Unplanned Purchases Research Articles

The impact of planned vs. unplanned purchases on subsequent purchase decision making in sequential buying situations

The purpose of this study is to determine whether planned or unplanned purchases impact a consumer's willingness to pay for a subsequent purchase. We investigated the moderating roles of the justification heuristic and two different payment methods (individual payment vs. bundle payment). Three hypotheses were tested using a two-way ANOVA and an independent sample t-test. Our findings led us to the conclusion that, due to a conversion of mindset, a consumer's willingness to pay for a subsequent purchase will be higher in an unplanned precedent purchase situation than in a planned precedent purchase situation. For the planned purchase situation, a consumer's willingness to pay for the subsequent purchase did not turn out to be significant despite the use of the justification heuristic. For the unplanned precedent purchase situation, however, a consumer's willingness to pay for the subsequent purchase was found to be lower in the situation with the justification heuristic than in the situation without. This study also shows that a consumer's willingness to pay for a subsequent purchase will be higher in a bundle payment situation than in an individual payment situation.

Unplanned purchase of new products

Manufacturers are eager to recoup the investment on developing new products by promoting the unplanned first purchase and by encouraging the succeeding repurchases. However, studies are yet to investigate the relationship between unplanned purchases and the repurchase for new product. The results are consistent with our expectations, which is based on regulatory focus theory, indicating that if the first purchase of a new product is unplanned, the succeeding repurchases tend to increase compared to a planned trial purchase. We also found this propensity is more prominent for customers who have higher loyalty to the same or similar category product.

The Influence of Hedonic Pleasure, Availability of Time, and Availability of Money on Impulse Buying (Studies on The Marketplace Shopee)

The purpose of this study was to determine the effect of hedonic pleasure, time availability and availability of money on unplanned purchases at Shopee's online shopping places. The method used in this research is a questionnaire. The sample of this study amounted to 100 respondents. Statistical tests were performed using PLS-based Structural Equation Modeling. The validity test uses the loading factor value, while the reliability test uses Cronbach's alpha value, composite reliability and Average Variance Extracted (AVE). After all the results of the indicator items used in this study were valid and reliable, then the hypothesis was tested. Of the three hypotheses proposed, the first hypothesis is rejected, but the second and third hypotheses are accepted. The conclusion of this study is that hedonic pleasure has no significant effect on impulse buying, while the availability of time and availability of money have a significant effect on impulse buying in the Shopee marketplace case study.

Exploratory Shopping: Attention Affects In-Store Exploration and Unplanned Purchasing

Abstract A fundamental function of retailing is to bring products into the view of shoppers, because viewing products can activate forgotten or new needs. Retailers thus employ various strategies to entice shoppers to explore the product assortment and store environment, in the hopes of stimulating unplanned purchasing. This article investigates consumers’ breadth of attention as a mechanism of such in-store exploration and hence of unplanned purchasing. Specifically, attentional breadth is the focus that is directed to a wider or more limited area in processing visual scenes. Across several lab and field experiments, the authors show that shoppers’ attentional breadth activates an exploratory mindset that stimulates visual and physical exploration of shopping environments, ultimately affecting their product choices and unplanned purchasing. The results also show that more impulsive buyers are more susceptible to these effects. The present article thus complements and constrains prior theorizing on mindset theory, attention, store exploration, and unplanned purchasing, all of which are of practical importance to both retailers and consumers.

Does the locomotion technique matter in an immersive virtual store environment? – Comparing motion-tracked walking and instant teleportation

