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

2017 ◽  
Vol 19 (2) ◽  
pp. 477-493 ◽  
Author(s):  
Sunil Atulkar ◽  
Bikrant Kesari

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.

2018 ◽  
Vol 46 (4) ◽  
pp. 386-405 ◽  
Author(s):  
Sunil Atulkar ◽  
Bikrant Kesari

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.


2016 ◽  
Vol 8 (3) ◽  
pp. 205-226 ◽  
Author(s):  
Sheetal Mittal ◽  
Deepak Chawla ◽  
Neena Sondhi

Purpose The purpose of this paper is to conceptualize, develop and validate the measurement of impulse buying tendency India, an emerging market in Asia. Design/methodology/approach The conceptualization of India’s impulse buying tendency (IBT) has been based on a review of academic literature and an analysis of qualitative data from 30 observations at retail stores and 25 in-depth consumer interviews. The scale’s reliability and validity were assessed by content, convergent, discriminant, nomological and predictive validity using statistical techniques such as exploratory factor analysis and confirmatory factor analysis. Findings A two-dimensional measure for IBT was developed for the Indian market, and then tested and validated using appropriate statistical measures. Research limitations/implications The study was skewed towards offline retail with both observations and interviews focusing on the bricks-and-mortar model. With e-retailing in India growing at a rapid rate, future research should extend the study and verify the IBT instrument’s validity specifically for impulse buying behaviour online. Originality/value To the best of authors’ knowledge, the present study is the first to bridge the gap in the existing research of impulse buying in context of emerging markets like India that are culturally, unlike both the western/developed and other Asian/emerging markets; and socio-economically, facing an interplay of variety of factors that are in a state of flux. The developed IBT scale would help by providing academics and practitioners with means of broadening their perspectives and understanding of retail behaviours in a context that is characterized by unprecedented consumer spending, increasing proliferation of modern retail and influence of a culture traditionally been given to simplicity and frugality.


Author(s):  
Teofilus Teofilus ◽  
Steven Ng

Perkembangan dalam bisnis ritel di Indonesia terus mengalami pertumbuhan yang positif dalam 10 tahun terakhir. Untuk menghadapi persaingan yang semakin ketat, Setiap perusahaan ritel perlu memperhatikan perilaku konsumen di dalam toko seperti pembelian yang tidak direncanakan. Salah satu faktor yang mempengaruhi Impulse Buying adalah lingkungan toko dimana semua gerai ritel memiliki lingkungan tokonya sendiri. Tujuan penelitian ini tak lain untuk mengetahui sejauh mana peran lingkungan toko, Impulse Buying tendency, Shopping Enjoyment Tendency, Positive Affect, Negative Affect dan urge dalam mempengaruhi pembelian yang tidak direncanakan. Hasil menunjukkan bahwa terdapat faktor-faktor lingkungan toko seperti musik, Layout, dan karyawan dapat berpengaruh secara signifikan dalam menciptakan pengaruh positif didalam toko, Serta faktor Layout yang memberikan pengaruh secara signifikan dalam menciptakan dorongan untuk melakukan pembelian yang tidak direncanakan. Faktor kepribadian konsumen seperti Impulse Buying tendency pun diketahui memberikan pengaruh yang signifikan terhadap terjadinya dorongan untuk melakukan pembelian yang tidak direncanakan.


Author(s):  
Siew Lin Chuah ◽  
Chin Chuan Gan

Objective The aim of this research is to identify whether personality, emotions, and hedonic motivation influence impulse buying behaviour when shopping online. Methodology/Technique A total of 270 samples were collected through online. Factor analysis and multiple linear regression were conducted in this research. Findings The result shows that personality and hedonic motivations are positively related to online impulse buying, whereas emotions are not positively related to online impulse buying. Type of Paper: Empirical paper Novelty : Previous research had focused more on the external factors that influence online impulse buying. There is a lack of research focus on internal factors that influence online impulse buying. In this research, the individual internal factors such as personality, emotions, and hedonic motivations are used to clarify the relationships between online impulse buying and the individual internal factors. Keywords: Emotions, Hedonic Motivation, Impulse Buying Behaviour, Online Shopping, Personality.


2016 ◽  
Vol 10 (2) ◽  
Author(s):  
Aparajita Roy

Retailing in India has been one of the oldest occupations, which was initialized as family business, run by different members of the family for generations, engaged in mainly grocery, FMCG or apparel retailing. It was only after liberalization that organized retailing started spreading its wings and currently it is one of the most lucrative businesses contributing significantly to the country’s GDP. It was during the 2008 – 2011 recessionary phase that this industry underwent mild difficulties but since India was not majorly affected as the western world, the retail industry continued its growth trajectory. This study was conducted with the objective of understanding consumers’ responses to specific visual stimuli as presented by retailers from time to time within the store and also to find out the various factors that influence consumers’ monthly requirements of FMCG buying behavior from different organized and unorganized formats of retailing. Primary data was collected from 200 respondents across the city of Kolkata. Regression analysis, to establish relationship between variables and Factor Analysis, to identify various shopping factors were done by means of SPSS 20.


