Role of consumer traits and situational factors on impulse buying: does gender matter?

2018 ◽  
Vol 46 (4) ◽  
pp. 386-405 ◽  
Author(s):  
Sunil Atulkar ◽  
Bikrant Kesari
Keyword(s):  
Structural Equation ◽  
Central India ◽  
Consumer Involvement ◽  
Situational Factors ◽  
Combined Effect ◽  
Retail Sector ◽  
Impulse Buying ◽  
Content Type ◽  
Research Framework ◽  
Buying Behaviour

Purpose With the growing acceptance of organised retail in Central India, it is important to understand the impulse buying phenomenon and how it is influenced by consumer traits and situational factors. The purpose of this paper is to examine the combined effect of three consumer traits and four situational factors on impulsive buying. Design/methodology/approach Using confirmatory factor analysis and structural equation modelling (SmartPLS 2.0 software), responses from 417 hypermarket and supermarket consumers of Central India in the proposed research framework were analysed and validated. Findings The resulted values for the construct impulse buying tendency, shopping enjoyment tendency, materialism, person’s situation, motivational activities by retailers and product attributes show positive significant influences, whereas the construct store environment having relationship with impulse buying shows negative influence. Importantly, the findings also demonstrate that the gender moderates the relationship between various factors of consumer traits and situational factors with impulse buying. Research limitations/implications The study develops a research framework with three specific variables of consumer traits and four variables of situational factors, triggers impulse buying. Therefore, there is a need to incorporate some other variables, such as interpersonal influence, consumer involvement and consumption patterns, so that more affluent insights can be obtained. The study presents useful insights to retailers, academicians and researchers, regarding impulse buying behaviour of Indian consumers in a still developing organised retail sector in Central India. Originality/value The study focussed on the combined effect of consumer traits and situational factors on impulse buying for the first time in Central India, as earlier studies focussed on impulse buying behaviour at the USA and metro cities of India.

Investigating Iranian female Muslim consumer impulse buying behaviour used as a form of retail therapy

2014 ◽  
Vol 5 (2) ◽  
pp. 302-320 ◽  
Author(s):  
Shahnaz Nayebzadeh ◽  
Maryam Jalaly
Keyword(s):  
Life Satisfaction ◽  
Structural Equation ◽  
Negative Relationship ◽  
Self Esteem ◽  
Impulse Buying ◽  
Content Type ◽  
Shopping Centre ◽  
Impulse Purchases ◽  
Modelling Techniques ◽  
Buying Behaviour

Purpose – The purpose of this paper is to evaluate the nature of emotion, self-esteem and life satisfaction tendencies amongst Iranian Muslim consumers when making impulse purchases. Design/methodology/approach – Questionnaires were distributed amongst female Muslim participants at a shopping centre in Yazd, Iran – each of which were selected using cluster and random sampling methods. Data were analysed using descriptive statistics and structural equation modelling techniques, where LISREL software was used to measure the direct and indirect relationships between variables. Findings – Within the sample, there was a direct causal relationship between impulse buying tendencies, impulse buying behaviour and purchasing. Second, there was a negative relationship between self-esteem and life-satisfaction within impulse buying tendencies. Finally, a positive relationship exists between emotion and impulse buying tendencies, which elicits impulse buying behaviour culminating in purchases. Emotion drives these consumers towards dissonance-reducing behaviour, which mediates low self-esteem and life satisfaction – through consumerism as a form of retail therapy. Some of the items purchased on impulse, that fulfilled this role, were hijabs (headscarves) and mantos (a type of tunic/shirt-dress/coat common in Iran). Research limitations/implications – The hijab is worn by Muslim females across the globe. However, the manto is an item of clothing worn almost exclusively by Iranian females. Therefore, it is likely that Muslim females in different geographies may exhibit similar behavioural traits, but their consumption patterns would substitute this item with a different one, such as an abaya or jilbab, for example. Originality/value – Whilst the notion of retail therapy is widely understood, the novel contribution of this study lies in highlighting that the purchase of clothing such as hijabs and mantos by Iranian Muslim females is not just driven by rational and emotional decision-making seeking to fulfil religious obligations. There are cases where these religious artefacts are used to raise feelings of self-esteem and life satisfaction within the same individuals.

