Impulse Buying Behavior Research Articles

The Impulsivity of Gen Z: The Influence of External and Situational Factors in a Traditional Buying Environment

The research assesses the impact of external and situational factors on impulsive buying behavior among Generation Z (Gen Z). Two external factors (EF) (sales promotions /discounts (SP) and store environment (SE)) and two situational factors (SF) (time availability (TA) and money availability (MA)) were studied.The data was analyzed from 201 Gen Z respondents through an online survey. The proposed model examined the direct relationships between EF and IBB and SF and IBB. Two hypotheses were developed and analyzed using SmartPLS-4.The results depicted that EF and SF had a positive significant impact in triggering impulse buying among Gen Z. The study also found that when external and situational factors are considered together (ComE), they have a significant and positive impact on the impulse buying behavior of Gen Z.This study looks at impulse buying behavior of Gen Z in a traditional (brick and mortar) setting which will help marketers target this segment appropriately.

Perilaku Impulse Buying Konsumen pada Produk Lifestyle dengan Pendekatan Theory Of Planned Behavior

Increasing economic growth and development of the retail industry in Indonesia has strengthened competition among retail business players. Therefore, one way for companies to compete with other retail businesses is to understand the factors that trigger impulsive buying behavior. The purpose of this study is to determine the influence of the factors in the Theory of Planned Behavior, namely attitude toward behavior, subjective norm, and perceived behavioral control on impulse buying behavior, either directly or indirectly through impulse buying intention. The sampling method used is non-probability sampling, and the technique to be used is purposive sampling. Data analysis was conducted using Partial Least Square - Structural Equation Modeling (PLS-SEM) with a sample size of 165 respondents. The results of the study prove that attitude toward behavior, subjective norm, and perceived behavioral control influence impulse buying intention. Attitude toward behavior, subjective norm, and perceived behavioral control influence impulse buying behavior, either directly or through impulse buying intention. Additionally, impulse buying intention influences impulse buying behavior. This research contributes to companies in designing marketing strategies to shape consumers impulsive buying behavior. Keywords: Impulse Buying, Attitude Toward the Behavior, Subjective Norm dan Perceived Behavioral Control.

Beyond the myth: understanding women's impulsive retail footwear shopping

PurposeThis research focuses on common misconceptions about the factors driving women to purchase footwear impulsively. Its primary objective is to explore how emotional and social triggers specifically influence women's purchasing decisions, contrasting with the traditionally rational consumer models.Design/methodology/approachAn online questionnaire was administered to a sample of women, yielding 199 useable responses.FindingsThe findings reveal the key determinants of women's impulsive retail footwear purchases, which include self-regulation, hedonic motivations and the influence of the retail store environment. This research challenges the prevailing assumption that women's passion for shopping is driven solely by inherent characteristics and suggests that external factors substantially shape their impulsive buying behaviour. In summary, the stereotypical portrayal of women as compulsive retail footwear shoppers may result more from external stimuli and environmental factors rather than an intrinsic trait.Originality/valueThis study improves the existing knowledge of women’s impulsive buying behaviour by unveiling the determinants of women's impulsive footwear purchases and assessing whether prevailing stereotypes hold true.

The Influence of Paylater Existence on the Level of Impulsive Buying Behavior in Society

The Influence of Paylater Existence on the Level of Impulsive Buying Behavior in Society

Factors Affecting Impulsive Product and Service Buying Behavior: A Study of College Students in the Kathmandu Valley

Impulsive buying is the tendency of a customer to buy goods and services without planning. The study's objective is to determine the factors affecting the impulsive buying behavior of the students in Kathmandu Valley. The study was based on the cross-sectional research design which followed the quantitative design. The study targeted college-level students studying at Bachelor's and Master's level in Kathmandu Valley. 200 students were selected from different colleges through a simple random sampling technique. A well-structured closed-ended survey questionnaire was developed and disseminated in a well-organized manner to respondents to collect the primary data from the field and analyzed systematically in 2023. The study analyzed the data using statistical tools like frequency distribution, mean, standard deviation, and correlation to derive the findings. The study finds that social influence is considered the first important cause influencing impulsive buying behavior. Similarly, it is followed by emotional triggers, lack of control, and financial resources influencing respectively. The study also shows that there was a strong relationship between social influence and impulse buying behavior. Business organizations should strategically leverage social factors in marketing campaigns to tap into this influential aspect of consumer behavior. Future researchers need to survey another variable with a large sample size by applying different methods.

