Pdf a study of impulse buying behavior and factors. While more recent research by puri says that impulse buying as a trait rather than as a. Impulse buying behavior is an unanticipated spontaneous urge of the consumer to make unplanned purchase after seeing the product in the retail outlet. Impulse buying intention is an intention to buy which is unreflective, unplanned and without deliberation. Impulse buying is a phenomenon that has received considerable attention from marketing researchers and has been studied extensively in an offline setting. A study of the factors that affect the impulsive cosmetics buying of female consumers in kaohsiung metropolis. To explore the impact of layout in a retail store on customer buying behavior. Impulse buying is a huge market although it already exists for about 40 years and it is increasingly important and is the key determinant for a firm to be successful. Impulse buying by definition is purchasing items that you may or may not need or that your budget cannot afford. Impulse buying intentions of young consumers from a.
Effects of price discounts and bonus packs on online. Factors which influence impulse buying generally speaking, decisions made by consumer are always under deliberation and comparison. International journal of economics, commerce and management, united kingdom licensed under creative common page 709. Yet in some special situations, consumers may choose products without forethought or planned, when driven by promotion stimulation, it is easy to. The influence of online store characteristics on consumer impulsive. Effect of product type and time pressure on consumers.
A study of the factors that affect the impulsive cosmetics. The pricing decision, according to stern, is the most important trigger of an impulse buying decision. The effect of different price presentations on consumer. Price as a factor that triggers impulse buying behaviour. The concept of happiness has been extensively studied in psychology but has received limited attention in the marketing field as the antecedent of the consumer behavior aspects such as impulse buying and brand loyalty. The influence of culture on consumer impulsive buying. A negative relationship exists between the independent variable shabby packaging and the dependent variable consumer purchasing behavior. Abstract in the worst competitive market the consumer products manufacturing industries pay attention on customer purchase intention for maintain their repute in market and enhanced their goodwill. A consumer forces to make a sensitive connection with a product based on something heshe is fanatical about, and this connection triggers a purchase called impulse purchase. An impulse purchase or impulse buying is an unplanned decision to buy a product or service, made just before a purchase. Nonparametric regression approach abstract in this article, we provide a model that captures the decision making process of impulse buying in social commerce i.
Effects of price discounts and bonus packs on online impulse buying. Research findings suggest that emotions and feelings play a decisive role in purchasing, triggered by seeing the product or upon exposure to a well crafted promotional message. Identifying the factors affecting customer purchase intention. Music has significant impact on purchase intention of consumers. Marketers make use of several strategies in order to trigger impulse buying behaviour among consumers. Of, and product type hedonic productutilitarian product in online shopping on impulse buying intention. Impulse buying behaviour can be defined as an unplanned purchasing method due to the emotional influence. The impulse buying behavior occurs after experiencing an urge to buy and tends to be spontaneous without a lot of reflection.
When consumers are on their shopping trip, they may experience impulse buying. The influence of culture on consumer impulsive buying behavior cul ture and impul sive buying kace n and be haviol eer jacqueline j. Effects of media formats on emotions and impulse buying. This is because it makes the consumer spend than they originally planned. Effect of store atmosphere on consumer purchase intention. First, the study enabled the conceptualization of a theoretical framework of impulse buying intentions by including five dimensions of hedonic shopping value as important factors in young consumers impulse behavior buying intentions.
Based upon the different description, we conclude that impulse buying involves hedonic purchase decisions which are made inside a store. Factors influencing impulse buying during an online. Personal and instore factors influencing impulse buying. First the theoretical fundamentals around the impulse buying circumstances that consumers experience during shopping trips are investigated. In addition, different media formats caused emotional responses that can explain the participants impulse buying intent to buy the cd. A study of the factors that affect the impulsive cosmetics buying of female consumers in kaohsiung dongjenn yang. To find the impact of window display, mannequin display, fixtures, signage, colors and lighting on consumer impulse buying. Consumer behavior, product, impulse purchasing, packaging, purchasing intention, attractive packaging. Factors affecting impulse buying behavior of consumers.