Impulse Buying: A Consumer Trait Prospective in Context of Central India

2017 ◽  
Vol 19 (2) ◽  
pp. 477-493 ◽  
Author(s):  
Sunil Atulkar ◽  
Bikrant Kesari
Keyword(s):  
Factor Analysis ◽  
Significant Relationship ◽  
Central India ◽  
Past Research ◽  
Retail Sector ◽  
Impulse Buying ◽  
Negative Effects ◽  
Shopping Enjoyment ◽  
Buying Behaviour ◽  
Impulse Buying Tendency

Impulse buying occurs when a consumer perceives an impulsive and persuasive stimulus to buy something immediately. The main objective of this study is to figure out the relationship between consumer trait and impulse buying. The studied constructs were refined and validated by exploratory factor analysis and confirmatory factor analysis. Using SmartPLS 2.0 statistical software, responses from 267 consumers of central India in the proposed research framework were analysed and measured. Resulted findings for the constructs, impulse buying tendency, interpersonal influence, emotional attachment and materialism show significant positive relationship with impulsive buying, whereas, the construct shopping enjoyment tendency having significant relationship, showed negative effects. The study findings also support the past research efforts in this field by validating through the results, especially by considering the significant relationship between consumer traits and impulse buying for the first time in central India. Thus, the study presents useful insights to marketers and academicians regarding the buying behaviour of Indian consumers in a still developing retail sector.

Impact of COVID-19 crisis on stocking and impulse buying behaviour of consumers

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ruchi Gupta ◽  
Kiran Nair ◽  
Lakshmi Radhakrishnan
Keyword(s):  
Factor Analysis ◽  
Structural Equation ◽  
Online Survey ◽  
Primary Data ◽  
Impulse Buying ◽  
Validity And Reliability ◽  
Current Crisis ◽  
Content Type ◽  
Fear And Anxiety ◽  
Buying Behaviour

PurposeThe current study investigates how consumers are reacting to the COVID-19 pandemic. The study aims to explain consumers' stockpiling and impulse buying behaviour during the current crisis.Design/methodology/approachBased on the scope and focus of this study, our primary data collection tool was an online survey questionnaire that was sent to 1,000+ people and the results were computed from 417 responses received. The study employed Exploratory Factor Analysis to substantiate the construct validity of the constructs. Unidimensionality, validity and reliability of the model were assessed using confirmatory factor analysis. The effect of the COVID crisis on consumer stocking and impulse buying behaviour was investigated using structural equation modelling.FindingsThe findings show that the COVID pandemic did have a significant impact on consumer behavioural patterns indicated by the stocking and impulse buying behaviour of consumers.Practical implicationsThese results have consequences for policymakers and practitioners in terms of adjusting inventory and response policies, especially in terms of efficient supply chain management processes and actively reaching out to customers to reduce their fear and anxiety levels, which contribute to such panic activity.Originality/valueThis paper adds value to the literature on consumer behaviour during COVID-19 pandemic in case of Indian consumers. The findings of the paper will help in doing a comparison of the said behaviour of consumers in other parts of the world. The paper also helps in explaining the underlying theories elucidating such behaviour of consumers.

Impulse buying intentions of young consumers from a hedonic shopping perspective

2017 ◽  
Vol 9 (4) ◽  
pp. 266-282 ◽  
Author(s):  
Dipanjan Kumar Dey ◽  
Ankur Srivastava
Keyword(s):  
Theoretical Work ◽  
Situational Factors ◽  
Impulse Buying ◽  
Content Type ◽  
Five Dimensions ◽  
Situational Characteristics ◽  
Impulsive Buying ◽  
Young Consumers ◽  
Hedonic Shopping Value ◽  
Hedonic Shopping

