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A meta-analysis of consumer impulse buying
... Producers and distributors of food use marketing stimuli (e.g., price discounts, product availability/point of purchase, heavy promotion, sensory stimuli), website stimuli (e.g., video vividness and persuasion claims), or situations (e.g., Black Friday or Christmas Day) to stimulate (impulsive) buying behaviour (Bellini et al., 2017;Cohen et al., 2015;de Tomas et al., 2020;Ford et al., 2020). However, impulsive buying behaviours also depend on individual differences in personality, personal values, or self-motivational forces and resources (Amos et al., 2014;Iyer et al., 2019). Thus, addressing impulsive buying tendency toward unhealthy food from an individual difference perspective is essential to propose a potential avenue for altering consumers' unhealthy food consumption behaviour (Steils, 2021;van Beurden et al., 2016;Veling et al., 2013). ...
... Despite a growing interest in research on what triggers impulsive buying of different goods and services (Amos et al., 2014;Iyer et al., 2019), the individual mechanism underlying the impulsive process of consuming unhealthy foods is still unclear (Duarte et al., 2013;Honkanen et al., 2012;Onwezen et al., 2016;Veling et al., 2013). However, research in the food domain has demonstrated increased interest in the role of stable individual traits (Köster, 2009;Machado-Oliveira et al., 2020), self-view (Zhang & Shrum, 2009;Zhang et al., 2010), temporal dilemmas between living for the present and considering future consequences of one's behaviour (Arnocky et al., 2013;Guo et al., 2022;Murphy & Dockray, 2018), or a combination of personality traits, values, and temporal conflicts (Nystrand et al., 2021;Olsen & Tuu, 2017 in explaining unhealthy food-related behaviours. ...
... Previous studies have shown that up to 80% of all purchases are made on impulse (Amos et al., 2014). There are various approaches to and definitions of impulsive buying (Iyer et al., 2019). ...
This study extends the understanding of if and how consumer impulse buying tendency toward unhealthy food can be explained by the conflicting and interactive mechanisms of individual differences in self-construal and future time perspectives. Based on a survey sample of 439 Vietnamese consumers, this study adopts a structural equation modelling approach for second-order constructs and moderating effects to test hypotheses. The study confirms that interdependent and independent self-construal are structured as second-order individual constructs, and that interdependent self-construal has a negative impact, while an independent self-construal positively affects impulse buying tendency toward unhealthy food. In particular, besides having a direct negative effect on this tendency, future time perspectives have opposite moderating effects on these relationships.
... The Hawkins Stern's impulse buying tendency theory, introduced in 1962 (as cited in Muruganantham & Bhakat 2013), explained that human behaviour is guided or prompted primarily by rational action. The theory has been used by many scholars in studying consumer behaviour (Amos et al. 2014;Fasih 2020;Iyer et al. 2020;Naeem 2021;Reeves et al. 2020). Although the theory was introduced in 1962, it is still prominent in the current conditions which posits that sudden buying or impulse purchases are driven mainly by external events that occur around the consumer -in this case, the Covid-19 partial lockdown. ...
... Moreover, an unplanned buying may not be accompanied by a powerful urge or strong positive feelings usually associated with an impulse buy. Often consumers describe the event of impulse buying as experiencing a strong temptation for an object of desire and having little behavioural constraint to resist this temptation (Amos et al. 2014;Iyer et al. 2020;Roberts & Manolis 2012;Weinberg & Gottwald 1982). Impulse buying tendency has been widely studied in relation to brand loyalty (Atulkar 2020;Iyer et al. 2020;Podoshen & Andrzejewski 2012), happiness (Podoshen et al., 2014), attitudes (Badgaiyan & Verma, 2014), and other factors. ...
... Therefore, impulse buying could be a rational response by consumers striving to reduce the disappointment and depression associated with stressful events. Consumers' tendency for impulse buying is assumed to be induced by the belief that such buying is usually accompanied by a positive emotional change (Amos et al., 2014) and may alleviate distress (Sneath et al. 2009). A meta-analysis of impulsive buying has also determined that positive moods such as happiness, joy and excitement correlate with the behaviour of impulsive buying tendency (Iyer et al. 2020). ...
The movement control order (MCO) and conditional movement control order (CMCO), also known as the partial lockdown imposed on Malaysian as a result of Covid-19 pandemic has affected mental health, and consumerism. Spending too much time online, feeling unhappy and weary by staying at home too long may negatively affect buying tendency during the pandemic period. A low online buying tendency may cause firms’ profits to decrease. Therefore, this study aims to examine the influence of consumers’ time availability, state of happiness, and level
of weariness on their tendency to buy online during Covid-19 partial lockdown. The study uses a convenience sampling method and collected 236 responses to the survey. The data was analysed using a multiple regression. The findings highlight that time availability does not influence online impulse buying tendency, while happiness, and weariness significantly affect online impulse buying tendency. Specifically, the study found that moderate happiness and a low level of weariness influenced consumers’ tendency to buy online. The study contributes to providing insights for firms and marketers to understand consumers’ psychological states during the pandemic which could be used as a basis to develop strategies on suitable advertising medium and content.
Keywords: Consumerism; happiness; impulse buying tendency; time availability; weariness
... Previous studies have stated that consumers are different based on their demographic profile. Thus, this causes different individuals to have different preferences and interest that give variations to their impulsive buying behaviour tendency (Verplanken & Herabadi, 2001;Sharma et al., 2010;Badgaiyan & Verma, 2014;Amos et al., 2014;Dhaundiyal & Coughlan, 2016). This factor has also been considered in both online and offline environments. ...
... This is due to the fact that those customers tend to have low self-control rather than those consumers with low impulsiveness. Researchers in the past identified impulsive buying tendency (Amos et al., 2014;Badgaiyan & Verma, 2014;Dhaundiyal & Coughlan, 2016;Febrilia & Warokka, 2021) ) as a part of consumer traits associated n e Researchers in the past identified impulsive buying tendency (Amos et al., 2014;Badgaiyan & Verma, 2014;Dhaundiyal & Coughlan, 2016;Febrilia & Warokka,2021) as a part of consumer traits associated with online impulse buying. As a result, the with online impulse buying. ...
... This is due to the fact that those customers tend to have low self-control rather than those consumers with low impulsiveness. Researchers in the past identified impulsive buying tendency (Amos et al., 2014;Badgaiyan & Verma, 2014;Dhaundiyal & Coughlan, 2016;Febrilia & Warokka, 2021) ) as a part of consumer traits associated n e Researchers in the past identified impulsive buying tendency (Amos et al., 2014;Badgaiyan & Verma, 2014;Dhaundiyal & Coughlan, 2016;Febrilia & Warokka,2021) as a part of consumer traits associated with online impulse buying. As a result, the with online impulse buying. ...
Using the SOR model, this study examines the effect of Online Review, Shopping Enjoyment, Impulse Buying Tendency, and Perceived Acquisition Value on online impulsive buying behaviour among the millennial generation. Data was collected through online questionnaires using the convenience sample method. After data filtering, 256 replies were used in this study. The findings have shown that shopping enjoyment and impulsive buying tendency play an important role to influence online impulsive buying behaviours. These insights can be used by online retailers, online marketers, and online purchasing platform providers to plan future efforts to boost sales revenue and ensure the e-commerce industry's long-term viability. Keywords: Online shopping; impulsive purchase; buying behavior; online review eISSN: 2398-4287 © 2022. The Authors. Published for AMER ABRA cE-Bs by e-International Publishing House, Ltd., UK. This is an open access article under the CC BYNC-ND license (http://creativecommons.org/licenses/by-nc-nd/4.0/). Peer–review under responsibility of AMER (Association of Malaysian Environment-Behaviour Researchers), ABRA (Association of Behavioural Researchers on Asians) and cE-Bs (Centre for Environment-Behaviour Studies), Faculty of Architecture, Planning & Surveying, Universiti Teknologi MARA, Malaysia. DOI: https://doi.org/10.21834/ebpj.v7iSI8.3912
... An unexpected or non-essential purchasing action is known as impulse buying (Amos et al., 2014;Iyer et al., 2020;Bandyopadhyay et al., 2021;Cavazos-Arroyo and Máynez-Guaderrama, 2022;Nigam et al., 2022). It is rapid and spontaneous, with little consideration of the product or the repercussions of the purchase (Lin and Chen, 2013;Rezaei et al., 2016;Iyer et al., 2020). ...
... Many scholars and practitioners have recently focused their attention on impulsive shopping behavior, which is sometimes referred to as "impulse shopping" (Aragoncillo and Orus, 2018;Kumar et al., 2020). Two-thirds of supermarket sales are accounted for by this category (Amos et al., 2014;Katakam et al., 2021). According to a recent study, an impulsive purchase may be classified into two thematic contexts: online and offline stores (Amos et al., 2014;Kimiagari and Malafe, 2021). ...
... Two-thirds of supermarket sales are accounted for by this category (Amos et al., 2014;Katakam et al., 2021). According to a recent study, an impulsive purchase may be classified into two thematic contexts: online and offline stores (Amos et al., 2014;Kimiagari and Malafe, 2021). Several investigations have shown that over 50% of internet purchases are done on impulse (Zheng et al., 2019). ...
This research aims to determine which dimensions of online convenience influence generation z consumers’ cognitive and affective attitudes and online impulsive buying behavior. The moderating effect of social media celebrity is also investigated to examine the attitude-behavior gap. A total of 348 responses from Chinese users who followed digital celebrities were received using purposive sampling. Data analysis and hypothesis testing were carried out using SmartPLS, version 3 (partial least squares). The results indicated that relationship convenience, possession convenience, post possession conveniences, transaction convenience, and evaluation convenience have a crucial impact on cognitive and affective attitudes. Similarly, cognitive and affective attitudes are significant and positive predictors of generation z consumers’ online impulsive buying behavior. Moreover, empirical results supported the moderating role of social media celebrities that aid marketers in selecting a product endorser. The implications for marketers and policymakers are discussed based on the above research findings. Moreover, future research directions are suggested.
... Some statistics direct us to the relevance of this behavior, such as 40% to 80% of purchases, depending on the product category, are impulsive purchases (Amos et al., 2014). Furthermore, impulse buying represents 62% of supermarket purchases (Luo, 2005). ...
