To Study the Impulse Buying Behavior among Customers of Branded Shoes as an Effect of In-store Promotions with Reference to Gender in Tier Two Towns of Maharashtra

The marketing concept of business behavior focuses on consumers, their preferences, wishes, needs and expectations that need to be met and exceeded so that the company can achieve business success quantified by the levels of revenue, profit, market share and loyal customer basis. This paper aims to elucidate the phenomenon of impulsive behavior by pointing to determining factors and by clarifying the essence of urge-driven behavior, in order to enable companies to predict impulsive buyers’ behavior to a certain extent, and adjust and define their marketing strategies. The study shows in-store promotions give rise to impulse buying behavior strongly among consumers of Pune, Nagpur, Nasik and Aurangabad.A self-administered survey was used to elicit information from 1050 purposively selected respondents living in various parts of Pune, Nasik, Nagpur and Aurangabad. Data have been analyzed by using Statistical Package for Social Science (SPSS)results revealed that personal factors, that is, time availability and family influence has significant and positive impact on the impulse buying behavior of respondents of these four non-metro cities. Also, in-store factors except money availability have significant impact on impulse buying behavior.

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Personal and In-store Factors Influencing Impulse Buying Behavior among Generation Y Consumers of Small Cities

Business Perspectives and Research ◽

10.1177/2278533718800625 ◽

2018 ◽

Vol 7 (1) ◽

pp. 92-107 ◽

Cited By ~ 5

Author(s):

Mudassir Husnain ◽

Bushra Rehman ◽

Fauzia Syed ◽

Muhammad Waheed Akhtar

Keyword(s):

Generation Y ◽

Structural Equation ◽

Positive Impact ◽

Family Influence ◽

Equation Modeling ◽

Impulse Buying ◽

Personal Factors ◽

Buying Behavior ◽

Small Cities ◽

Time Availability

For decades, impulse buying is considered to be one of the significant factors to increase sales volume in the retail sector. Past studies have investigated the impulsive buying behavior of generation Y consumers in retail settings of somewhat medium- and large-sized cities. Therefore, how certain situational or in-store factors can propagate impulse buying in the retail settings of small cities has been widely ignored. This article explores the influence of situational variables categorized as personal factors (time availability, family influence, money availability) and in-store factors (store environment, sales promotions, and friendly store employees) on generation Y impulse buying behavior in the Pakistani context in general and the country’s small cities in particular. A self-administered survey was used to elicit information from 422 purposively selected respondents (living in various cities of Punjab, Pakistan). Data have been analyzed by using Statistical Package For Social Science (SPSS) and Analysis of Moment Structure (AMOS) for structural equation modeling (SEM). Results revealed that personal factors, that is, time availability and family influence has significant and positive impact on the impulse buying behavior of generation Y consumers in Pakistan, also in-store factors except money availability has significant impact on impulse buying behavior. Recommendations for retail management have been given at the end of the article.

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

Global Management Sciences Review ◽

10.31703/gmsr.2020(v-iii).07 ◽

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.

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IMPULSE PURCHASE BEHAVIOUR: A REVIEW

INTERNATIONAL JOURNAL OF MANAGEMENT & INFORMATION TECHNOLOGY ◽

10.24297/ijmit.v10i7.599 ◽

2015 ◽

Vol 10 (7) ◽

pp. 2333-2342

Author(s):

Amit Mishra

Keyword(s):

Content Analysis ◽

Research Work ◽

Detailed Account ◽

Purchase Decisions ◽

Impulse Buying ◽

Impulsive Behavior ◽

Buying Behavior ◽

Factors Affecting ◽

Impulse Purchase

For more than fifty years, researchers have strived hard to form a better understanding of impulse buying (Stern; 1962; Rook et.al; 1987; Rook and Fisher; 1995; Peck and Childers; 2006 ; Chang et.al; 2011). The purpose of this paper is to provide a detailed account of impulse buying behavior. The content analysis of various research work led to the classification ofÂ literature into various factors affecting impulse purchase decisions ,classifying products into impulse and non impulse items, behavior dimensions of impulse buying and Rook and Fisher (1995, p.305) proposed that consumers tend to control their innate impulsive tendencies as they perceive impulse buying as normatively wrong. This paper will be useful for practitioners and researchers towards understanding of impulsive behavior of consumers and will provide a better insight in.

