The relationship between consumer experience, perceived value and impulsive buying behavior

2011 ◽  
Author(s):  
Ying-Ping Liang
Keyword(s):  
Perceived Value ◽  
Consumer Experience ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
The Relationship

Research on Consumer Tendency in Electronic Commerce Times

2014 ◽  
Vol 687-691 ◽  
pp. 4494-4498
Author(s):  
Bo Liao ◽  
Ya Ou ◽  
Yan Lu
Keyword(s):  
Price Competition ◽  
Impulse Buying ◽  
Competition Strategy ◽  
Consumer Experience ◽  
Buying Behavior ◽  
Experiential Marketing ◽  
Impulsive Buying ◽  
Shopping Experience ◽  
Domestic Banks ◽  
The Relationship

In the consumer's daily life, unplanned impulse buying behavior accounted for a large proportion. Impulsive buying behavior of consumers in the frequency is also quite high, but they tend to impulse buying for their own behavior without consciousness. Especially in domestic banks for credit and debit card under the strong sales, there are about nine million people are being caught in impulse buying. However, in a highly competitive environment, the competitiveness of enterprises is not only product innovation and price competition strategy, but to give consumers a valuable shopping experience. Therefore, many companies have begun to notice the importance of experiential marketing. In this study, we use the consumer mental resource as independent variable, perceived value as intervening variable and impulse buying behavior as dependent variable. We also add in three control variables (sex, age and price promotion), so that we could purify the relationship between consumer experience and impulse buying behavior. The main object of this study is based on the general consumer.

The effects of cruise attributes on impulse buying behavior: the mediating role of impulsive buying tendency

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jookyung Kwon ◽  
Jiseon Ahn
Keyword(s):  
Service Providers ◽  
Equation Modeling ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Content Type ◽  
Mediating Role ◽  
Impulsive Buying ◽  
Positive Direct ◽  
The Relationship

Purpose This study aims to examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates whether service attributes (variety of selection and price) influence the impulsive buying behavior of customers by stimulating their impulsive buying tendency. Design/methodology/approach Partial least squares-structural equation modeling was used to test the hypothesis using a sample of 143 cruise customers. Mediating analysis was conducted to examine whether customer personal traits (impulsivity) mediated the relationship between service attributes and impulsive buying behavior. Findings The findings showed that price attributions had a significant positive direct impact on impulsive buying tendency and behavior, while a variety of selections had a significant direct effect on impulse buying behavior. The results revealed a significant mediating role of impulsive buying tendency in the relationship between price attributions and impulse buying. Originality/value Although studies on the decision-making style of service customers have been widely discussed, a limited number of studies has examined customers’ impulsive buying behavior in the service sector. Considering the importance of impulsive purchasing as a valuable marketing tool, the results of this study can help service providers and researchers enhance their knowledge of the mechanism of impulse buying behavior.

PENGARUH BUYING IMPULSIVENESS TERHADAP E-IMPULSIVE BUYING BEHAVIOR DENGAN HEDONIC VALUE DAN UTILITARIAN VALUE SEBAGAI VARIABEL PEMEDIASI

2019 ◽  
Vol 14 (1) ◽  
pp. 61
Author(s):  
Melani Dwi Ratnasari
Keyword(s):  
Data Analysis ◽  
Regression Model ◽  
T Test ◽  
Buying Behavior ◽  
Hedonic Value ◽  
Utilitarian Value ◽  
Impulsive Buying ◽  
The Relationship

The purpose of this study was to examine the hedonic value mediation and utilitarian value variables on the relationship between buying impulsiveness and e-impulsive buying behavior. In this study the number of samples was 123 students using Shopee at Sarjanawiyata Tamansiswa University. Data analysis using a regression model with t test and sobel test. The results showed, 1) impulsiveness buying does not affect hedonic value 2) impulsiveness buying does not affect utilitarian value 3) hedonic value influences e-impulsive buying behavior 4) utilitarian value influences e-impulsive buying behavior 5) impulsiveness buying affects e-impulsive buying behavior 6) hedonic value is not supported as the mediating variable of the relationship between buying impulsiveness and e-impulsive buying behavior 7) supported utilitarian value as the mediating variable of the relationship between buying impulsiveness and e-impulsive buying behavior. Keywords: Shopee, Buying Impulsiveness, E-impulsive Buying Behavior, Hedonic Value, Utilitarian Value ABSTRAK  Tujuan penelitian ini adalah untuk menguji variabel mediasi hedonic value dan utilitarian value pada hubungan antara  buying impulsiveness dan e-impulsive buying behavior. Dalam penelitian ini jumlah sampel adalah 123 orang mahasiswa pengguna Shopee di Universitas Sarjanawiyata Tamansiswa. Analisis data menggunakan model regresi dengan uji t dan sobel test. Hasil penelitian menunjukkan, 1) buying impulsiveness tidak berpengaruh terhadap hedonic value 2) buying impulsiveness tidak berpengaruh terhadap utilitarian value 3) hedonic value berpengaruh terhadap e-impulsive buying behavior 4) utilitarian value berpengaruh terhadap e-impulsive buying behavior 5) buying impulsiveness berpengaruh terhadap e-impulsive buying behavior 6) hedonic value tidak terdukung sebagai variabel pemediasi hubungan antara buying impulsiveness dengan e-impulsive buying behavior 7) utilitarian value terdukung sebagai variabel pemediasi hubungan antara buying impulsiveness dengan e-impulsive buying behavior. Kata-kata Kunci: Shopee, Pembelian tidak terduga, pembelian tidak terencana, nilai kesenangan, nilai manfaat

