Challenges of E-Retailing: Impulsive Buying Behaviour

2013 ◽  
pp. 155-171 ◽  
Author(s):  
Katija Vojvodic ◽  
Matea Matic
Keyword(s):  
Impulsive Buying ◽  
Buying Behaviour

The Influence of Personality Traits on Consumer Impulsive Buying Behaviour

2016 ◽  
Vol 5 (1) ◽  
Author(s):  
Khagendra Nath Gangai ◽  
Rachna Agrawal
Keyword(s):  
Personality Traits ◽  
Cultural Influences ◽  
Buying Behavior ◽  
Doing Business ◽  
The Social ◽  
Impulsive Buying ◽  
Social And Physical Environment ◽  
The Common ◽  
Buying Behaviour

Consumer behavior is a complex phenomenon which is evolving according to the time, situations, demographic characteristics of individuals, personality traits, cultural influences etc. The personality of individuals is a unique dynamic organization of the characteristics of a particular person, physical and psychological, which influence behavior and responses to the social and physical environment. It gives the impression that consumer buying is always influenced by their personality. Therefore, many marketers make use of personality traits in the advertisement of products and at the same time they enhance their marketing strategy. The marketers always designed different products and target specific market segments which commonly addressed on individuals personality traits. The individuals few personality traits influence consumer for impulsive buying behavior. The aim of present research is to study the personality traits influence on consumer impulsive buying behavior as it will help to create opportunities of doing business and dealing with customers. The objectives of this research are: (1) to investigate the influence of personality traits on consumer impulsive buying behavior, and (2) to identify the role of gender and their personality traits influence on consumer impulsive buying behavior. To fulfill the purpose of the study, the researchers randomly collected sample and divided them on the basis of gender, 60 males and 60 females. Data were collected from Delhi and NCR region. The data were analyzed using statistical applications such as correlation and t Test. The result was revealed that the common personality traits have a significant relationship with impulsive buying behavior that is psychoticism in the case of male and female. The role of gender has significant differences in impulsive buying behavior. The man showed more impulsive buying behavior compare to women.

scholarly journals Pengaruh persepsi harga, kontrol diri, dan literasi ekonomi terhadap perilaku pembelian impulsif produk baju pada mahasiswa S1 pendidikan ekonomi Universitas Negeri Malang angkatan 2017

2021 ◽  
Vol 1 (8) ◽  
pp. 718-734
Author(s):  
Intan Dewanti ◽  
Agung Haryono
Keyword(s):  
Economic Education ◽  
Self Control ◽  
State University ◽  
Economic Literacy ◽  
Buying Behavior ◽  
Price Perception ◽  
Impulsive Buying ◽  
Perceived Price ◽  
Buying Behaviour ◽  
Effective Contribution

Abstract Impulsive buying behavior is buying behavior based on sudden desire without any consideration or planning. This research aims to determine the effect of price perception, self-control, and economic literacy on the impulsive buying behaviour of the students of S1 Economic Education, State University of Malang in academic 2017. Data collection techniques used questionnaires and tests. The results showed that: (1) there was a negative and significant effect of perceived price on the impulsive buying behavior of clothing products with an effective contribution of 25.65%. (2) There was a negative and significant effect of self-control on impulsive buying behavior for clothing products with an effective contribution of 23.34%. (3) There was a negative and significant effect of economic literacy on impulsive buying behavior for clothing products with an effective contribution of 12.57%. Abstrak Perilaku pembelian impulsif adalah perilaku pembelian yang terjadi karena didasari keinginan secara tiba-tiba tanpa suatu pertimbangan atau perencanaan sebelumnya.Penelitian ini bertujuan untuk mengetahui pengaruh persepsi harga, kontrol diri, dan literasi ekonomi terhadap perilaku pembelian impulsif produk baju mahasiswa S1 Pendidikan Ekonomi Universitas Negeri Malang angkatan 2017. Teknik pengumpulan data menggunakan angket dan tes. Hasil penelitian menunjukkan bahwa: (1) Terdapat pengaruh negatif dan signifikan persepsi harga terhadap perilaku pembelian impulsif produk baju dengan sumbangan efektif sebesar 25,65%. (2) Terdapat pengaruh negatif dan signifikan kontrol diri terhadap perilaku pembelian impulsif produk baju dengan sumbangan efektif sebesar 23,34%. (3) Terdapat pengaruh negatif dan signifikan literasi ekonomi terhadap perilaku pembelian impulsif produk baju dengan sumbangan efektif 12,57%.

Personality as an Antecedent of Impulsive Buying Behaviour: Evidence from Young Indian Consumers

2018 ◽  
Vol 21 (3) ◽  
pp. 850-868
Author(s):  
Shakeel Ahmad Sofi
Keyword(s):  
Factor Analysis ◽  
Consumer Welfare ◽  
Emotional Stability ◽  
Study Results ◽  
Confirmatory Factor ◽  
Impulsive Buying ◽  
Indian Consumers ◽  
Negative Effect ◽  
Buying Behaviour ◽  
Positive Effect

The main aim of this research was to examine the effect of intrinsic attributes on impulsive buying behaviour among young consumers with special reference to Indian context. After employing exploratory factor analysis and confirmatory factor analysis on select consumers under the study, results showed that personality significantly shapes impulsive buying predispositions. Furthermore, select personality dimensions vis-à-vis expressive propensity, pleasure-seeking propensity, sociableness, emotional stability, conscientiousness and conserving propensity have significant bearing on the outcome of impulsive buying behaviour. In the current study, some of the select personality attributes comprising of expressive propensity, pleasure-seeking propensity and sociableness have been found to have positive effect on impulsiveness while other factors, namely, emotional stability, conscientiousness and conserving propensity have negative effect on the impulsiveness. These findings are paramount both from the perspective of consumer welfare advocates and corporates and could largely support them in their respective endeavours.

