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The dimensional structure of consumer buying impulsivity: Measurement and validation
... As dimensões cognitivas, que englobam os construtos chamados de deliberação cognitiva e desconsideração do futuro, estão relacionadas à capacidade de refletir sobre a compra e cuidar do futuro, principalmente no tocante às questões financeiras. Já as dimensões afetivas, composta pelos construtos desejo irresistível de compra, emoções positivas e controle do humor, estão relacionadas às emoções e sentimentos que surgem nos consumidores e os levam a comprar impulsivamente (Youn, 2000). Cristo-Diniz et al., (2022) Sun, Zhang e Zheng (2023) buscaram examinar a relação entre compras impulsivas afetivas e cognitivas com a sensação de pressão do tempo causada por anúncios ao vivo e descobriram que essa sensação possui relação com compras impulsivas afetivas. ...
... Youn (2000) Na dimensão cognitiva, a Deliberação Cognitiva está relacionada com a capacidade do consumidor de deliberar sobre suas compras, de comprar de forma mais consciente, de pensar nas alternativas de produtos e nas consequências antes de realizar a compra. Já a Desconsideração do Futuro está relacionada à realização de compras sem planejamento, à desconsideração da real necessidade da compra e a questões financeiras como a falta de dinheiro para pagar e rápido gasto da renda (Youn, 2000). ...
... 9 Set./Dez. (2024) 199-223 necessidade de comprar para se sentir bem e gerir o humor, de forma a superar sentimentos negativos e reduzir o estresse (Youn, 2000). ...
Este estudo tem como objetivo investigar a relação entre os componentes cognitivos e afetivos da impulsividade e a compra por impulso online, bem como explorar a influência das características sociodemográficas dos consumidores nesse comportamento. Utilizando da abordagem teórica sobre compra impulsiva, foi realizada uma pesquisa de caráter quantitativo e descritivo, com dados coletados por meio de questionários aplicados a consumidores de uma plataforma de compras online residentes nos estados de São Paulo, Minas Gerais e Rio de Janeiro. Os dados foram tabulados e analisados utilizando estatística descritiva, correlação e testes de diferença entre médias. Os resultados apontam para uma relação estatisticamente significativa entre a compra por impulso e os componentes cognitivos e afetivos da impulsividade. Não foram encontradas relações entre as variáveis sociodemográficas e a compra por impulso. O estudo revela a importância dos componentes cognitivos e afetivos nas compras por impulso em ambientes online e traz implicações para os negócios, pois suas estratégias devem considerar altos níveis de deliberação cognitiva e conscienciosidade dos consumidores e compreender o desejo irresistível de comprar como oportunidade a ser explorada.
... The cognitive components are cognitive deliberation, buying without thinking, and not caring about the future. In general, affect and cognition affect decisionmaking, with influences referring to feelings, emotions, and moods and cognition referring to thinking, understanding and interpreting information (Youn, 2000). The result of choosing and immediate option with lack of concern or consideration about the future. ...
... The result of choosing and immediate option with lack of concern or consideration about the future. Source: Adapted from Youn (2000) ...
... Abstract goals lead to impulse purchases (Bell et al., 2011). Moreover, impulse buying is considered as a function of affect and cognition and their six lower order functions (Youn, 2000). Hence: H1: Advertising value has a positive significant effect on affective factor of impulse buying tendency. ...
... According to Rook & Hoch (1985), there are five main factors that distinguish consumers who demonstrate impulsive or unplanned buying behaviour from those who engage in planned buying behaviour: (1) a sudden, unexpected desire to buy, (2) psychological imbalance (a temporarily failure of self-control or willpower), (3) psychological conflicts, (4) automatic decision-making with lack of cognitive assessments, and (5) failure to consider the possible consequences of buying. Moreover, it is assumed that the impulsive buying tendency consists of two dimensions: affective and cognitive (Youn &Faber, 2002). Accordingly, affect and cognition are thought to influence purchasing decisions, and affect corresponds to feelings, senses and moods, while cognition corresponds to interpreting information and thinking. ...
... Secondly, it is mentioned that impulsive buying has emotional and cognitive dimensions (Verplanken & Herabadi, 2001;Virvalaite, Saladiene & Bagdonaite, 2009;Youn & Faber, 2002). From the perspective of the emotional dimension, the effects of positive and negative moods on impulsive buying have been described in several studies. ...
... Consumer Buying Impulsivity (CBI) Scale: The original Consumer Buying Impulsivity (CBI) scale was developed by Youn & Faber (2002) to measure impulsive buying tendency. The CBI was adapted into a Turkish version by Unal (2008) and Dursun & Yener (2014). ...
Impulsive buying is considered to be an emotional and unplanned decision-making behaviour. Because this type of
purchasing rate has fairly increased in recent years, examining the determinants of impulsive buying is important to
understand which intervention programs should be designed. In the current study, it was aimed to develop a model
in which impulsive buying tendency is predicted by variables such as personality traits, affect and cognitive factors
(problem solving skills and cognitive flexibility). Overall, 300 young adults (198 female and 102 male), took part in
the study. The mean age of the participants for the current study was as 21.29 years (SD = 2.95). Impulsive buying
tendency, personality traits, affect, problem solving skills and cognitive flexibility variables were measured via
Consumer Buying Impulsivity Scale (CBI), Behavioural Inhibition/Activation System Scales (BIS/BAS), Positive and
Negative Affect Scale (PANAS), Problem Solving Inventory (PSI) and Cognitive Flexibility Scale (CFI), respectively.
The results indicated that personality traits in the behavioral activation system (reward system) could be an
important determinant of impulsive buying tendency when examined together with other variables. In sum, high
reward responsiveness may result in impulsive buying. Furthermore, affective factors (both negative and positive
affect) rather than cognitive factors may be a triggering factor for impulsive buying
... Dursun (2014: 22)'un yapmış olduğu çalışmada da Weun vd. (1997)'nin ölçeği ile birlikte Youn (2000)'a ait satın alma ölçeğine yer verilmiştir. Bu çalışmanın, Youn (2000)'a ait dürtüsel satın alma ölçeğini kullanması sunulan çalışma ile benzerlik göstermektedir. ...
... (1997)'nin ölçeği ile birlikte Youn (2000)'a ait satın alma ölçeğine yer verilmiştir. Bu çalışmanın, Youn (2000)'a ait dürtüsel satın alma ölçeğini kullanması sunulan çalışma ile benzerlik göstermektedir. Fakat sunulan çalışmada elde edilen sonuçlara göre, rasyonel ve irrasyonel satın alma alt boyutlarının madde faktör yüklerinin ve güvenirlik değerlerinin daha yüksek olduğu görülmektedir. ...
... Three scales were used in the study. The scale of Richins and Dawson (1992) was used as the materialist values scale, the scale of Youn (2000) was used as the purchase scale, and finally, the original scale of Sweeney et al., (2000) was used to measure post-purchase behavior of consumers. The scales were subjected to Turkish-English and English-Turkish translations to ensure their language validation. ...
Bu çalışmanın amacı, materyalist değerler, bilişsel satın alma ve satın alma sonrası bilişsel uyumsuzluk ölçeklerinin geçerlik ve güvenirlik analizlerini yaparak literatüre katkıda bulunmaktır. Çalışma, kolayda örnekleme yöntemi kullanılarak Trakya Bölgesinde yer alan Tekirdağ, Edirne ve Kırklareli illerindeki 126 tüketiciden toplanan verilerden
elde edilen analizlere dayanmaktadır. Bu çalışma kapsamında demografik, güvenirlik ve faktör analizleri yapılmıştır. Ölçeklerin alt boyutları ile birlikte faktör açıklayıcılıkları ve güvenirlikleri hesaplanmıştır. Materyalist Değerler Ölçeğinin güvenirlik katsayısı 0,82, Bilişsel Satın Alma Ölçeğinin güvenirlik katsayısı 0,92 ve Satın Alma Sonrası Bilişsel Uyumsuzluk Ölçeğinin güvenirlik katsayısı 0,95 olarak bulunmuştur. Elde edilen bulgular sonucunda, ölçeklerin geçerli ve güvenilir ölçme aracı oldukları gösterilmiştir. Bu ölçeklerin Türkçe uyarlamalarının ülkemizde satın alma konusunda yapılacak araştırmalara katkıda bulunması beklenmektedir.
