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Impulse buying varies by product
... According to retailers, a certain amount of sales is attributed to "impulse buying," which is now seen as a subsection of typical buying patterns [5,13]. Shoppers classify 30-50% of their purchases as being made on the spur of the moment [3]. Impulsive shopping is a natural part of life and all shoppers have made nearly one impulsive purchase in their lifetime, and nine out of ten customers often make purchases based on impulse [29]. ...
... Customers are more likely to make a quick purchase when the product includes certain features [13]. Earlier research reported that 27-62 % of consumers' chain store buying fell into the impulse buying category, yet some product lines remain unaffected by this behavior [3]. In spite of the fact that some things are more likely to be purchased on the spur than others, a specific collection of products is not a practical criterion for measuring impulsive consumer behaviour because of individual and cultural differences [28]. ...
... Also, shoppers' impulsiveness varies significantly with age [8]. In addition, as consumers' age increases, their propensity to engage in impulsive purchases declines [3]. Young people are more likely to make impulsive purchases, and their level of impulsiveness during shopping is higher than that of people of older age [1]. ...
The research investigates the concept of impulsivity widely spread in consumer psychology and covered dimensions from two disciplines i.e. economics and marketing. Moreover, it analyzed the consumers' propensity to make impulsive purchase decisions and the intensity of impulsivity across different product categories. It also focused on the relevance of disparities in consumer demographics (i.e., their gender, age, and income level) on their impulsive shopping behaviour in malls. The statistical procedures used in this research included "Frequency distribution, Percentage analysis, Mean score analysis, Cross-tabulation analysis, Independent Sample T-test, and One-way analysis of variance." Seventy-four percent of shoppers admit that they frequently buy things on the spot. Apparel, followed by consumables, footwear, grocery products, and personal care items, was found to be the most commonly purchased spontaneously and without prior planning in this survey. The study also observed that the differences in age and gender among consumers have a substantial impact on their propensity to make impulsive purchases, and buyers in the 18-25 years age range and female shoppers are most likely to encounter impulse purchases. Mall managers can leverage this finding to frame marketing strategies and economists may develop a new school of thought other than the "ideal consumer approach."
... This research has been criticised because (Rook and Hoch 1985) justified that any purchase that is not on a person's shopping list is considered an impulse purchase. Clover (1950), West (1951), Applebaum (1951) Product lists are classified into impulse and non-impulse categories due to an emphasis on products rather than consumers 1960 Stern (1962) Divided impulse purchases into four categories Kollat and Willett (1967) Unplanned purchases are associated with impulse buying 1970 Bellenger et al. (1987) Impulse buying is characterised by haste and indifference, and it is not associated with unplanned purchases 1980 Lutz (1981) External psychological states, such as people's thoughts and emotions, were included in the research on impulse buying 1990 Rook and Gardner (1993), Dittmar et al. (1995) The cognitive and emotional reactions to impulse purchases are discussed Rook and Fisher (1995), Beatty and Ferrell (1988) Motivations and normative factors drive impulse purchases 2000 Dholakia (2000), Silvera et al. (2008) Hedonic intake and emotional motives are the primary drivers of impulse purchases Chang et al. (2011), Lee and Johnson (2010) The physical environment of a store as a factor in impulsive purchases Mohan et al. (2013), Ethier et al. ...
... During the 1970s, marketing and consumer research literature concentrated on expanding theoretical lists of items that are likely to be bought impulsively (Bellenger et al. 1987). Contrary to popular belief, (Kacen et al. 2012) claim that any good can be purchased impulsively, and that there are no specific goods that are impulse purchases. ...
... The environment of the store and product variety rather than the buyer's characteristics were found to have a greater impact on impulse purchases (Prasad 1975). When researchers (Bellenger et al. 1987;Kollat and Willett 1967;Stern 1962) compared impulsive buying to unplanned transactions in the past, they discovered that impulsive buying was a swift and thoughtless act driven by a strong desire to break free from constraints. This is a representation of the general stigma associated with impulsive behaviour, which has now been extended to impulse buying. ...
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.
... Impulse buying is often associated with an individual's emotional state, characterized by immediate desire and urgent, unplanned need, with little or no evaluation of the purchase or its consequences, according to Stern (1962) and Rook (1987). This is a relatively common buying behavior, present in up to 50% of retail sales (Hausman, 2000), 39% of department store sales (Bellenger et al., 1978), 62% of supermarket sales, and 80% of luxury product sales (Ruvio & Belk, 2013), with more than 84% of American consumers admitting to engaging in some type of impulse purchase (Picchi, 2021). ...
... Early studies on impulse buying were limited to "unplanned purchases" (Bellenger et al., 1978;Stern, 1962). Later, Rook and Hoch (1985) and Rook (1987) criticized the absence of other aspects in the literature and introduced greater developments to the research on impulse buying. ...
Purpose: This study aimed to analyze the influence of human values on impulse buying behavior and whether this influence differs between genders. Originality/value: The research contributes to the understanding of the relationship between the values individuals prioritize and their impulsive buying behavior. The results can offer guidance to professionals and business managers in conducting their sales strategies and to researchers when considering human values in investigations of buying behavior, enabling new understandings. Design/methodology/approach: A model with two scales, impulsive buying and human values, consolidated in the Brazilian context, was applied, resulting in 414 responses analyzed through structural equation modeling. Findings: The results demonstrated that human values affect impulsive buying behavior, indicating that the values of pleasure, emotion, and religiosity have a positive relationship, and the values of health and knowledge have a negative relationship. Samples by gender presented significant differences, as survival and emotion have a greater positive influence on impulsive buying in men, while women are more influenced by the pleasure and emotion values and have a negative relationship with the affectivity value.
... however, previous studies show contrasting results; younger consumers tend to be more impulsive than older consumers (Badgaiyan and Verma, 2015). More specifically, Bellenger et al. (1978) state that shoppers under 35 are more prone to engage in impulse buying than those over 35 years old. Younger consumers have lower self-control and higher emotions than older consumers (Utama et al., 2021). ...
... the number of respondents over 35 years of age was higher than respondents aged under 35. this research uses Bellenger et al. (1978) to form the basis for grouping respondents based on age. respondent under 35 were categorized as young consumers, while respondents over 35 were categorized as old consumers. ...
Impulse buying decisions are influenced by external stimuli, which give rise to internal stimuli to encourage impulsive buying decisions. Previous research has revealed that external stimuli such as popularity and scarcity claims encourage impulse buying decisions. However, the influence of popularity and scarcity on impulsive buying decisions should involve the influence mechanism of the urge to buy impulsively as a mediator. Validating the role of the urge to buy impulsively as a mediator on the influence of popularity and scarcity claims on impulsive buying decisions is the primary motivation for this research. This motivation is based on the consideration that impulse buying decisions provide economic benefits for sellers, so exploring what external and internal factors can influence impulse buying decisions is essential. The results of testing and analyzing using Partial Least Squares (PLS) for a more robust model on 310 respondents validate that the urge to buy impulsively mediates the influence of both popularity and scarcity claims on online grocery impulse buying decisions.