scholarly journals Exploring the Effect of Ambient Scent on Consumer Impulsive Buying Behaviour: Theoretical Insights

2019 ◽  
Vol 81 (1) ◽  
pp. 101-118 ◽  
Author(s):  
Laimona Šliburytė ◽  
Jurgita Vaitiekė
Keyword(s):  
Theoretical Study ◽  
Human Organism ◽  
Impulse Buying ◽  
Environmental Stimulus ◽  
Point Of Sale ◽  
Sensory Marketing ◽  
Impulsive Buying ◽  
Consumer Attention ◽  
Buying Behaviour ◽  
Ambient Scent

AbstractThe paper analyses the sensory marketing of the sense of smell, its dimensions and usage in marketing decisions. By invoking the scent marketing decisions, one aims at attracting the consumer attention, to keep him/ her at a point of sale as long as possible, to affect the behaviour and encourage an impulsive process of buying decision making. The theoretical study was performed by analysing the insights of Lithuanian and foreign authors on the purpose of elaborating the coherence between the ambient scent at the point of sale and the consumer impulse buying behaviour. It was revealed during the study that the ambient scent at a point of sale can be assessed as a stimulus which invokes the consumer’s impulsive buying behaviour. The logic of the prepared conceptual model is related to S-O-R paradigm: the environmental stimulus (ambient scent at a point of sale) affects the human organism (consumer internal response) and causes reaction (consumer impulsive buying behaviour).

scholarly journals ROLE OF FACEBOOK VIDEO ADVERTISEMENTS IN INFLUENCING THE IMPULSIVE BUYING BEHAVIOR OF CONSUMERS

2020 ◽  
Vol 11 (10) ◽  
pp. 231-246
Keyword(s):  
Social Media ◽  
Service Providers ◽  
Primary Data ◽  
Buying Behavior ◽  
Descriptive Research ◽  
Impulsive Buying ◽  
Spss Software ◽  
Buying Behaviour ◽  
The Relationship

The purpose of this study is to empirically investigate the role of Facebook video advertisements in influencing the impulsive buying behaviour of consumers. Social media facilitates global interaction among its users through their experiences and ideas. Social media has today become one of the greatest marketplaces for products and service providers in promoting their brands. This study has developed a conceptual framework in order to identify how video advertisements influence the impulsive buying behaviour of consumers. The model has been tested empirically through the collection of quantitative primary data. The data has been collected from Indian consumers who have a Facebook account and use it frequently. Descriptive research design has been employed in this study. The collected data has been subject to statistical analysis through SPSS software. In addition to identifying the relationship between video advertisements and Impulsive buying behaviour of consumers, this study also attempts to examine the role of the demographic characters of the consumers in moderating the relationship between the proposed variables. The results of the study reveal that social media video advertisements influence the cognitive and affective aspects of impulsive buying behaviour of consumers. Further, the results revealed that the relationship between social media video advertisements and impulsive buying behaviour of consumers is moderated by the demographic characteristics namely age, gender and social status of the consumers.

scholarly journals Culture and Personality: A Examination of Impulsive Buying Behavior of Indian Consumers

2019 ◽  
Vol 8 (3S) ◽  
pp. 467-474
Keyword(s):  
Personality Traits ◽  
Big Five Personality ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
Indian Consumers ◽  
Unplanned Buying ◽  
Buying Behaviour ◽  
External Stimuli ◽  
The Impact

The leading objective of this paper is to unearth the influence of culture and personality of Indian consumers on their impulsive buying behaviour. A lot of research has been done to study the influence of external stimuli like advertisements and in-store promotions on consumers’ buying behaviour. This paper studies the influence of internal stimuli on impulse buying behaviour. Impulse buying is an unplanned buying or accidental behaviour of consumers. This paper tries to establish a relationship between different personality traits and accidental behaviour of consumers. The impact of Big Five personality traits and culture (Individualism and Collectivism) on the impulsive buying behavior is studied. Data has been collected from consumers using structured questionnaire on a five-point Likert’s scale. The data would be analysed through various statistical tools using SPSS.

Understanding the customer psychology of impulse buying during COVID-19 pandemic: implications for retailers

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Muhammad Naeem
Keyword(s):  
Information Exchange ◽  
Perceived Risk ◽  
Social Constructionist ◽  
Impulse Buying ◽  
Content Type ◽  
Social Patterns ◽  
Impulsive Buying ◽  
Use Of Social Media ◽  
Buying Behaviour ◽  
At Home

PurposeDuring COVID-19 pandemic, the use of social media enhances information exchange at a global level; therefore, customers are more aware and make backup plans to take optimal decisions. This study explores the customer psychology of impulse buying during COVID-19 pandemic.Design/methodology/approachThe researcher, being a social constructionist, aims at understanding social patterns in impulsive buying strategies during COVID-19 pandemic. Forty UK consumers were participated using the telephonic interview method with the purpose to maintain social distancing practices.FindingsResults revealed that vulnerable group of people, fear of illness, fear of empty shelves, fear of price increase and social inclination to buy extra for staying at home, increased panic impulsive buying behaviour among customers. Many people socially interpreted the evidence of death rate and empty shelves, which led to more disinformation, rumours and sensationalism, which increased customers' impulsive buying behaviour. Finally, risk of going outside, COVID-19 outbreak among employees of local retail stores, and health professionals' recommendations to stay at home, led to impulsive buying behaviour.Originality/valueThis study has constructed a research framework of customer psychology of impulse buying based on the results of this study and fear and perceived risk theories. The study also explains how the fear of fear, risk perception and conformist tendency enhanced impulsive buying during COVID-19 pandemic. This study has discussed specific implications for retailers.

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