Purpose The purpose of this research paper is to examine predictors of impulsive buying intentions among youngsters from a hedonic shopping perspective. Recent theoretical work suggests that impulsive buying can function as a form of different hedonic shopping value dimensions such as fun, social interactions, novelty, escapism and outside appreciation. Design/methodology/approach The present research empirically tests a theoretical model of impulse buying intentions by examining the associations between hedonic shopping value dimensions and intentions in the presence of situational characteristics as moderators. A survey of 333 youngsters aged 15 to 23 is conducted using a structured questionnaire. Constructs are measured using established scales. Findings Results indicate that the impulsive buying intentions of youngsters are positively associated with all the five dimensions of hedonic shopping value. Situational characteristics of money and time availability positively moderate this relationship. Task definition negatively moderates the association between impulsive buying intention and hedonic shopping value dimensions. Research limitations/implications Two major theoretical implications result from this study. First, the study enabled the conceptualization of a theoretical framework of impulse buying intentions by including five dimensions of hedonic shopping value as important factors in young consumers’ impulse behavior buying intentions. Further, it includes the moderating effects of all the three aspects of situational characteristics in the same model. Practical implications The marketers can make use of the shopping value dimensions and the situational characteristics moderators to design and implement marketing strategies so that sales via impulse buying are maximized. Originality/value This study provides novel insights on the complex process of impulsive buying by youngsters by expanding the application of the hedonic shopping motives in the presence of situational factors as moderating variables.

Exploring the influence of store attributes on customer experience and customer engagement

2017 ◽  
Vol 45 (11) ◽  
pp. 1138-1158 ◽  
Author(s):  
Suhaily Mohd-Ramly ◽  
Nor Asiah Omar
Keyword(s):  
Structural Equation ◽  
Department Store ◽  
Customer Experience ◽  
Customer Engagement ◽  
Equation Modeling ◽  
Original Research ◽  
Retail Sector ◽  
Term Survival ◽  
Content Type ◽  
Store Attributes

Purpose The global retail landscape has changed drastically. The rising role of Asia as one of the fastest growing international retail penetration and expansion will continue to make the region to be the driving force in world economic growth. However, the ambitious expansion plans are making the retail sector to be more challenging. Emphasizing on the customer experience and enhancing the value proposition to customers are undeniably vital factors for the long-term survival of any retail business. Therefore, the purpose of this paper is to examine the influence of store attributes on customer experience and customer engagement in the context of department store in Malaysia. Subsequently, the influence of customer experience on customer engagement is also analyzed. Design/methodology/approach Using drop and collect survey, 484 valid responses of department store cardholders of age 18 years and above in the area Klang Valley, Malaysia, were collected. PLS structural equation modeling was used to test the hypotheses of this study. Findings Results revealed that customer experience is influenced by merchandise, store atmosphere, and loyalty program, while customer engagement is influenced by merchandise, communication, interpersonal communication, and loyalty. In contrast, post-transaction services were found to have non-significant impact on both customer experience and customer engagement. Analysis also revealed a strong relationship between customer experience and customer engagement. Research limitations/implications This study is carried out on customers of department store in Malaysia. However, the researchers urge other researchers to replicate the study from different countries and category of department stores. Originality/value Retail researchers recognize little knowledge on the contribution of store attributes to customer experience and customer engagement. This paper represents original research that encourages foreign retailers to employ service-dominant logic as a new marketing thought in designing strong customer engagement and experience strategies to capture the Malaysia market.

Promotion and shoppers' impulse purchases: the example of clothes

2014 ◽  
Vol 31 (2) ◽  
pp. 94-102 ◽  
Author(s):  
Peter Hultén ◽  
Vladimir Vanyushyn
Keyword(s):  
Specific Impulse ◽  
Product Category ◽  
Direct Mail ◽  
Seemingly Unrelated Regression ◽  
Interactive Effects ◽  
Impulse Buying ◽  
Content Type ◽  
Impulse Purchases ◽  
Tv Commercials ◽  
Buying Behaviour