... In the context of online flow, cognitive experience in online shopping results from mental processes that take place as the consumer browses the web while shopping online (Novak, Hoffman, and Yung 2000). These processes include thinking, understanding, and interpreting information (Coley and Burgess 2003;Youn and Faber 2002). ...
... In the latter part of the twentieth century, research on impulse buying was limited to taxonomical studies (Bellenger, Robertson, and Hirschman 1978;Kollat and Willett 1967;West 1951), which confirmed that this type of buying behavior influenced various product categories with few exceptions (Bellenger, Robertson, and Hirschman 1978;Rook 1987;Rook and Hoch 1985). In the early twenty-first century, Dholakia (2000) and Youn and Faber (2002) concluded that customers were still consistently impacted by either thoughtful long-term considerations or spur-of-the-moment whimsical decisions. ...
... According to Youn and Faber (2002), compulsivity is a reaction to stimuli that could come from within the individual or from outside influence. Examples provided by researchers for internal stimuli include educational experience (Wood 1998), and mood states (Rook and Gardner 1993) such as pleasure and excitement (Verplanken and Herabadi 2001). ...
In this study, via a survey of Instagram users, the authors examined how hedonic browsing and flow, as intrinsic motivators, have an impact on the cognitive and affective experience of Instagram users and their impulse buying behavior. The survey was conducted on 635 Iranian Instagram users. Data analysis was conducted using structural equation modeling via SmartPLS 3.0. In an estimated structural model, hedonic browsing has a positive effect on flow, whereas flow has a positive effect on cognitive and affective experience shopping. Additionally, cognitive and affective experience have a positive effect on impulse buying. In particular, flow has a direct effect on online impulse buying. Implications for more effective management of the process of securing online customers through the use of cognitive and affective factors conclude the article.
... Although the affective and cognitive systems are distinct, they are richly interconnected; each system can influence and be influenced by the other. Affect refers to feeling responses, whereas cognition consists of mental (thinking) responses (Youn, 2000). A person's needs have a strong effect on motivation to maintain an optimum level of stimulation, which is the preferred amount of psychological activation or arousal. ...
... Consumer is not only pushed by outsider's forces, rather the combination of outside and inside forces like cognitive limitations. Youn (2000) suggested the factors for both affective process referring refer to emotions, feeling states and moods and cognitive process referring to the mental structures and processes involved in thinking, understanding and interpreting. The affective process consist of: irresistible urge to buy-the consumers desire is instant and persistent and so compelling that it is hard for the consumer to resist, positive buying emotion-this term refers to positive mood states generated from self-gratifying motivations that impulsive buying provides (consumer are likely to engage in impulsive buying in order to prolong their pleasurable mood states) and mood management-impulsive buying is in part motivated by the consumer' desire to change or manage their feelings or moods. ...
... It refers to a consumer sudden interest in buying a product triggered by different factors: internal and external. The former contains "self-feelings, moods and emotional states" and the latter contains "marketer controlled and sensory factors like displays, cash machines, sounds, or smells (Youn Faber, 2000). Shiv and Fedorikhin (1999) assert that any factor in the shopping environment that reduces our information processing effort is likely escalating impulsive buying behavior. ...
The impulsive buying behavior is a phenomenon that made variety of researchers engaged with inconsistent research findings. This paper offers the review of the research on impulsive buying behavior summarized in three waves of research. The first wave of research was focused on identifying and acknowledging that impulsive buying behaviour is a complex phenomenon with a number of key characteristics. The key elements in each impulsive buying behavior are: purchase being unplanned, difficult to control, and accompanied by an emotional response.
The contribution of the second wave of research was mainly in realizing the powerful combination of both rational and emotional side of every impulsive buying behavior. Impulsive buying stresses the consumers urge to buy something immediately. The impulsive to buy is hedonically complex and may stimulate emotional conflict. Also, impulsive buying is prone to occur with diminished regard for its consequences.
The third wave of research spread the interest in several directions, diverging and again opening the scenery for a variety of different paths to perform research. It brings the research back to the field of marketing.
The paper concludes with; the questions that could be raised in future research according to the three waves of research and a suggestion of refreshing strategic perspective offering a typology based on ideal, normative, standard and impulsive customer buying behaviour.
... A impulsividade decorre do conflito psicológico entre o autocontrole e os desejos do consumidor (HOCH; LOEWENSTEIN, 1991). Conforme Youn (2000), a impulsividade que se manifesta no momento da compra está fortemente associada às emoções. Diante disso, acredita-se que os consumidores impulsivos tendem a encarar as atividades de compra como uma forma de lazer, tornando sua realização prazerosa, alcançando sentimentos favoráveis e positivos (COSTA; FARIAS, 2016). ...
... Segundo Youn (2000), a impulsividade do consumidor carrega consigo uma soma de sentimentos e emoções, pois a compra por impulso gera prazer, representado através de sentimentos que podem ser positivos (e. g. felicidade) ou negativos (e. g. decepção). Além disso, o significado que o consumidor atribui a um produto ou a uma marca servirá de base para compreender seu comportamento (NEPOMUCENO; TORRES, 2005). ...
... Na mesma lógica, quanto mais o indivíduo realizar compras impulsivas, maior será seu amor a uma marca específica. Este resultado ressoa com o que Youn (2000) sugere, discorrendo que a impulsividade se manifesta no momento em que a compra está fortemente associada às emoções e sentimentos, como o amor à marca, que ressalta o sentimento de hedonismo no consumidor (HIRSCHMAN; HOLBROOK, 1982). ...
A society characterized by the current consumption of products and services began to instigate through various factors impulse buying usually influenced by spontaneity distractions emotions and feelings. And in view of the numerous studies on impulse consumption behavior we identified the gap in which the LGBTQIAP community is not analyzed as impulsive consumers. Understood this the objective of this study was to verify the relationship between impulsive buying behavior and the feeling of love for the brand. Specifically, it is intended to i) identify the presence of impulse buying behavior in the LGBTQIAP community; and ii) to investigate whether impulse buying behavior is influenced by the feeling of love for the brand in the sample studied. As a method to help achieve the objectives a survey was used with a quantitative approach. Reaching a sample of 1569 LGBTIAP people from all over Brazil. By analyzing the data that occurred through statistical procedures an indifference was identified in respondents' responses about impulsive consumption behavior as well as the influence of brand love on impulse buying. It is considered that the result is justified by the complexity that consumption per impulse has besides the fact that a specific brand was not pointed out to guide the respondents in the questions related to the brand's love causing a distinction between possible brands imagined by the respondents causing divergent responses which may have impacted the final outcome.
... Moreover, impulse decisions present an important characteristic based on two processes (or components): the affective process, which is based on the emotions and mood states of individuals, and the cognitive process, which, in turn, has as its foundation the mental structures and processes involved in thinking, understanding, and interpreting (Youn, 2000). Thus, the research also sought to analyze the adjustment of chronic regulatory focus with the affective and cognitive processes of impulse decisions, considering that the focus on promotion is more linked to the affective process and the focus on prevention relates more to the cognitive process. ...
... An important aspect of impulse decisions addressed by Youn (2000) is that they are made up of two processes: the affective process and the cognitive process. The affective process relates to emotions and states of mood. ...
... Recognition of the need to balance the different, but complementary, roles that reasons and emotions play in active and reactive Chronic Regulatory Focus: Resist impulse consumption or let it happen? consumption experiences is imperative for understanding the dynamics of impulse purchase phenomena and the internal conflict between the two motives (Coley, 2002;Youn, 2000). The degree to which impulsivity happens strongly depends on these two processes: affective impulsiveness and cognitive self-control. ...