... Iyer et al. (2020) find that the impact of emotions and feelings induced by environmental stimuli on impulse buying is inconsistent; the inconsistency is because of variation in the context of consumption. Also, research acknowledges that impulse buying varies by product attributes such as price, features and quality (Bellenger et al., 1978). Further research is therefore required to address the limitations of the extant literature regarding impulse buying behaviour relating to different categories of products in various retail contexts. ...
... Extant literature has extensively examined the effect of store marketing on buying (Donovan and Rossiter, 1982;Park et al., 2012;Xiao and Nicholson, 2013). For example, impulse buying can be triggered by price (Stern, 1962), package (D' Antoni and Shenson, 1973) or product attributes (Bellenger et al., 1978;Adelaar et al., 2003;Jones et al., 2003;Park et al., 2012). ...
Purpose
Despite the extensive stimulus–organism–response (SOR) literature, little attention has been paid to the role of marketing activity as a key environmental stimulus, and there is a dearth of research examining the interplay between emotions and cognition on consumer behaviour, as well as the sequential effects of emotions on cognition. To address these gaps, this study aims to develop a revised SOR model by incorporating Kahneman’s fast and slow thinking theory to investigate the impulse buying of affordable luxury fashion (ALF).
Design/methodology/approach
The authors use outlet stores at Bicester village (BV) in England as the research context for ALF shopping. Partial least squares structural equation modelling was used to analyse a survey sample of 633 consumers with a BV shopping experience.
Findings
The authors find that impulse buying of ALF arises from the interplay of emotional and cognitive factors, as well as a sequential and dual process involving in-store stimuli affecting on-site emotion and in-store browsing.
Research limitations/implications
This study reveals that brand connection has a significant and negative influence on the relationship between on-site emotion and in-store browsing, advancing the SOR paradigm and reflecting the interactive effect of human emotion and reasoning on the impulse buying of ALF items.
Practical implications
Insights into consumers’ impulse buying offer practical implications for luxury brand management, specifically for ALF outlet retailers and store managers.
Originality/value
The results suggest a robust sequential effect of on-site emotion towards in-store browsing on impulse buying, providing updated empirical support for Kahneman’s theory of System 1 and System 2 thinking.
... Impulse buying is a pervasive aspect of consumers' behaviors and a focal point for strategic marketing plans (Rook, 1987). Impulse buying may be defined as a purchase decision made in-store with no explicit recognition of a need for such a purchase, prior to entry into the store (Kollet and Willet, 1967; Kollat, 1966;Bellenger et al. 1978). On the other hand these all factors of visual merchandising will lead the consumer towards impulse purchasing. ...
... Mass merchandising has given a favourable environment for impulse buying; and in return, unplanned buying has twisted the expansion of certain mass merchandising techniques. Impulse buying may be defined as a purchase decision made in-store with no explicit recognition of a need for such a purchase, prior to entry into the store (Kollat and Willett, 1967;Kollat, 1966;Bellenger et al. 1978). Occurrence of impulse buying could be attributed to exposure to in-store stimuli, the latter acting as reminders of shopping needs (Kollat and Willett, 1969) and, in part, to incomplete measure of purchase plans (Kollat and Willett, 1969). ...
In present scenario, the competitive situation in the business is characterized by a severe competition, which subsequently results in retailers to pay almost more struggle for undifferentiated merchandising. This merchandising tool is being used by modern retailer to distinguish them from other competitors, to be prominent in the market and become a source of attraction for the customers. A few researchers contribute in this field by exploring the reasons which causes the customers impulsive buying, but still there is more to be determined. Purpose of this study is to identify the relation between the impulsive buying and visual merchandising on buying behavior of customers. This study was based on primary data collected with the help of structured questionnaire. A total of 350 questionnaires were distributed in different retail outlets (super markets and self-service stores of Tirupati, Andhrapradesh, India) out of which 344 questioners were completed and received. We Defined four hypotheses were window display, forum display, floor merchandising and shop brand name. These gathered data was analyzed with the help of regression analysis by using Statistical Packages for Social Sciences (SPSS) software. It was found that window display, forum display, floor merchandising and shop brand name (independent variables) are 170 significantly associated to consumer impulse buying behavior (dependent variable) but forum display is negatively related to consumer impulse buying and window display.
... Most shoppers occasionally engage in impulse buying [1]. More than half of mall shoppers were found to purchase on impulse [2], and over one third of all department store purchases have been made on impulse [3], indicating that impulse purchases are critical to a retailer's profit [4] in their research related impulsive buying with hedonic factors working as stimuli. Chan et al., [5] in their paper concluded that most of the researches on online impulse buying is based upon "Stimulus-Organism-Response (SOR)" and the "Technology Acceptance Model (TAM)" as theoretical base for empirical studies. ...
... com's sales were made because of impulse purchases through product recommendations. As per the convenience and round the clock availability of online shopping impulse buying is even more likely to take place specially with respect to apparels [3] and is also one of the most popular product categories sold online [27]. With the growing number of online shoppers that are purchasing apparel online Lebo [28], many shoppers are likely to engage in an impulse buying situation. ...
This is an Open Access Journal / article distributed under the terms of the Creative Commons Attribution License (CC BY-NC-ND 3.0) which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited. All rights reserved. Study aims at identifying factors which lead to impulse buying behaviour among customers while shopping online. Study is conducted in Bhubaneswar with 416 young respondents who are online shopper's. For analysis 33 variables were put under study, out of which 10 relates to impulse buying behaviour and other relates to reason for impulse buying and post purchase disposition of impulse buying. Factor analysis technique is applied to 23 variables which extracted 8 factors for impulse buying behaviour of consumers. Regression analysis was used test the effectiveness of extracted factors in predicting dependent factor impulse buying. All 8 factors found to be predictors of impulse buying behaviour with significant f value of .00 and r square value of .932.Limitations of the study remains with small sample relating only to youth population of Bhubaneswar. Study can be extended to larger sample and effect if different moderators can also be taken into account like age, gender, income level. The study will help both academicians and practitioners to identify, understand and implement the factors in future.
... In fact, impulse buying does not benefit the customer in the long run although the process helps the retailers to push up their sales (Kacen, 2002). Rook (1987) argues that it is a strategic marketing plan which is used by retailers to increase their sales (Bellenger et al., 1978). The literature on impulse buying shows that impulse buying is a strange behaviour exhibited by customers when they make unplanned purchasing decisions (Kollat and Willet, 1967;Kollat 1996;Bellenger et, al, 1978). ...
... Rook (1987) argues that it is a strategic marketing plan which is used by retailers to increase their sales (Bellenger et al., 1978). The literature on impulse buying shows that impulse buying is a strange behaviour exhibited by customers when they make unplanned purchasing decisions (Kollat and Willet, 1967;Kollat 1996;Bellenger et, al, 1978). In impulse buying, the purchasing of a product is not based on need but on physical and visual attractions of the product as arranged by the shop (Kollat and Willet, 1967;Kollat, 1966;Bellnger et al., 1978) Objectives ...