Mitigating overconsumption through mindfulness: the role of cashless payments in impulsive buying and sustainable consumer behaviour

ABSTRACT Cashless payments are becoming increasingly common and potentially cause relevant overconsumption issues, a key concern in Sustainable Development Goal 12 (United Nations 2015). This study explores the impact of this phenomenon and proposes measures to address it. Insights from 498 e-commerce shoppers analysed in SEM reveals a positive relationship between cashless payments and impulsive buying (β = 0.23). However, mindfulness significantly reduces impulsive tendencies (β = –0.55) and moderates the influence of cashless payments on impulsive behaviour. These findings contribute to consumer behaviour literature by highlighting how mindfulness can curb impulsive buying, thereby promoting sustainable consumption. The research provides actionable insights for policymakers and marketers aiming to foster responsible consumer practices in the digital age, aligning with global sustainability efforts.

Investigating Dark Patterns on Social Media: Implications for User Engagement and Impulse Buying Behavior

With the increasing use of social media and the proliferation of digital applications, dark patterns have become a significant concern due to their potential impact on user behavior. These patterns aim to influence user engagement and impulse buying in ways that are often subtle and undesired. Despite the importance of this issue, there is a lack of research examining the effects of dark patterns on engagement and impulse buying behavior, particularly in the Middle East. This study investigates key factors associated with dark patterns on social media that impact user engagement and influence impulse buying behavior. A Google Forms survey was conducted with 492 participants from PSUT in Jordan, and SEM was employed for hypothesis testing. The study found that time, effort, pleasure, and social acceptance significantly positively influence user engagement, while non-routine behavior exerts a negative influence. Furthermore, engagement demonstrated a significant positive effect on impulse buying behavior. Marketers should prioritize genuine connections and ethical practices to maintain trust and respect user autonomy. Dark patterns can erode trust and harm long-term relationships, emphasizing the need for transparency, social proof, and ethical data handling. This research addresses a significant gap in understanding the influence of dark patterns on consumer behavior.

Pengaruh Celebrity characteristic terhadap impulse buying melalui Celebrity endorsement dan Hedonic attitude serta Utilitarian attitude: Pendekatan Teori S-O-R

Impulse buying, is a consumer behavior characterized by spontaneous and unplanned buying decisions. The main problem faced in this research is how celebrity characteristics influence impulse buying through celebrity endorsement as well as hedonic attitude and utilitarian. This study used Structural Equation Modeling (SEM) to analyze data from 171 respondents to identify the relationship between these variables. The results show that celebrity characteristic has a significant positive effect on celebrity endorsement (coefficient 0.984, p-value 0.000), which then affects hedonic attitude (coefficient 0.757, p-value 0.000) and utilitarian (coefficient 0.686, p-value 0.000). Hedonic attitude increases impulse buying (coefficient 0.528, p-value 0.000), while utilitarian attitude has a negative influence (coefficient -0.296, p-value 0.005). The contribution of this study lies in an in-depth understanding of the role of celebrity characteristics in increasing the effectiveness of endorsements and their impact on impulse buying behavior. The conclusions of the study emphasize the importance of choosing the appropriate celebrity and designing marketing strategies that consider the emotional and rational aspects of consumers. Suggestions for marketers are to focus on relevant celebrity characteristics and integrate emotional and rational approaches in marketing campaigns to maximize the influence on impulse buying.

Pengaruh Literasi Ekonomi dan Kontrol Diri terhadap Perilaku Pembelian Impulsif Mahasiswa Pendidikan Ekonomi Universitas HKBP Nommensen Medan

This study aims to determine the effect of economic literacy and self-control on the impulsive buying behavior of Economic Education students at HKBP Nommensen University Medan with a population of 64 Economic Education students in 2020 and 2021. The research method used in this study is a quantitative research method. The sampling technique used in this study was the total sampling method. The results of the study showed that economic literacy (X1) partially did not have a negative and significant effect on impulsive buying behavior (Y) with a t count value <t table (-0.125 <1.670). At the same time, the self-control variable (X2) has a partial effect on impulsive buying behavior (Y) with a t count value > t table, namely (5.976 > 1.670). The results of simultaneous testing (F test) showed that there was an influence between economic literacy (X1) and self-control (X2) on impulsive buying behavior (Y). This can be seen from the F count value > F table (30.174 > 2.76). It can be concluded that economic literacy and self-control have an impact on the tendency of impulsive buying behavior. In other words, if the level of understanding of economic literacy and self-control possessed by students increases, it tends to reduce impulsive buying behavior