scholarly journals The Stimulus Of Impulse Buying Behavior On E-Commerce Shopping Festival: A Moderated-Mediated Analysis

2021 ◽  
Vol 2 (10) ◽  
pp. 692-714
Author(s):  
Yulianto Yulianto ◽  
Alexander Sisko ◽  
Evelyn Hendriana
Keyword(s):  
Indirect Effect ◽  
Potential Effect ◽  
Sales Promotion ◽  
Mediation Effect ◽  
Buying Behavior ◽  
Payment Methods ◽  
Impulsive Buying ◽  
Shopping Motivation ◽  
Hedonic Shopping ◽  
The Relationship

Studies on impulsive buying signify sales promotion and hedonic shopping motivation as antecedents of impulsive buying behavior during the shopping festival. The availability of different payment methods, such as credit cards and cash on delivery, can make consumers more impulsive. Despite the potential effect of payment methods on impulsive buying behavior, only a few studies are looking at this variable. Hence, this study aims to examine the moderated-mediation effect of attitude toward shopping festivals and cash-on-delivery payment methods in the relationship between sales promotion, hedonic shopping motivation, and impulsive buying behavior. Purposive sampling was applied to select samples that resulted in 210 valid responses. Data were analyzed using PLS-SEM that indicated an indirect effect of the perceived low price on impulsive buying behavior through attitude toward sales promotion during online shopping festivals. Other elements related to sales promotion such as perceived perishability and scarcity did not affect attitude toward sales promotion and impulsive buying behavior. In contrast, hedonic shopping motivation had a direct effect on the impulsive buying behavior and an indirect effect via attitude towards sales promotion. Our finding only supported the moderating role of cash on delivery payment method in the relationship between hedonic shopping motivation and impulsive buying behavior. These findings provide insights to businesses in applying for sales promotion and utilizing customers’ hedonic shopping motivation to maximize their sales during the shopping festival.

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 Price Discounts and Fashion Involvement to Increase Online Impulsive Buying: Study Among Teenagers at Yogyakarta

2021 ◽  
Vol 2 (4) ◽  
pp. 239-250
Author(s):  
Dwi Wahyu Pril Ranto ◽  
Endang Hariningsih ◽  
Wahyu Eko Prasetyanto ◽  
Debby Mulya Oktafiani
Keyword(s):  
Regression Analysis ◽  
The Self ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Price Discounts ◽  
Impulsive Buying ◽  
Online Setting ◽  
Female Teenagers ◽  
The Relationship ◽  
Fashion Involvement

This study aims to examine the relationship between discount prices and fashion involvement with impulse buying. The self-administrated questionnaire was developed from the literature administered to 135 female teenagers in Yogyakarta. Multiple regression analysis was used to examine the relationship between discount prices and fashion involvement in impulse buying. The results showed a significant relationship between discount prices and price involvement with impulse buying among teenagers. This study provides valuable insights into teenage impulse buying behavior in an online setting, especially Shopee marketplace, with integrated price discounts and fashion involvement as the antecedent

Impact of Impulsive Buying Behavior and Opinion Leadership on the Relationship between Emotional Intelligence and Consumer Satisfaction of Smartphone buyers

2017 ◽  
Vol 9 (3) ◽  
pp. 71
Author(s):  
Namita Rajput ◽  
Amogh Talan
Keyword(s):  
Emotional Intelligence ◽  
Consumer Satisfaction ◽  
Partial Least Square ◽  
Least Square ◽  
Opinion Leadership ◽  
Equation Modeling ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
The Impact ◽  
The Relationship

