomenon of panic buying, which causes scarcity. This study aims to describe the phenomenon of panic buying and scarcity comprehensively. The research method used is qualitative with bibliometric studies. The results showed that panic buying and scarcity during the Covid-19 pandemic occurred in 3 research streams, namely: 1) health and medicine, whose case/theory basis is pandemic and healthcare; and the basis for further research is the COVID-19 pandemic and domiciliary quarantine measure. 2) psychology, whose basic case/theory is panic, public perception, anxiety, and experience; the next research is psychological underpinning, monitoring social interaction, and frequent social interaction. 3) consumer behavior, whose basic case/theory is purchasing/buying/shopping, e-commerce; And subsequent research is extra buying, panic buying, and scarcity. Further research can raise the issue of consumer experience, whose basic case/theory is impulse buying, concept buying, and outbreak; the next research is buying factor, experience buying, and fear.

Influencing Factors of Online Impulsive Buying Behavior to Gamers in Purchasing Gaming Peripherals

The factors that drive gamers' impulsive online behavior in buying gaming peripherals remain poorly understood, despite the Philippines' growing gaming population. This research primarily aims to identify how factors such as self-gratification, novelty, visual attraction, cost saving, reference groups, online shopping convenience, and diversified product selection influence gamers impulsive buying in purchasing gaming peripherals. Descriptive-correlational research design was utilized to analyze the data from 385 respondents. Additionally, descriptive statistics and Multiple Regression Analysis were used to analyze the gathered data and test the relationship of the independent and dependent variable. This study has discovered that 4 of the 7 characteristics significantly affect gamers' impulsive purchasing habits when it comes to gaming peripherals.The results of this study will be useful specifically to gaming peripheral online stores, marketing managers, and product developers to investigate other factors that influence gamers' impulsive buying

Pengaruh Sales Promotion, Celebrity Endorsement, dan Sosial Interaction terhadap Impulsive Buying dengan Consumer Trust sebagai Intervening pada Media Sosial TikTok Shop

This research aims to determine the influence of sales promotions, celebrity endorsements and social interactions on impulse purchases through consumer trust in TikTok Shop users in Jabodetabek. This research uses quantitative methods by collecting data through survey methods, which are distributed via Google Form. The research sample consisted of 308 respondents and was processed using SPSS 25 and AMOS 24. The research results showed that sales promotions, celebrity endorsements, and social interactions had a positive and significant effect on consumer trust. Sales promotions, celebrity endorsements, social interactions, and consumer trust have a positive and significant effect on impulse buying. Sales promotions have a positive and significant effect on impulse buying both directly and indirectly through consumer trust as a partial intervention. Celebrity endorsement has a positive and significant effect on impulse buying both directly and indirectly through consumer trust as a partial intervention. Social interaction has a positive and significant effect on impulse buying both directly and indirectly through consumer trust as a partial intervention.

Pengaruh Flash Sale dan Live Streaming terhadap Pembelian Impulsif pada Marketplace Shopee di Kota Surabaya

Current technological developments can change society to become modern and practical, for example the emergence of online shopping trends, such as on one of the online shopping platforms in Indonesia, namely Shopee. The Shopee marketplace offers various promotions such as flash sales and live streaming to attract consumers to make impulsive buying. The aim of this research is to test the effect of flash sales and live streaming on impulse buying on the Shopee marketplace in the city of Surabaya. The population in this research are consumers who have watched live streaming and are aware of the flash sale program on the Shopee marketplace domiciled in the city of Surabaya. This research used a quantitative approach by distributing questionnaires to 108 respondents via Google Forms. Research variables were measured using the Likert scale assessment technique levels 1-5. The analysis used in this research is Partial Least Square (PLS). This research shows the results that flash sales and live streaming have a significant positive effect on impulse buying on the Shopee marketplace in the city of Surabaya.