Purpose – The central objective of this research was to analyze the
moderating role of chronic regulatory focus in impulse consumption
when individuals are exhausted of self-control energies (ego depletion).
In addition, we sought to examine the relationship between regulatory
adjustment and the affective and cognitive processes of impulse decision
making.
Design/methodology/approach – The study was performed through
an experiment. Data analysis was done using the Johnson-Neyman
floodlight technique, which is recommended when the independent
variable is continuous, so as not to transform it into a dichotomous
variable, thus avoiding the loss of information.
Findings – The results provide evidence that individuals with a profile
of being vigilant about impulse decisions (focus on prevention), that
is, with greater self-control in their decisions, end up spending more
self-control energy than individuals who do not have this concern (focus
on promotion), resulting in higher impulse consumption.
Originality/value – The main contribution is a counterintuitive result
that individuals who should be better prepared to withstand impulse
consumption, with greater self-control, end up consuming more on
impulse because they expend more energy in an attempt to control
themselves
... There have been several attempts to measure impulsive buying tendency. Initial attempts considered it a onedimensional trait (Beatty & Ferrell, 1998;Rook & Fisher, 1995), and later on a two-dimensional outlook (Puri, 1996;Verplanken & Herabadi, 2001;Youn & Faber, 2002) was developed and a second dimension was also explored. The most detailed approach in this regard was the robust scale by Verplanken and Herabadi (2001) who arrived at a 20item scale measuring the cognitive aspects (e.g., lack of planning and deliberation) and affective aspects (e.g., feelings of pleasure, excitement, compulsion, lack of control, regret). ...
... Later, Verplanken and Herabadi (2001) also developed a two factor, 20-item impulsive buying tendency measurement scale. In the same vein, Youn and Faber (2002) termed impulsive buying tendency as "consumer buying impulsivity" and added the behavioural dimension to the affective and cognitive components to come up with three higher-order dimensions. However, the results from the validation studies on US respondents by Youn and Faber (2002) indicated that behavioural and affective elements were found to be merged into one factor. ...
... In the same vein, Youn and Faber (2002) termed impulsive buying tendency as "consumer buying impulsivity" and added the behavioural dimension to the affective and cognitive components to come up with three higher-order dimensions. However, the results from the validation studies on US respondents by Youn and Faber (2002) indicated that behavioural and affective elements were found to be merged into one factor. Also, Sharma et al. (2011) showed that for collectivist cultures, the possibility remains for a three-factor structure to explain the consumer impulsiveness trait, while for individualists a two-factor structure was relevant. ...
... The tendency to impulsively buy is a measure of how often an individual makes unintended and instant purchases (Rook & Fisher, 1995). It is believed that impulse purchasing is a function of affect (feelings) and cognition (thinking) (Youn, 2000). ...
... Abstract goals lead to impulse purchases (Bell et al., 2011). Furthermore, impulse purchasing is a function of cognition and affect (Youn, 2000). Hence: ...
The purpose of this research is to identify the relationship between advertising appeals and impulse purchase inclination in the presence of self-control and marital status as moderators. A pre-designed questionnaire was used to collect data. PLS-SEM (Partial Least Squares Structural Equation Modelling) is used to determine the nature of the link between the mentioned variables, as well as the function of self-control as a moderator. A multi-group analysis is conducted to see how the model varies from gender variation. Furthermore, Andrew F. Hayes Process Macro is also utilized as a data analysis approach. According to the findings of Andrew F. Hayes Process Macro, self-control has a considerable negative influence on impulse purchase inclination. According to PLS-SEM findings, entertaining advertising appeal has a considerable positive influence on the cognitive element of impulsive purchasing tendency, but informative advertising appeal has a significant positive impact on both the cognitive and affective aspects of impulse buying tendency. Surprisingly, irritating commercial appeal has a large favorable influence on the cognitive aspect of impulse purchasing inclination. However, the study discovered a minor complimentary function of self-control in the relationship between advertising appeals and impulse purchase inclination. The results of a multi-group investigation show that the influence of advertising value ad appeal on the emotive aspect of impulse purchase inclination vary greatly depending on gender. The study is significant for marketers because it shows that self-control acts as a barrier in the route of impulsive buying.
... Furthermore, Youn dan Faber [40] show that consumers with positive and depressed feelings are more likely to buy goods impulsively because these consumers cannot use their cognitive abilities to manage these purchases. Consumers respond to internal and external influences affectively and cognitively, or both. ...
... However, to some degree, this kind of experience can evoke online impulsive buying. The result of this study is in line with Youn and Faber [40]. ...
During the Covid-19 pandemic, the use of social media has increased in line with online buying transactions. This research was conducted to find out online impulsive buying due to the large amount of information and promotion spread on social media after the pandemic. Online questionnaires were distributed to 261 respondents who made online transactions. SEM-PLS 3.0. was used to analyze the data. The results prove that hedonic browsing has a significant influence on flow experience. Flow experience has a significant influence on cognitive experience and affective experience as well as online impulsive buying. Cognitive experiences have significant influence on online impulsive buying. However, affective experiences do not have a significant influence on online impulsive buying. Moreover, financial management behavior cannot moderate the relationship among cognitive and affective experiences as well as online impulse buying. Theoretically, the study shows that irrational consumption processes lead to hedonic shopping due to easy and convenient searching for products through social media. Thus, in practice it is advisable for marketing managers to design their promotions on social media related to products and interspersed with financial literacy so that consumers can shop wisely.
... But no significant relationship was found. Youn and Faber (2002), studied the relationship between 'Lack of control' as a personality trait and consumer impulsive buying behavior. Personality traits play a major role in a buyer's decision-making. ...
... Impulse buying tendency refers to the degree to which a person makes a purchase instantaneously without thinking (Chen, 2008;Flight et al., 2012;Foroughi et al., 2013;Jones et al., 2003). Many studies have tried to measure impulse buying tendency (Beatty & Ferrell, 1998;Puri, 1996;Rook & Fisher, 1995;Sharma et al., 2011;Verplanken & Herabadi, 2001;Youn & Faber, 2002). Consumers scoring high on impulse buying tendency are expected to make more unplanned purchases (Mohan et al., 2013), due to a lack of self-control (Dawson & Kim, 2009;Foroughi et al., 2013;Youn & Faber, 2000). ...
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.
... Os objetivos específicos da pesquisa foram: i) Verificar a existência de relação entre variáveis sociodemográficas e comportamento de compra por impulso; e ii) Verificar a existência de relação entre os antecedentes da compra "impulsividade do indivíduo" e "ambiente da plataforma" com o comportamento de compra por impulso. Para a coleta de dados foi utilizado um questionário composto pela escala de impulsividade de Youn (2000), escala de fatores ambientais da plataforma e afirmativa de compra por impulso em lojas virtuais de Costa (2003), além de questões relacionadas às características sociodemográficas dos respondentes. O questionário foi compartilhado em redes sociais e os dados coletados foram analisados por meio de estatística descritiva e correlação. ...
... Elaborada pelos Autores (2022).Nota-se que as médias, no geral, mostram que os participantes discordam (pouco, muito ou totalmente) das afirmações propostas, com oscilação entre 2,19 e 4,66. Essa situação foi apontada no estudo deYoun (2000), mostrando que há uma tendência das pessoas em negarem o comportamento impulsivo de compra.As afirmativas A3 e A4 apresentaram as maiores médias. Pode-se inferir, com isso, que as razões afetivas podem estar ligadas à decisão de compra com a finalidade de melhorar o humor da pessoa. ...
... Nos indivíduos em que o estado afetivo supera a cognição, o comportamento impulsivo de compra se torna mais provável. O senso de espontaneidade e imediatismo dos impulsos de compra leva a um mínimo esforço de processamento de informações, com um reduzido esforço de deliberação cognitiva (Youn, 2000), podendo resultar em comportamentos indesejáveis. (2002) A inclinação em distorcer o valor das consequências do ato impulsivo, subestimandoas, conduz o indivíduo a render-se à tentação e agir impulsivamente. ...