<p>This research studies the Impact of Impulsive Buying Behavior and Opinion Leadership on the relationship between Emotional Intelligence and Consumer Satisfaction of Smartphone buyers. Due to an increased usage of smartphones among the youth of India, it has become a challenge for today’s marketers to find out the factors which affect, directly or indirectly, the sale of smartphones. Partial Least Square technique of Structural Equation Modeling was applied using SmartPLS 2.0.M3 to understand the proposed relationships. Both Impulsive Buying Behavior and Opinion Leadership were found to be significant mediators of the relationship between Emotional Intelligence and Consumer Satisfaction. Managerial implications have been discussed.</p>

scholarly journals Modeling Advertising Practices for Product Involvement and Consumer Impulsivity in Branded Apparel: A Case Study of Indian Consumers

2021 ◽  
Vol 13 (4) ◽  
pp. 2309
Author(s):  
Sufyan Habib ◽  
Nawaf N. Hamadneh ◽  
Abdelaziz Alsubie
Keyword(s):  
Consumer Involvement ◽  
Future Research ◽  
Product Involvement ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
Managerial Implications ◽  
Apparel Companies ◽  
The Relationship ◽  
Apparel Product

The exponential growth of advertising in enhancing consumer impulsivity has drawn the interest of many researchers to explore the various dimensions of advertising and its effective modeling. The branded apparel product market has grown significantly, a large number of competitors have entered into the market with variant quality, and there are a number of attractive advertising practices. The main aim of this study was to analyze the advertising practices and their relationship with consumer product involvement and the impulsive buying behavior of consumers in branded apparel in India. In a survey of 445 Indian customers, the study indicated that advertising practices significantly affect consumer involvement in branded apparel products and enhance their impulsivity toward products. The study also indicated that the level of consumer involvement in the branded apparel product significantly mediates the relationship between advertising practices and consumer impulsive buying behavior. Effective advertising practices will help companies to enhance consumer involvement that will enable branded apparel companies in enhancing consumer impulsiveness toward products. Some of the managerial implications, limitations, and scope of future research are also presented in the study.

scholarly journals The Moderating Role of Anticipated Regret and Product Involvement on Online Impulsive Buying Behavior

2021 ◽  
Vol 12 ◽  
Author(s):  
Bin Li ◽  
Minqi Hu ◽  
Xiaoxi Chen ◽  
Yongxin Lei
Keyword(s):  
Future Research ◽  
Anticipated Regret ◽  
Product Involvement ◽  
Buying Behavior ◽  
Cognitive Aspect ◽  
Emotional Aspect ◽  
Impulsive Buying ◽  
The Relationship ◽  
Moderating Role

Online impulsive buying behavior has drawn an increasing amount of attention from researchers and marketers as well; however, little research has explored how cognitive aspect and emotional aspect effect online impulsive buying together. The study examines the role of product involvement (cognitive aspect) and anticipated regret (emotional aspect) on the online impulsive buying behavior of the consumer. The results indicate that consumers who experienced downward anticipated regret showed more online impulsive buying behavior than those who experienced upward anticipated regret. Moreover, anticipated regret moderates the relationship between product involvement and online impulsive buying behavior, for participants who experienced downward anticipated regret showing more online impulsive buying behavior than those who experienced upward anticipated regret in the low product involvement group, but there is no differential between downward and upward anticipated regret in the high involvement product group. These findings suggest that anticipated regret helps consumers make more deliberative online shopping choices. The implications for both future research and online consumers are discussed.

scholarly journals NORMATIVE MODERATORS OF IMPULSE BUYING BEHAVIOR

2003 ◽  
Vol 5 (1) ◽  
pp. 1 ◽  
Author(s):  
Danes Jaya Negara ◽  
Basu Swastha Dharmmesta
Keyword(s):  
Empirical Evidence ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Normative Evaluation ◽  
Impulsive Buying ◽  
Behavioral Aspects ◽  
Buying Behaviors ◽  
The Relationship ◽  
Moderating Role

Prior research has presented the moderating role of normative evaluations in the relationship between the impulsive buying trait and consumers’ buying behaviors. In this article the authors show that consumer tendency to buy something spontaneous, unreflectively and immediately can be perceived as a factor which describes buying impulsiveness. This article also shows conceptual and empirical evidence that there is some support for the moderating role of normative evaluations in the relationship between buying impulsiveness and impulse buying behaviors. Significance occurs when consumers believe that act on impulse is suitable. The result suggests that consumers’ normative evaluation can moderate the link between the trait and behavioral aspects of impulse buying.

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