Sensory cue, emotion, cognition and impulse buying behaviour of fast-food vendors in Ghana

Fast food vendors use a sensory cue to trigger impulsive buying behaviour. Though impulse buying has gained interestamong researchers, little has been done concerning food in Ghana. The purpose of the study was to investigate thecontribution of the sensory cue on customer’s emotions and cognition and impulsive buying behaviour. The study findsanswers to the succeeding research questions: what sensory cue impacts on consumer emotion and cognition? And doesemotion and cognition influence consumer’s impulsive buying behaviour. A proposed theoretical model identifies visual,audio, and tactile dimensions as the sensory cue, emotions, and cognitive as mediation variable and impulsive buyingbehaviour as the outcome. Data were collected from 241 customers who were residence in Tema and have patronizedthe services of food vendors for a minimum of two years using a convenience sampling technique. The suggestedhypothesis was tested using structural equation modeling and hierarchical multiple regression analysis. The result of thestudy shows that visual, audio, and tactile dimensions have a positive relationship with emotion but a negativerelationship with cognition. Regarding directs effect, the study revealed that there is a positive relationship betweenemotion and impulsive buying behaviour whiles cognition has a negative effect on impulsive buying behaviour. Thestudy recommended that managers must induce impulsive buying using characteristics of the food they serve and theenvironments in which they operate to stimulate customers' arousal and pleasure and provide enough information toalleviate the risk customers consider before buying food. The findings may not be generalized since the data wascollected in specific areas in Tema. Citation: Edward Markwei Martey, Racheal Markwei Martey and Kingsford Adenutsi. The influence of sensory cue onemotion, cognition and impulse buying behaviour of fast-food vendors in Ghana, 2020; 5(4): 12－29. Received: October 23, 2020Accepted: December 31, 2020

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The Influence of Impulsive Personality Traits and Store Environment on Impulse Buying of Consumer in Karachi

International Journal of Business Administration ◽

10.5430/ijba.v10n3p50 ◽

2019 ◽

Vol 10 (3) ◽

pp. 50 ◽

Cited By ~ 2

Author(s):

Sana Hussain ◽

Danish Ahmed Siddiqui

Keyword(s):

Personality Traits ◽

Structural Equation ◽

Equation Modeling ◽

Impulse Buying ◽

Insignificant Effect ◽

Impulsive Buying ◽

Impulse Purchase ◽

Store Environment ◽

Impulse Buying Tendency

This study was aimed to understand and assess the role of store environment, impulsive buying personality traits, impulsive buying tendency, and urge to buy on impulsive buying. Data was collected from 250 respondents and analyzed using Structural Equation Modeling technique, findings suggested that impulse buying was positively associated with impulse buying tendency, impulsively personality trait and urge to buy. The most important finding of the study is the insignificant effect of store environment on consumers that are instinctive buyers. The study also suggests that impulsive traits of the consumer directly lead to impulse buying. It actually don’t need some drive such as store environment that would stimulate their impulse buying tendency. However, this study didn’t find any effect of demographic variables (gender and income) on impulse buying tendency. The overall store environment has insignificant effect on consumer impulse purchase but different attributes such as cleanliness and arrangement of product has relative impact on impulse buying that’s why the retailers should focus on store environment elements such as crowd, sales employee, entertainment, lighting, aroma and display etc. to stimulate impulse buying. This study confirmed the role of personality in encouraging impulse buying at retail outlets. Marketers should identify ways to reach out open ended and extrovert people to target their promotional offers.

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Structural Analysis of the Equation Model on Store Atmosphere towards Hedonic Value and Consumer Impulsive Buying (Study at Majapahit Food Center)

Jurnal Varian ◽

10.30812/varian.v4i1.851 ◽

2020 ◽

Vol 4 (1) ◽

pp. 61-70

Author(s):

Rini Anggriani ◽

Anthony Anggrawan ◽

Irwan Cahyadi

Keyword(s):

Structural Equation Modeling ◽

Data Analysis ◽

Structural Equation ◽

Sampling Technique ◽

Equation Model ◽

Test Reliability ◽

Equation Modeling ◽

Hedonic Value ◽

Impulsive Buying ◽

Food Center

This study aims to determine the analysis of Structural Equation Modeling (SEM) of store atmosphere on Hedonic Value and Impulsive Buying of Consumers at the Majapahit Food Center. This type of research uses causality research with a sample of respondents who are consumers who visited at Majapahit Food Center Mataram. The sampling technique used the accidental sampling technique. The study population was 100 visitors to the Majapahit Food Center. Sampling using the accidental sampling technique. The data collection technique used a questionnaire with a Likert scale measuring instrument. The data analysis method used is a validity test, reliability test, using SPSS, and data analysis using Structural Equation Modeling (SEM) with AMOS. The results of the study stated that the store atmosphere has a positive and significant effect on Hedonic Value and the Store Atmosphere has a positive and significant effect on Impulsive Buying and Hedonic Value has a positive and significant effect on Impulsive Buying Consumers in the Majapahit Food Center Study.

