scholarly journals Click to Buy: The Impact of Retail Credit on Over-Consumption in the Online Environment

2020 ◽  
Vol 12 (18) ◽  
pp. 7322
Author(s):  
Lauren Ah Fook ◽  
Lisa McNeill
Keyword(s):  
Impulse Buying ◽  
Online Retail ◽  
Female Consumers ◽  
Consumer Markets ◽  
Retail Credit ◽  
Consumer Perspective ◽  
Retail Setting ◽  
Impulse Buying Tendency ◽  
Conversion Tool ◽  
The Impact

There is growing concern that worldwide cultures of consumption have had detrimental consequences for individual wellbeing and sustainability of the environment. The term “overconsumption” exemplifies the tension between mutually beneficial producer–consumer exchange and the damaging effects of excess. In search of a pathway toward reducing overconsumption practise, sustainability literature is often interested in better understanding not only why overconsumption occurs, but what facilitates it in particular consumer markets. Young adults are one group of consumers where transitioning identities and lifestyles see impulsive consumption of goods that are often termed “non-essential”, such as fashion and apparel products. This study explores the impact of a set of impulse enabling financial tools (buy-now-pay-later (BNPL) credit schemes) on impulse buying tendency in an online fashion shopping context, for young adult female consumers. The paper contributes a consumer perspective on the impact of BNPL on unsustainable consumption behaviour in the online retail setting, which the literature currently lacks, by considering consumers’ impulse buying tendencies in such a setting. Findings demonstrate that BNPL users have a higher online impulse buying tendency than those who do not use BNPL, and a clear link is identified between online impulse buying tendency and sales conversion tool sensitivity, thus promoting overconsumption in this setting.

scholarly journals PENGARUH EMOSI POSITIF DAN EKUITAS MEREK TERHADAP PEMBELIAN IMPULSIF WANITA

2019 ◽  
Vol 3 (1) ◽  
pp. 70-78
Author(s):  
Moudy Nitazya Dwi Putri ◽  
Ita Juwitaningrum ◽  
Diah Zaleha Wyandini
Keyword(s):  
Data Analysis ◽  
Brand Equity ◽  
Quantitative Method ◽  
Positive Emotion ◽  
Positive Emotions ◽  
Impulse Buying ◽  
Analysis Techniques ◽  
Female Consumers ◽  
Impulsive Buying ◽  
Impulse Buying Tendency

This study aimed to determine the effect of positive emotions and brand equity on impulsive buying on female consumers. The research used the quantitative method with 414 female consumers. The instruments were the Dispositional Positive Emotion Scale, Brand Equity Scale, and The Impulse Buying Tendency Scale. The data analysis techniques which is used in this research is multiple regression. The results show that positive emotions had no effect on impulsive buying. Furthermore this study also show that brand equity has a direct effect on impulsive buying

scholarly journals Celebrity worship dan Impulsive buying pada Penggemar KPOP Idol

2020 ◽  
Vol 2 (2) ◽  
pp. 91-100
Author(s):  
Nadine Denita Asrie ◽  
Dian Misrawati
Keyword(s):  
Sampling Technique ◽  
Attitude Scale ◽  
Reliability Coefficient ◽  
Impulse Buying ◽  
Snowball Sampling ◽  
Cronbach Alpha ◽  
Impulsive Buying ◽  
Alpha Reliability ◽  
Impulse Buying Tendency ◽  
The Impact