Immersive virtual reality shopping environments may use a variety of locomotion techniques. Currently the most prominent are instant teleportation and motion-tracked walking. Motion-tracked walking more closely mimics natural shopping behaviour as it allows a shopper to physically walk through the virtual store; however, it requires a larger space and has design and cost implications. Instant teleportation is likely to be cheaper and to enable larger store formats; yet it is unknown whether the choice of instant teleportation results in different in-store behaviour by shoppers. Our research examines whether instant teleportation provides a feasible design alternative to motion-tracked walking by determining whether it does result in altered shopper behaviour. Using a split sample experiment in a purpose-built immersive VR convenience store, we compare shoppers’ emotional states (engagement, excitement and stress, measured through electroencephalography), purchase behaviour metrics, and store coverage (represented by heat maps) between motion-tracked walking and instant teleportation locomotion techniques. Results demonstrate that the absence of physical walking had no impact on emotional states or the investigated shopping outcomes. While instant teleportation led to some skipped shelf sections, there was no impact observed on the number of unplanned purchases. To the extent that the naturalism of immersive VR relies on proprioceptive engagement or embodied cognition, this appears to be adequately supported by upper body movements that do not require physical walking. These findings provide fresh insights for the design of Virtual Reality shopping environments for market research or future online-retailing platforms.

Effects of mobile augmented reality apps on impulse buying behavior: An investigation in the tourism field

Many of today's online services are designed specifically to encourage impulse buying. Moreover, many studies have shown that with the assistance of Mobile Augmented Reality, retailers have the potential to significantly improve their sales. However, the effects of Mobile AR on consumer impulse buying behavior have yet to be examined, particularly in the tourism field. Consequently, the present study integrates the Technology Acceptance Model (TAM), Stimulus-Organism-Response (SOR) framework, and flow theory to examine the effects of Mobile AR apps on tourist impulse buyingbehavior. The research model is implemented using an online questionnaire, with the results analyzed by Partial-Least-Squares Structural Equation Modeling (PLS-SEM) approach. The results obtained from 479 valid samples show that the characteristics of Mobile AR apps play an important role in governing tourist behavior in making unplanned purchases. In particular, as the utility, ease-of-use, and interactivity of the apps increase, the perceived enjoyment and satisfaction of the user also increase and give rise to a stronger impulse buying behavior. The results also reveal a mediating effect of the flow experience on the relationship between the perceived ease of use of the Mobile AR app and the user satisfaction in using the app. Overall, the findings presented in this study provide a useful source of reference for Mobile AR app developers, retailers, and tourism marketers in better understanding users' preferences for Mobile AR apps and strengthening their impulse buying behavior in the tourism context as a result.

Consumer awareness campaign to reduce household food waste based on structural equation behavior modeling in Hungary

The aim of this study is to explore behavioral patterns behind household food waste with partial least square structural equation modeling (PLS-SEM). Results are based on a quantitative consumer survey with personal interviews. Sample (n = 1002) is representative of the adult population of Hungary in regard to age, sex, and geographical distribution. Statistical analysis included descriptive tests, variance analysis, principal component analysis, factor analysis, and PLS-SEM modeling. Based on multivariate tests, income, age, education, residence, and region were identified as the most influential socio-demographical factors of food wastage. Within the framework of the attitude model, the first PLS-SEM model (normative model) validated that all three—cognitive, affective, and conative—attitude components have an effect on food wastage behavior, but the conative component revealed to be the most important one. This underlines the importance of childhood education and awareness raising to shape routines and behavioral patterns with proper messages and impulses. Based on the second PLS-SEM model (explicative model), cooking too much food was identified as the most prominent pattern that influences food wastage. Contrary to anticipations, unplanned food purchase represented only minor significance. The results provided behavioral insights to a national level food waste prevention campaign in Hungary, called Wasteless (Maradék nélkül). This campaign plays an important role to meet the requirements of new EU legislation on food waste and the recommendations of EU Platform on Food Losses and Food Waste.

Anticipated emotion in planned versus unplanned purchase: scale development and validation

ABSTRACT This study aims to conceptualize and validate an anticipated emotion in the planned versus unplanned purchase (AEPUP) scale. We develop and validate the AEPUP scale using the original construct (as a basis). The procedures of scale development begin with construct definitions and are followed by a three-phase operation: (1) qualitative exploration of relevant dimensions and items, (2) scale development procedure, and (3) establishment of confirmatory factor analysis and nomological validity. The empirical findings show that the new scale (refined from the anticipated emotion concept) has sound psychometric properties and is distinctive. This research contributes to the understanding of anticipated emotion concepts, as well as refines and improves the construct of AEPUP. Customer relationship management can be significantly improved by applying the scale in the formulation and implementation of market segmentation, targeting, and positioning strategy.