Purpose – This paper draws attention to the fact that impulse buying is common behaviour among modern shoppers and that a consumer's impulse purchases of items such as clothes may be a result of the retailers' promotional activities. The purpose of this paper is therefore to investigate how promotion through channels such as direct-mail marketing, TV commercials and special in-store displays affects consumers' impulse purchases of clothes. Design/methodology/approach – Data for the testing of five hypotheses was collected by distributing a questionnaire to randomly selected households in North Western France and Northern Sweden. The data collection rendered 493 complete questionnaires, of which 332 were from France and 161 from Sweden. Seemingly unrelated regression (SUR) is the principal estimation technique. Findings – The results suggest that shoppers with a positive attitude towards direct-mail marketing and TV commercials also respond positively to in-store promotion. Hence, there are interactive effects between the three promotional channels that increase shoppers' general impulse purchase tendency. Furthermore, the findings demonstrate that the frequency of exposure to in-store promotion has a significant effect on this tendency. Originality/value – This paper contributes to extant knowledge on impulse buying behaviour by examining the product-specific impulse tendency, which is defined as the degree to which consumers make impulse purchases of a particular product category.

Who are sustainably minded apparel shoppers? An investigation to the influencing factors of sustainable apparel consumption

2018 ◽  
Vol 46 (2) ◽  
pp. 148-162 ◽  
Author(s):  
Hyo Jung Chang ◽  
Kittichai (Tu) Watchravesringkan
Keyword(s):  
Factor Analysis ◽  
Structural Equation ◽  
Sustainable Consumption ◽  
Principal Component ◽  
Control Beliefs ◽  
Student Sample ◽  
Content Type ◽  
Factors Affecting ◽  
College Student Sample ◽  
Buying Behaviour

Purpose Consumers’ environmental behaviours are not only the result of their positive attitudes towards environments, but also different reasons and motivations exist. Thus, the purpose of this paper is to find out important factors affecting sustainable apparel buying behaviour. Applying the theory of planned behaviour (TPB), this study further examines how knowledge about sustainable apparel, perceived money availability, and perceived accessibility to the store influence sustainable apparel consumption. Design/methodology/approach Using a purposive college student sample, 235 usable responses were collected to answer the questions. An exploratory factor analysis with principal component analysis was first performed followed by confirmatory factor analysis, and a structural equation modelling analysis. Findings Results revealed that the TPB was successfully applied in the context of sustainable apparel buying behaviour. Furthermore, it was found that consumers’ perceived money availability and perceived store accessibility are important factors that affect control beliefs and sustainable consumption. Research limitations/implications This study found the needs of educating college students for contexts of environmental apparel and textiles issues. Originality/value Even though previous literature often found the gap between the behavioural intentions and the actual behaviour, this study found the respondents of this study walk their talk. This study successfully applied the TPB to explain consumers’ sustainable apparel buying behaviour.

The significance of a sponsored event on lesser-known brands in a competitive environment

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yiran Su ◽  
Thilo Kunkel
Keyword(s):  
Structural Equation ◽  
Consumer Involvement ◽  
Competitive Environment ◽  
Local Market ◽  
Sport Event ◽  
Content Type ◽  
Equation Modelling ◽  
Sponsorship Effectiveness ◽  
Market Leader ◽  
Product Sales

Purpose Existing research neglected examining the environmental effect of an event on the effectiveness of sponsorship activation in a competitive setting. The purpose of this study is to explore how the event environment impacts consumers’ attitudinal and behavioral responses to competitive brands that co-present at an event. Design/methodology/approach The research comprised an exploratory pre-test and two studies at a sport event with a retailing environment. The exploratory pre-test was used to examine the competitive relationship in the local market between the market leader and the lesser-known sponsoring brand. Study 1 used structural equation modelling to test how the event environment impacts consumers’ attitudes toward both brands at the post-consumption stage. Study 2 compared actual sales data of the two competing brands to examine the immediate effect of the sponsorship space on consumption. Findings The results revealed the event environment had an impact on consumers’ brand attitude toward both the lesser known sponsoring brand and the non-sponsoring market leader. However, the effect on the sponsoring brand that activated its sponsorship was influenced by consumer involvement with the event and was more salient. Furthermore, the product sales of the less-known sponsoring brand outperformed that of the market leader that co-presented at the event. Originality/value This study addresses a call to go beyond exploring the brand image of the sponsoring brands in isolation and holistically examine sponsorship effectiveness. The study contributes to knowledge on both attitudinal and actual behavioural outcomes of sponsorship activation in a competitive environment.