... In this study, targeted population is working ladies who are employed between ages of 16 and 35 years, including full-time employed and self-employed. According to Bellenger et al. (1978) study, shoppers under 35 years were more prone to impulse buying compared to those over 35 years old, further supported by Geetha & Bharadhwaj (2016). This research was carried out in One Utama Shopping Mall which is the state of Selangor largest mall (Yiing, 2018). ...
The objective of this research is to determine the effect of extrinsic cues on impulse buying behavior amongst working ladies. The extrinsic cues are measured based on price, store atmosphere, brand reputation, country of origin and social influence. 400 full-time working ladies aged between 16 to 35 years old, who are selected based on purposive sampling technique, are surveyed at One Utama shopping mall, Selangor. The data collected are then analyzed using SPSS (Statistical Packages for the Social Science). The findings revealed that price (β = -0.407, p < 0.05), store atmosphere (β = 0.359, p < 0.05) and social influence (β = -0.331, p < 0.05) significantly influence impulse buying behavior of working ladies. However, brand reputation (β = -0.170, p > 0.05) and country of origin (β = -0.106, p > 0.05) of the product do not significantly influence impulse buying behavior of working ladies. In conclusion, this research provides useful information and insight to the marketers about the working ladies market segment. Accordingly, marketers should prepare their marketing strategies based on price, store atmosphere and social influence to attract more working ladies.
... According to Bellenger et al. (1978), there is a gradual shift in the emphasis of instant purchasing behavior, moving from the consideration of 'what' prompts unplanned buying to the exploration of 'why,' and ultimately delving into the 'how' of it. Existing literature and research worldwide have extensively explored elements influenced by consequences, promotions, and ecological factors, neglecting, however, the simultaneous impact of individual factors on impulsive buying behavior. ...
This abstract explores the multifaceted aspects of impulsive buying behavior, emphasizing the interconnected roles of various individual characteristics. Grounded in the "stimulus-organism-response (S-OR)" framework developed by Mehrabian and Russell (1974), the study delves into the discrete mental and emotional features of customers, showcasing the influence of these elements on impulsive purchasing. Fashion involvement emerges as a pivotal factor, with individuals displaying higher impulsivity when engaged with trendy clothing and stylish items. The SOR model identifies the emotional state of mind as a significant mediator, particularly when individuals experience a sudden and intense attraction toward a product. Furthermore, the research underscores the link between positive affect, hedonic fulfillment, and impulsive buying, noting that customers in pleasing moods tend to engage in careless and spontaneous purchasing. This aligns with past findings highlighting the substantial role of positive emotions in enhancing impulsive buying tendencies. In summary, the theoretical framework presented in the study establishes that individual differences among consumers contribute to distinct positive affective reactions, thereby influencing impulsive purchasing behavior.
... This growth, coupled with rising consumer income, has led to a rise in impulsive purchase behavior. Additionally, impulsive buying behavior plays a vital role in supermarket product consumption, accounting for 27-62% of total sales in large stores [2]. Studies indicate that a considerable percentage of consumers engage in impulsive buying, with 65% occasionally making unplanned purchases and impulse buying rates reaching up to 80% in retail businesses [3,4]. ...
The rapid growth of the retail market, coupled with increased consumer income, has led to a surge in impulsive and unplanned shopping. This study aims to examine the relationships between multi-sensory marketing, customers' moods, impulsive buying traits, and impulsive buying behavior, using the Stimulus-Organism-Response (S-O-R) model. Customers' mood acts as a mediator and impulsive buying traits as a moderator. The researchers surveyed 450 consumers in Vietnam using the method of non-probability sampling and analyzed the data using SPSS and Smart PLS 4.0. The results show that customers' moods and impulsive buying traits positively influence impulsive buying behavior, with impulsive buying traits also significantly moderating the relationship between mood and impulsive buying. Additionally, customers' moods mediate the relationship between multi-sensory marketing and impulsive buying behavior. This research fills gaps in previous research by incorporating multi-sensory marketing and impulsive buying traits as variables and provides managerial implications for businesses and retailers to develop effective marketing strategies to encourage impulsive purchases and increase sales. Academically, the research reaffirms the relevance of the S-O-R model in the retail context and paves the way for future investigations into consumers' impulsive buying behavior.
... They can take advantage of the serendipitous shopping habits of consumers by providing low-cost impulse purchases [17] and be a significant source of revenue for merchants on the Internet. Though one should be careful as to branding products as impulse or non-impulse [27] as any product may be bought on impulse, one may still look at some products that may be amenable to an impulse purchase with the awareness that impulse buying does vary across product lines [29]. In the ecommerce scenario, some examples of impulse microtransactions may include playing games at the next level [30], an argument for which has been made based on the theory of ego-depletion [31]; magazine articles and greeting cards, amongst others. ...
As digital content increasingly moves away from free access, microtransactions may provide an alternative. There is a need for research on microtransactions as a general digital content payment mechanism. Businesses can capitalize on this technological advancement by expanding their paid digital content offerings without resorting to subscription-based services. This study examines a taxonomy for microtransactions based on consumer buying behavior, presents business models for microtransaction payment processing, and examines issues with its implementation. Data collected from 180 consumers were analyzed using quantitative and qualitative analyses to assess the receptiveness and perception of microtransactions. The results indicate that consumers are receptive to the concept of microtransactions and are willing to spend on five distinct digital content categories. This study concludes with a discussion of issues that consumers foresee with digital content microtransactions and implications for interested businesses.
... Research shows that gender influences impulse buying, female shoppers are more likely to buy on impulse (Atulkar & Kesari, 2018;Barakat, 2019;Bellenger, Robertson, & Hirschman, 1978;Coley & Burgess, 2003;Creev & Furnham, 2019;Dittmar et al., 1995;Ekeng et al., 2012;Kollat, Willett, & Ronald, 1967;Lucas and Koff, 2014;Ozdemir & Akcay, 2019;Pendecost & Andrews, 2010;Silvera et al., 2008;Wood, 1998). Women's impulse buying is due to emotional and relationship reasons, based on their emotions, they look at society and relationships, but men are more practical, they look at things that suit their personality, values, etc. (Jamal & Lodhi, 2015). ...