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Faktor Penentu Perilaku Impulsive Buying Pada Fashion Business Di Kota Bandung

Jurnal Riset Bisnis dan Investasi ◽

10.35697/jrbi.v2i3.97 ◽

2017 ◽

Vol 2 (3) ◽

pp. 121

Author(s):

Novia MH ◽

Harmon Harmon

Keyword(s):

Positive Impact ◽

Descriptive Analysis ◽

Mean Value ◽

Reference Level ◽

Impulsive Behavior ◽

Business Managers ◽

Buying Behavior ◽

Impulsive Buying ◽

Expected Benefits ◽

Store Environment

Impulsive buying behavior is behavior that appears suddenly and without planned in advance by the consumer while shopping. Impulsive behavior arises because of the factors that encourage consumers to shop beyond the plan. From a business standpoint, this behavior will have a positive impact, by setting a good marketing strategy and understand the factors that cause this behavior it will be the manager of the business will get a large income. This study discusses the factors that lead to impulsive behavior by using descriptive analysis method. By using questionnaires distributed to a sample of consumers factory outlet with 100 respondents then processed using SPSS 16.0 will produce a mean as a reference level of each indicator. The factors that have been tested, the indicators store atmosphere has the highest mean value, which means that the store atmosphere factors which are elements of the store environment are a dominated factor that causes of impulsive buying. Expected benefits of this research can be perceived by various parties especially for business managers and readers as consumers, in order to be wise addressing the increasingly modern market developments from time to time.

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A Qualitative Insight Into the Personal Factors Impacting Online Impulse Behavior

Strategies and Tools for Managing Connected Consumers - Advances in Marketing, Customer Relationship Management, and E-Services ◽

10.4018/978-1-5225-9697-4.ch016 ◽

2020 ◽

pp. 279-291

Author(s):

Harish Kumar ◽

Ruchi Garg ◽

Payal Kumar ◽

Ritu Chhikara

Keyword(s):

Purchase Decisions ◽

Impulse Buying ◽

Business Organizations ◽

Personal Factors ◽

Buying Behavior ◽

Gen Y ◽

Effective Strategies ◽

Impulse Purchase ◽

Depth Interviews ◽

Insight Into

The purpose of the chapter is to have a deeper understanding of impulse buying and find out the different personal factors that affect the impulse behavior of the consumer in the online context. Phenomenology methodology was used by conducting 12 in-depth interviews with Gen Y as the main respondents. The interview transcripts were analyzed through the method of thematic analysis. This study found that factors such as sudden urge to buy, haptics, risk factors, persuasion, convenience, monotony and boredom, and trust were the dominant personal factors. These factors act as the triggers for consumers to make impulse purchase decisions. This study differentiates the personal and market-oriented factors and broaden the understanding of impulse buying behavior. The findings will enable the marketers to make effective strategies and help the business organizations to increase their revenues.

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Faktor Penentu Perilaku Impulsive Buying Pada Fashion Business Di Kota Bandung

Jurnal Riset Bisnis dan Investasi ◽

10.35313/jrbi.v2i3.97 ◽

2017 ◽

Vol 2 (3) ◽

pp. 121-133

Author(s):

Novia MH ◽

Harmon Chaniago

Keyword(s):

Positive Impact ◽

Descriptive Analysis ◽

Mean Value ◽

Reference Level ◽

Impulsive Behavior ◽

Business Managers ◽

Buying Behavior ◽

Impulsive Buying ◽

Expected Benefits ◽

Store Environment

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An empirical study on factors influencing consumer impulsive purchase behavior: a case of Ho Chi Minh city in the 4.0 era

10.38203/jiem.020.3.0014 ◽

2020 ◽

Author(s):

Thi Quynh Nga Nguyen ◽

Bao Quynh Nhu Giang

Keyword(s):

Industrial Revolution ◽

Purchase Behavior ◽

Ho Chi Minh City ◽

Impulse Buying ◽

Impulsive Behavior ◽

Buying Behavior ◽

Fourth Industrial Revolution ◽

Factors Analysis ◽

Factors Influencing ◽

Buying Behaviors

The fourth industrial revolution (the 4.0 era) has provided companies with more opportunities to attract potential clients across technology-based platforms, thus, bringing new factors that offer a tremendous incentive to buy impulsively, namely Contextual Targeting. Nevertheless, far too little attention has lately been paid to impulse buying behavior in Vietnam. This study offers a comprehensive view on how impulsive behavior is produced, analyzes factors having considerable significance to the impulsiveness, and proposes tactics businesses may use to maximize their sales. The data for this study were selected randomly from the population of Ho Chi Minh city via a survey in the second half of February 2020. From Exploratory Factors Analysis and Multiple Regression Analysis, results reveal that contextual targeting of advertising, packaging, and moods are strongly linked to impulse buying behaviors of Vietnamese consumers, especially in Ho Chi Minh city in the 4.0 era. The study proposes appropriate tactics for businesses to employ as a cheat-sheet, which helps manipulate customer mannerism to maximize profits.