This study aimed to determined and explained the impact of celebrity worship on impulsive buying of idol merchandise, in this study specifically on BTS merchandise. A sample of 303 respondents were teenagers aged 13 – 21 years who loved the idol group, BTS. The sampling technique uses a snowball-sampling technique. The measuring instrument used is The Impulse Buying Tendency which has been modified with the Cronbach alpha reliability coefficient of 0.862 and the Celebrity Attitude Scale which has been modified with the Cronbach alpha reliability coefficient of 0.901. The result showed that celebrity worship had an effect on impulsive buying on BTS merchandise with an R2 value of 0.278. The results of the study that celebrity worship has an effect on impulsive buying on BTS merchandise can be seen from the t count of 10.765 more than 1.967 with a significance value p less than 0.005. The conclusion is celebrity worship has an impact on impulsive buying on BTS merchandise for teenagers who are fans of BTS. Further research can be carried out on random idol groups other than BTS, so it can be seen whether celebrity worship really affects impulsive buying of idol merchandise in general.Abstrak. Penelitian ini bertujuan untuk mengetahui dan menjelaskan pengaruh celebrity worship terhadap impulsive buying pada merchandise idola, dalam penelitian ini khususnya merchandise BTS. Sampel sebanyak 303 responden merupakan remaja dengan rentang usia 12 – 20 tahun yang menggemari grup idola BTS. Teknik pengambilan sampel menggunakan teknik snowball-sampling. Alat ukur yang digunakan adalah The Impulse Buying Tendency yang telah dimodifikasi dengan koefisien reliabilitas cronbach alpha sebesar 0,862 dan Celebrity Attitude Scale yang dimodifikasi dengan koefisien reliabilitas cronbach alpha sebesar 0,901. Hasil penelitian menunjukan bahwa celebrity worship berpengaruh terhadap impulsive buying pada merchandise idola dengan nilai R2 sebesar 0,278. Hasil penelitian bahwa celebrity worship berpengaruh terhadap impulsive buying pada merchandise idola dapat dilihat dari t hitung sebesar 10,765 lebih dari 1,967 dengan nilai signifikansi p kurang dari 0,005. Dengan demikian dapat disimpulkan bahwa celebrity worship memiliki pengaruh terhadap impulsive buying merchandise BTS pada remaja penggemar grup idola BTS. Penelitian selanjutnya dapat dilakukan pada random grup idola lain selain BTS, sehingga dapat dilihat apakah celebrity worship benar mempengaruhi impulsive buying terhadap merchandise idola secara umum.

Reflective and Impulsive Predictors of Unhealthy Snack Impulse Buying

2019 ◽  
Vol 16 (1) ◽  
pp. 49-84
Author(s):  
Meysam Moayery ◽  
Lorea Narvaiza Cantín ◽  
Juan José Gibaja Martíns
Keyword(s):  
Dietary Restraint ◽  
Impulsive System ◽  
Exceptional Case ◽  
Impulse Buying ◽  
Resource Condition ◽  
Impulse Buying Tendency ◽  
The Impact ◽  
Unhealthy Snacks ◽  
Unhealthy Snack ◽  
Reflective System

Abstract While impulse buying has been conceptualized as a product of impulses, this study proposes that both reflective and impulsive determinants can outline impulse buying. Following a dual-system model that distinguishes between a reflective and an impulsive system, we hypothesized that unhealthy snack impulse buying can be differentially influenced by either impulsive system or reflective system as a function of self-regulatory resources. Participants in the experiment were randomly assigned to one of the conditions of the two-group design (self-regulatory resources depletion vs. control condition); then they were given the opportunity to take part in a mock store spontaneous buying situation. While the impulsive system was represented by impulse buying tendency and unhealthy snack buying habit, dietary restraint represented the reflective system. The dependent variables were the number of unhealthy snacks purchased and the percentage of unhealthy snacks purchased. The results provided the first empirical foundation for reflective and impulsive aspects of impulse buying behavior. The findings showed that self-regulatory resources moderate the impact of both reflective and impulsive determinants on unhealthy snack impulse buying. While the reflective system (dietary restraint) only determined the behavior in the high self-regulatory resource condition, the impulsive system (impulse buying tendency and habit) associated with the behavior when self-regulatory resources were diminished. There was one exceptional case in which habit determined the percentage of unhealthy snacks purchased even in the high self-regulatory resource condition.

Impulse buying in social commerce: bundle offer, top reviews, and emotional intelligence

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Abaid Ullah Zafar ◽  
Jiangnan Qiu ◽  
Mohsin Shahzad ◽  
Jie Shen ◽  
Tahseen Ahmed Bhutto ◽  
...  
Keyword(s):  
Social Media ◽  
Emotional Intelligence ◽  
Structural Equation ◽  
Positive Impact ◽  
Equation Modeling ◽  
Impulse Buying ◽  
Content Type ◽  
Impulse Buying Tendency ◽  
Transaction Value ◽  
The Impact

PurposeConsidering the rapid adoption of social media among consumers and organizations, this study intends to examine the impact of online bundle promotions and contextual interactions on impulse buying as consumers encounter them synchronously. Hence, a research model is proposed with the integration of perceived transaction value, perceived acquisition values, top reviews information, impulse buying tendency and emotional intelligence following the stimulus-organism-response framework, promotional framing effect, and theory of selective attention.Design/methodology/approachData were collected from the active social media members of organization pages and selling groups by utilizing the self-administered questionnaire. This study employed the partial least squares structural equation modeling to evaluate the data of 358 individuals.FindingsResults reveal the positive impact of targeted constructs on the urge to buy impulsively with complementary partial mediation of impulse buying tendency. Besides, emotional intelligence dissuades users' impulse buying tendencies, but unexpectedly, its moderating effect is insignificant. Further, importance-performance map analysis highlights the highest importance of impulse buying tendency and better performance of perceived transaction value for the urge to buy impulsively.Originality/valueThis research is one of the early studies to explore the influence of social media advertising and contextual social factors (e.g. bundle offers and top reviews information) on impulse buying with the moderation of emotional intelligence and mediation of impulse buying tendency. This research is imperative for scholars and managers with pertinent suggestions to arouse impulse buying.