Purpose: There is a need to study impulsive buying behavior in Egypt, which lacks representation in the impulse buying literature, and given the lack of studies that focus on evaluating the consumer’s experience with impulsive buying as a whole and not after a single purchase. Due to the lack of studies that discuss the consequences of impulsive buying behavior or the relationship between the antecedents and consequences of this purchasing behavior. The purpose of this study was to create an understanding of the antecedents of impulsive purchasing behavior and its relationship to the consequences of this purchasing behavior. Impulse buying tendency and six dimensions of hedonic shopping motivations (adventure, gratification, role, value, social, and idea shopping) are selected as the antecedents and satisfaction is the consequence of impulse buying behavior. Design/methodology/approach: The proposed model was tested using a quantitative research strategy, as it focused on collecting and analyzing numerical data. Survey research was chosen as the quantitative strategy and a descriptive analysis of the phenomenon was conducted to understand the direction of the variables. The field study was conducted in a natural environment, without any manipulation. The study was cross-sectional and focused on individual Egyptian consumers who shop online. A sample of 201 valid responses was collected from a pool of 231 respondents through an online survey created by Google Forms. SPSS and AMOS software (version 23) were used to conduct confirmatory factor analysis (CFA), multiple regression analysis, mediation analysis, and moderation analysis while ensuring that regression assumptions were not violated. Findings: The study's results reveal that impulse buying tendency, role shopping, and value shopping have a significant positive impact on impulse buying. Conversely, gratification shopping exhibits a significant negative impact. Moreover, impulse buying serves as a partial mediator between impulse buying tendency and satisfaction, as well as between role shopping and satisfaction. The results also demonstrate that adventure and social shopping display a direct relationship with satisfaction. Additionally, gratification shopping and value shopping exhibit an indirect relationship, while idea shopping appears to be unrelated to satisfaction. The findings of the moderation analysis indicate that the relationship between idea shopping and impulse buying is moderated by gender. Research limitations: The study develops a research framework with one specific variable of consumer traits and six variables of hedonic shopping motives, that trigger impulse buying and post-impulsive buying satisfaction. Therefore, there is a need to incorporate some other variables, such as utilitarian shopping motives, consumption patterns, culture, and economic background of consumers in Egypt, and there is a need to incorporate other consequences of impulse buying or other consequences of satisfaction so that more affluent insights can be obtained. The study was focused on Egyptian consumers and 200 individuals participated in the study so the result cannot be generalized for other countries or be extrapolated to a larger population in Egypt. Research implications: The study provides useful insights to retailers, managers, academicians, and researchers, regarding the impulse buying behavior of Egyptian consumers. Armed with this knowledge, businesses can gain a competitive edge, retailers and managers can target impulsive buyers, especially consumers with high impulsive buying tendency or motivated by role and value shopping motives as they are more likely to make impulsive purchases and feel satisfied after such purchases, and managers can develop marketing strategies that lead to increased sales and improved performance. The study emphasizes the significance of offering new and innovative products to female consumers, as they are highly motivated to buy such products. Additionally, Results have implications for society and help individuals to make informed purchasing decisions. Originality/value: This study, the first of its kind in Egypt, analyzes the combined effect of impulsive buying tendency and six dimensions of hedonic shopping motives - adventure, gratification, role, value, social, and idea shopping - on impulse buying, and the influence of these variables on impulsive buying behavior based on gender. The investigation also delves into post-impulsive buying satisfaction and its relationship to these factors. Keywords: Impulse Buying, Impulse Buying Tendency, Hedonic Shopping, Satisfaction.
... The marketers have recognized that the focus of purchasing practice is influenced by impulsive buying tendencies. According to a study, 80% of all the buying is impulsive purchasing (Kacen & Lee, 2002), while 27-62% of purchases are in a department store context (Bellenger, Robertson, & Hirschman, 1978). Customers are lured into the shops and enticed by various strategies and they end up indulging themselves in unplanned buying. ...
The main purpose of the study was to find the impact of visual merchandising, store atmospherics, and sales promotion on the impulsive buying behavior in meat retail outlets in Karachi, Pakistani context. A simple random sampling technique was used to chose a convenience sample of 51 respondents, for the pilot study. A structured questionnaire was adapted to collect responses from the consumers who buy from organized or unorganized meat retail shops. Since store atmospherics did not have a significant impact on the impulsive buying behavior, it was dropped while the other two variables, visual merchandising and sales promotions offers were accepted as they showed a positive impact in indulging the consumers in impulsive buying. The study concludes that organized meat retailers should focus on visual merchandising and sales promotion offer strategies to attract new and existing customers so that they indulge themselves in impulsive buying.
... Retailer sangat menyadari fakta bahwa sifat pembelian impulsif mendukung volume penjualan yang signifikan, lebih dari sepertiga dari semua pembelian di Departement Store dilakukan secara tiba-tiba (unplanned purchase) (Bellenger, Dan H. Robertson, and Elizabeth, 1978). Berbelanja di toko adalah awal interaksi pelanggan dengan lingkungan toko. ...
This study aims to determine the influence of store environment characteristics on impulse purchases with positive emotional response responses of consumers as mediation variables. This sampling used purposive sampling using quantitative methods with survey methods using questionnaires totaling 100 respondents with the criteria of visitors to Matahari Department Store Solo Grand Mall who had purchased fashion products. This study used path analysis to test the hypothesis, while data processing was done with the help of the IBM SPSS Statistics 25 application The results showed that the characteristics of the store environment have a positive and significant influence on the positive emotional response of consumers. So is consumers' positive emotional response to impulse purchases. This study also shows the influence given by store environment characteristics on impulse purchases with positive emotional responses of consumers as mediating variables. As for the characteristics of the store environment impulse purchases do not have a positive and significant influence.
... Every year a large volume of product has been sold due to this buying behaviour . Lots of evidence in previous report proofs that 90% of people make unplanned purchase occasionally and many buyer themselves purchase as unplanned purchase classified around 30% to 80% of their purchase as unplanned purchase [4,8,15,16,21]. According to some author's suggestion ,in general the percentage of unplanned buying may be higher than planned buying . Apart from this, many available research has stressed on wide range of aspect connection to unplanned buying behaviour, but most of them are highlighting the meaning, definition, nature ,its importance in retail sector, the measurement of unplanned buying aspect ,the motivating factors as well as their difference from planned buying behaviour. ...
... He has defined it to be "any purchase not planned in advance" (Stern 1962) 4 . Later Bellenger et al (1978) 5 agreed to what Stern (1962) 4 quoted, and stated impulse buying as "any purchase that a shopper makes and has not been planned inadvance". Rook (1987) 6 defined impulse buying as "a phenomenon which is experienced by a consumer when he feels a sudden, often powerful and persistent urge to buy something immediately." ...
... per Donovan et al(1994), impulse buying has always been incidental in the retail store and is often significantly affect ted by inclination and stimulation. Money and time available also influence impulse buying behavior According to Bellenger, Robertson and Hirschman(1978), gender has no significant stimulus on impulsive buying behaviour whereas according to the study by Dittmaretal. (1995) and Wood(1998), women have an inclination to display impulse buying behaviour. ...
India is the fifth largest global destination in the retail segment. The retail industry of India has been gradually experiencing a modification with many retail stores being built and operational. Indian consumers experience impulse buying tendencies while visiting retail stores. The objective of this research is to investigate the influence of several demographic variables of respondents on the impulse buying behaviour of consumers. The data were collected using a structured questionnaire through convenient sampling. The data was analysed using SPSS version 23 and Smart PLS. Factors influencing customers while shopping, such as their demographic profiles, annual income, frequency of visits, etc. are some of the facets that would be studied in this paper.
... Tauber (1972) suggested that characteristics of the apparel itself, such ascolour or style that are incorporated into store displays may influence the likelihood of impulse buying [4]. ...
Research scholars and academic Practitioners have been interested in the field of impulse buying for the past sixty years (Clover,1950; Stern, 1962; Rook, 1987; Peck and Childers, 2006; Chang et.al, 2011;). The goal of this paper is to provide a detailed account of the impulse buying behavior by compiling the various research works literature inthe field of Retailing and Consumer research. This paper gives a broad overview of the impulse buying construct and the various behavior related aspects. A wide range of journal databases and academic books were referred to review the works of various researchers. The content analysis of the various research works led to the classification of literature into different factors influencing impulse buying and further development of research framework. This research paper will be useful for marketers ,retailers and researchers towards comprehensive understanding of the consumer"s impulsiveness.
