scholarly journals Revealing Youngsters’ Impulsive Buying Behavior through Hedonic Shopping Motivations

2019 ◽  
Keyword(s):  
Buying Behavior ◽  
Impulsive Buying ◽  
Shopping Motivations ◽  
Hedonic Shopping

scholarly journals The Stimulus Of Impulse Buying Behavior On E-Commerce Shopping Festival: A Moderated-Mediated Analysis

2021 ◽  
Vol 2 (10) ◽  
pp. 692-714
Author(s):  
Yulianto Yulianto ◽  
Alexander Sisko ◽  
Evelyn Hendriana
Keyword(s):  
Indirect Effect ◽  
Potential Effect ◽  
Sales Promotion ◽  
Mediation Effect ◽  
Buying Behavior ◽  
Payment Methods ◽  
Impulsive Buying ◽  
Shopping Motivation ◽  
Hedonic Shopping ◽  
The Relationship

Studies on impulsive buying signify sales promotion and hedonic shopping motivation as antecedents of impulsive buying behavior during the shopping festival. The availability of different payment methods, such as credit cards and cash on delivery, can make consumers more impulsive. Despite the potential effect of payment methods on impulsive buying behavior, only a few studies are looking at this variable. Hence, this study aims to examine the moderated-mediation effect of attitude toward shopping festivals and cash-on-delivery payment methods in the relationship between sales promotion, hedonic shopping motivation, and impulsive buying behavior. Purposive sampling was applied to select samples that resulted in 210 valid responses. Data were analyzed using PLS-SEM that indicated an indirect effect of the perceived low price on impulsive buying behavior through attitude toward sales promotion during online shopping festivals. Other elements related to sales promotion such as perceived perishability and scarcity did not affect attitude toward sales promotion and impulsive buying behavior. In contrast, hedonic shopping motivation had a direct effect on the impulsive buying behavior and an indirect effect via attitude towards sales promotion. Our finding only supported the moderating role of cash on delivery payment method in the relationship between hedonic shopping motivation and impulsive buying behavior. These findings provide insights to businesses in applying for sales promotion and utilizing customers’ hedonic shopping motivation to maximize their sales during the shopping festival.

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.

Impulse buying intentions of young consumers from a hedonic shopping perspective

2017 ◽  
Vol 9 (4) ◽  
pp. 266-282 ◽  
Author(s):  
Dipanjan Kumar Dey ◽  
Ankur Srivastava
Keyword(s):  
Theoretical Work ◽  
Situational Factors ◽  
Impulse Buying ◽  
Content Type ◽  
Five Dimensions ◽  
Situational Characteristics ◽  
Impulsive Buying ◽  
Young Consumers ◽  
Hedonic Shopping Value ◽  
Hedonic Shopping

Purpose The purpose of this research paper is to examine predictors of impulsive buying intentions among youngsters from a hedonic shopping perspective. Recent theoretical work suggests that impulsive buying can function as a form of different hedonic shopping value dimensions such as fun, social interactions, novelty, escapism and outside appreciation. Design/methodology/approach The present research empirically tests a theoretical model of impulse buying intentions by examining the associations between hedonic shopping value dimensions and intentions in the presence of situational characteristics as moderators. A survey of 333 youngsters aged 15 to 23 is conducted using a structured questionnaire. Constructs are measured using established scales. Findings Results indicate that the impulsive buying intentions of youngsters are positively associated with all the five dimensions of hedonic shopping value. Situational characteristics of money and time availability positively moderate this relationship. Task definition negatively moderates the association between impulsive buying intention and hedonic shopping value dimensions. Research limitations/implications Two major theoretical implications result from this study. First, the study enabled the conceptualization of a theoretical framework of impulse buying intentions by including five dimensions of hedonic shopping value as important factors in young consumers’ impulse behavior buying intentions. Further, it includes the moderating effects of all the three aspects of situational characteristics in the same model. Practical implications The marketers can make use of the shopping value dimensions and the situational characteristics moderators to design and implement marketing strategies so that sales via impulse buying are maximized. Originality/value This study provides novel insights on the complex process of impulsive buying by youngsters by expanding the application of the hedonic shopping motives in the presence of situational factors as moderating variables.

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.

How social presence influences impulse buying behavior in live streaming commerce? The role of S-O-R theory

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Junlan Ming ◽  
Zeng Jianqiu ◽  
Muhammad Bilal ◽  
Umair Akram ◽  
Mingyue Fan
Keyword(s):  
Social Presence ◽  
Consumer Trust ◽  
Equation Modeling ◽  
Live Streaming ◽  
Flow State ◽  
Buying Behavior ◽  
Content Type ◽  
The Social ◽  
Impulsive Buying ◽  
Sense Of Power

Purpose This paper aims to examine how presence (the social presence of live streaming platforms, of viewers, of live streamers and telepresence) affects consumer trust and flow state, thus inducing impulsive buying behaviors, personal sense of power as moderator. Design/methodology/approach Drawing on the Stimulus-Organism-Response (S-O-R) framework, the conceptual model covers social presence, telepresence, consumer trust, flow state, personal sense of power and impulsive buying behavior. An online survey was conducted from 405 consumers with the experience of live streaming shopping in China; structural equation modeling (SEM) was used for data analysis. Findings Results find that three dimensions of social presence (the social presence of live streaming platforms, of viewers, of live streamers) and telepresence have a positive and significant influence on consumer trust and flow state, thus triggering consumers’ impulsive buying behavior. Furthermore, consumers’ sense of power moderates the process from consumer trust, flow state to impulsive buying behavior. Practical implications This study will help live streamers and e-retailers to have a further understand on how to stimulate consumers’ buying behavior. Furthermore, it also provides reference for the development of live streaming commerce in other countries. Originality/value This research examines the effect of social presence and telepresence on impulsive buying behavior in live streaming commerce, which is inadequately examined in extant literature.

Impact of Cultural Values on Impulsive Buying Behavior in Fast Moving Consumer Goods in Sri Lanka – Concept Paper

2020 ◽  
Author(s):  
T. Wijesekara ◽  
T. M. A. P. Tennakoon ◽  
W. A. P. Thisura ◽  
K. A. Hidellarachchi ◽  
N. A. Jayasuriya
Keyword(s):  
Sri Lanka ◽  
Cultural Values ◽  
Consumer Goods ◽  
Fast Moving ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
Fast Moving Consumer Goods

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.

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