... (2002) A inclinação em distorcer o valor das consequências do ato impulsivo, subestimandoas, conduz o indivíduo a render-se à tentação e agir impulsivamente. A ênfase do momento presente, representada pela desconsideração das consequências e repercussões no futuro, é um componente cognitivo fundamental da CI e da CC (Rook, 1987;Beatty & Ferrel, 1998;Youn, 2000). ...
Este estudo tem como objetivo identificar as relações existentes entre traços de personalidade, compra impulsiva (CI) e compra compulsiva (CC), bem como comparar os resultados com os achados de Sun, Wu, Youn (2002). Para tanto, realizou-se uma pesquisa quantitativa por meio de survey com uma amostra de 424 participantes, dividida aleatoriamente em dois grupos de 212 participantes. Foram realizadas duas análises fatoriais confirmatórias em amostras diferentes e o modelo estrutural foi testado por meio dos softwares SPSS e AMOS. Os resultados indicam que neuroticismo e extroversão estão relacionados positivamente à CI, bem como há uma associação positiva entre CI e CC. O trabalho apresenta uma contribuição metodológica sobre a forma de operacionalização das escalas e traz uma crítica à subespecificação da natureza da relação entre CI e CC.
... Para Hoch e Loewenstein (1991), a impulsividade é decorrente do conflito psicológico entre o autocontrole e os desejos do indivíduo. Segundo Youn (2000), a impulsividade do consumidor está fortemente associada à emoção. Diante disso, acredita-se que os consumidores impulsivos tendem a encarar a atividade de compra como um tipo de lazer, sua realização pode trazer sentimentos favoráveis e positivos (Costa & Farias, 2016). ...
... O questionário de pesquisa foi elaborado a partir de indicadores de quatro trabalhos: para o construto da impulsividade foi utilizada a escala de Youn (2000) com 10 itens; para o construto da personalidade da marca foi emprega a escala de Aaker (1997) e adaptada para o contexto brasileiro por Muniz & Marchetti (2005) com 11 itens; para o construto do significado do produto foi utilizada a escala de Nepomuceno & Torres (2005) com 10 itens, tendo a inclusão de 3 novos itens, elaborados pelos autores deste artigo; e o construto da compra por impulso foi mensurado por apenas 1 item, elaborado por Beatty & Ferrel (1998) e adaptado por Costa (2002) para o contexto brasileiro. ...
O presente estudo tem como objetivo analisar a influência dos construtos significado do produto, personalidade da marca e impulsividade na compra por impulso no ambiente de shopping center. A pesquisa busca explicar o comportamento de compra por impulso levando em consideração a importância da impulsividade do indivíduo como fator de significativa influência na compra por impulso e trazer como contribuição a inclusão de dois construtos que até então não foram explorados conjuntamente nos estudos de compra por impulso: significado do produto e personalidade da marca. Foi feita uma pesquisa descritiva e correlacional, com abordagem de natureza quantitativa. A amostra é composta por 317 respondentes. Os resultados permitiram ratificar que os indivíduos mais impulsivos tendem a fazer, com maior frequência, compras por impulsos, ou seja, apresentam dificuldade em controlar seus impulsos de compra. Como contribuição da presente pesquisa tem-se que os produtos adquiridos de forma impulsiva são aqueles compatíveis com a imagem dos consumidores, que refletem quem eles são. Os participantes afirmaram que eram atribuídas personalidades aos produtos comprados impulsivamente. Quanto mais essa personalidade da marca conseguia identificar-se com o consumidor e o seu estilo de vida, mais os produtos estariam propensos a serem adquiridos impulsivamente.
... Bu araştırmanın konusunu da dürtüsel satın alma davranışı oluşturmuştur. Bununla birlikte tüketicilerin satın alma dürtüsünü, bilişsel güdüler ve duygusal güdüler üzerinden inceleyen İşletme Araştırmaları Dergisi Journal of Business Research-Turk 259 çalışmaların var olduğu görülmüştür (Rook, 1987;Youn, 2000;Dholakia, 2000;Verplanken ve Herabadi, 2001;Dawson ve Kim, 2009;Dursun ve Yener, 2014;Hussain vd., 2024). Buna ek olarak, yapılan çalışmalarda dürtüsel satın alma davranışının duygusal boyutla ve bilişsel boyutla farklı bir ilişki gösterdiği belirlenmiştir. ...
Amaç–Araştırmada dürtüsel satın alma davranışının cinsiyet, alışveriş yapma sıklığı ve ihtiyaç-satın alma deneyimi bağlamında farklılaşıp farklılaşmadığını belirlemek amaçlanmıştır. Dürtüsel satın alma davranışı, bilişsel boyut göz ardı edilerek sadece duygusalboyut üzerinden incelenmiştir. Böylece duygu temelli dürtüsel satın alma davranışının değişkenler üzerinden daha net sonuçlar vermesi hedeflenmiştir. İhtiyaç-satın alma deneyimine göre farklılaşmanın incelenmesi araştırmanın özgünlüğünü oluşturmuştur. Yöntem–Araştırmada tanımlayıcı ve nicel araştırma deseni kullanılmıştır. Verilerin toplanmasında anket tekniği kullanılmıştır. Verilerin toplanmasında anket formu kullanılmış ve anket formları çevrimiçi ve yüz yüze toplanmıştır. Araştırmanın örneklemini 717 üniversite öğrencisi oluşturmuştur. Veriler kolayda örnekleme yöntemiyle toplanmıştır. Veri analizinde AFA, DFA, Güvenilirlik Analizi, Mann-Whitney U Testi, Kruskal Wallis Testi ve Frekans Analizi kullanılmıştır. Bulgular–Araştırma sonucunda cinsiyet, alışveriş yapma sıklığı ve ihtiyaç-satın alma deneyimine göre duygu temelli dürtüsel satın alma davranışının farklılık gösterdiği belirlenmiştir. Kadın öğrencilerin erkek öğrencilere göre daha dürtüsel satın alma yaptıkları, alışveriş yapma sıklığındaki artışın dürtüsel satın almayı tetiklediği belirlenmiştir. Bunun yanı sıra ihtiyaç duyulmayan ürün satın alma deneyimi yaşayan öğrencilerin ve ihtiyaç duyulmayan uygun fiyatlı ürün satın alma deneyimi yaşayan öğrencilerin dürtüsel satın alma davranışını daha fazla sergilediği belirlenmiştir. Tartışma–Firmalara hedef müşteri kitlelerini ve pazarlama stratejilerini belirleme sürecinde, araştırma değişkenlerini dikkate almaları ve üniversite öğrencileri için fiyat indiriminin dürtüsel satın almayı teşvik ettiği sonucunu gözden kaçırmamaları önerilmektedir. Bunun yanı sıra araştırma, üniversite öğrencilerini inceleyen pazar araştırma şirketlerine araştırma değişkenleri üzerinden güncel veriler sunmaktadır. Araştırmacılara ise birden fazla ya da farklı bölgelerdeki üniversitelerde ve devlet-vakıf üniversitelerinde karşılaştırmaya dayalı araştırmalar yapmaları önerilmektedir.
... Consumers' buying decisions also significantly depends on their psychological state that directs them towards particular buying behavior such as personal sensitivities (Youn, 2000), cognitive and affective processes (Coley & Burgess, 2003), materialism or material possession (Pirog & Roberts, 2007), shopping enjoyment tendency or pleasure and excitement (Mohan, Sivakumaran, & Sharma, 2013). Belk (1984) defines materialism as consumer's apprehension towards materialistic possessions. ...
... According to Youn (2000), situational factors are external effects that impulsively manipulate consumers' buying decisions. Odabasi and Baris (2005) defined situational factors as temporary pressures related to the shopping atmosphere. ...
