Predicting Impulsive Buyers

2016 ◽  
Vol 7 (2) ◽  
pp. 40-56 ◽  
Author(s):  
Sanjeev Prashar ◽  
Chandan Parsad ◽  
T Sai Vijay
Keyword(s):  
Buying Behavior ◽  
Discriminative Ability ◽  
Statistical Tool ◽  
Metropolitan Cities ◽  
Retail Business ◽  
Forecasting Performance ◽  
Impulsive Buying ◽  
Managerial Implications ◽  
Modelling Techniques ◽  
Store Environment

Researches over the years have posited that most of the purchasing decisions made by shoppers are unplanned and mostly made inside the store. Every year retailers spend huge amount on in-store promotion and store environment to gain consumers' attention and stimulate them for such impulsive purchasing. The dominant impact of unplanned purchasing behaviour advocates its comprehensive understanding in retail business. Inability of marketers to accurately forecast this unplanned shopping leads to situations of either over-stocking or under-stocking of inventories, causing increased cost of holding inventory or huge loss of customers respectively. In this research, accuracy in predicting impulse buying behavior using six modeling techniques, utilizing R-3.2.1 as a statistical tool, is tested with data drawn from two Indian metropolitan cities. The main objective is to analyze the relationship between independent variables (influencing factors) and impulsive buying, and comparing the effectiveness of these six modelling techniques. The discriminative ability evidences that forecasting performance of logistic regression is superior to all other techniques in terms of predicting power. The findings of the study offer a number of implications for retailers and marketers. The managerial implications of the study along with scope of further research have been addressed.

scholarly journals Faktor Penentu Perilaku Impulsive Buying Pada Fashion Business Di Kota Bandung

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.

Socialization Factors Influencing on the Impulsive Buying Behavior of Mathematics E-Book for Disability Student

2021 ◽  
Vol 12 (3) ◽  
pp. 2418-2426
Author(s):  
Nurshafina Ahmad Sofian Et.al
Keyword(s):  
Pearson Correlation ◽  
Research Result ◽  
Family Influence ◽  
Family Influences ◽  
Buying Behavior ◽  
Statistical Tool ◽  
Gen Y ◽  
Impulsive Buying ◽  
The Media ◽  
The Government

The purpose of this study is to study the effects of family influences, financial influences, and education influences on the impulsive buying behavior of Mathematics E-Book for disability student. Nowadays, even though student is yet to have their own income, their buying behavior suggests that they impulsively indulge in purchasing. The objective of this study is to understand how family influence, financial influence and education influence the disability students to indulge in such practices. This research will utilize quantitative method particularly the questionnaire using statistical tool Pearson correlation analysis and multiple regression method (MRA). The targeted population will be the disability students aged between 6-19 years old. The questionnaire will be distributed to parents of the students in Sekolah-Sekolah Pendidikan Khas Kinta Utara. This study will benefit both disability students and other related agencies. In this research, result shows that the independent variables which are Family Influences, Financial Influences and Education Influences have significant positively relationship with The Impulsive of Buying Behavior of Mathematics E-Book for Disability Student. Education Influences has the strongest impact among all variables. This research provides a clearer overview that Education Influences are important so that parents of disability student will understand more about what actually influence their children and this in turn will help to cull their impulsive buying behavior of Mathematics E-Book. Besides that, it will benefit government or other agencies because they will obtain more information on buying Mathematics E-Book. Plus the government will completely understanding of student buying behavior is needed for the government to control their expenditure for the better good of the nation economy, in relation with Rancangan Malaysia Ke-11. For example, during recession the government could manipulate the media to influence Gen Y to shop impulsively online, which in turn will support the economy.

