scholarly journals Linking Emotional Brand Attachment and Sales Promotion to Post-Purchase Cognitive Dissonance: The Mediating Role of Impulse Buying Behavior

2020 ◽  
Vol 7 (11) ◽  
pp. 367-379
Author(s):  
Muhammad Imad Ud Din AKBAR ◽  
Bilal AHMAD ◽  
Mirza Huzaifa ASIF ◽  
Shahid Ali SIDDIQUI
Keyword(s):  
Cognitive Dissonance ◽  
Sales Promotion ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Brand Attachment ◽  
Mediating Role ◽  
Post Purchase

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.

The impacts of relationship marketing on cognitive dissonance, satisfaction, and loyalty

2014 ◽  
Vol 42 (6) ◽  
pp. 553-575 ◽  
Author(s):  
Seyed Shahin Sharifi ◽  
Mohammad Rahim Esfidani
Keyword(s):  
Customer Satisfaction ◽  
Relationship Marketing ◽  
Cognitive Dissonance ◽  
Structural Equation ◽  
Content Type ◽  
Attitudinal Loyalty ◽  
Mediating Role ◽  
Post Purchase ◽  
Purchase Satisfaction

Purpose – The purpose of this paper is to study how relationship marketing can reduce cognitive dissonance in post-purchase stage and, thereby, increase customer satisfaction and encourage loyalty under mediating roles of trust and cognitive dissonance. Design/methodology/approach – Based on a survey on consumers of cell phones, the authors tested the effects of relationship marketing on cognitive dissonance and then customer satisfaction, behavioural, and attitudinal loyalty, using structural equation modelling. Findings – The results indicate that, thanks to relationship marketing, consumers undertook less cognitive dissonance in post-purchase stage. Thus, as consumers faced less cognitive dissonance, they represented more satisfaction and thereby behavioural and attitudinal loyalty. Additionally, the study confirmed the mediating role of trust and cognitive dissonance. Practical implications – The results show that when brands and retailers make their ties with their customers stronger and encourage trust, they can discourage cognitive dissonance in post-purchase stage and thereby encourage customer satisfaction and behavioural and attitudinal loyalty. Originality/value – Literature on post-purchase behaviour and cognitive dissonance shows how cognitive dissonance can reduce post-purchase satisfaction. Our research adds to the literature of both relationship marketing and post-purchase behaviour.

scholarly journals EVALUATION THE ROLE OF SALES PROMOTION IN INFLUENCING IMPULSE BUYING BEHAVIOR: A COMPARISON BETWEEN INTERNATIONAL AND LOCAL TOURIST AT PREMIUM OUTLET IN MALAYSIA

2019 ◽  
pp. 32-43
Author(s):  
Sharifah Faridah Syed Ali ◽  
Yuhanis Abdul Aziz ◽  
Raja Nerina Raja Yusuf ◽  
Siew Imm Ng
Keyword(s):  
Sales Promotion ◽  
Pricing Strategies ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Shopping Experience ◽  
Impulse Purchase ◽  
Buying Behaviour ◽  
Buying In ◽  
Self Administered Questionnaire

The growing number of premium outlets in Malaysia has led to a new shopping experience for both local and international tourists. Associated with the concept of ‘everyday discount’, premium outlets would attract more consumers to purchase at the outlets. Previous studies have revealed the significant influence of sales promotion on consumer purchase behaviour as well as impulse buying behaviour. However, there are limited studies identifying the role of sales promotion on impulse buying behaviour in the perspective of international and local tourists. Moreover, previous research of literature on the premium outlets, especially in Malaysia is still lacking. Therefore this study aims to evaluate the role of sales promotion on impulse buying in the perspective of international and local tourists at premium outlets in Malaysia. Data were collected from 359 tourists at five premium outlets in Malaysia, using a self-administered questionnaire. The result of the study indicates that both groups have different preferences in terms of sales promotion that induced them to make an impulse purchase. This study suggests that retailers or marketers should improvise their pricing strategies and give out more samples and gifts to attract tourists to spend more money.