Compulsive buying is a behavioral disorder that drives consumers to buy more than they need unintentionally. Negative feelings such as depression, sorrow, denial, lack of self-esteem, Etc., are stated as the reasons for this behavior. This research aims to exert the triggering effect of store atmosphere on compulsive buying behavior. Both qualitative and quantitative methods have been applied to achieve this aim. Finally, we found that the effect of store atmosphere on compulsive buying behavior has three dimensions. These dimensions are physical environment, promotion, and conspicuous consumption. Statistical tests made by applying the Structural Equation Model show that our model has construct validity, the result of the factor analysis exerts that %73,98 of the total variance is explained, and the reliability score of our questionnaire is .929.
... Hình 1: Mô hình khuynh hướng mua ngẫu hứng, xem lướt và mua ngẫu hứng Nhiều nghiên cứu đã được thực hiện nhằm giải thích hành vi mua ngẫu hứng (Burroughs, 1996;Piron, 1993;Youn, 2000). Các nhà nghiên cứu marketing và bán lẻ đã phân loại hành vi mua ngẫu hứng như một tác nhân hiện thực và đầy quyền năng trong quy trình hành vi mua của khách hàng (Bayley & Nancarrow, 1998;Hausman, 2000). ...
Nghiên cứu này được thực hiện nhằm phân tích tương tác giữa khuynh hướng mua ngẫu hứng, việc xem lướt và mua ngẫu hứng trong môi trường sân bay Tân Sơn Nhất. Dữ liệu thu thập từ 166 đáp viên đã mua hàng tại sân bay, bằng bảng câu hỏi cấu trúc. Phân tích hồi quy, t-test và ANOVA được sử dụng để kiểm định mô hình đề xuất. Kết quả nghiên cứu cho thấy mặc dù khuynh hướng mua ngẫu hứng có tác động ngược chiều mua ngẫu hứng, tuy nhiên người có khuynh hướng mua ngẫu hứng cao thì có ý định xem lướt nhiều hơn. Từ đó, hành động xem lướt là rất phổ biến tại sân bay, nhưng không hẳn sẽ dẫn đến mua ngẫu hứng. Điều này gợi mở nhiều ứng dụng cho những nhà bán lẻ sân bay.
... A compra por impulso é, muitas vezes, acompanhada por fortes reações afetivas, como reações de prazer e excitação (Rook, 1987;Amos et al., 2014) geradas nos indivíduos a partir da proximidade com o produto (Jones, Reynolds, Weun e Beatty, 2003). De acordo com Youn (2000), a compra por impulso compreende uma dimensão afetiva que se relaciona com as emoções e os estados de humor, e subdivide-se em: (1) irresistível desejo de comprar, (2) emoções positivas em relação à compra e (3) gestão do humor. Assim, entende-se que esta forma de comprar deriva de uma resposta emocional (Flight, Rountree e Beatty, 2012), que pode levar a emoções positivas ou negativas (Costa e Larán, 2003;Santini et al., 2018). ...
A compra por impulso é um tema complexo e com variadas influências. Este estudo experimental tem por objetivo analisar o efeito da identidade social, das emoções e da marca do produto na tendência de jovens para comprar sapatilhas por impulso. Participaram 545 jovens portugueses, que responderam a um questionário online sobre um cenário experimental de compra de sapatilhas da marca Adidas. Os resultados indicam que o desconto influencia a compra impulsiva e as emoções positivas medeiam a relação entre identificação com jovens e compra por impulso. Também verificou-se uma propensão à apropriação da marca como um marcador identitário da juventude portuguesa. Assim, além das características do produto, os processos grupais poderão estar relacionados com este comportamento de compra.
... A different definition of impulse buying proposed by Beatty and Ferrell (1998) is that it happens at the point of purchase, affected mainly by the retail environment and the consumer's mood at the time they make their purchases. Impulse buying is also described as an unplanned buying decision reflecting consumers' swift response to a stimulus whilst being accompanied by pleasant emotions (Gardner & Rook, 1988;Youn & Faber, 2002). In recent research of P. Sharma, Sivakumaran, and Marshall (2010b), the phenomenon was defined as a sudden and hedonic complex purchasing behavior that limits consumers' time exploring alternatives or considering future consequences resulting from its rapidity. ...
Corporate Social Responsibility (CSR) has been pervasively applied by organizations around the globe, especially in emerging countries, and Vietnam is a case. This study aims to extensively review the extant literature concerning CSR, impulse purchase, and their relationship. The methodology of this study is performed following the latest reviews from various credible academic sources to comprehend the relationship between CSR and impulse buying extensively. In addition, the study points out the research gap. Then, it discusses the results, the research limitations, and recommends possible directions for future studies that would greatly contribute to the scholarship of the fields.
... Ainda, sabe-se que o consumidor impulsivo dá ênfase ao momento presente e está propenso a subestimar as consequências da compra por impulso, como não honrar as suas dívidas (Siqueira, Castro, Carvalho & Farina, 2012;Dias et al., 2014). Tal característica também se configura como componente cognitivos fundamental do consumo impulsivo (Beatty & Ferrel, 1998;Youn, 2000;Lucas & Koff, 2014). ...
Apesar do avanço na compreensão do consumo impulsivo no meio acadêmico, são poucas as pesquisas dedicadas a que explorar o fenômeno com enfoque em consumidores de baixa renda. Frente a essa lacuna teórica, este estudo objetiva compreender o comportamento impulsivo do consumidor de baixa renda, analisando a construção coletiva da compra por impulso por meio da teoria das representações sociais. Para tal, com base na técnica de evocação de palavras, entrevistas estruturadas de curta duração foram realizadas em um corpus de pesquisa composto por 306 pessoas com diferentes características sociodemográficas. Os resultados indicam que a representação social do consumo impulsivo é constituída por um amálgama de conceitos heterogêneos, com características divergentes entre classes sociais. Ademais, três conceitos se destacam como os mais representativos para a compreensão do fenômeno: falta de planejamento, descontrole/exagero e dívidas/endividamento; revelando uma construção social composta tanto por elementos normativos e funcionais, como por consequências de conotação negativa.
... Impulsive purchase, as proposed by Rook and Fisher (1995), is a one-dimensional parameter that measures the tendency for a person to think and act in a recognizable and distinctive way. Youn (2000) developed a compulsive consumption scale with two dimensions: emotional and cognitive. Similarly, Giraud (2002) developed a functional impulsivity scale and studied its relationship with certain personality traits. ...
This research work aims to show the contribution of individual factors, specifically the buying impulsiveness, to making an impulse purchase. For this purpose, Rook and Fisher’s scale (1995) is proposed to measure the level of impulsive purchase in Algerian buyers. Following an empirical study done on 385 impulse purchasers, it was possible to see that consumers are more impulsive when they experience high levels of impulsivity. These results would help managers attract customers and lower their guards, as a result of several stimuli, to push them make emotional and functional impulse purchases.
... Another definition to impulse buy of Beatty and Ferrell (1998) is an "at-the-moment onspot decisions" which are mostly influenced by the store space and the customer's feeling at the moment. In the study of Gardner and Rook (1988) as well as Youn (2000), impulse buying is defined as an unplanned purchase decision, occurring along with positive emotions and reflecting the buyer's quick reaction to a stimulus. More recently, Sharma et al. (2010) supposed that impulse buying has been defined as an abrupt and hedonic complex buying behavior that due to its quickness does not give time to search for alternatives or measure possible future consequences. ...