... Prasad (1975) states that 62% of consumer purchases are sudden purchases due to discounts in stores. Bellenger et al. (1978) state that more than 30% of the consumers who shop in stores make their shopping unplanned. DuPont studies (1978) found that more than 51% of the beauty and wellness products of consumers were purchasing unplanned. ...
Social media networks, besides being an area where users communicate and share with each other, have become one of the important promotion activities of businesses. Businesses are trying to influence the purchasing behavior of consumers by using the advertising element effectively in social media networks. Hedonic and impulse buying behaviors can be expressed as important buying behaviors that are becoming increasingly widespread among consumers today. This study, focused on investigating the correlation among that despite the growing prevalence of digital technological developments, social media advertising which has seen little work done in scientific journals the impulse buying and hedonic buying behavior that has become a common phenomenon in the purchasing decision process. In this context, it is thought that the findings will contribute to the relevant literature. The data within the extent of the study were obtained by applying the survey method. In total, 992 survey data were obtained. The result, it is concluded that social media ads have a positive predictive effect on impulse and hedonic buying behavior. In addition, the partial mediation effect of hedonic buying behavior has been determined in this relationship.
... Impulse buying is an immediate, captivating, hedonically complex purchase where the rapidity of decision excludes any room for thoughtful deliberation of alternatives (Kacen, 2002). Earlier researches have proven that almost 90 percent of people impulse purchase occasionally and 30-50 percent of purchase can be classified as impulse by consumers themselves (Bellenger et al, 1978). ...
Purpose This study intends to investigate the impact of four elements of visual merchandising namely window display, mannequin display as well as floor merchandising and promotional signage on impulse buying behaviour of customers in apparel sector. Methodology The respondents of the given study constitutes 200 customers from Varanasi. The responses were collected online via Google forms since offline collection was not suitable due to Covid 19 norms. Findings The study revealed that all four elements of visual merchandising exert a significant influence on the impulse buying behaviour of customers in apparel sector. Promotional signage has the highest impact followed by window display, floor merchandising and mannequin display. Value Visual merchandising influence closely impulse buying. And given the importance of impulse purchase in retailers' sales revenue, it becomes relevant to understand the impact of visual merchandising on impulse buying tendency.
... IB is characterized with 1. making rapid or instant purchase decisions (Verplanken & Herabadi, 2001;Foroughi, Buang, Senik, & Hajmisadeghi, 2013) 2. subjective bias in favour of immediate possession (Rook & Gardner, 1993). Almost 80 percent of buyers have IB behaviour (Bellenger, Robertson, & Hirschman, 1978;Han, Morgan, Kotsiopulos, & Kang-Park, 1991;Hausman, 2000) which data justifies the importance of maintaining, even improving, and creating the factors influencing impulse purchase behavior (Wang, Pan, Xu, Luo, & Wu, 2022), especially the developing economies like Nepal. ...
Impulse buying behavior is the ever-concerning interest not only in marketing but in sustainable business management; the scope of in-store impulse buying behavior has increased with increasing online purchasing tendencies of customers. This study examines the role of physical and human cues in stimulating the impulse buying behavior of customers purchasing in-store. This study employed a self-administered questionnaire to collect the data from conveniently available customers at their shopping points at well-known outlets in Kathmandu. Following the explanatory research design, the study has examined the direct and mediating effects of predicting the impulse buying behavior of 270 customers with different socio-demographics. Results revealed a significant positive impact of six dimensions of physical cues and interaction with the staff as human cues in predicting impulse buying behavior. Additionally, the mediating impact of human cues ensured that human cues are more important in creating impulse buying. This study has set its originality by developing a mediating model that provides the managerial and theoretical implications of the S-O-R theory.
... In their studies, Kacer and Lee (2002), Dittmar et al (1995), Hulten and Vanyushym (2011) emphasize that doing business in retail stores in many countries around the world such as the USA, Canada, Germany, UK, and Switzerland play an important role in boosting sales in retail markets. The research results of Bellenger et al. (1978) show that the revenue from online shopping accounts for more than 60% of transactions in the market. Researches have affirmed that when converting business from traditional to online, businesses often have to be carefully prepared. ...
The goods and service businesses are very concerned with customer information management and sales activities. Sales activities require high accuracy of information as well as good handling of sales operations. Data security requirements are essential for jobs in general and for online businesses in particular. Data must be protected so that only authorized personnel can review and edit. The paper uses qualitative research methods, system design analysis methods. Thereby, the article aims to clarify the stages of doing business activities in enterprises on the basis of applying digital technology platforms. The article shows how to build and deploy the B2B e-trading platform business model to connect customers with businesses. The article gives some solutions to support business operations of businesses. From there, helping the sales and business operations of the business to be effective, adapting to the context of digital transformation. The results of the article will create a communication channel and connection between two groups of objects in the market: customers and businesses. From there, it helps businesses get more information from customers to propose appropriate solutions to care for them, in order to improve the operational efficiency of the business.
... Suatu upaya yang dilakukan untuk menyiapkan beberapa materi promosi agar konsumen dapat tertarik untuk berbelanja. Seperti memberikan diskon, membuat kemasan berhadiah, dan memberikan penjelasan tentang sebuah produk Kegiatan Impulse buying Belleneger, Roberston, & Hirschman (1978), Stern (1962), dalam Evans, Foxall, & Jamal (2006) mengatakan kegiatan impulse buying terbagi beberapa bentuk yaitu : ...
Tujuan riset ini adalah untuk menghasilkan kajian tentang perilaku konsumen tertama impulse buying di masa pandemi. Masa pandemi merupakan kondidi terjadinya wabah yang disebabkan oleh virus, sehingga membuat orang tidak berani melakukan kegiatan di luar rumah. Metode yang digunakan adalah deskriptif yaitu menggambarkan kondisi perilaku impulse buying dalam masa pandemic. Teknik pengumpulan data adalah Teknik observasi dan wawancara.Perilaku impulse buying terjadi karena adanya rangsangan dari toko atau ritel yang menawarkan barang yang menarik sehingga mengakibatkan adanya dorongan untuk membeli lebih banyak. Dalam masa pandemi, barang yang laku adalah berkaitan dengan alat pelindung diri dan makanan.Kata kunci. Pandemi, impulse, buyingThe purpose of this research is to produce a study of consumer behavior, especially impulse buying during a pandemic. A pandemic period is a condition for an outbreak caused by a virus, which discourages people from doing activities outside the home.The method used is descriptive, which describes the conditions of impulse buying behavior during a pandemic. Data collection techniques are observation and interview techniques.Impulse buying behavior occurs because of stimulation from stores or retailers that offer attractive goods, resulting in an urge to buy more. During a pandemic, the items that sell are related to personal protective equipment and foodKey word Pandemic, impulse, buying
... Customers buy many unplanned items from their homes but decide when they see them in the store. Purchases immediately and with solid encouragement [27,28] are made by shoppers with a sense of pleasure and enjoy this shopping way. ...