The Reinvesting Impact of Promotional Activity and Store Atmosphere on Impulse Buying Behavior: The Mediating Role of Payment Facility

TEM Journal ◽  
2021 ◽  
pp. 221-225
Author(s):  
Syed Mir Muhammad Shah ◽  
Jan Muhammad Sohu ◽  
Sarfraz Ahmed Dakhan ◽  
Raja Sikander Ali ◽  
Ikramuddin Junejo ◽  
...  
Keyword(s):  
Mediation Effect ◽  
Primary Data ◽  
Impulse Buying ◽  
Direct Impact ◽  
Buying Behavior ◽  
Promotional Activity ◽  
Mediating Role ◽  
Buying Behaviour ◽  
Buying In

This study aims to recognize the factor effecting impulse buying behaviour with the mediation effect of payment facility. This study is based on primary data and data collected from Hyderabad Division of Sindh, Pakistan through adopted questionnaire. Number of respondents were 200 females who are engaged in impulse buying in supermarkets such as Baig Mart, Dawood Super Market, Max Bachat Super Market and Grocers. The store atmosphere and promotional activity are mediated by payment facility for impulse buying behaviour and partial mediation effect used. However, promotional activity revealed more important for impulse buying behaviour due to higher beta value than store atmosphere. In the previous research scholars explored the direct impact of promotional activity and store atmosphere. However, this study checked indirect effect in presence of mediator payment facility.

WHEN DO CONSUMERS FREE RIDE? THE ROLE OF POST-PURCHASE COGNITIVE DISSONANCE IN OPPORTUNISTIC CHANNEL SWITCHING BUYING BEHAVIOR

2020 ◽  
Vol 2020 ◽  
pp. 1472-1486
Author(s):  
Costanza Nosi ◽  
◽  
Cristiano Ciappei ◽  
Lamberto Zollo ◽  
Riccardo Rialti
Keyword(s):  
Cognitive Dissonance ◽  
Buying Behavior ◽  
Channel Switching ◽  
Free Ride ◽  
Post Purchase

scholarly journals Analyzing the Influence of Situational Factors on Online Impulse Buying Behavior: A Study of Pakistani Consumers

2020 ◽  
Vol V (III) ◽  
pp. 60-72
Author(s):  
Marriyam Iftikhar ◽  
Jawad Iqbal
Keyword(s):  
Marketing Strategies ◽  
Situational Factors ◽  
Family Influence ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Contributing Factors ◽  
Mediating Role ◽  
Time Availability ◽  
Buying Behaviour

This study seeks to find out online impulse buying behaviour in the Pakistan e-commerce industry by investigating the contributing factors of money availability, time availability, family influence, serendipitous information and scarcity messages towards online impulse buying behaviour. It investigated the mediating role of the urge to buy impulsively between the factors and online impulse buying behaviour. From a sample of 472 students of 4 Pakistani universities, the data was gathered. Moreover, to analyze the data and to test hypotheses, PLS-SEM was employed, which showed money availability, time availability, scarcity messages, serendipitous information, family influence were significantly related to online impulse buying behaviour. The findings will be helpful for e-retailers in creating e-marketing strategies, delivering their promises and generating sales through effectively designing their promotional plans.

Turning Discounts Into Profits: Factors Influencing Online Purchasing Decisions for Hotel Add-on Items

2020 ◽  
pp. 193896552093539 ◽  
Author(s):  
Esther L. Kim ◽  
Sarah Tanford
Keyword(s):  
Process Model ◽  
Mental Accounting ◽  
Thinking Styles ◽  
Impulse Buying ◽  
Purchasing Decisions ◽  
Price Discount ◽  
Mediating Role ◽  
Factors Influencing ◽  
Impulse Buying Tendency