This study aims to examine the relationship between perceived crowding, excitement, stress on satisfaction, and impulse purchase at the retails in Vietnam. This study performed structural equation modelling (SEM). A total of 264 valid respondents were used in this research. Besides, this study systematized the concept, defined, and test the component scales of the relationship model among perceived crowding, excitement, stress, satisfaction, and impulse purchase from the collected data, which helps to identify the relationship among factors in the model as well as impact. The findings indicate that the perceptions of human and spatial crowding have a negative influence on customer satisfaction leading to their impulse purchase decision. This belief is advocated by the existence of human emotional reactions to customer satisfaction. In detail, exciting reactions positively impact on shoppers’ satisfied feelings; by contrast, stress is negatively related to customers’ satisfaction. In other words, shoppers intend to be more excited and less stressed in retail who could facilitate a low level of spatial crowding and appropriate physical arrangements of fixtures.
... These questions were drawn from prior research in this field. For the measurement of consumer purchase intention towards skin-care products, three items were adopted from the studies of Han (1987), Coley (1999), Youn (2000), and Beatty and Ferrell (1998). Social belief was measured by four items which were extracted from Coulter et al. (2002) and Bakewell et al.'s (2006) studies. ...
The purpose of this paper is to investigate the effects of socio-cultural and marketing factors on consumer purchase intention towards skin care products. A self-administered questionnaire was developed and administered to a simple random sample of 307 students, job holders, businessmen, and housewives. Factor analysis, Pearson correlation and multiple regression analysis were used to analyze data. The findings of this research indicated that all factors namely social belief, lifestyle, celebrity endorsement, purchase situation and advertising have a significant impact on consumer purchase intention towards skin-care products. In addition, celebrity endorsement and lifestyle have more influence on consumer purchase intention towards skin care products. This study confirms the growing importance of socio-cultural and marketing factors in purchasing skin-care products in Bangladesh and also provides insights for marketers to understand and influence consumer purchase intention towards skin-care products.
... Para os autores Barratt & Patton (1983);& Youn (2000), existem duas dimensões da impulsividade para caracterizar o comportamento de compra do sujeito: (a) a dimensão cognitiva (i.e., o sujeito apresenta um processo cognitivo na hora da decisão), na qual o processo difere das suas alternativas na tomada de decisão, ou seja, a forma de processar informação é mais rápida, podendo causar dificuldades na concentração e na capacidade de avaliação; e (b) a dimensão comportamental (i.e., o sujeito apresenta um processo referente ao seu comportamento dentro do meio em que está inserido), na qual o meio envolvente é onde o individuo age de forma impulsiva, quando confrontado com um determinado estímulo. ...
This study seeks to encompass the area of psychology with economic psy-chology, specifically consumer choices through impulsive processes. The Barratt impulsivity scale is one of the most commonly used questionnaires to measure impulsivity, and we use it to assess the extent to which inter-temporal preference is associated with the issue at hand. We consider that topics such as this can contribute to the understanding of investigations related to the behavior of subjects, regarding their consumption and saving habits, since once we ascertain to what extent impulsivity is associated with intertemporal preference, we can more easily predict the behavior of sub-jects (related to their intertemporal choices). This research is descriptive, since it does not presuppose causality, but rather a correlation between the variables and the questionnaires that were used (Scholten 2010, Barratt BIS-11). The results are in agreement with the bibliography and will be dis-cussed throughout the text.
Keywords: Impulsivity, Impatience, Intertemporal preference.
... Para os autores Barratt & Patton (1983);& Youn (2000), existem duas dimensões da impulsividade para caracterizar o comportamento de compra do sujeito: (a) a dimensão cognitiva (i.e., o sujeito apresenta um processo cognitivo na hora da decisão), na qual o processo difere das suas alternativas na tomada de decisão, ou seja, a forma de processar informação é mais rápida, podendo causar dificuldades na concentração e na capacidade de avaliação; e (b) a dimensão comportamental (i.e., o sujeito apresenta um processo referente ao seu comportamento dentro do meio em que está inserido), na qual o meio envolvente é onde o individuo age de forma impulsiva, quando confrontado com um determinado estímulo. ...
O presente trabalho procura englobar a área da psicologia com a psicologia económica, mais concretamente as escolhas do consumidor através dos processos impulsivos. A escala da impulsividade de Barratt é um dos ques-tionários mais utilizadas para medir a impulsividade e, utilizamo-la para avaliar em que medida a preferência intertemporal está associada à temá-tica em causa. Consideramos que temas como esse podem contribuir com a compreensão de investigações ligadas ao comportamento dos sujeitos, face aos seus hábitos de consumo e poupança, uma vez que, se averiguado em que medida a impulsividade está associada à preferência intertemporal, podemos predizer com maior facilidade o comportamento dos sujeitos (relativamente às suas escolhas intertemporais). Esta investigação é descri-tiva, uma vez que não pressupõe a existência de causalidade, mas sim de uma correlação entre as variáveis e os questionários utilizados (Scholten 2010, Barratt BIS-11). Os resultados encontrados vão ao encontro da bibli-ografia e serão discutidos ao longo do texto.
Palavras-chave: Impulsividade, Impaciência, Preferência intertemporal.
... self-feelings can be identified as the condition of a person's affective (Youn, 2000). Internal stimuli are processed by the consumer affective or cognitively resulting in impulsive or non-impulsive behaviour. ...
... Therefore, the concept of impulsive behavior in marketing and psychology (Hoch and Loewenstein, 1991) allows highlighting the fact that an impulse occurs when the consumer projects himself into a buying and consuming experience and then anticipates a sufficiently strong emotional benefit so that the idea of not yielding to one's desire, and also of not having access to that gratification, is frustrating. Impulse purchases may therefore be related to the characteristics of the buyers, i.e. level of impulsiveness, personal control, etc. (Rook and Hoch, 1985;Youn, 2000), of the product, i.e. low price, hedonic potential, etc. (McGoldrick, 1999;Youn and Faber, 2000), of the point-of-sale atmosphere (Spies et al., 1997). ...
This article focuses on impulsive buying experience. It aims at exploring whether the explanatory variables of this type of purchase, which are used in the marketing literature in the West, may account for the impulsive buying behavior in the Algerian cultural context. An extensive literature review allowed clarifying the basic concepts of this research; it led, firstly, to determine the variables that stimulate the consumer emotions and arouse pure impulse purchase and its consequences, and secondly, to show its importance to producers and distributors. The empirical study was conducted on 590 buyers from the Wilaya (Province) of Tlemcen (Algeria). The results of the data analysis, using the software R, indicate that the variables used in this study have a better predictive power of achieving the favorable experience of impulse buying.
... Afektif yang merupakan variabel internal pembelian impulsif berfokus kepada perasaan diri konsumen, mood dan keadaan emosional yang membuat mereka melakukan pembelian impulsif. Kognitif yang merupakan bagian dari variabel internal diartikan sebagai proses berpikir, proses pemahaman dan penafsiran yang dilakukan oleh konsumen terhadap sebuah informasi (Youn, 2000). Sebuah studi menyimpulkan meskipun kesengajaan kognitif memainkan peran dalam keputusan pembeli impulsif, namun pengaruhnya lebih kecil daripada pengaruh yang didapat dari keadaan afektif (Weinberg dan Gottwald dalam Coley dan Burgess, 2003). ...