Pengaruh Retail Marketing Mix Terhadap Unplanning Purchase Dicisions Pada Bisnis Minimart Di Desa Ubud Kabupaten Gianyar

The development of modern retail market today makes unplanned purchases or unplaning purchase dicisionsincreasing in society. This study aims to examine the effect of retail marketing mix on unplanned purchase desicions at Minimart shop in Ubud Village of Gianyar Bali Regency using sample of 86 people through slovin method. The analysis technique used is multiple linear regression analysis.The results of the analysis prove that retail marketing mix consisting of location, merchandise, pricing, promotion, atmosphere of outlets and retail service have a positive and partially significant effect on unplaning purchase dicisionsat Minimart shop in Ubud Village of Gianyar Bali Regency. Retail marketing mix consisting of location, merchandise, pricing, promotion, atmosphere of outlet and retail service have positive and significant influence simultaneously to unplaning purchase dicisionsat Minimart shop in Ubud Village of Gianyar Bali Regency.Suggestions that can be recommended to the management of Minimart in Ubud Village Gianyar regency of Bali to pay attention to matters related to retail marketing mix such as location, merchandise, pricing, promotion, atmosphere of outlets and retail service better in attracting visitors to do unplaning purchase dicisionsat Minimart in Ubud Village, Gianyar Regency, Bali. Locations provided for easily accessible visitors and ample parking. Merchandise provided to be more diverse in accordance with the needs of consumers. The price set to see the market competition so that consumers are willing to shop at Minimart. Providing attractive advertising and promotions to influence consumer purchases. The atmosphere in the booth is expected Minimart in Ubud Village Gianyar regency of Bali can provide wider space for visitors. Implementation of the maximum service in the service, ease of payment so as to attract unplaning purchase dicisionsin Minimart in Ubud Village Gianyar regency Bali.

EMOSI POSITIF MEMEDIASI PENGARUH ATMOSFER TOKO TERHADAP PEMBELIAN TIDAK TERENCANA

Unplanned purchases are purchases that are made without going through the planning process. Unplanned purchases are caused by various factors, one example is store atmosphere. A good store atmosphere can generate positive emotions on consumers. This study aims to determine the role of positive emotions in mediating the influence of store atmosphere on unplanned purchases in Alfamart Denpasar. This study used 104 people as samples by using purposive sampling technique. Data in this study were collected through online questionnaires using Google form, and analysed using Path analysis. The results show that store atmosphere has significant influence on positive emotions and unplanned purchases. Positive emotions also have significant effect on unplanned purchases. Furthermore, study results also show that positive emotions can mediate the influence of store atmosphere on unplanned purchases.
 Keywords: store atmosphere, positive emotions, unplanned purchases.

The Sales Impact of Using Handheld Scanners: Evidence from the Field

Anecdotal evidence is mixed regarding whether handheld scanners used in stores increase or decrease consumer sales. This article reports on three field studies, supported by eye-tracking technology and matched sales receipts, as well as two laboratory studies that show that handheld scanner use increases sales, notably through unplanned, healthier, and impulsive purchases. The findings highlight that these effects may be limited by factors such as not having a budget; for those without a budget, use of scanners can decrease sales. Building on embodied cognition and cognitive appraisal theories, the authors predict that scanners, as a bodily extension, influence sales through both cognitive (shelf attention, perceived control) and affective (number of products touched, shopping experience) mechanisms. The results offer implications for retailers considering whether to integrate scanners into their store environments.