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The role of self-esteem, negative affect and normative influence in impulse buying

Marketing Intelligence & Planning ◽

10.1108/mip-02-2015-0037 ◽

2016 ◽

Vol 34 (4) ◽

pp. 523-539 ◽

Cited By ~ 6

Author(s):

Nirmalya Bandyopadhyay

Keyword(s):

Negative Affect ◽

Structural Equation ◽

Personal Selling ◽

Self Esteem ◽

Equation Modeling ◽

Impulse Buying ◽

Normative Influence ◽

Content Type ◽

Impulsive Buying ◽

Practical Implications

Purpose – The purpose of this paper is to empirically examine the roles of self-esteem (SE), negative affect (NA), and consumer susceptibility to normative influence in the enactment of impulse buying behavior. Design/methodology/approach – A theoretical model is developed through an extensive review of literature. Survey research is conducted to collect the data from respondents. Structural equation modeling is performed to test the model and the hypotheses. Findings – The outcome of the study reveals that the act of impulsive buying is preceded by buying impulse (BI). BI is positively influenced by consumer susceptibility to normative influence and impulsive buying tendency (IBT). SE influences the generation of BI partially mediated by IBT. Research limitations/implications – The study is limited in its generalizability in terms of its geographic location, culture, and the context of product categories. Practical implications – The findings of the study have practical implications in developing marketing communications, merchandising, and personal selling strategies. Originality/value – In view of the contradictory empirical evidences in extant literature regarding the role NA the present study re-examines whether NA influences impulse buying. The study, conducted in the field setting also ascertains the external validity of the findings not tested in the prior research. Furthermore, in light of psychology literature, the relationship between SE and IBT was hypothesized and empirically established in the present study.

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Pengaruh User Experience terhadap Kepuasan Konsumen Generasi Z pada Sistem Pemesanan Mcdelivery Mobile Application di Jawa Barat

Jurnal Manajemen dan Organisasi ◽

10.29244/jmo.v10i2.30128 ◽

2020 ◽

Vol 10 (2) ◽

pp. 92-101

Author(s):

Edward H Siregar ◽

Fadil Saadillah

Keyword(s):

Fast Food ◽

Mobile Application ◽

Structural Equation ◽

Sampling Technique ◽

Equation Modeling ◽

The Internet ◽

Large Contribution ◽

Snowball Sampling ◽

Long Distance ◽

Snowball Sampling Technique

Today the internet has made such a large contribution in which around 132,7 million peoples in Indonesia use the internet actively and makes Indonesia becomes a country with the largest consumers of virtual transaction in Southeast Asia. McDelivery Mobile Application is one of long distance fast food ordering applications which is able to compete with the similar applications and have to achieve customer retention target. The method used is non probability sampling with snowball sampling technique with 100 respondents which is analyzed by Structural Equation Modeling (SEM) with the Partial Least Squares (PLS) approach. As the result, only the dimensions of Novelty and Stimulation with T-statistics amounted to 2,612 and 3,903(> 1,96) which had a significant effect, because they met the requirements of the T-statistic value greater than the T-table (1,96 at the real level of 0,05).

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Integrating Certainty Effect and Noninteractive Social Influence Into Impulse Buying

Social Behavior and Personality An International Journal ◽

10.2224/sbp.2015.43.5.777 ◽

2015 ◽

Vol 43 (5) ◽

pp. 777-793 ◽

Cited By ~ 4

Author(s):

Chun-Ling Chuang ◽

Hong-Lin Tian ◽

Rong-Ho Lin

Keyword(s):

Structural Equation Modeling ◽

Social Influence ◽

Structural Equation ◽

Positive Relationship ◽

Social Influences ◽

Equation Modeling ◽

Impulse Buying ◽

The Social ◽

Impulse Buying Tendency ◽

Northern Taiwan

We integrated certainty effect and noninteractive social influence into impulse buying, and explored the relationships between impulse buying tendency and intention in regard to the impacts of certainty effect and social influence. We selected 2 certainty effects (1-phase and 2-phase discounts) and 3 social influences (number, proximity, and strength) that stimulate consumers' impulse buying intention for a unique product. The participants were 416 students at 5 universities in northern Taiwan. Results of structural equation modeling indicated that impulse buying tendency positively influenced impulse buying intention in terms of certainty effects and social influences; there was a positive relationship between certainty effects and social influences in impulse buying intention; the students preferred 2-phase to 1-phase discounts; and, in descending order, the social influences of strength, number, and proximity impacted impulse buying intention. We concluded that marketers can use certainty effects and noninteractive social influences to stimulate consumers' buying intention.