Pasar bersifat dinamis dan selalu berubah mengakibatkan bertambahnya minat dalam beberapa area perilaku konsumen termasuk di dalamnya pembelian impulsif. Beberapa penelitian menyatakan bahwa lebih dari 50 % konsumen yang berbelanja di mall membeli item produk secara impulsif dan sebanyak 70 % dari semua item produk pada toko bahan makanan dan minuman dibeli secara impulsif, kemudian diperkirakan lebih dari 4 Miliar US$ penjualan tahunan di Amerika Serikat terjadi melalui pembelian impulsif, sehingga hal ini tentu saja akan berdampak pada naiknya laba perusahaan. Tujuan penelitian ini adalah untuk mengetahui pengaruh isyarat eksternal yaitu stimulus marketing mix, atmosfer dalam retail dan isyarat internal yaitu impulse buying tendency (IBT) atau kecenderungan pembelian impulsif, afektif, kognitif dan evaluasi normatif terhadap perilaku pemblian impulsif yang dilakukan oleh kalangan mahasiswa di kota Malang.Data dikumpulkan melalui penyebaran kuisioner dan wawancara yang dilakukan terhadap 150 responden mahasiswa Universitas Brawijaya (UB) Malang dan Universitas Muhammadiyah Malang (UMM). Alat analisis yang digunakan untuk menjawab hipotesis dalam penelitian ini adalah analisis regresi berganda. Hasil penelitian menunjukkan bahwa isyarat eksternal dan internal berpengaruh signifikan pada pembelian impulsif. Stimulus marketing mix, IBT, afektif, kognitif dan evaluasi normatif mampu meningkatkan level pembelian impulsif yang dilakukan kalangan mahasiswa di kota Malang. Hasil lainnya menunjukkan bahwa kognitif berbanding terbalik atau negatif terhadap pembelian impulsif. Dengan kata lain semakin tinggi aspek kognitif seseorang, semakin menurunkan perilaku pembalian impulsif. Tetapi tidak ditemukan pengaruh signifikan atmosfer dalam retail terhadap pembelian impulsif, artinya tinggi atau rendahnya strategi atmosfer dalam retail yang sengaja diciptakan oleh pihak pemasar dan retailer tidak akan berdampak pada level pembelian impulsif yang dilakukan oleh kalangan mahasiswa di kota Malang.
Actualmente, se considera que las empresas que logren tener mayor conocimiento sobre las preferencias, las necesidades y los comportamientos de los consumidores serán las más exitosas. Las compañías que no se preocupen por las necesidades del consumidor, tendrán mayor probabilidad de cometer errores significativos para la organización (Assael, 1999). Con esta investigación, se buscó identificar la impulsividad en la compra en los jóvenes universitarios de dos facultades de una universidad privada de la ciudad de Cali, para conocer si existen diferencias de impulsividad entre las facultades de Humanidades y Ciencias Sociales y la de Ingeniería, y si las mujeres son más impulsivas que los hombres a la hora de comprar.
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.
Online Impulsive buying behaviour might well be characterized as a means for marketers to increase their profits. Nowadays, the ubiquity of internet commerce has attracted the interest of both scholars and marketers. As a result, investigating the reasons of online impulsive buying behaviour is essential, as such research may produce certain novel ideas or techniques for marketers to improve profits from the online market. In this study, the author focuses on both internal (e.g., Hedonic Shopping Motivation & Personality Traits) and external (e.g., Marketing Factors and Website factors) constituents in exploring impulsive purchase behaviour. External elements internal (e.g., Hedonic Shopping Motivation & Personality Traits) and external (e.g., Marketing Factors and Website factors) that promote impulsive purchases are connected in certain ways and difficult to separate separately.
The purpose of this study was to answer public concerns about the impact of pornographic content accessed via the internet on high school students. This study describes how children can access, the reasons for accessing it and the consequences of access. The method used is descriptive quantitative by exploring pornographic behavior. The data collection technique was carried out by distributing questionnaires and deepening them by interviewing several students. Data collection involved 718 high school students as respondents from four cities namely Bandung, Pekanbaru, Denpasar, and Yogyakarta. The results showed that students who had been exposed to pornography reached 96.1 percent and most of them looked through cellphones. The result of frequent viewing of pornographic content is feeling anxious, fantasizing frequently, decreased learning achievement, viewing addiction, porn addiction, aggressive or angry, dirty talk, wanting to have sex, and some even having free sex. students can be exposed to pornography from the age of 10, which they mostly see when they are in their own homes. This condition is due to the lack of parental supervision of internet use. They are physically close to parents, but the internet can browse indefinitely and separate communication between children and parents.
Introdução:
A redução de escalas visa a redução da quantidade de itens, mantendo-se suas qualidades psicométricas. O presente estudo teve como objetivo a redução da versão brasileira da escala de compra por impulso de Rook e Fisher.
Método:
Participaram do estudo 1173 brasileiros, sendo 868 mulheres e 305 homens com a média de idade de 24.8 anos e desvio-padrão de 12.7. Todos os participantes foram contatados via redes sociais ou e-mail. A pesquisa foi dividida em três estudos.
Resultados:
No primeiro estudo, a estrutura unifatorial do instrumento foi corroborada, uma vez que a análise paralela sugeriu a retenção de um fator e os índices de ajuste foram acima de .95. Foram selecionados quatro itens para comporem a versão reduzida. O segundo estudo analisou a estrutura interna e as cargas fatoriais da escala reduzida por meio da análise fatorial exploratória e da análise fatorial confirmatória. Os resultados da análise fatorial exploratória foram semelhantes aos do estudo 1 e a análise fatorial confirmatória também apresentou índices de ajuste acima de .90. No terceiro estudo foram realizadas correlações para verificar o grau de diferença das correlações entre a escala reduzida e a original. Foram obtidas evidências de validade preditiva com as escalas de materialismo, consumo de status e propensão ao endividamento. Ainda, realizou-se uma análise fatorial confirmatória multigrupo que verificou a invariância do instrumento entre homens e mulheres.
Conclusão:
Conclui-se que a escala reduzida de compra por impulso, 4-CI, é considerada adequada para a mensuração desse construto.
Representing the belief that material objects are important and valuable, materialism indicates to what extent individuals or groups attach importance to material assets. People exhibit high materialistic behavior if material assets are significant for them, and low materialistic behavior if they are insignificant. In materialism, consumer behavior is regarded as a multifaceted phenomenon that covers various scientific fields such as marketing, psychology, economics, advertising, and social sciences. Today, the materialistic values and the concepts of cognitive buying and post-purchase behavior have an undeniable focus on the consumers' shopping behaviors. These concepts are significant due to the relationship between themselves and their mutual effect.
The main purpose of the research is to examine the effect of materialistic values on cognitive buying and post-purchase behavior. The material values, cognitive buying, and post-purchase behavior scales were used within the scope of the research. The research covers 1034 consumers in the provinces of Edirne, Tekirdağ, and Kırklareli. The collected data were analyzed using SPSS 22.0 statistical software package and the structural equation model was analyzed using the AMOS 24 statistical software.
According to the findings, the variables of success, centrality, and happiness, which are the sub-dimensions of the material values scale, were found to have a direct effect on the rationality variable, a sub-dimension of the cognitive buying scale. Success and centrality variables, which are sub-dimensions of the material values scale, were found to have a direct effect on the wisdom of purchase and concern over deal, which are sub-dimensions of the post-purchase cognitive dissonance scale.
Örenme Hedefleri:
Bu bölümü okuduktan sonra;
• Tüketici davranışlarını anlamak,
• Plansız (anlık) satın alma kavramını,
• Tüketicinin plansız satın alma kararında etkili olan faktörleri,
• Online plansız satın alma davranışı ve özelliklerini,
• Tüketicilerin plansız satın alma davranışlarını öğrenmiş olacaksınız.