Impulsive Buying Behavior Towards Livestream Shopping through S-O-R Framework: An Islamic Economic Perspective (Case Study of the Central Java Muslim Community)

This study aims to analyze the factors that cause impulsive buying behavior towards livestream shopping through the Stimulus-Organism-Response (S-O-R) framework. Methods of data collection are done through a questionnaire. The research population includes the Muslim community of Central Java who have purchased products in livestream shopping with a sample of 220 respondents. The analysis tool used is SmartPLS 3.2.9 using the Structural Equation Modeling – Partial Least Squares (SEM-PLS) analysis method. The results of the analysis show that the stimulus factors which include interpersonal interaction, discount vouchers, and flash sales have a positive and significant effect on the perceived enjoyment of livestream shopping in the Muslim community of Central Java. In addition, the stimulus factors in the form of purchase convenience, product usefulness, and product price also positively and significantly affect the perceived usefulness of livestream shopping in the Muslim community of Central Java. As for the variables which are organisms, including the perceived enjoyment of livestream shopping and the perceived usefulness of livestream shopping, both have a positive and significant effect on the impulsive buying behavior of the Muslim community in Central Java which is the response in this study.

Personal and In-store Factors on Impulse Buying Behavior: Moderating Role of Generation

Personal and In-store Factors on Impulse Buying Behavior: Moderating Role of Generation

Effective Promotional Strategies: Analyzing the Impact of Flash Sale and Cashback Discounts on Impulsive Buying Behavior in Live Streaming Marketplaces

Effective Promotional Strategies: Analyzing the Impact of Flash Sale and Cashback Discounts on Impulsive Buying Behavior in Live Streaming Marketplaces

Considering Impulse Buying Behavior on the basis of Islamic Religiosity and Food Retailer Preferences: An Empirical Study in Türkiye

Purpose –This paper aims to investigate consumers' impulse buying behavior on the basis of retailer equity, Islamic religiosity and food retailer preferences.Design/methodology/approach –Consumers aged 18 and over who live in Türkiye, who are assumed to have knowledge about their religious beliefs and will answer the questions asked in this context correctly, were reached by convenience sampling method. This study was conducted by using the online survey method with a sample size of 480 participants. The model in the research was tested with the regression analysing method by using scales arranged with explaratory analyses.Findings–The results of the study reveal that, the Islamic Religiosity Scale has a significant and negative effect on the Impulse Buying and the Retailer Equity Scale has a significant and positive effect on the Impulse Buying. It is seen that the Consumer Food Retailer Selection Scale does not have a significant effect on Impulse Buying.Discussion–Although the research findings, which show that consumers' religious beliefs do not have a significant effect on their grocery shopping, are not generalizable, they make the idea that the religious population, which constitutes two-thirds of Turkey's population, use their religious beliefs as a guide in their grocery choices debatable.

How technical and situational cues affect impulse buying behavior in social commerce? Evidence from bored consumers.

With the rise of social media and web technologies, users are increasingly spending time on browsing and purchasing on social commerce, particularly during idle moments of casual scrolling. Social commerce applications with sophisticated social features and security measures may tend to attract a significant number of highly engaged users. The purpose of this study is to find out whether customers will be interested in the content posted on the applications and generate impulse consumption when they are bored. Drawing on stimulus-organism-response framework, this paper explores how technical cues and situational cues affect impulse buying behavior in social commerce applications and the mediating impact of consumer-perceived values. Data were gathered from 395 respondents who frequently utilize and have shopping experience on social commerce applications. The PLS-SEM and fsQCA were applied to formulate and test the proposed hypotheses. The results of PLS-SEM reveal technical cues (ease of use, visual appeal and security) and situational cues (passing time and serendipity) positively influenced impulse buying. The results of fsQCA offer six solutions of different combinations of constructs which can lead to high impulse buying. These findings may extend existing research on impulse buying behavior and consumer psychology, offering valuable insights for marketers. They also point towards strategies for more effectively encouraging impulse purchase in digital retail environments, particularly among consumers who are browsing out of boredom.