Involvement in consumer-generated advertising

2019 ◽  
Vol 31 (4) ◽  
pp. 1763-1784 ◽  
Author(s):  
James A. Busser ◽  
Lenna V. Shulga
Keyword(s):  
Structural Equation ◽  
Consumer Involvement ◽  
Equation Modeling ◽  
Coffee Shop ◽  
Content Type ◽  
Customer Perceptions ◽  
Brand Authenticity ◽  
Positive Effects ◽  
Marketing Tool ◽  
Organizational Transparency

PurposeThe purpose of this paper is to examine consumer involvement with a popular US-based coffee-shop brand consumer-generated advertising (CGA) and its effect on brand loyalty and trust, to test the influence of antecedents: organizational transparency and brand authenticity on CGA involvement, and to analyze differences among customers and non-customers of the brand.Design/methodology/approachGrounded in the service-dominant logic and signaling theory, a scenario-based survey describing a contest to co-create a video commercial, as CGA, for a prominent US-based coffee-shop brand, yielded 492 responses from recent restaurant patrons. Structural equation modeling was used to test the effects of involvement in CGA on loyalty and trust. Multi-group comparison examined the differences between customers and non-customers of the brand.FindingsInvolvement in CGA had positive effects on loyalty and trust for both brand customers and non-customers. Transparency builds perceptions of brand authenticity; both authenticity and transparency significantly and positively affected trust, but only authenticity influenced loyalty. There was a stronger impact of involvement with CGA on loyalty for non-customers than brand customers. Non-customer perceptions of the brand’s authenticity influenced brand trust more significantly than customer perceptions.Practical implicationsCoffee-shop brand marketers should leverage online and physical brand exposure to involve both customers and non-customers in company-driven CGA, as a relationship management and marketing tool. Marketers should enhance transparency, which builds perceptions of brand authenticity, leading to greater CGA involvement.Originality/valueThis study contributes to hospitality research and literature, revealing that non-customers can be converted to brand customers through authenticity and indirect involvement with CGA, leading to long-term relational outcomes. The results identified consumers’ perception of organizational transparency is an antecedent of brand authenticity and established CGA contests as a relational marketing tool for hospitality brands.

CSR practices, identification and corporate reputation

2020 ◽  
Vol 33 (3/4) ◽  
pp. 361-379
Author(s):  
Juan Manuel Bruno ◽  
Francisco J. Sarabia-Sanchez ◽  
Enrique Carlos Bianchi
Keyword(s):  
Financial Services ◽  
Corporate Reputation ◽  
Structural Equation ◽  
Product Category ◽  
Moderating Effect ◽  
Consumer Involvement ◽  
Content Type ◽  
Product Categories ◽  
Service Companies ◽  
The Individual

PurposeThis study verifies the influence of the dimensions of corporate social responsibility (CSR) practices and consumer involvement on the identification of the individual with the company and the corporate reputation, moderated by the product category.Design/methodology/approachA covariance-based structural equation modelling is used to test the model, using a sample of 568 Argentine consumers. A multigroup analysis is employed to assess the moderating effect of the product category.FindingsCSR practices have heterogeneous influence based on their dimension, and this influence is moderated by the product category. Accordingly, environmental practices promote consumer identification with the company, whereas those economically oriented have a direct influence on reputation. In contrast, social practices contribute to reputation if they are connected to the business model.Research limitations/implicationsThe study is focussed on Argentina, analysing two product categories (laptops and financial services for final consumers) and using a large, but not strictly random, sample. In order to mainstream the results, it would be relevant to replicate the proposed model in other countries and with other product categories.Originality/valueIt provides information about the perception of consumers regarding the CSR practices from a multi-dimensional perspective, since they have an uneven effect on identification of consumer with the company and corporate reputation due to the moderating effect of the product category. The findings of this study may be relevant for managers of technology and banking service companies.

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