... Initially, and according to Stern (1962), the concept of impulse buying was considered a synonym for unplanned buying. However, the results of several investigations settled that, although impulse buying can usually be categorized as being unplanned, the opposite is not always the case, that is, not all unplanned purchases are impulsive (Amos et al., 2014). In this sense, and as the tendency to buy impulsively is influenced by a variety of factors, Stern (1962) distinguishes, based on this diversity of elements, three purchasing behaviors (planned, unplanned, and impulsive) and four different categories of impulsive purchases (pure, reminder, suggestion, and planned impulse buying). ...
... The tendency to buy impulsively is understood as a complex behavior, which can be defined through three criteria: the spontaneity of the act of buying, accompanied by a positive emotional charge; little concern for the costs or consequences of this act; and the hedonic temptation of consumption, associated with feelings of self-fulfillment (Amos et al., 2014). Impulse buying is an intriguing phenomenon because it is influenced by a myriad of internal psychological factors and market-related external stimuli (Iyer et al., 2020). ...
Purpose: Impulse buying is a topic still scarcely studied in the scientific community. However, it proves to be very pertinent since it is a very complex, broad behavior and influenced by several variables. This study aimed to find associated variables with impulse buying of books. Methodology: 347 Portuguese participated in the study, aged between 18 and 73 years old (M = 37; SD = 16). Most of the sample was composed by women (n = 285; 82.1%). The participants had a high educational level, with 78.8% of the sample having a bachelor's degree or a higher level of education. The sample was collected through online questionnaires from July to December 2019. Findings: The impulse buying tendency, impulse buying tendency of books, susceptibility to interpersonal influence, need for cognition, materialism, and extended self were analyzed in this research. The results revealed that the tendency to buy impulsively and the extended self are associated with impulse buying of books, this model explaining 27% of the variance. Practical implications: This study contributes to a better understanding of the impulse buying of specific objects and provides a foundation for investigating the Portuguese book-buying behavior. Originality: The results offer advantages for marketing professionals and consumer psychology and can be used to captivate consumer interest and to promote conscientious and ethical marketing.
... The features of impulsive buying are as follows; "(1) spontaneities, (2) strength, (3) compulsion, (4) intensity, (5) excitement, (6) stimulus, and (7) indifference will result" (Xiao and Nicholson, 2013). Until ultimately did Amos et al. (2014) describe impulsive buying as a restricted challenge policy, claiming that the search for information before assessments was reduced in the impulsive buying judgment procedure. Similarly, the widely praised idea of planned behavior is found on the premise that "human beings were usually quite reasonable and made systematic use of accessible information" (O'Brien and McKay, 2016). ...
... While some academics have looked at the function of internal elements such as purchasing behavior, purchasing delight, consumerism, psychology, and society in impulsive buying, everyone has attempted to uncover the influence of different factors on impulsive buying (Panagiotidou, 2021). It has been described as "the degree to which an individual is likely to make unintended, immediate, and unreflective purchases" (Amos et al., 2014). Similarly, impulsive buying is "consumer buying impulsivity" and combines expressive and intellectual objects to make higherorder characteristics (Urquia et al., 2019). ...
... Impulsive buying is classified as a customer's purchase behavior that is not organized (Efendi et al., 2019). According to impulsive buying actions, customers have a quick want to purchase when they become between an item and a cashier (Waheed et al., 2013;Amos et al., 2014). Customers and clients frequently make impulsive purchases, with which brands and distributors are well aware of. ...
Based on the theory of reasoned action and innovation resistance theory, this study aims to explore the tendencies of consumer resistance to digital innovation and the moderating role of a perceived threat of coronavirus disease 2019 (COVID-19). Data were collected using a cross-sectional online survey of 1,000 consumers of fast-moving consumer goods (FMCGs) in Pakistan. The results revealed several significant relationships between tendencies (impulsive and compulsive) of consumer resistance to digital innovation and the perceived threat of COVID-19. This study brings several key insights for consumers of FMCG products from Pakistan, and many theoretical and practical implications and future research directions are suggested.
... Impulse buying (IB) has been defined 'as a sudden hedonically complex purchase behaviour in which the impulse purchase precludes any thoughtful, deliberate consideration of alternative or future implications' (Amos et al., 2014). On the other hand, Rook (1987) defined impulse buying as a powerful urge to buy something immediately. ...
... These kinds of purchases are driven by strong desires for an immediate satisfaction and are difficult to resist or control. The consumers who have had this experience describe it as a strong temptation for a product for which they have little control over their behaviour in resisting this impulse (Amos et al., 2014). ...
... Many researchers have investigated the antecedents of IB behaviour. For example, Amos et al. (2014) designed a framework that classified IB into three categories: dispositional, situational, and sociodemographic. The dispositional factors that influence IB behaviour include spontaneity, susceptibility to influence, purchase enjoyment, low self-esteem, and ability to regulate emotions. ...
This study aims to understand the meanings that Apple consumers attribute to the brand. It also aims to test a brand identification model. To this end, a mixed-method approach has been adopted. Qualitative data were analysed using the Iramuteq computer program while for quantitative data structural equation modelling was used. The results show that when Apple consumers think about the brand, they think about the quality and the distinctive properties of and the different parts that make up the product. The results also indicate that customer satisfaction and social benefits precede brand identification, which leads to greater advocacy of, loyalty to and a greater tendency for an impulse buying of Apple products. These results provide useful insights into consumer-brand relationships from a social identity theory perspective and important implications for brand management strategies.
... More than $4 billion is being spent on the impulse purchases per annum (Liao & Wang, 2009) and 62 percent of the total sale in the retail world and more than 80 percent of sales of luxury goods are counted to impulse buying (Ruvio & Belk, 2013). In the past studies, it has been revealed that 40 to 80 percent of the purchases are the consequence of IBB ( (Amos et al., 2014).CEO of Coca-Cola company says that more than 70 percent of the sales of Coke is a result of impulse buying by consumers (Karmali, 2007). Recently it has been disclosed that more than 84 percent of U.S. consumers do impulse purchases, including 54 percent of these, spend $100 or more to buy impulsively and the remaining 20 percent spend $1000 or more to make impulse purchase (Saleh 2018). ...
... Placing certain products in a specific manner also affects the consumer's IBB (Floh & Madlberger, 2013). Sales of store increases as consumers buy more impulsively (Amos et al, 2014). Individuals with a high tendency for enjoyment mostly go for impulsive purchases as compared to individuals with less tendency for enjoyment (Ozer & Gultekin, 2015;Park & Kim, 2008 (Piedmont, 1998). ...
The purpose of this study is to investigate the influence of Personality, shopping enjoyment tendency, materialism, impulse buying tendency, and cultural dimension namely collectivism and individualism on impulse buying behavior. This study employed a quantitative approach that involved a convenience sampling technique to collect data from customers (n=320) using a structured survey. Structured Equation Modeling was applied to analyze data by using AMOS 24. According to the study's findings, shopping enjoyment tendency and materialism strongly affect impulse buying. Further, buyers with a high tendency to impulsiveness, buy more spontaneously. More importantly, the findings revealed that personality traits; neuroticism and extraversion, have also a strongly positive impact on consumers’ IBB. This study provides important information regarding the buying behavior of consumers from the retail sector of a developing nation and checks the effect of the above-mentioned important factors on consumers’ impulse buying. The outcomes of this study will help retailers and marketers to develop effective strategies in accordance with consumer buying behavior.
... Since impulse purchase often leads to negative consequences for customers such as, post-purchase negative emotions like guilt (Rook, 1987), a vicious trap of financial hardships (Fenton-O'Creevy et al., 2018) or diminished financial well-being (Nanda and Banerjee, 2021) and for business firms such as, higher intention to return goods and customer complaints (Zeelenberg et al., 2000), a need is felt to recognize and better understand the 'why's or the drivers of such behaviors (Frigerio et al., 2020;Thürmer et al., 2020;Özyörük, 2022). Extant literature suggests that antecedents of impulsive buying can be distinguished into four broad categories of variables: dispositional, situational, sociodemographic, and dispositional or situational interaction (Amos et al., 2014;Rodrigues et al., 2021) and that gaps exist in understanding various dispositional or internal processes which drive impulse buying (Badgaiyan and Verma, 2014;Huang, 2016;Dhandra, 2020). ...
... People with high POSI are desirous of deriving interpersonal and social benefits from their online activities (Caplan, 2010). To keep up with the current trends and maintain social status (Amos et al., 2014), excessive digital presence acts as a facilitator for buying impulsively at electronic marketplaces. ...
Introduction
Online impulse buying behavior is an unplanned urge to buy a product or service in an online setting and it has several negative consequences for customers, such as guilt and financial distress, and e-commerce firms, such as higher returns and customer complaints. Evidently, it is important to examine the various psychological processes which may assist in a better understanding, therefore addressing the high prevalence of online impulse buying. This study builds upon self-regulation theory to explore how mindfulness influences online impulse buying, and examines problematic internet use as a mediator in the relationship between mindfulness and online impulse buying. Further, this study investigates how emotional intelligence as a moderator plays the role of a suppressant on the adverse impact of problematic Internet use which fuels online impulse buying.
Method
A total of 598 individuals working with various servicebased industries responded to the questionnaire. Multiple regression and moderated mediation analysis was used using SPSS and AMOS for analyzing the data.
Result
Problematic internet use mediates the relationship between mindfulness and online impulse buying behavior. Emotional intelligence negatively moderates the relationship between problematic internet use and online impulse buying behavior.
Discussion
This study findings outlined the inverse relationship of mindfulness & online impulse buying, along with the mediating effect of problematic internet use between mindfulness and online impulse buying. Further, this study showed how emotional intelligence played an important role as a moderator by suppressing the adverse impact of problematic Internet use and preventing online impulse buying. The study offers implications to online marketers in regulating the unplanned purchase process—while minimizing uninhibited buying behavior that leads to regret, and the subsequent intention to return products. Further, social and theoretical implications are discussed.
... According to the report of Wazir advisor [3], the Indian apparel and accessories market is predicted to increase at a rate of approximately 7.6% by 2025 (F), reaching USD 1605 billion; hence, the competition among apparel retailer will be high. Marketing researchers have revealed an encouraging phenomenon of impulse shopping and have employed a range of tactics to stimulate impulsive buying of apparel consumers [7]. The researchers explained how the display of a product in a retail store makes it pleasant and enticing to customers. ...
... For the past many years, numerous researchers have shown a keen interest in impulsive purchasing [7]. In the case of clothes shopping, impulse purchasing plays an important role. ...