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Impulse Buying, Consumer’s Satisfaction and Brand Loyalty

Journal of Economic Impact ◽

10.52223/jei0102192 ◽

2019 ◽

Vol 1 (2) ◽

pp. 40-47

Author(s):

Khadija Maqsood ◽

Iqbal Javed

Keyword(s):

Negative Impact ◽

Positive Impact ◽

Sampling Technique ◽

Personality Characteristic ◽

Personality Characteristics ◽

Impulse Buying ◽

Impulsive Behavior ◽

Good Decision ◽

Goods And Services ◽

The Impact

Impulse buying is unplanned or spontaneous purchasing which could be negative for consumers and sellers at the same time. Recent literature showed great importance of impulse buying and many studies conducted about the factors which lead to attract the consumer through their impulsive behavior. During the current study underhand the focus was only on the consumers who purchase goods and services due to their impulsive behavior. The hypothesis of the study was that the impulse purchase is negative for both consumers and retailers. The study was conducted in Sargodha district of Punjab province. A sample of 300 respondents was selected through convenient sampling technique. Data were collected through personnel interviews by using a pretested questionnaire. The results showed that the quality of the product has a significant and positive impact on consumer’s satisfaction. The compatibility has positive and significant impact on level of consumer’s satisfaction. There is a positive impact of price of the product on consumer’s satisfaction for impulse buying. Budget disturbance has negative but insignificant impact on satisfaction after impulse buying. Happiness has positive and significant impact on consumer’s satisfaction. The impact of personality characteristics of openness is negative on satisfaction by the impulse buying. Personality characteristics of agreeableness has negative impact on satisfaction. The personality characteristic of extraversion has negative and significant impact on satisfaction. Individuals with this personality characteristics of conscientiousness can make good decisions during impulse buying which lead to satisfaction even after purchasing is done. Emotional stability has positive and significant impact on satisfaction after impulse buying which shows that these people make good decision even in the presence of impulse buying factors at the store.

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PENGARUH LINGKUNGAN TOKO TERHADAP KEADAAN EMOSIONAL DAN PERILAKU PEMBELIAN IMPULSIF KONSUMEN PENGUJIAN MODEL MEHRABIAN-RUSSELL

Jurnal Manajemen dan Pemasaran Jasa ◽

10.25105/jmpj.v10i1.1852 ◽

2018 ◽

Vol 10 (1) ◽

pp. 1

Author(s):

Febrina Annisa Fauziyah ◽

Indah Fatmawati

Keyword(s):

Impulse Buying ◽

Emotional States ◽

Validity And Reliability ◽

Buying Behavior ◽

Environment Variables ◽

Time Availability ◽

Store Environment ◽

Atmospheric Factors ◽

Quality Of Research

<em>This study aims to analyze the influence of store environment on impulse buying behavior with emotional states as intervening variable using Mehrabian-Russell’s model. The store environment variables in this study include time availability, atmospheric factors, presence of others, and perceived crowdness. Using Mehrabian-Russell’s model, it is hypothesized that emotional state mediates the effects of store environment variables on impulse buying behavior as a dependent variable. The object in this study is Matahari Department Store in Yogyakarta. Sample of 166 respondents were selected by using purposive sampling method. Data were collected by using field survey technique. Normality, validity and reliability tests were conducted to test the quality of research instruments. The data analysis was conducted by using multiple linear regressions to test the research hypothesis. Results showed that atmospheric factors. as predicted, positively affect the emotional states. While perceived crowdness, consistent to the hypothesis, negatively affect the emotional states. The emotional states also positively affects the impulse buying behavior. The hypothesis of time availability and presence of others were not supported in this research. The findings of this research indicate that creating a proper atmospheric factors and creating a convenience store lay out to avoid crowdness are essential to stimulate impulse buying behavior.</em>

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The COVID-19 Pandemic and the Antecedants for the Impulse Buying Behavior of US Citizens

Journal of Competitiveness ◽

10.7441/joc.2020.03.01 ◽

2020 ◽

Vol 12 (3) ◽

pp. 5-27 ◽

Cited By ~ 3

Author(s):

Rizwan Raheem Ahmed ◽

◽

Dalia Streimikiene ◽

Jo-Ann Rolle ◽

Pham Anh Duc ◽

...

Keyword(s):

Positive Impact ◽

Purchase Behavior ◽

Fear Appeal ◽

Impulse Buying ◽

Buying Behavior ◽

Urban Centers ◽

Survey Statistics ◽

Research Findings ◽

Impulse Purchase ◽

Purchase Patterns

In an analysis based on the theory of Fear, this study examines impulse purchase patterns during the COVID-19 Pandemic across major US urban centers. Data from 889 US consumers were collected from leading US cities to evaluate impulse buying behavior fluctuations using SEM-based multivariate approaches to examine the survey statistics. We used COVID-19 as a moderating variable of this impulse purchase behavior. The results confirmed that Fear of a complete lockdown, peers buying, scarcity of essential products on shelves, US stimulus checks, the limited supply of essential goods, and panic buying have had a compelling and affirmative influence on the sharp swings of impulse buying patterns. The findings further confirm that Fear Appeal and social media fake news have had a strong positive impact on impulse buying as mediating factors. Finally, it was concluded that COVID-19 is a significant moderating factor influencing the impulse buying behavior of US citizens. The practical implications suggest that marketers and brand managers should devise novel strategies to enhance their brand’s market share to attain a competitive advantage in COVID-19 or similar panic situations in the future. These research findings are essential to comprehend the sharp fluctuations of impulse buying patterns in the current cutthroat competition environment across the US and other parts of the world.

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