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PENGARUH SALES PROMOTION DAN STORE ATMOSPHERE TERHADAP POSITIVE EMOTION DAN PERILAKU IMPULSE BUYING DI DEPARTEMENT STORE MATAHARI DUTA MALL, BANJARMASIN

JWM (Jurnal Wawasan Manajemen) ◽

10.20527/jwm.v7i1.176 ◽

2019 ◽

Vol 7 (1) ◽

pp. 65

Author(s):

Adista Anjar Diany ◽

Marijati Sangen ◽

Ikhwan Faisal

Keyword(s):

Structural Equation Modeling ◽

Structural Equation ◽

Positive Emotion ◽

Sampling Technique ◽

Department Store ◽

Sales Promotion ◽

Equation Modeling ◽

Impulse Buying ◽

Sales Promotions ◽

Store Design

The purpose of this study was to analyze and find out the effects of sales promotion and store atmosphere on positive emotion and impulse buying at Matahari Departement Store, Duta Mall, Banjarmasin.This research used Non Probability Sampling and Purposive Sampling Technique, with the sample of 148respondents who were the customers of Matahari Departement Store, Duta Mall, Banjarmasin. The instrument of this research was questionnaires and data were analyzed with Structural Equation Modeling (SEM).The results of the analysis proved that the sales promotion did not have significant effects on positive emotion andimpulse buying but store atmosphere had significant effects on positive emotion and impulse buying. Also, positive emotion had significant to the impulse buying of the consumers. Store atmosphere was created by Matahari Departement Store, Duta Mall, Banjarmasin to increase the feelings of satisfaction, comforts and enjoyment when shopping. The highest CR value was positive emotion which had significant effects on impulse buying.It is suggested that Matahari Departement Store, Duta Mall, Banjarmasin should prioritize in increase impulse buying to create positive emotion first. Positive emotion can be established by observing the atmosphere inside and outside outlets such as: music, store design and lighting. Matahari Departement Store, Duta Mall, Banjarmasin also has to make more variations of sales promotions to attract customers to continue shopping. Matahari Departement Store also has to make more variations of sales promotion to attract customers to continue to be in the store. Matahari Department Store should reduce the existing requirements to use given promotions and has regular promotions but not too routine. This allows the consumers to feel getting benefits in a number of existing promotions.

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Pengaruh Store Image dan Hedonic Motives terhadap Impulse Buying Konsumen Buah

Jurnal Ekonomi Pertanian dan Agribisnis ◽

10.21776/ub.jepa.2021.005.04.23 ◽

2021 ◽

Vol 5 (4) ◽

pp. 1217-1226

Author(s):

Wellynda Kusumawati ◽

◽

Bambang Ariadi ◽

Ary Bakhtiar

Keyword(s):

Structural Equation ◽

Sampling Method ◽

Sampling Technique ◽

Partial Least Square ◽

Least Square ◽

Primary Data ◽

Equation Modeling ◽

Store Image ◽

Impulse Buying ◽

Purposive Sampling

Impulse buying has several factors that effect, among others, store image and hedonic motives. This research aims to determine the effect of store image on impulse buying fruit consumers and know the effect of hedonic motives on impulse buying fruit consumers. Location determination using purposive sampling method. The type and source of data used are primary data. Data collection methods in this study used questionnaires and interviews. The sampling method uses a purposive sampling technique, with a total sample of 65 respondents. Variable measurement using a likert scale. Data analysis method used Structural Equation Modeling - Partial Least Square (SEM - PLS), using SmartPLS software. The results showed that there was a significant effect of store image on impulse buying fruit products. Consumer interest in a good store image makes consumers feel happy shopping and makes consumers have a good impression on a store, thus making consumers make impulse buying. showed that there was a significant influence of hedonic motives on impulse buying fruit products. The existence of internal factors that exist in consumers, especially the nature of hedonic motives can shape the perception of consumers doing impulse buying. The recommendation of this research is to develop the influence of impulse buying consumers from other factors.