The Moderating Effect of Buying Impulsivity on the Dynamics of Unplanned Purchasing Motivations

Previous studies of in-store decision making have assumed that motivations for unplanned purchases are homogeneous throughout a shopping trip. In response to this assumption, the authors develop a conceptual framework to explain how consumers’ internal (i.e., intrinsic) and external (i.e., extrinsic) motivations for unplanned purchases actually vary during a shopping trip. Two field studies and five online experiments provide evidence that the personality trait of buying impulsivity predicts differences in whether a shopper initially focuses on internal motivations (e.g., “because I love it”) or external motivations (e.g., “because it is on sale”) for unplanned purchases at the beginning of a shopping trip and, consistent with a mechanism of motivation balancing, that motivations for unplanned purchases change as a shopper satisfies their initial motivations. The studies also demonstrate how the level of buying impulsivity influences the effectiveness of point-of-purchase messages at stimulating unplanned purchases and consumers’ relative spending on unplanned purchases. Overall, these findings address conflicting results in previous shopping studies, advance the literature streams on consumer motivation and sequential choice, and contribute insights to enhance shopper-marketing programs.

Grey Area of Unplanned Purchase –Experimenting Rationality with Unplanned Purchase?

We all involved in the purchase decision; we all know how to deal with it. However, how many of us understood the aspects involved in purchase decision making. The whole purchase decisions can be divided into two parts, i.e., planned purchase and unplanned purchase. Planned purchase is very well categorized and very specifically generalized, so there is hardly anything to explore in the planned category of purchase. However, the same is not in case of unplanned purchase; unplanned purchase has not yet explored the way it should be. In this study, the researcher developed a theoretical model to make it understand how individual all unplanned purchases do not fall under the horizon of an impulse purchase. The model was tested through the respondent from the state of Assam. Results showed that impulse is the one side which is very clear to all, but it is time to give our attention to the other side of Unplanned Purchase which is yet to be unveiled and according to the finding of the study, the researcher has given some useful suggestion to some specific category of audience.

The role of procrastination in students’ consumer behavior

PurposeThis research paper is devoted to the academic procrastination, and the purpose of this paper is to reveal the role of academic procrastination in the consumer behavior of students.Design/methodology/approachThe study was conducted within the framework of a mixed methodology: series of semi-structured interviews and an online survey. In the first stage, 20 interviews were conducted with students from different countries to obtain the broader picture for the academic procrastination process and its association with consumer behavior. In the second stage, an online survey was conducted, in which 336 students from different countries participated. This paper describes existing approaches to understanding and measuring academic procrastination, as well as its role in the economic behavior of individuals.FindingsAs a result of the qualitative stage, the role of procrastination in such aspects of consumer behavior as budget planning and inclination to making unplanned purchases was emphasized. The role of the student’s inner circle in his procrastination and consumer behavior was also highlighted. As a result of the quantitative stage, a significant connection between the level of academic procrastination and the above aspects of consumer behavior of students, as well as a significant contribution of social expectations in the change of procrastination level and impulsivity of consumption was revealed.Originality/valueThis study is the first attempt to describe procrastination within the macro-approach of sociology and to confirm at the empirical level the correlation between procrastination and consumer behavior.

Evaluating the effect of psychological dimensions of gamification strategy on creation of unplanned purchases.

Evaluating the effect of psychological dimensions of gamification strategy on creation of unplanned purchases.

Unplanned purchase decision making under simultaneous financial and time pressure

ABSTRACTThis research examines responses to marketing tactics when consumers consider personal finances, time availability, and the two combined. When considering extenuating circumstances, consumer purchase intention is often influenced by levels of impulsiveness. Therefore, three experiments examined how financial pressure, time pressure, and consumer impulsive tendencies jointly influence consumer decision making regarding an unplanned purchase. Unlike previous research, results show impulsive and nonimpulsive consumers act similarly under time pressure in that purchase intention is enhanced for both; but purchase intention is suppressed for all consumers under financial pressure. When experiencing both simultaneously, financial pressure dictates decision making. The research extends current knowledge regarding consumer decision making and external forces.