Impulse Buying Tendency Scale

2001 ◽  
Author(s):  
Bas Verplanken ◽  
Astrid Herabadi
Keyword(s):  
Impulse Buying ◽  
Impulse Buying Tendency

The Impact of Committing to Customer Orders in Online Retail

2020 ◽  
Author(s):  
Gonçalo Figueira ◽  
Willem van Jaarsveld ◽  
Pedro Amorim ◽  
Jan C. Fransoo
Keyword(s):  
Online Retail ◽  
The Impact ◽  
Customer Orders

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.

The effects of materialism on consumer evaluation of sustainable synthetic (lab-grown) products

2020 ◽  
Vol 37 (5) ◽  
pp. 579-590
Author(s):  
Jessica Keech ◽  
Maureen Morrin ◽  
Jeffrey Steven Podoshen
Keyword(s):  
Design Methodology ◽  
Socially Responsible ◽  
Content Type ◽  
Consumer Evaluation ◽  
Positioning Strategy ◽  
Consumer Markets ◽  
The Future ◽  
Promotion Strategies ◽  
Alternative Sources ◽  
The Impact

Purpose The increasing desire of consumers for socially responsible luxury products combined with fluctuating supplies in consumer markets are leading various industries to seek alternative sources to be able to meet the needs of its customers. One possible solution that may meet the demands of the future is lab-grown products. Because these products confer multiple benefits, this study aims to investigate the most effective ways to appeal to consumers by aligning the benefits of the products with their values as marketers seek to find effective promotion for these items. Design/methodology/approach We examine the effectiveness of an ethical positioning strategy for two types of luxury lab-grown (synthetic) products among high versus low materialism consumers in three experiments. Findings Findings suggest that a positioning strategy stressing product ethicality is more effective for low materialism consumers, whereas the strategy is less effective, and may even backfire, for high materialism consumers. The impact on social status consumers perceive from a lab-grown product explains why this effect occurs among low materialism consumers. Therefore, marketers should take caution and use specific appeals for different segments based on values such as consumers’ materialism levels. Originality/value If lab-grown products represent the wave of the future, it is important to understand how consumers will respond to this emerging technology and how promotion strategies may enhance their evaluation.

scholarly journals The Impact of Mobile Device Use on Shopper Behaviour in Store: An Empirical Research on Grocery Retailing

2017 ◽  
Vol 10 (4) ◽  
pp. 58 ◽  
Author(s):  
Silvia Bellini ◽  
Simone Aiolfi
Keyword(s):  
Mobile Technology ◽  
Technology Use ◽  
Mobile Channel ◽  
Grocery Retailing ◽  
Impulse Purchases ◽  
Shopper Behavior ◽  
Marketing Activities ◽  
Device Use ◽  
Retail Setting ◽  
The Impact

Over the last decade, retailers and manufacturers alike are increasing their attention to the role of instore mobile technology use with the aim to understand its impact on consumers’ decision making process. The rise of the mobile channel, in fact, has produced disruptive changes in shopping habits designed to gradually reduce the effectiveness of in-store marketing levers in influencing shopping behaviour.This topic is of paramount importance in grocery sector since retailers and manufacturers devote a lot of investments in instore marketing activities with the aim to influence consumers’ decisions and stimulate impulse purchases. Nevertheless, there are few contributions about the influence of the mobile technology in a retail setting and its effects on buying behavior inside the store.Our research intends to explore the impact of in-store mobile technology use on shopper behavior instore in order to understand its effects on planned versus unplanned purchases. According to our preliminary results, consumers using mobile technology instore make less unplanned items and fail to purchase more planned items. Moreover, the use of mobile technology negatively impacts shoppers’ ability to recall in-store stimuli. Our findings are interesting for both retailers and manufacturers who are looking for new ways to better address their marketing efforts and increase consumers’ engagement instore.

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