The main purpose of this article is to provide basic elements that characterize impulse buying. Despite the importance of researchs on impulsive purchasing behavior, problems of conceptual clarification persist. After a presentation of previous works that were interested in its definition, we will highlight the specific properties of impulse buying that could be able to clarify this concept and make it easier to measure. Thereby, the purpose pf this article is to present all of the approaches that have examined the study of impulsive purchasing behavior. In this sense, particular attention will be paid to the emotinal approach which brings more complementarity with other currents. Our orientation towards the emotional flow of consumer behavior will lead us to treat purchasing as an experience. Of course, the point of sale visit is primarily an experience because of the hedonic benefits it provides. Today's retail outlets have become an attraction for the pursuit of hedonic gratification and pleasure. Thus, concepts such as purchasing experience, symbolism, subjectivity and hedonism will be the leitmotifs of this article. The main objective of this work will therefore be : the delineation of the concept of impulsive buying through the presentation of a conceptual framework to highlight the evolution of the study of impulsive buying. KEY WORDS : Impulse buying, retail, emotions, customer's behavior RÉSUMÉ L'objectif de cet article est de proposer quelques éléments fondamentaux qui caractérisent les achats impulsifs. Malgré l'importance des travaux de recherche portant sur le comportement d'achat impulsif, des problèmes de clarification conceptuelle persistent. Après une présentation de l'ensemble des travaux qui se sont penchés sur sa définition, nous attachons à mettre en évidence les propriétés spécifiques de l'achat impulsif susceptibles d'éclaircir ce concept et de permettre une facilité de mesure. De ce fait, le présent article a pour vocation de présenter l'ensemble des approches qui se sont penchées sur l'étude du comportement d'achat impulsif. Dans ce sens, une attention 41
AL PSI, Revista de Investigação em Psicologia do Algarve, 2019, 2(1), 1-246
Existing research on impulsive buying focuses mainly on goods displayed in physical spaces and services delivered face to face. This paper aims to present a novel approach to analyze the impulsiveness on purchase through mobile devices by the development of a reliable and valid scale of impulsiveness in the context of mobile commerce, also known as m-commerce. To achieve the aforementioned research purpose, this paper views impulsiveness in m-commerce as a holistic process encompassing personal traits, stimulus level, and, product attributes to understand the motivational, emotional, and cognitive factors underlying the impulse buying journey and purchase decision on the basis of a scale to measure the construct. The paper concludes with a discussion on its conceptual and managerial contributions and interesting directions for future research.
Internet development has intensely affected marketing processes. A majority of companies focus on this huge source of consumers to sell their goods and services. With the growth of the Internet among the general public and the rapid growth of multi-channel retailing, consumers are constantly exposed to marketing stimuli that promote online purchasing. The Internet is an alternative buying channel serving as a convenient shopping channel that allows the consumer to shop at his or her leisure, offering 24 hour/seven days a week shopping. This approach has created new opportunities for impulse buying in the Internet domain. Despite the rapid progress of buying on the Internet, there is no noticeable research on the evaluation of the factors that affect Iranian consumers’ impulsive buying behavior on the Internet. Consequently, the goal of this research is evaluation of effective factors in the intention for online impulsive buying among the website users of “kharide gorohi takhfifan”. The data were collected using a questionnaire for assessment of a conceptual model. The data analysis by the Lisrel software demonstrated that impulsiveness and website quality have a positive relationship with the intention to buy impulsively. However, there was no positive relationship confirmed between website quality and impulsiveness.
The research investigates the relationship between gender, materialistic values, and impulsive behavior with fashion clothing involvement. Furthermore this study investigates different decision-making styles and the influence of the marketing mix to the purchasing process. A survey was conducted with a sample of 295 consumers. Factor analysis using principle components with varimax rotation was used. Also, the Kruscall-Wallis test was conducted in order to reveal interactions and relationship between different variables. According to research findings young adults have developed materialistic values and therefore material goods are used as symbols by them. The reinforcement of a person’s self-image is probably a motivation that plays significant role in individuals purchasing decisions. Thus consumers are engaged in non-planned purchases, which are considered as impulsive. Moreover, men are those who are more involved with fashion clothing in order to bolster their self-image. However women are those who appear to be more impulsive in their purchasing decisions.
The main aim of this study is to examine the impact of subliminal messages in TV advertisements on consumer behaviour. Though there are number of ways through which impact of subliminal advertisements can be unearthed, in the current study, behavioural approach was adopted, which included discussion on case study (group discussion on subliminal ads) followed by response on a questionnaire. A sample of 390 respondents was chosen from Kashmir division through multi-stage random sampling framework, which, by and large, consisted of young students being a part of higher education in the state of Jammu and Kashmir. Data was collected through structured questionnaire which was reliability tested and validated as well. Apart from exploratory factor analysis and confirmatory factor, discriminant analysis was also utilized for reliability, validity and data analysis, respectively. On the whole, the observations have been found considerable and it has been observed that mostly subliminal exposure inveigles young consumers and seduces them into illicit relationships through the subconscious mechanism. Besides it, subliminal advertising has paramount significance in determining purchase intentions and compulsive buying tendencies of a young consumer. Consumers under study have shown significant differences in their compulsive buying propensity after having being exposed to subliminal advertising. The present study has greater importance for welfare advocates who can utilize present work and suggestions, in particular, to safeguard youth from the tactics of subliminal exposure.
The study had been planned to investigate the effect of four components of retail store environment (light, employees, layout and music) and shopping enjoyment tendency on impulse buying behavior of the people in the area of Faisalabad during the year 2016. The data were recorded using convenient sampling technique from 214 respondents. The results of the study showed that store environment droved impulse buying through urge. However individual variable shopping enjoyment tendency influenced on impulse buying through urge. Moreover, this research had some limitation as list of antecedents of impulse buying, and to the outcomes of store environment. At the end it is concluded that, retail managers should invest in improving the store environment to increase the level of impulse buying in their stores. Specifically, they need to focus on enhancing friendliness of store employees, playing appropriate music, designing proper layouts and having well-lit stores to encourage impulse buying.
Subject area
Choice Behavior.
Study level/applicability
The case study deals with cross-gender analysis of impulse buying behavior in apparel shopping in India. Any extrapolation of this study to other markets should take into account that Indian consumers are price sensitive. The buying behavior in apparel shopping may not be directly related to other retail categories such as ready-to-eat food, consumer electronics, etc.
Case overview
Mr Khuswant Chaddha’s family business is in tatters. Market dynamics have changed over the years and his textile mill is no longer the cash cow it once was. His son, Gaurav Chaddha, a recent engineering graduate, plans to save the business by venturing into branded apparel retailing. A key component of this strategy is to figure out impulse shopping behavior in apparel purchases. The gender angle is used to better comprehend the differences in impulse buying emotions so that males and females can be targeted with greater success. A survey of shoppers belonging to suitable demographics is used as the backbone of this study. The analysis of the data presents several dilemmas in some critical business decisions.
Expected learning outcomes
The objectives of the case include: understanding how marketplaces change over time; realizing the fact that businesses should evolve over time and even highly profitable business models can become obsolete pretty fast; studying the factors which influence the choice of an apparel store; understanding impulse buying behavior and how gender plays a decisive role in it and analyzing post purchase behavior with respect to gender.
Supplementary materials
Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.
Subject code
CSS 8: Marketing.
Currently, it is considered that companies can gain more knowledge about the preferences, needs and behavior of consumers will be most successful. Companies that do not care about consumer needs, a greater probability of significant errors for the organization. Therefore, those responsible for marketing work to expand knowledge on consumer preferences and buying habits (Assael, 1999). With this research, we tried to identify impulsivity in shopping university students in two faculties at a private university in the city of Cali, to know whether there are differences between the powers impulsivity of Humanities and Social Sciences and Engineering, and if women are more impulsive than men at the time of purchase.
Why in the same situations different consumers do not act similarly? And if they behave differently, then they should feel and reason differently as well. One of the most salient features of emotion is the pronounced variability among individuals in their reactions to emotional incentives and in their dispositional mood. Collectively, these individual differences have been described as the affective style (Davidson 2004). At issue, however, are not just the emotional reactions but the emotional memory and perception as well. Individual differences in the form of experience, perception, and attention impact the nature of information recorded in associative memories and lead to different perspectives on a person’s inner and outer world.
Existing research on impulsive buying focuses mainly on goods displayed in physical spaces and services delivered face to face. This paper aims to present a novel approach to analyze the impulsiveness on purchase through mobile devices by the development of a reliable and valid scale of impulsiveness in the context of mobile commerce, also known as m-commerce. To achieve the aforementioned research purpose, this paper views impulsiveness in m-commerce as a holistic process encompassing personal traits, stimulus level, and, product attributes to understand the motivational, emotional, and cognitive factors underlying the impulse buying journey and purchase decision on the basis of a scale to measure the construct. The paper concludes with a discussion on its conceptual and managerial contributions and interesting directions for future research.
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