2018 ◽  
Vol 9 (3) ◽  
pp. 95-112 ◽  
Author(s):  
Chandan Parsad ◽  
Sanjeev Prashar ◽  
T. Sai Vijay ◽  
Mukesh Kumar

The objective of this article is to investigate the influence of retail shopping environment and impulsive buying tendency on unplanned buying. With this objective, this research examines how display of the goods inside the store, appearance and helpfulness of store employees and crowd inside the retail store affect impulsive buying and such buying tendency among Indian shoppers. Using multiple regression analysis, it is observed that retail shopping environment considerably influences the impulsive buying tendency of the shoppers and this tendency leads to spontaneous buying. The results reveal that retail shopping environment and consumer impulse buying tendency encourage impulse buying positively. In addition, it is found that store employees have no influence on impulse buying tendency among Indian shoppers.


2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ruchi Gupta ◽  
Kiran Nair ◽  
Lakshmi Radhakrishnan

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.


2021 ◽  
Vol 4 (2) ◽  
Author(s):  
O. Ugbomhe Ugbomhe ◽  
◽  
E. Okpamen P ◽  
S. Simon Adomokhai

The objective of the study was to determine the effects of demographic factors (Age, Gender, Income, Education, Marital Status and Occupation) on impulse buying bahaviour of consumers in Auchi. The study adopted survey design. The population of the study consisted all consumers who have made purchases in their present shopping trip in selected shops (supermarkets). The sample size of 384 was determined using Godden’s formula cited in Sangatang, Siochi and Plaza (2017). The main research instrument was questionnaire which was used to survey 384 respondents (192 males and 192 females). Non-probability convenience sampling was used in administering copies of questionnaire to the respondents. Multiple regression analysis was used to determine result for the data collected with the aid of SPSS 20.0. The multiple regression analysis result revealed among others that demographic characteristics (age, gender, income, education, marital status) had significant relationship with impulse buying behavior of consumers. The study concluded that demographic characteristics of consumers could explain the impulse buying behavior of consumers. The reason is that the study showed significant relationship between demographic characteristics and impulse buying behaviour of consumers might be related to the respondent’s perception about purchasing decision. The study recommended that consumer should arrange their priorities and always weigh specific weight of their preferences in relation to each other according to a particular pattern when purchasing products to prevent buying on impulse.


2021 ◽  
Author(s):  
O. Ugbomhe Ugbomhe ◽  
E. Okpamen P ◽  
S. Simon Adomokhai

The objective of the study was to determine the effects of demographic factors (Age, Gender, Income, Education, Marital Status and Occupation) on impulse buying bahaviour of consumers in Auchi. The study adopted survey design. The population of the study consisted all consumers who have made purchases in their present shopping trip in selected shops (supermarkets). The sample size of 384 was determined using Godden’s formula cited in Sangatang, Siochi and Plaza (2017). The main research instrument was questionnaire which was used to survey 384 respondents (192 males and 192 females). Non-probability convenience sampling was used in administering copies of questionnaire to the respondents. Multiple regression analysis was used to determine result for the data collected with the aid of SPSS 20.0. The multiple regression analysis result revealed among others that demographic characteristics (age, gender, income, education, marital status) had significant relationship with impulse buying behavior of consumers. The study concluded that demographic characteristics of consumers could explain the impulse buying behavior of consumers. The reason is that the study showed significant relationship between demographic characteristics and impulse buying behaviour of consumers might be related to the respondent’s perception about purchasing decision. The study recommended that consumer should arrange their priorities and always weigh specific weight of their preferences in relation to each other according to a particular pattern when purchasing products to prevent buying on impulse.


Author(s):  
Begzod Nishanov ◽  
Umidjon Ahunjonov

The current research aims to explore the influence of in store characteristics on consumer impulse buying behaviour. Precisely, this paper investigated the impact of window display, promotional signage, store layout, music and store smell on consumer impulse buying behaviour. The research was conducted among 117 customers of korzinka.uz supermarket using questionnaire which was formulated based on the previous literature. The collected data was analyzed using factor analysis and linear regression tests. The research findings suggested that store characteristics including window display, promotional signage and scent play crucial role in stimulating the impulse buying behaviour of customers. Final chapter of the current research provides some recommendations for store managers on further improvement of store atmosphere to encourage impulse buying among customers. This is the first study conducted in Uzbekistan to understand the importance of factors influencing consumer impulsive buying behaviour using the case of local supermarket Korzinka.uz.


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