The aim of this research was to identify the impact of store ambience on apparel consumer impulse purchase behaviour. In this paper, the influence of window display (WD), promotional offers (PO), store layout (SL), back¬ground music (BM) and fragrance of store (FOS) on consumer impulsive buying behaviour (IBB) for apparel was evaluated. The study was performed among 210 consumers in Delhi (NCR), at the DLF Mall of India, using a questionnaire developed based on existing literature. The research data was analysed using the factor analysis, and correlation and linear regression tests. According to the research findings, store features such as window display, promotional offers and fragrance have a significant effect on impulse purchase behaviour. The current study makes some suggestions for retailers to improve the ambience of their stores in order to boost impulse buying among apparel buyers.
... For instance, the most recent narrative review by Mathur (2019) examined impulse buying definition and antecedents based on just 19 impulse buying studies. Further, four out of the 14 review papers adopted a meta-analysis approach (i.e., Amos et al., 2014;Iyer et al., 2020;Paul et al., 2022;Zhao et al., 2021). For example , Paul et al. (2022) conducted a meta-analysis of 33 empirical papers to identify common antecedents of consumers' buying urge. ...
... The recent reviews examine impulse buying in electronic commerce(Chan et al., 2017) and social commerce niches, as well as research methods used in impulse buying research(Mandolfo & Lamberti, 2021). Three meta-analyses have also been published(Amos et al., 2014;Iyer et al., 2020;Zhao et al., 2021). ...
This paper performs a comprehensive analysis of academic research on impulse buying following a systematic literature review approach. Drawing on the TCCM framework suggested by Paul and Rosado‐Serrano (2019), we synthesise the impulse buying literature and develop a future research agenda. Accordingly, this review synthesises impulse buying research in terms of theory development, context, characteristics, and methodologies to examine the development of the literature over time. This systematic review shows that impulse buying research is fragmented and still developing due to its transition from a traditional retail environment into different online channels. Furthermore, this paper proposes a conceptual framework based on the literature synthesis, presenting antecedents and mediators of impulse buying behaviour. Finally, this review identifies overlooked areas in impulse buying literature and provides insightful directions to advance research in the domain. Overall, this research effort makes a significant contribution to consumer behaviour literature, specifically to impulse buying literature. This article is protected by copyright. All rights reserved.
... Young adults represent an acknowledged portion of online impulse buyers. As a matter of fact, younger age has been often recognised as a significant factor positively correlated with IB (Amos et al., 2014;Kacen & Lee, 2002;Liao et al., 2009). This phenomenon finds support also in the broader behavioural literature. ...
... IB has been broadly recognised as a multifaceted construct that involves individual personality traits, affective states, normative evaluations, self-perception, and situational factors (Iyer et al., 2020;Xiao & Nicholson, 2013). Among these facets, impulse buying tendencies represent the most recurrent significant trigger (Amos et al., 2014). At its core, impulse buying tendency shares significant features with impulsivity (Eysenck & Eysenck, 1977;Weun et al., 1998). ...
Impulse buying represents a relevant behavioural phenomenon in the e-commerce environment both in economic and social terms. In this context, young adults embody an acknowledged portion of online impulse buyers. Although a single impulse purchase does not pose real risks for the individual, excessive impulse buying has a significant weight on social welfare. This research discusses possible nudge-based interventions for immediate coping with online impulse buying. Starting from an outline of the core factors that typify impulse purchasing, the paper introduces three different interventions in the form of nudges, namely designing for interactional friction, engaging in distraction, and the timely provision of feedback. Lastly, the research discusses the implications for online retailers and policymakers in terms of collaborative approaches to foster consumer trust, enhance brand reputation, reduce logistics costs, and promote public support.
... As per (Amos et al., 2014;Memon et al., 2019), it is evident in the studies related to impulse buying and business research that impulse purchasing accounts for 60% of all items purchased, indicating the importance of impulse buying. According to reports, impulse purchases account for approximately 40% of all online expenditures. ...
... Personalization is one of the most widespread approaches for reassuring impulse purchases. Online retailers have used personalized messages to encourage consumers to make impulse purchases (Amos et al., 2014;Dodoo & Wu, 2019). According to (Dodoo & Wu, 2019), online sellers who have implemented personalization approaches to regulate impulse purchases have increased sales. ...
Online impulse buying is a crucial component that might yield favourable results for online sellers and advertising firms. "Personalization of advertisements", "advt value", "website aesthetics", and consumer "information-sharing concerns" are being used in social media marketing contexts, and strategies are also being framed accordingly. However, little research has been done to explore the potential association between these stated factors and working women's online impulse buying behaviour. The current research sheds light on the effect of these identified social media factors as a precursor to women consumers' online impulse inclination, an area of particular importance in online business scenarios. This research suggests and examines a conceptual model employing various factors to determine the working women's online impulse buying inclination in Gorakhpur District. The survey results showed the favourable effect of personalized advertisements, advt value, and website aesthetics in predicting consumers' propensity for online impulse purchases. It also indicated the negative association with consumers' information-sharing concerns. The study concludes by sharing some academic and managerial implications.
... 80% of all the purchases(Amos et al., 2014). The psychological roots of impulse buying, as well as "impulse pleasures," have attracted the attentions of researchers and businesses who have attempt to discover the psychological aspects of this behavior in order to enhance sales(Kacen et al., 2012;Amos et al., 2014). ...
... 80% of all the purchases(Amos et al., 2014). The psychological roots of impulse buying, as well as "impulse pleasures," have attracted the attentions of researchers and businesses who have attempt to discover the psychological aspects of this behavior in order to enhance sales(Kacen et al., 2012;Amos et al., 2014). Impulse buying is a reality of life; everyone has made an impulsive purchase at some point in their lives, and nine out of 10 buyers do so regularly(Jelenc, 2013). ...
... Dalam hal ini keinginan konsumen dalam berbelanja secara hedonic dapat menghasilkan adanya dorongan impulsive buying (Aucla, 2019). Semakin tinggi hedonic motivation seseorang maka perilaku impulsive buying-nya akan semakin tinggi juga (Amos, Holmes, & Keneson, 2014). ...
Seorang konsumen ketika hendak melakukan transaksi pembelian akan suatu produk, mereka akan berusaha mencari beraneka ragam informasi sebelum melakukan pembelian. Beberapa orang melakukan aktivitas belanja bersama orang terdekat demi membeli produk yang sama atau sejenis untuk menjalin hubungan dengan memiliki produk yang sama atau sejenis. Penelitian ini bertujuan untuk menganalisis Pengaruh Hedonic Motivation, Cool Motivation dan Socialization Motivation Terhadap Impulsive Buying pada remaja di Kota Maros. Penelitian menggunakan metode deskriptif kualitatif dengan alat analisis SPSS versi 25. Teknik pengumpulan sampel dengan purposive sampling dengan jumlah responden sebanyak 100 orang. Hasil penelitian menunjukkan bahwa variabel Hedonic Motivation, Cool Motivation dan Socialization Motivation memberikan pengaruh positif dan signifikan terhadap Impulsive Buying.
... This trend sparked interest from various researchers who ultimately faced the challenge. There is no universal definition in the literature for understanding this concept holistically (Amos, Holmes, & Keneson, 2014). Unscheduled shopping is not generally followed by an overwhelming desire or strong positive emotions that are typically associated with buying on impulse (Rozana, Dwarawati, Nugrahawati, Azalea, & Prameswari, 2022). ...
Purpose: The purpose of this research is to identify the underlying factors of impulsive buying behavior that would impact consumers’ buying behavior and eventually their purchase intentions. Methodology: This research is based on the philosophy of positivism and employs a quantitative examination. In order to reach to our target market, we have used convenience sampling (non-probability sampling) and tried to gather the data in the original shopping environment i.e. a survey in shopping malls. A sample of 400 was gathered and analyzed. The SPSS version 20 is used for data analysis. Findings: Results of this study show that a consumer’s mood has a significant impact on buying as it can trigger impulse behavior in consumers. Person situations can also influence impulse buying for example time, money and the fear of missing out can all trigger impulse buying. Store layout can also trigger that unplanned purchase which means store lighting, the music of the store and ambiance may affect the purchasing. Product promotion has an impact on spontaneous purchase which indicates that free coupons, discounts and free delivery are offered to attract the customer to a sudden purchase. Product design, packaging, color and labeling indicate a positive and significant impact on impulse buying. However, materialism indicates an insignificant impact on impulse buying. Contribution to literature: This research is positively contributing to or suggesting that practitioners or sellers better understand the intrinsic factors influencing customers ’purchase intentions in the cosmetic industry.
... Academics and marketing experts have extensively investigated and analyzed impulsive purchasing to boost sales (Amos et al., 2014;Kacen et al., 2012). Due to impulsive buying being an unanticipated purchase (Clover, 1950), it was seen to be a very unreasonable behavior in the 1940s (Muruganantham & Bhakat, 2013 The mechanism of understanding financial literacy will increase one's loyalty. ...
The consumptive behavior of students tends to be excessive. Therefore, this study aims to test the impact of financial literacy, peer group, social media usage, and locus of control on students’ consumption behavior. The population consists of 41,061 active S-1 students of Universitas Negeri Semarang, Jawa Tengah, Indonesia. 5% of 398 samples had an error rate using the Slovin formula. Primary data were collected through surveys employing a 5-point Likert scale. The questionnaire constructed in Google Forms was distributed using WhatsApp group. The data collected were then subjected to validity and reliability tests. Thus, the response variable was consumptive behavior; three predictor variables were financial literacy, peer group, and social media usage; and the mediating variable was locus of control. The results show that financial literacy affects consumptive behavior negatively, with a coefficient of –0.109 and a significance value of 0.041. Peer groups, social media usage, and locus of control had a positive and significant effect on consumptive behavior directly. The coefficients were 0.039, 0.518, and 0.218, with significance values of 0.031, 0.000, and 0.000. Financial literacy and peer groups have a positive and significant effect on the locus of control with coefficients of 0.0638 and 0.251 and significance values of 0.000. In addition, locus of control has been proven as a mediator in the influence of financial literacy and peer groups on consumptive behavior.
AcknowledgmentWe acknowledge the Faculty of Economics, Universitas Negeri Semarang, for publication funding.
... Abratt and Goodey (1990) claim that compared to other countries, in the United States, higher income is a significant factor influencing impulse purchase. Similarly, Bashar et al. (2013) argue that disposable income is a significant impulse purchase indicator, but Amos et al. (2014) contradicts this by asserting that income has minimal influence. However, the author expects consumers with higher income levels to be less restrictive and more prone to act on impulse. ...