Exploring Tech Savvy Trait AS A Base for Profiling Impulse Buyers

Impulse buying behavior is a sudden spontaneous urge of the consumer to make unplanned purchase after seeing the product in the retail outlet. Such type of behavior involves purchasing without much thinking. A number of studies have been conducted in the past regarding consumer decision making. This study has its base in the form of tech savvy consumers. Impulse purchase behavior for tech savvy consumers has not been studied much in the past; neither any scale has been developed specifically for such kind of behavior. Numerous technological products are entering the markets now days in our Indian market. Talking about the smart phones or the automobiles etc. loaded with a plethora of latest technological features and also the information technology featured services like net banking, internet of things etc. are also the primary choice and these technical features attract the consumers in the products. This research will open insights about the impulse purchasing behavior of tech savvy consumers and there are some other personality traits also. Using the technique of K means clustering analysis has been done.

Impulse buying behavior: the mobile revolution

PurposeThe purpose of this paper is to investigate the role of in-store mobile usage on purchase decision making in order to understand whether and to what extent the use of the device changes the shopper behavior in terms of planned and unplanned purchases even across different retail store formats.Design/methodology/approachData were obtained using a structured questionnaire from 406 respondents interviewed in hypermarket and discount stores, after the checkout. Data were measured through t-tests and the analysis of variance.FindingsThe mobile intensifies a process of preparation making it popular and the same across the different store formats, confirming how the growing convergence, making store formats less distinctive in the eyes of the consumer, has somewhat flattened and standardized the pre-shopping out-of-store preparation.Practical implicationsThe pervasiveness and the versatility of the mobile, and its ability to influence the decision-making processes, leads to important managerial questions and implications regarding the effectiveness of in-store marketing initiatives and the need to review the mix of out-of-store and in-store investments, with the knowledge that the consumer will continue to become even more prepared and well informed in the future.Originality/valueMobile devices could be used out-of-store, as a tool for shopping preparation, and in-store as a tool for self-regulation. Therefore, it becomes crucial to understand how the mobile influences the decision-making process as well as the buying behavior of shoppers.

Boomerang effect of incentive reminders during shopping trips

PurposeThis paper aims to examine the unintended negative effect of incentivizing shoppers to make unplanned purchases through incentive reminders during shopping trips.Design/methodology/approachTwo experimental studies with between-subject designs were conducted to examine the effect of incentive reminders and related factors on abandonment intention.FindingsWhen the search for unplanned purchases needed to reach promotional threshold fails, shoppers’ propensity to abandon a transaction increases if they are reminded of an incentive during their shopping trip. When the size of the planned purchases is relatively larger than the incentivized unplanned purchases, abandonment propensity is higher in response to reward type incentives, whereas when the size of the planned purchases is relatively smaller than the incentivized unplanned purchases, abandonment propensity is higher in response to avoidance type incentives.Research limitations/implicationsThis research intersects and integrates several research domains, specifically transaction abandonment, promotional reactance, unplanned purchases and promotion framing.Practical implicationsFindings from this research help managers understand the possible negative consequences of incentive reminders and offer suggestions for decreasing shopper propensities to abandon transactions in response to incentive reminders aimed at increasing transaction sizes.Originality/valueThis is the first study to highlight (i) the possible effect of incentive reminders on transaction abandonment; (ii) the influence of the size of unplanned purchases and incentive types on abandonment; and (iii) the underlying roles of perceived value of planned purchases and fairness perceptions in abandonment.

Drivers of purchase behavior and post-purchase evaluation in the Singles’ Day promotion

PurposeThe purpose of this study is to examine the strategies used by consumers to control themselves in the Singles’ Day promotion. It also examines how promotion and social influence affect consumers’ purchase behavior and post-purchase evaluation.Design/methodology/approachA mixed methods approach including a quantitative study (N = 480) and a follow-up qualitative study (N = 35) was conducted to verify the hypotheses and provide deeper insights.FindingsThis study demonstrates that consumers allocate in-store slack in shopping budgets to restrict unplanned purchases and in-store slack is positively related to post-purchase evaluation. Social influence, which helps consumers rationalize purchase decisions, has positive effects on planned purchases and post-purchase evaluation. Both promotion strength and promotion range moderate the relationship between in-store slack and unplanned purchases.Originality/valueMost studies investigate how promotion designs affect consumers’ in-store decision-making. This study focuses on the Singles’ Day promotion in China and examines the tactics consumers use to control purchase behavior in the promotion.