Unlocking impulsive buying behavior in the metaverse commerce: a combined analysis using PLS-SEM and ANN

Unlocking impulsive buying behavior in the metaverse commerce: a combined analysis using PLS-SEM and ANN

How False Advertising Victims’ Experiences Define Their Online Purchase Decision in Fashion Product? - Comparison between Generations

This research aimed to analyze how the experiences of victims of false advertising in the fashion industry can influence their behavior in online purchasing decisions. This research used quantitative research, which is based on the positivism paradigm. Research data was obtained from consumers in the fashion industry in Indonesia who had experienced advertising fraud, with a sample size of 200 respondents. Research data was then analyzed using Partial Least Square-Structural Equation Modeling (PLS-SEM) with a moderation model. This research also compared the purchasing decision behavior of each generation as control variables. The results of the analysis showed that: exposure to false advertising and perceived risk do not have a significant influence on purchasingdecisions, both in model one and model two, hedonism and impulsive buying behavior have a significant influence on purchase decision, both in model one and two, hedonism and impulsive buying behavior are neither able to strengthen nor weaken the influence of exposure to false advertising and perceived risk on purchase decision, both models and all control variables consisting of age generation, gender and marital status do not havea significant influence on purchase decision.

UNDERSTANDING THE ROLE OF FOMO (FEAR OF MISSING OUT) IN IMPULSE PURCHASE FOR SMES

This study examines the influence of price discounts on impulse buying through live streaming among e-commerce users in Indonesia. The research adopts a quantitative approach, utilizing a survey methodology with questionnaires distributed to a purposive sample of 152 consumers from the Dolee Branded Store. Data were analyzed using SmartPLS 4.0 software, employing the PLS-SEM analysis method. The findings reveal that price discounts significantly directly impact impulse buying behavior. Furthermore, price discounts also significantly affect live streaming, which, in turn, substantially influences impulse buying. The results indicate that live streaming acts as a mediating variable, enhancing the effect of price discounts on impulse purchases. This study underscores the importance of integrating price discount strategies with live streaming to drive impulse buying behavior in the e-commerce sector effectively. By leveraging live streaming as a promotional tool, businesses can maximize the impact of their discount offers, leading to increased consumer engagement and sales. These insights provide valuable implications for marketers and e-commerce platforms aiming to enhance their promotional effectiveness and customer acquisition strategies.

ANALISIS PERILAKU PEMBELIAN IMPULSIF PADA KONSUMEN ONLINE DI PROVINSI JAMBI

This research aims to find the variable that influences impulsive buying behavior for online customers in Jambi province. The model used for this research is Stimulus-organism-respond model. There are 2 independent variables, 2 mediating variables and 1 dependent variable interpret Stimulus-organism-respond model. To test the model this research used Structural Equation modelling. The result shows the variable that influences impulsive buying behavior of Jambi province buyers is arousal. SMEs in Jambi can develop more strategies to encourage the arousal of online customer such creating a periodical sales discount with the aim of the program to gain impulsive buying behavior from customer arousal and increasing sales from that behavior.

Persuasi Rute Periferal Exo Sebagai Brand Ambassador Scarlett Whitening Terhadap Impulsive Buying

The popularity of K-Wave amongst Indonesian creates a competition for brands, resulting them competing to use Korean artists as brand ambassadors. This practice is widely adopted in business, particularly in the beauty industry, which is rapidly growing in Indonesia. This research aims to determine the effect of EXO's peripheral route persuasion as the brand ambassador of Scarlett Whitening on impulsive buying behavior. The study uses a quantitative approach to provide detailed statistical analysis on the influence of brand ambassadors on consumer impulsive buying. Data collected through an online questionnaire, distributed to 385 respondents who met the requirements of sample criteria. The results of the study indicate a significant positive influence of peripheral route persuasion on impulsive buying behavior. This means that the presence of EXO as a brand ambassador is effective in delivering marketing messages through the peripheral route, which includes elements such as likability and attractiveness, driving consumers to make impulsive purchases.

The Influence of Discount Cuts and Buzz Marketing Strategies on Live Sales Through E-commerce on Impulsive Buying Behavior

The level of internet usage in Indonesia is considered very high, encouraging the community to continuously adapt to using technology as a medium for business creation. The utilization of technology in the business field requires business actors to enhance creativity and strategies to influence and attract consumer purchasing interest. This research will explain the influence of discounts and buzz marketing strategies on live sales through e-commerce on impulsive buying behavior, with respondents aged 15-29 who reside in Jakarta. The technique used in the research for sample selection is non-probability sampling with purposive sampling. Data collection in this research was conducted by distributing questionnaires. The research analysis technique used is Smart PLS. Ultimately, the results of this study show that discounts on live sales through e-commerce have a positive but insignificant effect on impulsive buying behavior. Meanwhile, buzz marketing in live sales through e-commerce has a significant positive effect on impulsive buying behavior.