The study aims to understand the impact of demographic factors-age, gender, household income, and cultural dimensions-individualism/collectivism and power-distance beliefs on impulse purchase tendency among Bangladeshi consumers. Although the author planned and started with a mall-intercept survey method, however, due to the situation arising from the COVID-19 pandemic, he had to shift to using an online questionnaire survey. To analyze the results and test the hypotheses, the author undertook factor analysis and multi-linear regression. The study revealed that only household income shows a positive association with impulse purchase behavior. Surprisingly, there was no association between any of the cultural dimensions to impulse purchasing tendency. At the same time, an interesting observation was that Generation Z consumers exhibit more impulsive purchasing tendencies than their Generation Y counterparts. It is worth mentioning, the use of convenience sampling meant an overrepresentation of two generations (Gen Z and Gen Y). While this led to a new revelation about the purchasing tendencies of consumers of these generations, future research with a larger sample can lead to enhancing the generalization of the findings. The study provides a holistic model incorporating cultural dimensions and demographic factors to expand the understanding of these factors' influence on consumer impulse purchasing tendency for an emerging nation.
... Additionally, in business, the term "impulsive buying" can refer to an unanticipated, persuasive, challenging, and joyful shopping activity (Hasanpoor et al., 2019) Impulsive buying and self-esteem are negatively correlated, The likelihood of making impulsive purchases drops as self-esteem increases. Additionally, consumers with higher levels of self-esteem have strong self-confidence in their preferences and characters (Amos et al., 2014). The other way around, according to a study, those who are less confident tend to purchase things impulsively (Abdul Hamid et al., 2019). ...
Marketplace is currently being disrupted by technology, similar to how the internet and digital platforms explosive rise in the globalization era. The growth of e-commerce changed customer behavior in purchasing items, from offline to online shopping, caused by some motives i.e., hedonic motives, self-esteem, and utilitarian motives. This study aims to comprehend how self-esteem, hedonic value, and utilitarian motivations relate to online shopping behavior, using shopping intention and impulse buying tendency as mediators. This study supports the idea that customers' online purchasing behavior is influenced by their intentions to shop and their propensity for impulsive purchases. 302 respondents who utilize e-commerce were distributed and their responses were gathered. As one of the requirements in this survey, respondents who complete the survey are people who have utilized e-commerce platform for at least three months. AMOS was used to analyze this study. Additionally, this study demonstrates that shopping intention is primary in online shopping behavior. This knowledge will help marketers develop strategies to maximize business performance, such as creating a variety of product categories that can boost customers' self-confidence. The product assortment should also be visually appealing, motivating, and emotionally appealing to the target market. Further discussion and implications are provided in the article.
... Impulsive buyers usually have the characteristics of not doing long-term thinking. Emotionally they feel attracted to the product of the object and the presence of a desire to fulfill satisfaction [5]. According to Ref. [6] Impulse purchase behavior is experienced by consumers at the age of around 18-39 years. ...
Ease of accessing the internet and information technology triggers impulsive buying behavior through increased accessibility to products and services that facilitate the buying process. Through internet facilities by browsing, consumers can feel like window shopping in a mall. This study focuses on the Java-Bali area which is a strategic location in access to products. Data were collected from 273 respondents of E-commerce users using a survey method. Structural Equation Modeling (SEM) modeling technique with SmartPLS 3.0 software. The results show that e-commerce browsing and the big five models have a significant effect on urge to purchase and impulse purchase. E-commerce usage intensity and urge to purchase have no effect on impulse purchases and the results of the mediation role test of urge to purchase have no effect on e-commerce browsing, e-commerce usage intensity, and the big five model on impulse purchases.
... In the context of marketing and consumer-based research, Kidwell et al. (2008) created a consumer emotional intelligence measure and concept. Amos et al. (2014) argued that the interaction of socio-demographic, situational, and dispositional characteristics might create a favorable environment for boosting impulsive buying in a meta-analysis of consumer buying behavior. Moreover, contend that psychological functioning, particularly as a type of self-regulation, might be valuable in explaining impulsive purchase behavior. ...
E-commerce has led to a significant increase in internet purchases. The marketing sector is very competitive these days, and marketers have a difficult task: understanding the behavior of their customers. Strategic marketing planning relies heavily on consumer behavior since the consumer acts as the user, buyer, and payer in that process. Consumers’ behavior changes in response to shifts in the factors that influence it. The purpose of this research is to show how Internet usage influence on consumer impulsive buying behavior of agriculture products through moderating role personality traits and emotional intelligence in China organic market. The data gathered in three months from January to March 2022, due to COVID-19 pandemic data was gathered through an online survey questionnaire sent by Chinese social media platforms including WeChat and an email address. The PLS-SEM technique and the SmartPLS software version 3.2.8 were used for data analyses. The result revealed that internet usage positively and significantly influences consumer impulsive buying behavior. Also, both moderator personality trait and emotional intelligence positively and significantly moderate the relationship between internet usage and consumer impulsive buying behavior. Lastly, theoretical and practical implications, and future directions were discussed.
... Consumers' moods can change from negative to positive through the acquisition of a product (Yu and Bastin 2010), because this fills a latent personal need. Moreover, both positive and negative affect have been shown to enhance impulse buying behaviour (Amos et al. 2014). Indeed, emotions are part of the buying process: they can occur before, during, or after making a purchase. ...
Consumerism is a socioeconomic phenomenon that has redefined societies. Values, beliefs, habits, and everyday situations have changed people and their lifestyles, thereby shaping the contemporary consumer. The importance of acquiring and possessing material objects has emerged as the main value of the consumer society, leading to the belief that possessions can make us happy. Composed of processes that makes it endure and prosper, the power of consumerism in our daily lives is best observed during sales events, such as Black Friday, when the opportunity to buy at a greater cost-benefit causes commotion and when overconsumption is common. A buying frenzy can lead to impulsive and, in the worst cases, compulsive behaviours. However, the relationship between subjective well-being and buying is dependent on different variables, such as what is being bought, and who is buying. Since consumption is filled with symbolic meaning, buying behaviour goes well beyond the tangible aspects, also incorporating the intangible aspects, thus showing the importance of experiential and green consumption. Despite the predominance of consumerism, anti-consumerism movements have emerged as a counter-culture wave of consumption, bringing more awareness of consumers’ behaviour, offering alternatives for the consumption lifestyle, and encouraging reflection on the benefits and harm of consumerism.
... Frequentemente, os modelos utilizados para explicar o comportamento do consumidor incluem a influência interpessoal (Amos, Holmes, & Keneson, 2014), uma vez que, enquanto caraterística disposicional, é determinante do comportamento individual (Ebren, 2009) e varia de pessoa para pessoa (Bearden, Netemeyer, & Teel, 1989). Usualmente, após os amigos observarem um produto e lhe atribuírem uma avaliação favorável, os indivíduos tendem a perceber esse produto de forma mais benéfica comparativamente ao que teriam feito na ausência desta observação (Lee e Park, 2008). ...
Os festivais de música assumem cada vez mais relevância na oferta de consumo experiencial, com impactos significativos a nível económico e social. O objetivo deste estudo foi compreender o que os portugueses pensam acerca das áreas VIP nos festivais de música e identificar que variáveis predizem a tendência para comprar por impulso bilhetes para a área VIP. O estudo recorreu ao método misto, aplicando tanto uma abordagem qualitativa, como quantitativa (método experimental e correlacional). Participaram no estudo 359 portugueses (278 mulheres e 81 homens), com idade média de 23.77 anos. Os resultados revelaram que são atribuídas mais características negativas do que positivas às áreas VIP, e que a aprovação do grupo de amigos leva os/as portugueses/as a comprar mais por impulso, sendo as emoções positivas mediadoras desta relação. Verificou-se, ainda, que a influência normativa e o consumo por estatuto estão associados à compra por impulso. Este estudo traz insights relevantes para a área de marketing, nomeadamente de marketing experiencial.
... Therefore, we examine tourists' perceptions based on their demographic and psychographic characteristics. The task of marketers is to identify the number and nature of appropriate market segments and decide which groups to target (Amos et al., 2014;Cruz-Milán, 2017;Kotler & Keller, 2016;Masiero & Qiu, 2018;Radojevic et al., 2018). ...
The COVID-19 pandemic has exposed tourism villages to various challenges. Tourism villages as a form of rural tourism which are managed by local people face more serious problems due to their lack of expertise. This study aims to apply customer-driven strategies in formulating strategies to market tourism villages. Employing marketing concepts of service quality, satisfaction, and revisit intention, this research investigates the mediating role of satisfaction in the relationship between service quality and revisit intention. Tourist perceptions are further analyzed based on their demographic and psychographic characteristics to provide insights into the formulation of segmentation strategies. This research collects data from 203 people who have visited tourism villages. Data were collected offline and online using Google Forms. Results of Regression Analysis with Mediation and Bonferonni's Multiple Comparison indicated that Reliability, Empathy, and Tangibles have a positive effect on satisfaction. Further, satisfaction fully mediates the effect of Reliability and Empathy on revisit intention. Meanwhile, satisfaction partially mediates the effect of Responsiveness and Tangibles on revisit intention.
... Consumers are not often making unplanned transactions based on their urgent desire or emotions and external signals are also influential influences (Amos et al. 2014). According to Aragoncillo and Orus (2018); Chan et al. (2017); Stern (1962), there are four categories to give a simple description regarding impulse buying, as shown in the table below (Table 3): Stern (1962) conceptualization of impulse buying serves as an excellent starting point for further study. ...
Purchasing is not a novel idea. In reality, buying and selling has existed since the dawn of time, and as culture has advanced, the idea has developed in terms of shape, design, and compassion. Nowadays customers purchase items not only to satisfy their basic needs, but also as a way of life or a recreational activity that can help them meet their psychological needs. Since the 1950s, researchers have been researching consumer behaviour to better understand the idea of impulse buying. Impulse buying is the most common in modern societies, and it has drawn the attention of a variety of researchers from different fields, including marketing, consumer behavioural economics, and psychology in recent decades. Impulse buying not only occur on traditional store but it also happens on e-store due to the tremendous growth of the Internet has altered the retail environment, and changes in e-retailing, such as telemarketing, credit card and debit card use, and 24-h e-retailing availability, have increased the opportunity for impulse shopping by Internet shoppers. In result, individuals may now buy at any time and from any place as a result of this evolution. In contrast to traditional shoppers, online shoppers are more likely to indulge in impulsive purchases. Hence, impulse buying become important need to continuous study. Thus, this study provided the definition, timeline as well as categories of online impulse buying behaviour based on recent studies.