Media technology is changing how people communicate, work, consume goods and services, and socialize. Meanwhile, digital devices always move wherever people move, even when the owner is sleeping, making people very dependent on gadgets. This book chapter examines impulse buying habits by controlling online product campaigns. Because online and offline life cannot always overlap during the COVID-19 pandemic, gadgets always guide every activity, including shopping, and become impulsive triggers. The literature review approach to 152 articles that have been published in various academic journals is analyzed with the dimensions of “Resources” of shopping activities, psychologically “Internal” factors, and “External” factors of retail industry marketing communication activities. The results show that new resources that are the primary basis for impulsive buying are gadgets or devices and marketplaces with their applications. Internal factors that encourage impulsiveness are cognitive dissonance, hedonism and materialism, anxiety/uncertainty, and self-esteem, plus 18 external factors that trigger impulsive buying (price discounts, marginal need for the item, mass distribution, self-service, social media ad campaigns, prominent store display, short product weight, ease of storage, retailer’s apps, visual and aroma products, live streaming, credit card and e-money, peer group interaction, in-store events, sales-person performance, point-of-purchase, and online review). In closing, managerial implications and future research related to impulsiveness and online shopping are also discussed.
Emotions typically exert an influence on individuals’ purchase decisions. Prior research has established those specific emotions influence decision-making, but there is limited understanding of how purchasing behavior varies between contrasting emotions (positive and negative emotions). This study aims to examine variations in purchasing decisions based on different emotional states. Four contextual studies identify the channeling mechanism for the effects of different emotions on purchase decisions, and consumers with positive emotions purchase more. Positive emotions hinder the processing of information, making consumers’ decisions more arbitrary and simpler. Whilst negative emotions facilitate the processing of information and make the decision more rigor. In addition, it was found that consumers with positive emotions prefer hedonistic products, while those with negative emotions prefer utilitarian products. At the same time, the three-way interaction of emotions, product type and product involvement significantly impact the purchase decisions. In high product involvement, consumers’ purchase intention was higher under positive emotions for hedonic products and for utilitarian products under negative emotions. In low involvement, there is no difference.
COVID-19 outbreak has psychologically affected consumers in Turkey, and it reflects to consumer behavior. The purpose of the study is to examine the relationship between impulse buying behavior and anxiety levels in the COVID-19 epidemic process and to determine the changes in consumer responses as well as the role of traditional media and social media. The secondary purpose of the study is to determine whether consumers differentiate regarding impulse buying behaviors and anxiety levels on the basis of their socio-demographic characteristics. Online questionnaires were conducted with 776 consumers throughout Turkey. The results revealed that approximately 42% of the consumers bought and stored large amounts of products. Consumers bought products mostly in the fresh food category, as well as in the personal hygiene and household cleaning categories. Consumers preferred brands and intermediaries that they thought were healthy and hygienic. Official statements and TV news were the most important source motivating people to shop beyond normal. It is determined that more than 20% of the consumers followed COVID-19 news from social media groups. It was found that the level of anxiety was higher in young, women, and singles. During the COVID-19 outbreak, there has been a positive correlation between impulse buying behavior and anxiety level.
Tüketicilerin, daha önce satın almayı planlamadığı bir ürünle karşılaştığında onu aniden satın alması ile sonuçlanan eylem impulsif satın alımdır. Spontane gerçekleşen bu satın alma eyleminde bireylerin karar vermelerinde etkisi olan faktörlerin belirlenmesi tüketici davranışlarının ortaya konması açısından önemlidir. Bu çalışma ile tüketicilerin impulsif satın alma davranışlarının ölçülebileceği geçerli ve güvenilir bir ölçek geliştirilmesi amaçlanmıştır. Bu bağlamda ilgili literatür incelenmiş ve 46 maddelik bir madde havuzu oluşturulmuştur. Madde havuzunda yer alan 7 maddenin uzman değerlendirmeleri sonucunda çalışmadan çıkarılması uygun bulunmuş ve 39 maddelik taslak ölçek elde edilmiştir. Taslak ölçek, çalışmanın çeşitli safhalarında olmak üzere, Sivas ilindeki tüketicilerden toplam 766’sına uygulanmıştır. Çalışmada açıklayıcı faktör analizi, doğrulayıcı faktör analizi, test-tekrar-test ve iç tutarlılık analizi yöntemlerinden faydalanılmıştır. Açıklayıcı faktör analizi sonrası taslak ölçek, 5 faktör ve 25 maddeden oluşan bir yapıya ulaşmıştır. Doğrulayıcı faktör analizi ile açıklayıcı faktör analizi sonrası elde edilen ölçme yapısının geçerliği teyit edilmiştir. Ölçeğin ölçme sonuçlarının zamanla farklılaşmadığı test-tekrar-test yöntemi ile belirlenmiştir. Ölçekte yer alan her bir faktör ve ölçeğin tamamı için hesaplanan Cronbach Alpha katsayı değerleri, ölçeğin “yüksek güvenilirlikte” olduğunu göstermiştir. Araştırma sonucunda, geliştirilen “İmpulsif Satın Alma Ölçeği"nin güvenilir ve geçerli bir ölçek olduğu saptanmıştır.
In the context of contemporary e-commerce, a notable proportion of sales can be ascribed to consumers’ impulsive purchasing behavior, with scholars positing that approximately 20% of online retail sales are a direct consequence of such impulsive tendencies. These statistics underscore the burgeoning importance of impulse buying within the global retail landscape. As a result, scholarly attention has been directed towards this phenomenon, with researchers adopting diverse perspectives and employing various conceptual frameworks and methodological approaches in their investigations. Notwithstanding the numerous studies that have probed into impulsive buying behavior, a discernible lack of consensus and cohesion persists in the research findings concerning the factors that influence this behavior. This fragmentation and inconclusiveness hinder a comprehensive grasp of the subject matter. Thus, there arises a pressing need to consolidate the extant body of literature pertaining to impulsive buying in the online retail domain to chart a course for future research endeavors. This study endeavors to conduct an exhaustive review of prior seminal research works addressing this subject. Our systematic examination encompasses a total of 183 academic publications featured in 70 scholarly journals, spanning the period from 1950 to 2021. Through this methodical survey, we dissect the content of these research endeavors to delineate the domain and thematic underpinnings of these studies. In doing so, the present investigation elucidates potential avenues for a more comprehensive comprehension of impulsive buying, thereby offering invaluable insights for both academics and practitioners in charting the course for future research initiatives in the field of impulse purchasing.
This research note addresses a significant gap in the literature regarding the underlying mechanisms of purchase decision-making that lead to unplanned and impulse purchases. Although several papers have highlighted the differences between the two purchase types, recent academic publications continue to use those terms interchangeably. Through a systematic literature review, this study identified six high-level constructs, in line the Theoretical Domains Framework, that effectively differentiate unplanned from impulse purchase types. Overall, impulse (vs. unplanned) purchases have a primary association with automatic (vs. reflective) motivation. With these findings, academic researchers can better define the types of purchase they are investigating, including the main constructs and underlying psychological mechanisms that are associated with these purchases. As a result, this study substantially improves the reliability of knowledge in this domain. Additionally, this study may encourage marketers to expand their existing toolkits with a broader set of activities that can drive these different purchase types. For instance, marketers could appeal to different underlying purchase decision-making mechanisms: for unplanned purchases, they could offer reminders of related products; for impulse purchases, they could focus on immediate gratification.