The role of microtransactions in impulse buying and purchase intention in the video game market

Despite having great potential, microtransactions are an understudied business model in the video game industry. The current study explores the buying process of microtransactions to highlight the most important factors affecting such behavior. Using pre-validated scales, a questionnaire was administered online to 301 participants who were asked to evaluate their impulse buying tendency (IBT) and purchase intention (PI) for microtransactions within gaming scenarios. The study found a positive relationship between drivers, such as performance, hedonic content and social factors, flow experience, and impulse buying. This tendency leads to a higher intention to purchase microtransactions. Businesses can utilize the paper’s findings to tailor their microtransaction content to these drivers, leading to higher profits.

Fuzzy AHP and fuzzy TOPSIS methods of analysing online impulsive buying of organic food: A cognitive-affective decision-making perspective

Buying decisions are influenced by a variety of factors that can give rise to impulsive, unplanned, or even irrational purchases. Research has examined the motivational factors that foster organic food consumption, but no study has explored the relative weights of these factors and whether their effects vary depending on the type of food. This study adopted the cognitive-affective perspective to examine the antecedents of online impulsive buying of organic food using a sample of 452 consumers living in Baghdad, Iraq. The fuzzy AHP and fuzzy TOPSIS methods were used to rank five organic food alternatives. The results revealed that the effects of cognitive factors on organic food purchases differ from those of affective factors.

The Impact of Personalized Recommendations on Consumer Purchase Decisions on TikTok – A Case Study of College Students

With the rapid rise of social media and short video platforms, TikTok has become an important channel for young people, especially college students, to acquire information and entertainment. Personalized recommendation, as one of the core functions of the TikTok platform, has a significant impact on consumers’ purchasing decisions. This study investigates how TikTok’s personalized recommendation mechanism affects users’ purchasing desires and actual buying behavior by matching content filtering with user preferences, based on surveys and in-depth interviews with the college student group. The research finds that personalized recommendations play a positive role in improving purchase conversion rates but may also exacerbate users’ tendencies towards impulsive buying. The paper further analyzes key factors affecting the effectiveness of the recommendations, including the relevance of recommended content, user engagement, and trust. On this basis, suggestions for optimizing personalized recommendation strategies and balancing user experience with commercial interests are proposed. This study is of theoretical and practical significance for understanding consumer behavior in the new media environment and provides insights and strategic references for platforms like TikTok.

Self Esteem and Impulsive Buying: Study on Online Shopping Behavior

The lifestyle’s demand among college students raise their desire to do online purchase on product which not suitable with their needs. The aim of this research is to empirically ascertain the relationship between impulsive buying and self-esteem in students who shop online at University X Yogyakarta. The subjects in this study were 75 students from the Faculty of Psychology, University X Yogyakarta who were in the 2019 to 2022 class, ages 18 to 21 years, female gender, and had made online purchases in several e-commerce applications. Data collection was carried out using a self-esteem scale and an impulsive buying behavior scale. Data was analuysed by the product moment correlation technique. Based on the resultd of the correlation test, it was abtained that the correlation coefficient of self-esteem with impulsive buying behavior was -0.477 with sig. p = 0.000 (p<0.01). This research can be used as evaluation material for students to be more accepting of what they have and plan before making a purchase so as to reduce the level of impulsive buying behavior.Tuntutan gaya hidup di kalangan mahasiswa memunculkan keinginan mahasiswa melakukan pembelian online yang tidak sesuai dengan kebutuhan mereka. Tujuan penelitian ini adalah untuk memastikan secara empiris hubungan antara perilaku pembelian impulsif dan self-esteem pada mahasiswi yang berbelanja secara online di Universitas X di Yogyakarta. Subjek pada penelitian ini sebanyak 75 mahasiswa dari Fakultas Psikologi yang berada di angkatan 2019 hingga 2022, usia 18 hingga 21 tahun, jenis kelamin perempuan, serta pernah melakukan pembelian online di beberapa aplikasi e-commerce. Pengambilan data dilakukan dengan menggunakan skala self esteem dan skala perilaku pembelian impulsif. Analisis data menggunakan teknik korelasi product moment. Berdasarkan hasil uji korelasi diperoleh koefisien korelasi dari self esteem dengan perilaku pembelian impulsif sebesar -0,477 dengan sig. p = 0,000 (p<0,01). Penelitian ini dapat dijadikan sebagai bahan evaluasi bagi mahasiswa untuk dapat lebih menerima dirinya dengan apa yang telah dimiliki dan melakukan perencanaan sebelum melakukan pembelian sehingga dapat menurunkan tingkat perilaku pembelian impulsifnya.