... Materialistic consumer culture has emerged upon emphasizing the benefits of a work-dominated, consumerist mode of living (Lyn, 2008), in which material possessions are used to communicate a social status to others (Podoshen et al., 2011). The main characteristics of consumer society, consumerism or materialism, have been discussed by many scholars emphasizing the role of marketing in supporting the growth of that phenomenon (Abela, 2006;Amos et al., 2014;Chandy et al., 2018;Kennedy, 2020), and the impact of marketing on encouraging overconsumption is now perceived as an area of serious concern (Chandy et al., 2018;Sheth, 2021). Some researchers point out that hyper-consumerism relates to the global consumer culture that is perceived as a trigger of impulsive buying encouraged by advertising campaigns (Czarnecka & Schivinski, 2019). ...
Despite the increasing social perspective in branding research, accompanied by more firms creating brands including environmental issues, no studies so far have investigated whether brand narratives referring to polarizing consumer cultures affect brand-related metrics. We explore the impact of shopping rituals rooted in either materialistic or material-resistant consumer culture on consumer-based brand equity. Our research shows that consumers do not assess brand equity based on the narratives associated to any of the cultures, which suggests that in the case of such contextual sensitive research, a more reflexive approach is needed to explore brands’ appeal gained from cultural meanings.
... Amos et al. (2014), a compra por impulso cumpre três critérios: é repentina e a decisão é tomada enquanto o consumidor está num pico de energia, é inconsequente e pretende satisfazer as suas necessidades. ...
O comportamento do consumidor e a experiência de compra têm sofrido grandes alterações nos últimos anos, resultado do crescimento da internet, do e-commerce e das redes sociais. Este artigo tem como objetivo identificar como a publicidade nas redes sociais influencia o comportamento de compra do consumidor e, consequentemente, incentiva a compra por impulso. Nesse sentido, esta investigação assenta numa revisão sistemática da literatura focada na temática abordada. Os resultados deste estudo confirmam uma correlação entre a publicidade nas redes sociais e a compra por impulso. De acordo com esses mesmos resultados, os jovens portugueses são influenciados, direta e indiretamente, a realizar essa compra impulsiva como consequência de fatores emocionais, entre eles, as emoções positivas e o sentimento de pertença. Ao compreender este comportamento, as marcas poderão ajustar as suas campanhas e potencializar mais ainda o seu negócio.
... Pembelian seperti ini digambarkan lebih menggairahkan, tidak disengaja, dan sulit untuk dihindari dibandingkan dengan perilaku pembelian terencana. Pembeli impulsif biasanya tidak berpikir dalam benaknya, secara emosional tertarik pada suatu objek, dan memiliki hasrat untuk segera mendapatkan kepuasan (Amos et al., 2014). ...
Penelitian ini bertujuan untuk mengetahui pengaruh promosi penjualan, electronic word of mouth, hedonic shopping motivation terhadap pembelian impulsif. Populasi dalam penelitian ini menggunakan teknik nonprobability sampling yaitu purposive sampling dengan sampel mahasiswa Stei Indonesia sebanyak 100 konsumen. Hasil menunjukan Promosi penjuala, Electronic word of mouth dan Hedonic shopping motivation secara simultan berpengaruh signifikan terhadap pembelian impulsif. Promosi penjualan dan hedonic shopping motivation secara parsial berpengaruh signifikan terhadap pembelian impulsif. Sementara electronic word of mouth secara parsial tidak berpengaruh signifikan terhadap pembelian impulsive.
... Hence, there is a need to consolidate the factors affecting UTB through a systematic literature review. The technique used in this research article is a meta-analysis which enables researchers to extract conclusive observations about investigated subjects with specific methodologies (Amos et al., 2013;Chen, Lu, Gupta, & Pan, 2019;Foroughi et al., 2013;Iyer et al., 2019;Maraz et al., 2015;Santini et al., 2019). Hence, this study evaluates factors causing the UTB through a metaanalysis approach. ...
This paper presents a meta-analytical evaluation of the literature on the Urge to Buy (UTB). It seeks to establish the common antecedents of UTB as a construct by a thorough examination of the prior literature. Accordingly, the most significant antecedents of UTB are perceived enjoyment, perceived usefulness, hedonic and utilitarian values, positive and negative affects, scarcity, and impulsive buying tendency. The location of the studies has a moderating influence on the antecedents of UTB. Almost all the factors were more decisive in Eastern countries than Western. The limitations of the current study and the future research agenda have also been mentioned. The study results have both theoretical and practical implications contributing to the marketing research field. The implications of all the studies in the past on the UTB construct have been discussed, and the effect of these studies has been summarized with the meta-analysis technique.
... Particularly, this research contributed new insights to the excessive buying literature. For instance, Amos et al. [85] and Flight et al. [86] contended that positive circumstances usually affect excessive buying, and this research contends that, even amid urgent and uncertain circumstances such as the COVID-19 pandemic, SMU can promote excessive buying [87,88]. This result is consistent with the conclusions of [88,89]. ...
Despite being a religious country, the Kingdom of Saudi Arabia (KSA) ranks among the world’s worst food wasters. Social media usage (SMU) and changes in customers’ behavior, such as excessive buying, are some of the main influences of food waste. This paper examined the impact of SMU on food waste intention (FWI) with the mediating role of religiosity and excessive buying behavior amid the coronavirus (COVID-19) pandemic. A self-administered questionnaire was completed by 1250 restaurant customers in KSA. The study results employing structural equation modeling (SEM) demonstrated a significant negative impact of customer religion on the intention of food waste. Nevertheless, SMU fosters excessive buying, which in return results in a high FWI. The results also demonstrated that excessive buying behaviors partially mediate the influence of SMU and religiosity on the intention of food waste. The findings have numerous implications for policymakers, academics, and restaurant professionals.
... A thin line exists between impulse buying and routine buying. Unplanned buying is generally accompanied by an urgent desire, a strong feeling, or UTB (Amos et al., 2014;Islam et al., 2019). At the same time, impulsive buying occurs only after exposure to a specific external stimulus (Applebaum, 1951;Rook, 1987). ...
... Impulsive shopping is considered a common occurrence, and impulsive purchases account for a major share of consumer behaviour (Habib & Qayyum, 2018). Depending on the nature of the products, roughly 40 to 80 percent of consumer purchases are attributable to impulse purchases (Amos et al., 2014). Impulse purchases account for 80 percent of luxury product sales, 62 percent of supermarket sales, and 30-50 percent of retail and fast food store sales (Ruvio & Belk, 2013). ...
This research seeks to investigate the factors that make young adults materialistic and the outcomes of their materialistic approach. the study focuses on mediating the role of materialism between the contextual factors (celebrity endorsement and peer influence) and compulsive buying (impulsive and obsessive buying) is the focus of the study. It also looks at the moderating role of the use of social media. The data was collected from undergraduate university students residing in the Punjab province of Pakistan. The structural modelling technique was used to analyze the data. The study results show that materialistic young adults are more involved in impulsive and obsessive buying than others. The results also confirm the findings of previous\researches conducted in other cultures. It also confirms that materialism mediates the relationship between sociological factors (celebrity endorsement and peer influence) and compulsive buying behaviour (impulsive and obsessive buying behaviour). Moreover, it proves the moderating role of social media use in determining and affecting these relationships. This research provides guidelines for the researchers, policymakers, and managers.
... As per Hunter and Schmidt (2004), meta-regression was carried out on separated groups. Moderators considered for metaregression are country of study conduction: Asian/ Non-Asian, sampling technique: probability/nonprobability (Mak et al., 2007), user type: student/nonstudent, publication date: 2009-2016/2017-2020 (Amos (Kraaij et al., 2002) and mode of data collection: online/ offline/both (Amos et al., 2013). Furthermore, moderators' Vision relationship with five core constructs of the UTAUT model and HB, PV and HM was studied but due to the lack of studies, moderator analysis was not performed on personal innovativeness. ...
Where past literature has studied the unified theory of acceptance and use of technology (UTAUT) model to a large extent, the
research in the domain of UTAUT3 is limited. Further, different studies on m-learning acceptance in the higher education sector
report different values of correlation among constructs of the model. This study fills this gap by conducting a meta-analysis to estimate
the magnitude of relationships of the constructs of the UTAUT3 model from the past 20 years of study. Further, the study tries to
explore the moderation effect variables, such as the influence of country, user type, data collection mode, sampling technique, sample
size and publication date on the causal relationships of the constructs of UTAUT3. For the study, 39 articles reported an effect size of
the five core constructs in UTAUT (performance expectancy, effort expectancy, social influence, facilitating conditions and behavioural
intentions) and four extended constructs (hedonic motivation, personal innovativeness, price value and habit) have been studied and
the results of the same have been consolidated. The results show a high impact of personal innovativeness, habit and performance
expectancy on behavioural intention. Furthermore, a habit was found to be the strongest predictor of user adoption. The heterogeneity
in data was examined by the moderator analysis. The moderators were found to have an influential impact on the relationships of
the constructs of UTAUT3.The study will be crucial in bringing in new inputs to help governmental entities, education administrators
and managers to formulate policies for the higher education sector that can assist in the proper and proactive adoption of innovative
m-learning technologies.
... Menurut Rodrigues et al. (2021) impulse buying memberikan kontribusi sebanyak 40-80 persen dari seluruh pembelian. Hal ini didukung oleh penelitian sebelumnya yang menunjukkan bahwa pembelian yang tidak direncanakan menyumbang hingga 60% dari semua pembelian (Mattila & Wirtz, 2008), menyumbang 40% hingga 80% pembelian tergantung pada kategori produk (Hausman, 2000;Lee & Kacen, 2018), menyumbang lebih dari 50% dari semua pembelian bahan makanan (Amos et al., 2014) dan generasi millennial 52% lebih mungkin melakukan pembelian impulsif untuk memanjakan diri daripada generasi lainnya. ...
p>The purpose of this study is to investigate the negative effect of pre-shopping preparation tendency toward impulse buying, the negative effect of positive shopping enjoyment tendency toward positive affect, the positive effect of impulse buying tendency toward urge to purchase, the positive effect of positive affect toward urge to purchase, the negative effect of negative affect toward urge to purchase and the positive effect of urge to purchase toward impulse buying at Ranch Market Jakarta. The population of this research is the customer of Ranch Market Jakarta. The result of this study is pre-shopping preparation tendency has no negative effect toward impulse buying, shopping enjoyment tendency has positive effect toward positive affect, impulse buying tendency has positive effect toward urge to purchase, positive affect has positive effect toward urge to purchase, negative affect has negative effect toward urge to purchase dan urge to purchase has positive effect toward impulse buying.