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 Study on Impulsive Buying Behavior among Consumers in Supermarket in Kathmandu Valley

2018 ◽  
Vol 1 (2) ◽  
pp. 215 ◽  
Author(s):  
Vidha Pradhan
Keyword(s):  
Reference Group ◽  
Product Category ◽  
Demographic Variables ◽  
Kathmandu Valley ◽  
Buying Behavior ◽  
Factors Affecting ◽  
Impulsive Buying ◽  
Store Environment ◽  
Quota Sampling ◽  
Structured Questionnaire

<p>This paper is an attempt to examine some of the factors affecting impulsive buying behavior of consumers in supermarkets. It also aims to verify the interrelationship between these factors and impulsive buying behavior. A primary research is carried out among people who shop in supermarkets in Kathmandu valley. A structured questionnaire is used to collect data from respondents of sample size 200. The sample is taken by convenience and quota sampling as per their age group. The findings suggest that majority of supermarket goers buy impulsively. Whenever they visit a supermarket, most of the respondents do not plan ahead. Instead, they scroll through aisles/products and buy what they think they need. Most of the respondents purchase certain products like personal care items, grocery and accessories impulsively. For other products like electronics and kitchenware, they take time to think if they really require those products. Taking into consideration each factor, product category has an insignificant role in influencing impulsive buying behavior. Similarly, respondents who have financial independence also have an insignificant role in influencing impulsive buying behavior. Among the factors that are significant for triggering impulsive buying behavior is availability of cash, mood of consumer, POS terminal/ATM facility, price, store layout, availability of time, product promotion, store environment and reference group. However, the same factors coupled with certain demographic variables may or may not have the same impact on impulsive buying behavior of the same consumers.</p><p>Journal of Business and Social Sciences Research, Vol. 1, No. 2, pp. 215-233</p>

scholarly journals Faktor Penentu Perilaku Impulsive Buying Pada Fashion Business Di Kota Bandung

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

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.

scholarly journals ANALYSIS OF PRELIMINARY FACTORS OF TREND IMPULSIVE BUYING BEHAVIOR ON RETAIL CONSUMER IN SIDOARJOANALYSIS OF PRELIMINARY FACTORS OF TREND IMPULSIVE BUYING BEHAVIOR ON RETAIL CONSUMER IN SIDOARJO

2020 ◽  
Vol 7 (2) ◽  
pp. 1-5
Author(s):  
Eva Desembrianita ◽  
Mahjudin Mahjudin ◽  
Sukaris Sukaris
Keyword(s):  
Sampling Method ◽  
Continuous Process ◽  
Retail Stores ◽  
Purchase Decisions ◽  
Buying Behavior ◽  
Price Perception ◽  
External Influences ◽  
Impulsive Buying ◽  
Store Environment ◽  
Shopping Motivation

Impulsive buying behavior occurs when consumers are in store outlets, so they feel the internal and external influences of the store's environmental situation which can affect consumers in a continuous process, especially in retail stores. The purpose of this study is to analyze internal and external influences which are the driving factors for consumers to make purchase decisions and make impulsive purchases. The population is a study of women who shop at retail stores, the sample is determined by purposive sampling method. The research method uses descriptive qualitative. The results showed the tendency of impulsive buying behavior at outlets prioritizing information by internal hedonic factors. Shopping motivation, price perception and the influence of external factors is the store environment that provides ATM facilities and the name of the consumer's money.

scholarly journals Impact of Store Environment, Product Display and Promotional Activities on Impulsive Buying Behavior: Moderating the Role of Income

2021 ◽  
Vol 2 (1) ◽  
pp. 1-26
Author(s):  
Faiza Mehtab ◽  
Adnan Ahmed ◽  
Muhammad Faisal Sultan
Keyword(s):  
Secondary Data ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
The Subject ◽  
Marketing Variables ◽  
Store Environment ◽  
Buying Behaviour ◽  
The Relationship ◽  
Moderating Role

This study is based on applied research and investigates the effect of some vital retail marketing variables such as store environment, product display & promotional activities on consumers impulsive buying behaviour. Within this relationship, the moderating role of income is also tested. Although previously there are several studies associated with the topic, the subject matter has remained a persistent topic of interest to marketers and firms alike. To gather the data, a survey technique was employed, and the data was collected through secondary authentic sources from consumers visiting selected prominent retail shops from the study area. Thus, the ever-evolving consumers’ demand and the nature of the subject it is legitimate to consider the study as one of the pervasive in nature as the study is potent in the increase of knowledge in the area of business as well as in academia. Moreover, as with all secondary data studies, this study is also supplemented with some limitations as the data collected from developing countries like Pakistan is not coherent with the other economies although the value of the paper has not been overshadowed and this can be used for applicative reasoning. Similarly, the sample size for the study is 200 respondents and AMOS, SEM, CFA, SPSS & SMART PLS softwares are used for data analysis. The major reason for the application of the software is the theory-building approach associated with the study. Relatedly,  the paper is supported by descriptive as well as inferential analysis in order to make the findings of the study potent and reliable. The use of the software indicated that there is a relationship between the store environment, product display & promotional activity. Similarly, income plays a strong moderating role in the relationship under study.