How marginally does impulse buying intention change in social commerce. The effects of product involvement and impulse buying on purchase intentions in mobile text advertising. Recent theoretical work suggests that impulsive buying can function as a form of different hedonic shopping value dimensions such as fun, social interactions, novelty, escapism and outside appreciation. Factors influencing the impulse buying behaviour of. There might be affiliate links on this page, which means we get a small commission of anything you buy. Presence or absence of scent in the retail chain outlets has noticeable impact on the consumer purchase intention. It can be candy at the convenience store, a cute shirt that seems to be on sale, or even sometimes things like gadgets which you didnt have a budget for but you bought it on impulse because you liked it so much. The relationship between product involvement and purchase intention is moderated by impulse buying tendencies.
Two major theoretical implications result from this study. Unexpectedly, the still images and video did not necessarily generate more buying intention than combinations of the text and music. Impulse buying has been defined as a spontaneous, immediate purchase without preshopping intentions either to buy a specific product category or to fulfill a specific buying task. The purpose of this research paper is to examine predictors of impulsive buying intentions among youngsters from a hedonic shopping perspective. Factors affecting impulse buying behavior of consumers at superstores in bangladesh wahida shahan tinne abstract impulse purchase or impulse buying describes any purchase which a shopper makes, through it was not planned in advance. Past studies have investigated the impulsive buying behavior of generation y consumers in retail settings of somewhat medium and largesized cities. Impulsive buying can be seen in products such as chocolates, clothes, mobile. To explore if buying choices are made before reaching the store or based on visual displays in the store. The impulse buying is found as a superior for the consumers who can afford it.
If you want to encourage impulse buying behaviour, use merchandising strategies that attract shoppers attention to fulfilling functional or emotional needs. This study investigates the effects of consumers impulsivity traits, option framing, product type, and cash refund promotion on consumers online impulse buying intention. This study follows two stages to investigate factors influencing impulse buying intention and continuous impulse buying intention. Retailers now accepted the importance of this process of impulse buying, and endeavor to give rise to the instore impulsivity of consumers through increased store layouts, instore. How marginally does impulse buying intention change in. An empirical study on visual merchandising and its impact. This is the working definition that will be used for. Use of hawkins sterns impulse buying theory 1962 in. When a customer takes such buying decisions at the spur of the moment, it is usually triggered by emotions and feelings. Impulsive buying cant be categorized for one specific product category. The effects of product involvement and impulse buying on. Impulse buying is a phenomenon that is widely recognized in the western part of the world.
An impulse is a powerful desire, and its important to retailers. The impact of visual merchandising, on impulse buying. In certain product categories, impulse buying accounts for nearly 80% of purchases. Our culture of consumption enables us to succumb to temptation and purchase something without considering the consequences of the buy. An impulse buying episode signifies a change in the buyers intention to purchase that particular product before and after exposure to stimuli. Online impulse buying is defined as a sudden and immediate online purchase with no preshopping intentions. It is defined as any purchase which a shopper makes but has not planned in advance. This paper is an attempt to find out the factors that affect consumer. Declaration i hereby declare that the thesis titled the impact of factors influencing the buying behaviour on the development of marketing strategies for luxury fashion products a study of the urban youth in select cities of india submitted for the award of doctor of philosophy phd in business management at d. Young south african consumers impulse intentions toward. Music has a constructive impact on the customers sum of time and money spent due to good environment herrington, 1996. The purpose of this paper is to explore the impact of the type of product and time pressure on consumer online impulse buying intention.
The impact of factors influencing the buying behaviour on. Understanding impulsive buying behavior in mobile commerce. Effects of personality on impulsive buying behavior econstor. Recently, consumer purchase intention in the context of online. I, miriam miri retief, hereby declare that the dissertation young south african. Kacen department of business administration university of illinois at urbanachampaign. For decades, impulse buying is considered to be one of the significant factors to increase sales volume in the retail sector. In addition, price discounts resulted in greater impulse buying intention than did bonus packs when the product was inexpensive, whereas bonus packs were a more effective sales promotion than were price discounts when the product was expensive. Exploring factors influencing impulse buying intention and. A study of the factors that affect the impulsive cosmetics buying of. One who tends to make such purchases is referred to as an impulse purchaser or impulse buyer. Impulse buying is a result of a purchasers immediate reaction to external stimuli that is often hedonically charged.
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