The aim of this study is to determine the effects of consumers’ locus of control and thinking style on impulse buying behaviour and to determine the mediating role of thinking style in the effect of locus of control on impulse buying behaviour. In this context, firstly, the locus of control and thinking styles of consumers were determined, and then the effects of locus of control and thinking styles individually and together on consumer impulse buying behaviour were examined. It was tested whether there is a mediating role of thinking style in the effect of locus of control on impulse buying behaviour. The effects between variables were handled in an overall model. Research data were collected using questionnaires. Three scales were used in the study: Locus of Control Scale, Thinking Styles Scale, and Impulse Buying Behaviour Scale. SPSS 23 and SPSS Process Macro package programs were used in the analysis of the data.
The main purpose of this study is to examine whether there is a relationship between impulse purchasing behaviour and lifestyle. It is necessary to understand the lifestyle types of consumers, who are heavily influenced by the sales and communication activities implemented by businesses and are inclined to engage in impulse purchasing behaviour. Impulse purchasing is encouraged in consideration of the tough competition between businesses. The population of the research is Duzce, which is one of the provinces that best represents Turkey due to its cosmopolitan structure and developed industry. More than 500 individuals were reached by employing the purposeful sampling method, and brief information about the research was given to them. Finally, 394 of them who had full knowledge of the subject were selected for the study. Frequency distribution, factor, correlation, regression, t test and ANOVA tests were applied to the obtained data. According to the frequency distribution results, the participants generally had prepared a list of needs (63%), purchased products that were not needed (80%), and defined themselves mostly as organizers, citizens and innovators. Based on the results of factor analysis, seven factors related to lifestyle emerged. These are the experiencers, strives, makers, believers, innovators, achievers, and survivors. A single factor has emerged in the impulse purchasing behaviour. According to the results of the correlation analysis, significant and positive relationships emerged between all subdimensions of lifestyle and impulse purchasing behaviour. The highest correlation was found between survivors and insurgent to impulse purchasing behaviour. Regarding the results of the regression analysis, it was concluded that the survivors, experiencers, and insurgent individuals under the lifestyle subdimensions had a significant and positive effect on impulse purchasing behaviour. According to the difference analysis, it has been revealed that lifestyle-oriented females have a more positive perception than males, singles than married, those who prepare a list of needs than those who do not, those with high incomes than those with low incomes, and middle-age groups than other groups. It has also been revealed that private sector employees had a more positive perception than those who were self-employed, unemployed, students and other professional groups. In the dimension of impulse purchasing behaviour, it was concluded that secondary school graduates had a more positive perception than the others and those who prepare need lists compared to those who do not prepare need lists. When the results are evaluated, it can be concluded that the lifestyle types that have the most impact on impulse purchasing behaviour are those who are strives, survivors, and experiencers.
The main purpose of this study is to examine whether there is a relationship between impulse purchasing behaviour and lifestyle. It is necessary to understand the lifestyle types of consumers, who are heavily influenced by the sales and communication activities implemented by businesses and are inclined to
engage in impulse purchasing behaviour. Impulse purchasing is encouraged in consideration of the tough competition between businesses. The population of the research is Duzce, which is one of the provinces that best represents Turkey due to its cosmopolitan structure and developed industry. More than 500 individuals
were reached by employing the purposeful sampling method, and brief information about the research was given to them. Finally, 394 of them who had full knowledge of the subject were selected for the study. Frequency distribution, factor, correlation, regression, t test and ANOVA tests were applied to the obtained data. According to the frequency distribution results, the participants generally had prepared a list of needs (63%), purchased products that were not needed (80%), and defined themselves mostly as organizers, citizens and innovators. Based on the results of factor analysis, seven factors related to lifestyle emerged. These are
the experiencers, strives, makers, believers, innovators, achievers, and survivors. A single factor has emerged in the impulse purchasing behaviour. According to the results of the correlation analysis, significant and positive relationships emerged between all subdimensions of lifestyle and impulse purchasing behaviour. The
highest correlation was found between survivors and insurgent to impulse purchasing behaviour. Regarding the results of the regression analysis, it was concluded that the survivors, experiencers, and insurgent individuals under the lifestyle subdimensions had a significant and positive effect on impulse purchasing behaviour. According to the difference analysis, it has been revealed that lifestyle-oriented females have a more positive perception than males, singles than married, those who prepare a list of needs than those who do not, those with high incomes than those with low incomes, and middle-age groups than other groups. It
has also been revealed that private sector employees had a more positive perception than those who were self-employed, unemployed, students and other professional groups. In the dimension of impulse purchasing behaviour, it was concluded that secondary school graduates had a more positive perception than the others and those who prepare need lists compared to those who do not prepare need lists. When the results are evaluated, it can be concluded that the lifestyle types that have the most impact on impulse purchasing behaviour are those who are strives, survivors, and experiencers.
W niniejszej monografii przedstawiono przyczynki teoretyczne oraz zastosowania
praktyczne narzędzi analitycznych w modelowaniu zagadnień z zakresu nauk ekonomicznych. Jest ona dowodem na rosnące znaczenie i popularność tego
typu narzędzi w rozwiązywaniu problemów z obszaru ekonomii, finansów i zarządzania. Monografia ta jest pokłosiem IX edycji konferencji Narzędzia Analityczne w Naukach Ekonomicznych. Autorami rozdziałów są studenci, doktoranci, bądź młodzi pracownicy naukowi - zob. spis treści w tekście. Osoba wpisana jako autor pełni rolę redaktora naukowego monografii i jest autorem jedynie wstępu oraz tekstu na tylnej okładce.
We investigate a store-wide shelf space allocation problem where the retailer seeks to maximize the expected impulse buying profit by allocating product categories to the store shelves. Based on the extant literature, in-store traffic is captured via a complex predictive model as a function of both allocation decisions and the store layout. We demonstrate that a solver-free heuristic yields promising solutions that can alternatively be obtained and validated by more computationally intensive mathematical programming-based approaches. The proposed approach is applied to a grocery store in Beirut, Lebanon, and more generally provides a practical tool that can be adapted for store-wide shelf space allocation in a variety of brick-and-mortar stores.
This chapter addresses the design of retail facilities. In contrast to traditional manufacturing warehouse and facility design, which typically attempts to minimize material handling costs, retail facilities are characterized by revenue-based performance measures that depend heavily on highly variable customer shopping profiles and demand behavior. In this chapter, we propose a modular design structure for a common layout type in retail facilities, namely, grid layout. Using this design, we analyze the effect of customer purchasing and travel behavior on impulse purchase revenue and customer travel distance. We study four different customer route selection strategies. Our results demonstrate that for grid-based retail facilities, impulse purchase revenue is highly dependent on route selection strategy. We conclude that grid-based retail facilities that are designed to minimize the number of alternate routes through the store can outperform those that allow customers to traverse multiple paths.