A hotel website exclusive discount is widely adopted by major chain hotels to increase the volume of direct bookings. Although the traditional purpose of a discount promotion is to attract customers to the business, this research suggests that a hotel website exclusive price discount can induce consumers’ additional spending. Principles of mental accounting and two thinking styles (analytic vs. holistic) predict different effects of a price discount and the add-on product type by individual thinking styles. A quasi-experiment investigated the effect of an unexpected discount, relatedness of add-on item to a hotel stay, and individual thinking styles on add-on purchasing. The mediating role of impulse buying was subsequently examined using the PROCESS model. The effect of a price discount and the relatedness of add-on item are significant for analytic thinkers, whereas holistic thinkers report higher likelihood to purchase add-on items regardless of relatedness. Holistic thinkers’ likelihood to purchase is enhanced through an impulse buying tendency. The findings provide further evidence for the role of individual differences in response to pricing tactics by suggesting that a price promotion increases add-on purchases for analytic thinkers, whereas promoting a sense of impulsiveness can be more effective for holistic thinkers.

scholarly journals Antecedents and Mediating Role of Green Buying Behavior

Market Forces ◽  
2020 ◽  
Vol 15 (2) ◽  
pp. 22
Author(s):  
Muhammad Khalique ◽  
Samra Iftikhar ◽  
Mohd Rafi bin Yaacob ◽  
Ahsan Tahir
Keyword(s):  
Social Influence ◽  
Brand Image ◽  
Structural Models ◽  
Sampling Technique ◽  
Favorable Attitude ◽  
Snowball Sampling ◽  
Buying Behavior ◽  
Mediating Role ◽  
Snowball Sampling Technique

Sustainability of the environment is one of the major issues both in developed and developing countries. There is an abundance of studies on green buying behavior. However, a few have studied the mediating role of green buying behavior. Thus, we have developed a new model that has five direct and three mediating relationships. This empirical research has used a snowball sampling technique for collecting the data. We distributed 400 questionnaires and received 377 valid responses. The study has used Smart PLS software for data analysis, including reliability, validity, and generating measurement and structural models. We found that green brands, green identification, and social influence are significant predictors of green buying behavior. Further, we find that the green brand image and green buying behavior promote green satisfaction. The results also suggest that green buying behavior mediates (1) green image and green satisfaction, (2) social influence and green buying behavior, (3) self-identification, and green satisfaction. We also found that consumers have a favorable attitude towards green buying behavior. However, there is a huge gap in consumers’ attitudes and actual buying behavior. Thus, marketers and practitioners need to develop strategies that would translate a favorable attitude toward actual buying behavior.

scholarly journals Effect of the COVID-19 Pandemic on Consumers’ Impulse Buying: The Moderating Role of Moderate Thinking

2021 ◽  
Vol 18 (21) ◽  
pp. 11116
Author(s):  
Shuyang Wang ◽  
Yun Liu ◽  
Yingying Du ◽  
Xingyuan Wang
Keyword(s):  
Systems Theory ◽  
Impulse Buying ◽  
Loss Of Control ◽  
Buying Behavior ◽  
Consumer Responses ◽  
Event Systems ◽  
Underlying Mechanisms ◽  
The Impact ◽  
The Relationship

Based on event systems theory, this study examined the impact of the COVID-19 pandemic on consumers’ impulse buying, as well as the underlying mechanisms and boundary conditions from the perspective of individual consumers. Results of three experiments (N = 437) show that, first, the COVID-19 pandemic enhanced consumers’ impulse buying behavior. Second, two key elements, loss of control and anxiety, mediated the relationship between the COVID-19 pandemic and impulse buying; and third, moderate thinking (also known as Zhong-Yong thinking) moderated the relationship between the COVID-19 pandemic and impulse buying. The findings indicate that in consumers with low moderate thinking, the COVID-19 pandemic has had a stronger effect on impulse buying and has mediated more between the loss of control and anxiety. Conversely, in consumers with high moderate thinking, COVID-19 has had a weaker effect on impulse buying and has mediated less between loss of control and anxiety. This study extends the application of event systems theory and enriches the literature on how the COVID-19 pandemic affects consumer behavior. Furthermore, it provides strategic recommendations for government and consumer responses to COVID-19 pandemic shocks.

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