PENGARUH CELEBRITY ENDORSEMENT DAN BRAND IMAGE TERHADAP MINAT BELI KONSUMEN PADA SCARLETT WHITENING

The large number of beauty products in Indonesia can increase competition between the cosmetics industry. Therefore, companies compete to control market share and develop marketing strategies to increase consumer buying interest. The aim of the research is to determine and analyze the influence of Celebrity Endorsement and Brand Image on the impulse purchase interest of consumers for Scarlett Whitening products in Bandarlampung. This type of research is quantitative with a descriptive analysis method. The sampling technique in the research used purposive sampling. The data collection method uses a questionnaire and variable measurement uses four Likert scales. The sample in this study was 120 respondents. The data analysis techniques used include validity and reliability tests. The data analysis used is multiple linear regression analysis and hypothesis testing in the form of T Test, F Test and Coefficient of Determination Test. The research results show that simultaneously, the Celebrity Endorsement and Brand Image variables have a positive and significant effect on Purchase Interest in Scarlett Whitening in Bandarlampung. Partially, the Celebrity Endorsement variable has a significant influence on Purchase Interest and the Brand Image variable also has a significant influence on Purchase Interest.

The Mediating Roles of Brand Image and Brand Trust in the Relationship between Brand Ambassadors and Impulse Buying: Evidence from Azarine Products on Shopee E-Commerce in Indonesia

The Mediating Roles of Brand Image and Brand Trust in the Relationship between Brand Ambassadors and Impulse Buying: Evidence from Azarine Products on Shopee E-Commerce in Indonesia

Adoption of Digital Payment Systems and its Influence on Consumer Behaviour in India

The economic life of India is undergoing significant changes with the rapid adoption of digital payment systems. This study explores the complex relationship between this phenomenon and its subsequent impact on consumer behavior. The Digital India programme, technological advances and a young, tech-savvy population have all contributed to the growth of digital payments in India. This study examines the key factors influencing the adoption of digital payment methods with a focus on perceived ease of use. , security considerations and government incentives. It examines how these factors and demographics influence consumer choices about mobile wallets, UPIs, online banking and debit/credit cards. The study further analyzes the impact of digital payments on consumer purchasing behavior in India. We look at potential changes in online shopping habits, impulse buying trends and consumer tracking. The research explores how the convenience of digital transactions can increase online shopping and potentially impulse buying. On the other hand, it explores how these platforms could promote greater financial transparency by allowing consumers to more effectively control their spending.This mixed methods study uses a quantitative survey and qualitative interviews to gain a comprehensive understanding of this phenomenon. The quantitative study collects information on the use, perceptions and consumption behavior of digital payments from a representative sample of Indian consumers from various demographic groups. In-depth interviews with a smaller group of consumers provide a better understanding of their experiences and how digital payments have affected their shopping habits.The study aims to deepen understanding of the factors influencing the adoption of digital payment systems in India and their shopping habits. . effect on consumer behavior. It reveals the motivations for using digital payments, identifies potential changes in spending patterns, and provides insight into the changing consumer landscape. In addition, this study aims to inform decision-makers, financial institutions and businesses that want to take advantage of the opportunities offered by the digital payment revolution. Keywords Cashless Economy, UPI, Digital Payments, online Banking, Convenience, Security