Physical placement of a retail SKU in the store is known to influence its demand. There are plenty of research and commercial solutions that solved for the optimal planogram, but very few focused on addressing the assignment problem that determined the best physical location of every displayed SKU in a store. In this chapter, we propose a heuristic algorithm, called “Plan Modification Optimization,” to solve the NP-hard placement optimization problem that is also difficult to fully specify due to the presence of arbitrary business rules. We also consider a biclustering methodology that correlates the locational sensitivity of a SKU with the inherent financial impact of a location, thereby providing the foundation for forecasting the financial consequence of a move that was not historically observed.
Purpose: The main objective behind conducting the study is to identify the effect of situational factors like on unplanned purchases among the customers in selected retail stores of rayalaseema region in Andhra Pradesh, India. Design/Methodology: The data necessary for organizing the research has been gathered using structured closed ended questionnaires using likert scale. The sample selected for the study includes major population from Chittoor, Tirupati, Anantapur cities whose size is N = 350. The statistical tool used is spss software with tools like chi-square test tool of statistical analysis and regression analysis are used for data analysis. Findings: The findings of the study reveals that among all the factors' like presence of financial schemes and advertisements has more positive effect on impulse buying where as emotional attachment of customers while shopping will play a key role in stimulating impulse buying behavior among customers. Orginality/Value: This research investigation collects data from past impulse buying behavior studies in the national and international context. This research paper helps the retailers in India to develop and design certain financial and time utilization strategies that favor the growth of Indian retail economy.
The present study focuses on finding out the main attributes that determine the reasons of impulse buying behavior in Pakistan. The data has been gathered through questionnaires from 400 buyers of different cities of Pakistan, like Rawalpindi, Islamabad, Karachi, and Sargodha. The current study focuses on identifying people, who can be classified as “impulsive buyers”, and “non-impulsive buyers. Despite the classifications of impulsive and non- impulsive buyers, it also identifies the level of impulsiveness in reference to purchasing, varied from time to time for both the impulsive buyers and non-impulsive buyers. After reviewing the literature, five variables have been taken for the study to determine the dependent variable. Results were analyzed using ordinary least square (OLS) regression and correlation techniques, and data has been tested which appeared significant statistically. The results indicate that impulsive buying behavior is positively associated with the collectivism, proximity and mood and have negative association with savings and collectivism. Further analysis can be done on the more independent variables, such as product specific impulse buying tendency.
9.BASKI
Prof. Dr. Erdoğan KOÇ Prof. Dr. Erdoğan Koç 20 yılı aşkın bir süredir üniversitelerde lisans, yüksek lisans ve doktora seviyelerinde tüket c davranışı alanında dersler vermektedir. Yüksek cirolu markaların ürün yöneticiliği deney m de bulunan yazar 15 yılı aşkın bir süredir ulusal ve uluslararası şirketlere eğitimler vermekte ve danışmanlık yapmaktadır. Etki değeri yüksek ve saygın uluslararası dergilerde pek çok bilimsel çalışması bulunan yazar aynı zamanda pek çok saygın uluslararası bilimsel dergide editörler kurulu üyeliği ve hakemlik görevlerini de yürütmektedir. K tabın 9. baskısı bu deneyimlerin ışığında, Türkiye'de ve dünyada ortaya çıkan teorik ve pratik gelişmeler ve ihtiyaçlardaki değişimler göz önünde bulundurarak hazırlanmıştır. Kitapta Tüketici Davranışı ve Pazarlama Stratejileri 900'den fazla araştırma sonucu ve 1200' ün üzerinde ilginç örnekle desteklenerek, uygulama esaslı bir yaklaşımla anlatılmaktadır.
İşletmenin temel amacı müşteri yaratmak ve müşterileri tutmak olduğu için bir işletmenin iki (ve sadece iki) temel fonksiyonu vardır: pazarlama ve innovasyon (yenilikçilik). Pazarlama ve innovasyon (yenilikçilik) sonuç üretir. Diğer fonksiyonların hepsi maliyet üretir." (Peter Drucker) Tüketici sofistikasyonunun derinleştiği ve marka kalabalıklığının son derece arttığı günümüzde, tüketici davranışını anlamak ve uygun yenilikler pazarlama stratejileri ile hayata geçirmek işletmenin rekabet gücü geliştirmesini etkileyen en önemli unsurlardan biri haline gelmiştir. Araştırma sonuçları göstermektedir ki; i) müşteri memnuniyetindeki %1' lik bir artış yatırım üzerindeki getirinin yaklaşık olarak %12 artmasına ii) mevcut müşterilerin elde tutulma oranındaki %5'lik bir artış ise %25 la %125 arasında kâr artışına neden olmaktadır. iii) müşteri tatminindeki %1'lik bir artış müşteri sadakat oranının %10 artmasına neden olabilmektedir. Yen müşteri kazanmak eskiler muhafaza etmekten 5 kat daha maliyetlidir. Kitabı ders kitabı olarak kullanacak öğretim üyeleri yazar tarafından hazırlanmış sunumları yayin@seckin.com.tr adresinden isteyebilirler.
Tüketicilerin satın alma karar süreci demografik, sosyal, kültürel, kişisel, psikolojik faktörlerin ya da pazarlama araçları tarafından şekillenen faktörlerin etkisi altında ortaya çıkmaktadır. Bu anlamda dışsal ve içsel faktörler olarak ele alınabilecek olan bu türden faktörler, tüketicilerin zihninde gerçekleşen değerlendirmeyi etkileyerek bazı yanıtlar (tepkiler) meydana getirmektedir. Bu araştırma, sanal mağaza atmosferi, satış promosyonları, akış deneyimi ve impulsif satın alma değişkenleri arasındaki ilişkileri S-O-R paradigması kapsamında incelemeyi amaçlamıştır. Bu doğrultuda sanal mağaza atmosferi ve satış promosyonları dışsal uyaranlar, akış deneyimi organizma (zihinsel süreç) ve impulsif satın alma bir tüketici tepkisi olarak ele alınmış ve bir nicel araştırma kapsamında araştırmanın teorik modeli değerlendirilmiştir. Araştırmanın verilerini online anket yoluyla erişilen 407 tüketicinin yanıtları oluşturmuş ve veriler SPSS 24 ve AMOS 24 istatistik yazılımlarında çözümlenmiştir. Yapılan analizler sonucunda iyi uyum iyiliği gösteren bir yapısal eşitlik modeli kapsamında elde edilen bulgular, sanal mağaza atmosferi, satış promosyonları, akış deneyimi ve impulsif satın alma davranışı arasında istatistiksel olarak anlamlı ilişkiler bulunduğunu ortaya koymuştur. Sonuçlara göre akış deneyimi, hem sanal mağaza atmosferi ile impulsif satın alma arasında hem de satış promosyonları ile impulsif satın alma arasında aracılık rolü üstlenmektedir. Ayrıca sosyo-demografik özellikler ile alışveriş alışkanlıklarına ilişkin bazı faktörlerin istatistiksel olarak anlamlı gruplararası farklılıklar sergilediği ortaya çıkmıştır.
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.
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