BAHASA INDONESIA ABSTRACT
Penelitian ini bertujuan untuk menginvestigasi pengaruh negatif pre-shopping preparation tendency terhadap impulse buying , pengaruh positive shopping enjoyment tendency terhadap positive affect , pengaruh positive impulse buying tendency berpengaruh positive terhadap urge to purchase , pengaruh positive affect terhadap urge to purchase , pengaruh negative affect terhadap urge to purchase dan pengaruh positive urge to purchase terhadap impulse buying di Ranch Market Jakarta. Populasi dari penelitian ini individu yang pernah berbelanja di Ranch Market Jakarta. Hasil penelitian menemukan bahwa pre-shopping preparation tendency tidak berpengaruh negatif terhadap impulse buying , shopping enjoyment tendency berpengaruh positif terhadap positive affect , impulse buying tendency berpengaruh positif terhadap urge purchase, positive affect berpengaruh positif terhadap urge to purchase , negative affect berpengaruh negatif terhadap urge to purchase dan urge to purchase berpengaruh positif terhadap impulse buying .</p
... Dhandra (2020) found a negative relationship between impulsive buying and self-esteem. Amos et al. (2014) stated that the higher the level of self-esteem, the lower the level of impulsive purchase intention. Moreover, customers who have a higher level of self-esteem tend to have a high level of self-confidence about their decision and personality. ...
Purpose
The study aims to analyze the influence of hedonic, utilitarian, and self-esteem motivations on online shopping behavior. Likewise, the mediating role of impulsive shopping and shopping intentions is also analyzed.
Design/methodology/approach
The study was carried out with the results of a survey in which 450 respondents participated, and the data was analyzed by using structural equation modeling (SmartPLS 3.0 software).
Findings
All the hypothesized links were significant and positive except for the relationship of self-esteem motive with impulsive shopping tendency, which was negative as hypothesized. Moreover, hedonic motive had a strong positive impact on impulsive shopping tendency, whereas, in contrast, utilitarian motive had a strong positive impact on shopping intentions.
Practical implications
Managers should focus on functional value rather than emotional value to attract customers who tend to be utilitarian. In contrast, for customers who tend to be hedonic, the product offerings should be visually appealing, stimulating and inspiring, as well as have emotional value.
Originality/value
This study investigates the roles of self-esteem and hedonic motives in impulsive shopping behavior. Moreover, by using the theory of planned behavior, this study highlights the roles of hedonic and utilitarian motives in attitude toward engaging in online shopping.
... A thin line exists between impulse buying and routine buying. Unplanned buying is generally accompanied by an urgent desire, a strong feeling, or UTB (Amos et al., 2014;Islam et al., 2019). At the same time, impulsive buying occurs only after exposure to a specific external stimulus (Applebaum, 1951;Rook, 1987). ...
This study develops an underlying mechanism outlining the impact of digital influencers on consumer impulse-buying behavior in the context of social networking sites (SNSs). Based on signaling theory, this research examines the role of message credibility (informational value and vicarious expressions) and media credibility (perceived interactivity and transparency) in developing trust in digital influencers, resulting in impulse buying. Moreover, this study explores the moderating effect of social commerce (s-commerce) experience on the relationship between urge-to-buy (UTB) and impulse buying. This study collects data from SNS users. Findings reveal that message credibility and media credibility play a significant role in developing trust in digital influencers, thereby enhancing the urge to buy impulsively on SNSs. In addition, results show that s-commerce experience does not moderate the relationship between UTB and impulsive buying. Finally, this study provides critical insights to marketers and policymakers.
... For example, social media plays a vital role in determining purchasing decisions, one of which is IB. However, many studies still show inconsistencies, both in formulating the IB concept and defining its determinants(Amos et al., 2014;Aruna & Santhi, 2015;Badgaiyan et al., 2016). Nevertheless, the unplanned buying process has a complexity that the traditional buying process lacks, for example, from the psychological side and the risks faced. ...
Flash sale (FS) is a marketing strategy that is widely used and developed in sales through e-commerce. The implementation of the FS strategy is to provide discounts or special propositions on products offered within a certain time limit. Time restrictions aim to encourage consumers' emotions to make impulse buying (IB). This study examines the effect of consumer emotions as a mediating variable on IB among Shoppee consumers in Indonesia caused by FS activities that are not carried out on certain important days. The required data were collected through the distribution of online questionnaires to respondents who, in the last three months, had made transactions through Shoppee e-commerce platform. A total of 150 questionnaires are analyzed using PLS-SEM. The results of the analysis show that the flash sale strategy carried out by the Shoppee e-commerce platform in Indonesia has a direct effect on increasing consumer emotions. This means that the higher the intensity of the FS promotion, the stronger the influence on consumer emotions. Emotions increase IB. FS has no significant effect on increasing IB. Subsequent findings show that FS indirectly has a positive and significant effect on IB through emotions. In other words, this study proves that the emotions are a mediating variable in online IB. This study is helpful for companies in developing appropriate strategies for their promotions in utilizing consumers' impulse buying behavior by using strategies that trigger consumers' emotions. Martaleni Martaleni (Indonesia), Ferdian Hendrasto (Indonesia), Noor Hidayat (Indonesia), Amin Alfandy Dzikri (Indonesia), Ni Nyoman Kerti Yasa (Indonesia) Flash sale and online impulse buying: Mediation effect of emotions
Impulsive buying is an unplanned purchase decision due to stimulation from the shopping environment. This study aims to analyze the consumer characteristics and sales promotion, knowledge, and impulsive buying and the influence of consumer characteristics, sales promotion, and knowledge on impulsive buying. The study used a cross-sectional study design, which was conducted from December 2019 to January 2020. In this study, respondents were 145 Shopee users who made purchases in the last three months selected purposively. Data were collected by filling out an online questionnaire. The results showed that the length of education was related to sales promotion and knowledge, while income and promotion were related to impulsive buying. Meanwhile, a factor that has a positive effect on impulsive buying is sales promotion. Unplanned online purchases are most often made in the middle of the month, and promotions are the most influential in purchasing decisions.
Impulsive buying over online platform has become a phenomenon to be reckoned with both the buyers and sellers existing over the internet platform. Online impulse buying is without any prior intention and is spontaneous; the spontaneity is aggravated by the availability of internet enabled devices that translates into increased reach to diverse categories of product offerings. Impulsivity is buying without forethought or contemplating the consequences. This study explores impulsive buying behavior over online platform and identifies the factors like price, variety, hedonism, adventure, merchandising, online navigability, novelty and social acceptance to affect impulsive buying over the online platform. Using data gathered from online shoppers and applying statistical tools the effect of certain demographic factors on the identified variables impacting impulsive buying is studied.
Online environments, which seriously threaten the dominance of mass media, have become the focus of attention of consumers and businesses. The most important advantage of these environments, which are used by a large number of people with quite different demographics, is that they provide interactive and easy access to the target audience. The most important problem is how to reach this target audience and what criteria will be taken as a basis. In this study, impulsive purchase tendency was examined. Impulsive buying, which is a type of unplanned buying, occurs with a sudden impulse to buy and results instantly. There are many factors that affect impulsive buying. In this study, the effect of five major personality types on impulsive purchase tendency was investigated. As a result of the research, it was concluded that five major personality types affect the impulsive buying tendency. It has been found a positive relationship between impulsive buying with agreeableness and neuroticism; and a negative relationship between extraversion and conscientiousness.
The aim of the study is to understand the approach to certification from different perspectives, in order to appreciate how the stakeholders, enact processes of creation, implementation and decision‐making processes in establishing criteria for local development. We analysed the extant literature in order to assess the present knowledge and approach on the world of labelling for sustainable development and detect possible paths for future research in the field. A document search was conducted through Scopus and WoS databases. Sustainable certifications do not cover a univocal path of implementation, so it is made necessary to establish a network approach in order to involve all the stakeholders to boost new processes for implementation of bottom‐up strategies for sustainable development. The necessity to start a new approach to local development strategies recalls the opportunity of creating new local networks amongst different stakeholders to talk each other on a univocal perspective that looks with favour to sustainability issues and enhance the link to financial performance. The example of bio‐districts is carried on enforcing the theoretical aspects.
The usage of online marketplace in Indonesia increases due to Covid-19 pandemic and its supporting environment such as payment systems. This investigation was conducted to determine the effect of Website Quality on Online Impulsive Buying Behavior moderated by Sales Promotion and Credit Card Usage in Indonesian marketplace. This study uses quantitative methods with causal analysis. In this research, data was collected through online questionnaires and 275 respondents who used the marketplace website responded. This research uses PLS-SEM data analysis technique. The results of this study showed that three out of five hypotheses are accepted. This study shows that Website Quality, Credit Card Use, and Sales Promotion have positive significant effect on Online Impulse Buying Behavior. However, the result of this study also revealed interesting findings, that there is not enough evidence to support moderation effect of Credit Card use and Sales Promotion in the relationship between web quality and Online Impulse Buying Behavior.
Different versions of mobile operating systems or shopping apps enable different functionalities and information flows, thus creating various mobile shopping environments. In general, up‐to‐date versions provide better information flows and richer functionalities. However, mobile operating systems and shopping apps affect consumer behavior through different mechanisms. An up‐to‐date mobile operating system reduces the system response time, while an up‐to‐date shopping app improves algorithms for better search accuracy. The former encourages consumer explore and search, whereas the latter improves consumer search efficiency and reduces chances for consumers to discover more products. Using a unique large‐scale clickstream data set from a mobile commerce retailer, we examine the effect of mobile operating system and app versions on consumer search and impulse purchase behaviors in mobile commerce. Our results show that consumers with an up‐to‐date mobile operating system or a previous version of a shopping app conduct more searches in terms of increased product page views and time spent on product pages, which results in a higher probability of consumer impulse purchase. However, consumers' search for individual products is not affected by versions. Surprisingly, though more page views or time spent may boost purchases, we find that consumer search affects impulse purchases non‐linearly in that page views and time spent have a decreasing rate of impact. Our computations show that using an up‐to‐date operating system increases consumer search activities by 60.45 product pages or 521.30 seconds spent browsing compared to using a previous version of a operation system. Using an up‐to‐date app decreases consumer search activities by 129.34 product pages or 1446.48 seconds spent browsing compared to using a previous version of a mobile app. This article is protected by copyright. All rights reserved
The objective behind the study is to investigate the impact of consumer traits, situational factors and variety seeking behaviour on impulsive buying. The study has also investigated the role of credit card and the sales promotions on the relationship. The study has used the primary data which was collected through questionnaire by using convenient sampling technique. The study was conducted in areas of Lahore and Faisalabad and contacted 281 respondents. In this study, the descriptive statistics were measured by using SPSS and for measuring other variables by Structural Equation Modeling (SEM) was applied for data analysis by using AMOS. The study concluded that consumer traits, situational factors and variety seeking behaviour have positive relationship with impulsive buying. The role of credit card usage and sales promotion also showed positive impact on impulsive buying and acted as moderators on the relationship. The study will assist to marketing managers and other business strategy makers regarding the effective usage of sales promotions and credit card. This research work contributes socially for providing the ease in shopping, promotes clean environment, caters entertainment and quenches the thirst of shopping, but also tries to deliver ease in payment or transaction process.