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Pengaruh Kesenangan Hedonis, Availability of Time dan Availability of Money terhadap Impulse Buying

Digital Economic, Management and Accounting Knowledge Development (DEMAnD) ◽

10.46757/demand.v2i2.109 ◽

2020 ◽

Vol 2 (2) ◽

pp. 1-12

Author(s):

Muhammad Haddid Azizi ◽

Muhammad Naufal Arfani ◽

Yerlinda Agustina ◽

Vicky F Sanjaya

Keyword(s):

Structural Equation ◽

Statistical Tests ◽

Sampling Technique ◽

Sales Promotion ◽

Equation Modeling ◽

Impulse Buying ◽

Online Sales ◽

External Variables ◽

Average Variance ◽

Visual Merchandising

This research is a follow-up study from the article (Trifiyanto, 2019), which is according to the suggestions put forward in his research entitled "The Influence of Dimensions Online. Visual Merchandising and Online Sales Promotion on Impulse Buying”is suggested for the next research to add internal factors such as hedonic pleasure, availability of money and others to Impulse Buying. It needs to be informed that this study does not include the two external variables that have been discussed in previous studies, namely the Dimensions of Online Visual Merchandising and Online Sales Promotion due to our limitations in obtaining data and information to examine these two external variables. The method used in this research is a questionnaire instrument. The sampling technique used the technique total sampling. The sample of this study amounted to 100 respondents. Statistical tests were performed using PLS-based Structural Equation Modeling. The validity test uses the loading factor value, while the reliability test uses Cronbach's alpha value, composite reliability and Average Variance Extracted (AVE). After all the results of the indicator items used in this study were valid and reliable, then the hypothesis was tested. Of the three hypotheses proposed, the first hypothesis is rejected, but the second and third hypotheses are accepted. The conclusion of this study is that hedonic pleasure has no effect on impulse buying, while the availability of time and availability of money have a significant effect on impulse buying in the Shopee marketplace case study.

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The Effect of Visual Merchandising, Sensational Seeking and Collectivism on Impulsive Buying Behavior

Journal of Systems Science and Information ◽

10.21078/jssi-2016-321-13 ◽

2016 ◽

Vol 4 (4) ◽

pp. 321-333

Author(s):

Tariq Jalees ◽

Syed Hasnain Alam Kazmi ◽

Syed Imran Zaman

Keyword(s):

Structural Equation ◽

Positive Relationship ◽

Age Groups ◽

Predictor Variables ◽

Equation Modeling ◽

Buying Behavior ◽

Impulsive Buying ◽

Convenience Sampling ◽

Visual Merchandising ◽

The Impact

AbstractThe aim of this paper is to measure the effect of sensational seeking, visual merchandising and collectivism on impulsive buying behavior. Valid sample size for this study was 300 comprising of all age groups. Mall intercept method which is a kind of convenience sampling was used for collecting the data. The data was collected by preselected enumerators. Scale used for this study had established reliabilities. After ascertaining the normality of data a typical multiple steps, procedure was adopted for this study. The conceptual framework tested through Structural equation modeling and was found to be relevant in understanding the impact of predictor variables on impulsive buying behavior. A strong and positive relationship was found between sensational seeking, and no relationships were found between, collectivism and impulsive buying, and visual merchandising and impulsive buying. One of the contributions of this study is that it has explored the relationships of collectivism, and sensational seeking with impulsive buying which have not been explored that extensively.

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Online Impulse Buying Behaviour: Case Study On Users Of Tokopedia

Journal of Digital Marketing and Halal Industry ◽

10.21580/jdmhi.2019.1.1.4762 ◽

2020 ◽

Vol 1 (1) ◽

pp. 47

Author(s):

Zuhdan Ady Fataron

Keyword(s):

Structural Equation ◽

Descriptive Analysis ◽

Ease Of Use ◽

Equation Modeling ◽

Buying Behavior ◽

Interesting Phenomenon ◽

Analysis Technique ◽

Impulsive Buying ◽

Unplanned Buying ◽

Buying Behaviour

This article aims to find out the phenomenon of impulsive buying which is influenced by the ease of use and usefulness of information technology that mediates the pleasure of shopping, in this case the writer chooses tokopedia as the object of research. Unplanned buying behavior is an interesting phenomenon to examine because it is a potential for developing market share.The sample determination method used was 149 respondents. The population in this study is Tokopedia online shop users. Data analysis technique uses descriptive analysis, which is to obtain a picture of the respondent's tendency to answer, and inferential analysis to test the model developed, while the analysis technique used is Structural Equation Modeling (SEM).The test results show that the ease of use and usefulness of technology has a positive effect in supporting shopping pleasure, while shopping pleasure can explain the factors that influence impulsive purchases.

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