Pengaruh Positive Emotion, Time Availability, dan Money Availability terhadap Impulsive Buying Behavior Konsumen Mahasiswa pada Department Store di Kota Yogyakarta

2020 ◽  
Vol 14 (1) ◽  
Author(s):  
Faizal Ardiyanto
Keyword(s):  
Positive Emotion ◽  
Department Store ◽  
Department Stores ◽  
Buying Behavior ◽  
Managerial Implication ◽  
Impulsive Buying ◽  
Time Availability ◽  
Unplanned Buying ◽  
Buying In ◽  
Yogyakarta City

This research was conducted to examine the influence of positive emotion, time availability, and money availabilty toward impulsive buying behavior both partially and simultaneously. The respondent of this research are university students who have experienced unplanned buying in several department stores at Yogyakarta City. Purposive sampling method was utilized then 102 respondents were chosen. The results indicate that positive emotion, time availability, and money avaiability positively and significantly influence impulsive buying behavior. The three independent variables as stated above, simultaneously influence impulsive buying behavior also. Finally, as the managerial implication stated, it can be concluded that understanding consumers condition related with unplanned buying is important topics in recent years, especially in department store.

The Influence of Personality Traits on Consumer Impulsive Buying Behaviour

2016 ◽  
Vol 5 (1) ◽  
Author(s):  
Khagendra Nath Gangai ◽  
Rachna Agrawal
Keyword(s):  
Personality Traits ◽  
Cultural Influences ◽  
Buying Behavior ◽  
Doing Business ◽  
The Social ◽  
Impulsive Buying ◽  
Social And Physical Environment ◽  
The Common ◽  
Buying Behaviour

Consumer behavior is a complex phenomenon which is evolving according to the time, situations, demographic characteristics of individuals, personality traits, cultural influences etc. The personality of individuals is a unique dynamic organization of the characteristics of a particular person, physical and psychological, which influence behavior and responses to the social and physical environment. It gives the impression that consumer buying is always influenced by their personality. Therefore, many marketers make use of personality traits in the advertisement of products and at the same time they enhance their marketing strategy. The marketers always designed different products and target specific market segments which commonly addressed on individuals personality traits. The individuals few personality traits influence consumer for impulsive buying behavior. The aim of present research is to study the personality traits influence on consumer impulsive buying behavior as it will help to create opportunities of doing business and dealing with customers. The objectives of this research are: (1) to investigate the influence of personality traits on consumer impulsive buying behavior, and (2) to identify the role of gender and their personality traits influence on consumer impulsive buying behavior. To fulfill the purpose of the study, the researchers randomly collected sample and divided them on the basis of gender, 60 males and 60 females. Data were collected from Delhi and NCR region. The data were analyzed using statistical applications such as correlation and t Test. The result was revealed that the common personality traits have a significant relationship with impulsive buying behavior that is psychoticism in the case of male and female. The role of gender has significant differences in impulsive buying behavior. The man showed more impulsive buying behavior compare to women.

A Study on the Effects of Regulatory Fit and Framing

2014 ◽  
Vol 644-650 ◽  
pp. 6289-6292
Author(s):  
Li Chen
Keyword(s):  
Regulatory Focus ◽  
Framing Effect ◽  
Regulatory Fit ◽  
Regulatory Focus Theory ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
Effect Theory ◽  
The Face ◽  
Inherent Nature ◽  
Regulatory Fit Theory

Regulatory fit theory is based on regulatory focus theory which was from hedonism and decision-making motives, explaining individual consumer’s decisions making processes from both psychological and mental point of views. Regulatory fit theory proposed consumers in the face of different forms of information representation will lead to match or mismatch of consumer wants. And the effect of adjusting the matching value will affect the perception of the product or service, thereby affecting the consumer’s buying wish.Framing effect is originated from prospect theory indicate that people will make different choices when they face the same, but different forms of expression scheme. This article tries to explore the inherent nature of impulsive buying behavior mechanisms, drawing on regulatory fit theory and framing effect theory.

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