COVID-19, combined with firms' multichannel adjustments, has accelerated changes in consumer shopping behaviors. This paper explores these issues through a segmentation study to examine consumers’ pre- and during-COVID-19 channel shopping behavior. Using survey data from 485 U.S. participants, Latent Profile Analysis identified six segments that vary in three dimensions: in-store vs. online behavior pre-COVID-19, in-store vs. online behavior during-COVID-19, and the change in channel shopping behavior from pre- to during-COVID-19. Motivation (utilitarian and hedonic), opportunity (time and physical), and ability play significant roles in explaining the findings, while psychographic and demographic variables play lesser roles. Further analysis revealed that these segments have different channel switching intentions when the focal retailer closed its physical store. These findings add greater understanding and support to the assumption that consumers more frequently shopped online than in-store during- than pre-COVID-19. In sum, this research addresses how changes in the shopping environment may affect consumer segments and their behavior.
This research aims to empirically examine the interrelationships between online impulse buying tendencies (IBT), hedonic motives, online promotions, impulse purchase decision (IPD), and customer satisfaction. A structured survey instrument was used to collect data from 625 consumers from southern India. After checking the psychometric properties of the survey instrument with structural equation modeling, the moderated-mediation model was analyzed using Hayes PROCESS. The results showed that (i) impulse purchase decision (IPD) mediated the relationship between impulsive buying tendency (IBT) and customer satisfaction (CS), (ii) hedonic motives moderated the relationship between IBT and IPD, and (iii) hedonic motives and online promotions moderate the relationship between IPD and CS. This study contributes to the literature because it provides valuable insight into two-way and three-way interactions among the significant variables in consumer behavior. The COVID-19 global pandemic brought a paradigm change in consumer behavior, and thus understanding the e-shopper’s IB behavior is critical for e-retailers to change their strategies to capture a broader market. The implications for marketing research are discussed.
The rapid popularity of live streaming promotes the emergence of a new business model known as live streaming commerce. Due to high interactivity and rich-sensory stimuli, live streaming easily leads to consumers’ impulse buying. However, knowledge on impulse buying in live streaming commerce is considerably limited. Drawing on the social presence theory and cognitive-affective framework, our study proposes a theoretical framework with which to examine how live streaming affects consumers’ urge to buy impulsively. In an online survey, 267 valid responses were obtained. Results indicate that social presence of live streamer, social presence of other viewers and social presence of product positively influence affective intensity. Results also show that social presence of other viewers and social presence of product negatively influence perceived risk. Furthermore, this study proves that the urge to buy impulsively is driven by affective state (i.e., affective intensity) instead of cognitive state (i.e., perceived risk) in the live streaming commerce context. This study provides a deep understanding of the psychological mechanism underlining consumers’ impulse buying in live streaming commerce. The findings also offer suggestions for online retailers to enhance product sales.
Purpose
The paper explores how consumer behavior for purchasing impulse products changed in the complex and disruptive (emergency) situation of the COVID-19 pandemic when the customer is shopping in-home and not visiting the offline stores in an emerging economy context. This paper further explores how digital transformations like the use of blockchain technology can aid offline/omnichannel retailers in reviving sales via permission marketing for impulse products.
Design/methodology/approach
The authors followed a qualitative research design and conducted 24 personal interviews with millennials and 15 interviews with offline/omnichannel retailers from an emerging economy. The data collected were analyzed using the thematic analysis procedure.
Findings
The authors discuss their findings under three themes – customers' conscious impulse buying during the pandemic, customers' unconscious impulse buying during the pandemic, and a viable solution for retailers in response to the pandemic.
Practical implications
The authors suggest that marketers primarily from an offline/omnichannel store should adapt to permission marketing and use technologies like blockchain for the digital transformation of their marketing strategies. Doing so can help offline retailers minimize future damages in the retail sector during emergency situations.
Originality/value
This paper is one of the first that explores how impulse – pure, suggestion, planned and reminder – purchases got affected during the COVID-19 pandemic disruptions in an emerging economy. This paper is also one of the first to explore the role of permission marketing and digital transformation by the use of blockchain in helping offline retailers in forming swift trust and practice trust-based marketing.
Statistical power and effect size are not considered sufficiently by marketing researchers. The authors discuss how better attention to these two factors can improve the planning, execution, and reporting of marketing and consumer research. Suggestions are offered about how to increase effect size and improve statistical power.
The constructs of impulsive buying tendencies (IBT) and compulsive buying tendencies (CBT) have individually received much attention. However, prior research has neither fully explored their distinctiveness nor the relationships between IBT or CBT and the affect involved in the shopping experience. In order to extend our understanding of both literatures, the current research finds support for the differential effects of IBT and CBT on urge to buy through affect, as well as discrimination, of the two tendencies, using a mixed methodology of a survey and an online shopping diary.
The subject of buying especially impulse buying for many marketing researchers is attractive and fascinating. Retailers interest in work in process of buying and create a situation to pursue individuals to purchase goods. The objectives of this study were to investigate: (a) to determine the level of impulse buying between Iranian(tourists) in Malaysia, (b) To determine the influence of individuals deference variables such as shopping enjoyment and impulse buying tendency on latent constructs including in-store browsing and impulse buying among Iranians. In this study, structural equation model using a correlation matrix with maximum likelihood was estimated for examining the relationships among individual's variables and in-store browsing by AMOS 18. Data were collected from Malaysia (Kuala-Lumpur) shopping centers (n = 120) where Iranian tourists often visit and buying goods. Data collected at two points in time (during pre-and post-shopping interviewed). Results revealed that the individual difference variables (shopping enjoyment and impulse buying tendency) were influence to the in store browsing and impulse buying.
How does negative mood affect risk taking? A brief questionnaire was used to measure state anxiety, depression, and fatigue, and a daily mood diary allowed state and trait (average level) mood to be separated. Studies 1 and 2 used natural moods and Study 3 a mood induction procedure. Risk was assessed using hypothetical everyday choice scenarios. Study 1 showed that riskiness was affected by state fatigue, but not by anxiety and depression. Study 2 showed that increased riskiness over a two - week period was predicted by fatigue changes, after controlling for riskiness and trait and state mood at time 1. Fatigue effects were stronger for more important scenarios, and when state anxiety was also high. In Study 3, covariance analyses showed that the observed increased in riskiness was related to induced fatigue, rather than to anxiety or depression. The effects are discussed in relation to the literature on fatigue effects, and models of mood and cognition.
Abstract The paper investigates factors influencing ,planned and impulse purchases ,in six personal care product categories. This study utilizes a behavioral measure, rather than an attitudinal measure of planned/impulse purchase. Data consist of 982 product purchases of 502 consumers inurban Philippines. Results show that product category, purchase frequency, brand compari- son, and age are significant factors influencing planned and impulse purchases. There is no relationship found between planned/impulse purchases and attitudinal shopping values, surro- gates for retail search strategies. Implications for retail management,are identified. Keywords: Planned/impulse buying; Epistemic/hedonic search strategies; Retailing
As a transitional economy, Vietnam is opening to many new marketing experiences. Along with slowly increasing wealth, changes are occurring in the retailing environment with stores beginning to replace individual vendors. Changing retail environments suggest the usefulness of understanding shopping behaviors relevant to the retail setting. This paper examines impulse buying behaviors of urban consumers in Vietnam.
An exploratory study was conducted, comprised of both qualitative and quantitative methods, to provide general understanding of the urban Vietnamese consumers’ impulse buying behaviors. It was found that individualism, age and income were significantly related to the impulse buying of Vietnamese consumers. Also, personal-use products were found to be the most common impulse purchase items, despite the collectivist nature of the consumers in Vietnam. These findings suggest that, at least with respect to impulse buying, consumers from transitional economies like Vietnam may share some common tendencies and behaviors as those in other advanced economies despite cultural differences. Other observations discovered from the qualitative study are also discussed.
Purpose – The purpose of this study is to investigate the external cues on apparel web sites that encourage impulse buying. Design/methodology/approach – Focus group interviews were first conducted to identify potential external cues on apparel web sites. The findings from the focus group interviews were then used to create an appropriate coding guide. A content analysis of 60 apparel web sites was then conducted to assess the extent to which external trigger cues of impulse buying are available on apparel web sites. Findings – From the focus group interviews, four mutually exclusive thematic categories, consisting of 20 external trigger cues of impulse buying, were identified; sales, promotions, ideas, and suggestions. A content analysis of these external impulse buying cues was presented. A correlation analysis indicated a positive relationship between retailers' web sales and the amount of external cues present on their web sites. Research limitations/implications – The findings from the study suggest that the amount of external trigger cues of impulse buying may be a factor that affects a retailer's profitable success by encouraging online impulse purchases. Not so successful online retailers therefore should consider offering more external impulse trigger cues (e.g. sales, promotions, purchase ideas, and suggested items) on their web sites to increase potential impulse purchases. Originality/value – A coding guide developed in the study can be used by online apparel retailers to assess their marketing strategies. For consumers, the findings of the study inform consumers of factors that may encourage impulse purchases.
A meta-analysis of 213 applications of diffusion models from 15 articles relates model parameters to the nature of the innovation, the country under study, model specification, and estimation procedure. The effect of use of the same data by several researchers is examined, as are weighting schemes for improving efficiency of the meta-analysis. A Bayesian scheme is used to combine results from the metaanalysis with new data for estimation of parameters in a new situation.
Impulse purchasing is an important aspect of customer in-store behavior as discussed in the previous article. The authors of this paper indicate that the concept, as presently employed, has limited usefulness as a basis for marketing decisions. They outline the problems marketers must confront in order to make the unplanned purchasing concept operational for marketing decisions.
Nowadays, consumer behavior is being more sophisticated and complex than before. In this study, I attempt to analyze the relationship between impulse buying (consumer’s emotional side of the consumption) and an individual’s self-discrepancy (the difference between what one is and what one would like to be). I propose that a consumer uses impulse buying to lift one’s self up and remove one’s self-discrepancy. Results from a sample of consumers in Spain established that a consumer experienced self-discrepancy was likely to have impulse buying. Moreover, the larger the self discrepancy, the more one was dissatisfied with one’s consumption. Finally, symbolic meanings of products to the consumer were associated with the different areas of self-discrepancy. Clothing is associated with not only one’s image in front of others but also one’s self-esteem. Therefore, impulse buying in clothing is positively related to one’s self-discrepancy in the emotional side of self.
Impulse buying generates over $4 billion in annual sales volume in the United States. With the growth of e-commerce and television shopping channels, consumers have easy access to impulse purchasing opportunities, but little is known about this sudden, compelling, hedonically complex purchasing behavior in non-Western cultures. Yet cultural factors moderate many aspects of consumer's impulsive buying behavior, including self-identity, normative influences, the suppression of emotion, and the postponement of instant gratification. From a multi-country survey of consumers in Australia, United States, Hong Kong, Singapore, and Malaysia, our analyses show that both regional level factors (individualism-collectivism) and individual cultural difference factors (independent-interdependent self-concept) systematically influence impulsive purchasing behavior.
This book sets forth a provocative agenda for the scientific study of human personality. Blending no-nonsense empiricism with the humanistic desire to understand the whole person, the book is as relevant today as it was to its many readers seventy years ago. The book sets forth a full theory of human personality, illustrated with a bevy of creative methods for personality assessment, and presenting the results of a landmark study of fifty Harvard men. The book is one of the great classics in 20th-century psychology.
Our research examines the effect of product characteristics and retailing factors on the likelihood a consumer makes an impulse purchase. We present a framework for understanding the impulse buying process and use it to explain our findings. Our nested logit model uses data from an adult panel of grocery shoppers over three major household grocery shopping trips. The results indicate that product characteristics have a fifty percent greater influence on impulse buying than do retailing factors. Of the three product characteristics investigated, the hedonic nature of the product has the greatest influence on impulse buying. Of the three retail factors, a store environment with a high-low pricing strategy influences impulse buying the most. Our findings suggest that retailers who want to encourage impulse buying behavior utilize promotional activities and merchandising tactics that attract consumers' attention to emotionally appealing products.
Existing theory predicts that personal norms mediate the relationship between social norms and prosocial behavior. We extend this theory to consider impulsive prosocial behaviors such as spontaneously giving to individuals or charitable organizations. We also consider two consequences of impulsive prosocial behavior: the warm glow of giving and guilt from impulsive acts. A structural equation model supports existing theory and all but one of our hypotheses. The results suggest that social and personal norms are important antecedents of impulsive prosocial behaviors, which produce both a warm glow of giving and guilt.
This study provides a quantitative summary of the relationship between celebrity endorser source effects and effectiveness in advertising. The Kruskal-Wallis non-parametric test is used to identify the most influential celebrity endorser source effects on effectiveness. The role of celebrity/product fit, interaction effects, sample type, study setting, and country of study are also included as moderators. Results suggest negative celebrity information can be extremely detrimental to an advertising campaign. The source credibility model' composed of celebrity trustworthiness, celebrity expertise, and celebrity attractiveness appears to capture the three most influential source effects on purchase intentions, brand attitudes and attitudes towards the advertisement.
Aware of the significance of impulse buying and wishing to anticipate possible changes in the market for its products, the Wm. Wrigley Jr. Company commissioned Stanford Research Institute to study the market for impulse items as it has developed in the past decade and as it is likely to develop during the 1960s. This article is drawn from the study findings, on the nature and significance of consumer impulse buying.
Impulse purchasing is an important aspect of customer in-store behavior as discussed in the previous article. The authors of this paper indicate that the concept, as presently employed, has limited usefulness as a basis for marketing decisions. They outline the problems marketers must confront in order to make the unplanned purchasing concept operational for marketing decisions.
Impulse buying (IB) is one of the most fragmented concepts in the marketing and consumer literature. This has resulted in some contradictory findings and a lack of an overarching theoretical framework for understanding the IB process and its outcomes. Based on a systematic review of the literature published over the past 60 years, the authors synthesize various research perspectives into a comprehensive multidisciplinary framework of IB – linking antecedents, triggers, the buying act and post-purchase outcomes. The paper makes four specific contributions relevant to both academic researchers and practitioners. First, it provides a comprehensive understanding of IB as a process and outcome, by systematically reviewing the existing literature. Second, it specifically recognizes and discusses the triggers of IB, by drawing on literature related to the buying process, intentions and motivations. Third, this is the first meta-analysis review in the area. Finally, it considers the potential consequences of IB that lead to subsequent IB, and provides a framework for future investigation. This paper also addresses a problem of relevance to both academics and practitioners, proposing further research and managerial implications.
Most meta-analyses in marketing contain studies which themselves contain multiple measurements of the focal effect. This paper compares alternative procedures to deal with multiple measurements through the analysis of synthetic data sets in a Monte Carlo study and a re-analysis of a published marketing data set. We show that the choice of procedure to deal with multiple measurements is by no means trivial and that it has implications for the results and for the validity of the generalizations derived from meta-analyses. Procedures that use the complete set of measurements outperform procedures that represent each study by a single value. The commonly used method of treating all measurements as independent performs reasonably well but is not preferable. We show that the optimal procedure to account for multiple measurements in meta-analysis explicitly deals with the nested error structure, i.e., at the measurement level and at the study level, which has not been practiced before in marketing meta-analyses.
The research applies the theory of visceral influences to investigate the effects of visceral cues in a weight loss advertising context. Three visceral cues are addressed: proximity of reward, visual prime, and vividness of reward. Predictions are derived and three experiments are designed to examine the effects of visceral cues in weight loss advertisements. Results indicate that visceral cues are associated with greater buying impulse, attitudes toward the product, attitudes toward the advertisement, and purchase intentions. A high level of involvement with body weight is shown to increase respondent susceptibility to the visceral cues. Implications for theory and research in advertising are discussed.
The present study investigates the three ingredients of self-control as identified by Baumeister (2002) and links these ingredients to impulse buying in a sample of U.S. adults. Study results suggest that ego depletion and goal conflicts are positively associated with self-control. Somewhat surprising, however, self-monitoring was found to be negatively associated with self-control, suggesting that care must be taken in conceptualizing and measuring this construct. Self-control was also negatively associated with impulse buying. This research not only proposes and tests a process in which impulse buying takes place, but in so doing tests and lends credence to an extant theory of self-control.
Despite the importance of customer loyalty, no comprehensive, empirical work has attempted to assess the general findings across academic studies. The study intends to fill that void by conducting a meta-analysis of empirical findings on the predictors of customer loyalty. Although findings of this study support all the hypothesized main effects, they indicate stronger effect size for trust than for other determinants of loyalty. The study also tests the robustness of previous findings across various research and measurement contexts. The analysis of moderating effects reveals several interesting findings. For instance, attitudinal loyalty measures seem to be a plausible surrogate for behavioral loyalty measures. The effects of customer satisfaction and trust on loyalty are less prominent when products are purchased on a regular and relatively short (as opposed to an irregular and relatively long) purchase cycle. Factors that largely relate to product performance (e.g., satisfaction, quality) have a weaker impact on loyalty in B2B than in B2C settings. Some relationships (e.g., the effect of quality on loyalty) become stronger over time. Furthermore, our results detect consistently weaker effects from studies using single-item (relative to multi-item) loyalty measures.
As a central construct in theories of ethical decision making, ethical judgments have been the subject of more than one hundred empirical studies. Despite its size, the ethical judgments literature seems to lack clarity in three areas. First, empirical results are sometimes inconsistent or contradictory across studies. Second, a broad array of diverse measures of ethical judgments raises concerns about research validity. Third, differences in sample composition may affect comparability of study results. To help resolve these issues, this study conducts a review and meta-analysis of the ethical judgments literature. The results offer insights in all three areas. They help resolve some of the inconsistencies in the relationships between ethical judgments and certain theoretical antecedents; they support the use of diverse measures of ethical judgments; and they offer caution in the use of student samples in ethical judgments research.
Do consumers behavior different on the Internet from other marketing channels? This study investigates impulse buying behaviors in both traditional store and online shopping contexts. The results show that impulsive buying tendency and involvement with clothing products is positively associated with impulse buying behavior of clothing in traditional store shopping, but not online. For computer peripherals, on the other hand, higher impulsive buying tendency and higher product involvement are positively associated with higher impulse buying online, but not in-store shopping.
The cross-cultural stability of the factorial structure of the Multidimensional Personality Questionnaire (MPQ) was studied by comparing Israeli and American samples. The MPQ was translated into Hebrew and administered to 583 Israeli subjects. In the United States, a comparison group of 1,644 subjects completed the 300-item instrument. Replicatory factor analyses demonstrated the factorial stability of the MPQ's primary and higher order scales across the two cultures. Internal consistency analyses demonstrated satisfactory reliability of the Hebrew MPQ's scales. Three culture-specific MPQ items were replaced with items that were found to be more suitable for Israeli subjects. Comparisons of mean scores across cultures and gender were conducted to identify personality variables and gender differences that may be influenced by environmental factors that vary across the two cultures.
The components underlying items from a comprehensive but diverse domain of impulsivity measures were investigated. The disparity of items within this domain attests to the lack of a coherent framework from which to conceptualize impulsivity. The self-report measures included in this study were the 16PF Impulsivity scale, the GZTS Restraint, Thoughtfulness and General Activity scales, the PRF Impulsivity scale, the EASI-III Impulsivity scale, the BIS-8 and BIS-10, the I-5 and I-7, the SSS, and selected MMPI items. Behavioral measures included in this study were the MFFT, Simple Reaction Time, Time Estimation, and Time Production. From a restricted factor analysis (without correlated measurement errors) of the responses of 379 subjects to the 373 self-report items and of 228 subjects (or more) to each of the behavioral measures, 15 distinct impulsivity components were identified, with moderate to low and some negative correlations. From the analysis of the corresponding scales, a second-order model revealed three broad impulsivity factors: Spontaneous, Not Persistent, and Carefree. Implications of these results were discussed for establishing a coherent conceptualization and measurement strategy of impulsivity based, for example, on this derived second-order structure.