What Triggers Travel Spending? The Impact of Prior Spending on Additional Unplanned Purchases

This study brings together prior and subsequent unplanned buying behaviors by investigating the large, albeit implicit, effect of the former on the latter in the tourism shopping context. The results of five experiments suggest that prior buying prices form a reference point that stimulates tourists’ unplanned buying intentions because of the contrast between prior and additional unplanned buying prices. The bigger (smaller) the former is, the bigger (smaller) the latter will be. However, once the illusion is eliminated, the contrast effect disappears. The study offers several theoretical contributions. It posits that prior buying prices affect the price evaluation of additional unplanned buying behaviors and intentions. The elimination of the illusion removes the effect of the former on the latter. The marketing and managerial implications of persuasive strategies to promote tourism consumption are discussed.

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

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.

Online Impulse Buying Behaviour: Case Study On Users Of Tokopedia

<p class="IAbstrakIsi">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.</p><p class="IAbstrakIsi">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).</p><p class="IAbstrakIsi">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.</p>

PENINGKATAN IMPLUSE BUYING PADA WANITA BEKERJA DI JAWA TENGAH

Knowledge about consumers is the key to planning a marketing strategy in the company, the customer can be the most valuable asset so the company needs to maintain and create equity. The development of technology is very rapid from the development of new product markets to meet the increasing needs of society as well. business people lead to the establishment of many shopping facilities that offer services and facilities that make it easier, then this can attract consumers. Impulsive buying and unplanned buying by some researchers are not differentiated. Semuel, (2005) does not distinguish between unplanned buying and impulsive buying but gives important attention to researchers, customers must focus on the interaction between point of sale with buyers who are often ignored. Personal selling is a form of individual communication where a salesperson deals directly with potential buyers and tries to influence them to buy their products or services. Hedonic shopping according to Semuel (2005) reflects an instrument that directly presents the benefits of experience in spending, such as pleasure, new things. Multiple Linear Regression Analysis is used to analyze the effect of several independent or independent variables (X) on one dependent or dependent variable (Y) together.

Culture and Personality: A Examination of Impulsive Buying Behavior of Indian Consumers

The leading objective of this paper is to unearth the influence of culture and personality of Indian consumers on their impulsive buying behaviour. A lot of research has been done to study the influence of external stimuli like advertisements and in-store promotions on consumers’ buying behaviour. This paper studies the influence of internal stimuli on impulse buying behaviour. Impulse buying is an unplanned buying or accidental behaviour of consumers. This paper tries to establish a relationship between different personality traits and accidental behaviour of consumers. The impact of Big Five personality traits and culture (Individualism and Collectivism) on the impulsive buying behavior is studied. Data has been collected from consumers using structured questionnaire on a five-point Likert’s scale. The data would be analysed through various statistical tools using SPSS.

PENGARUH POINT OF PURCHASE TERHADAP KEPUTUSAN PEMBELIAN TIDAK TERENCANA DI CARREFOUR TAMINI SQUARE

Problems in this study regarding the Effect of Point of Purchase on Unplanned Purchasing Decisions (Effect of In Store Media, Signage, and Display on Unplanned Buying Decisions in Carrefour Tamini Square). The purpose of this study is to prove and find out whether there is an effect of point of purchase either simultaneously or partially on unplanned purchase decisions. The theory used is marketing communication which can be defined as marketing activities using communication techniques that aim to provide information to the audience so that the company's goals are achieved, namely an increase in revenue from the use of services or purchase of products offered. (Kennedy and Soemanegara, 2006: 5). The research method uses surveys for data collection and has the results of using a questionnaire with data processing techniques using SPSS. From the results of the regression equation produced that simultaneously, the point of purchase has a significant influence on unplanned purchase decisions of 67.3 percent and the remaining 32.7 percent is explained by other factors not used as variables in this study. While partially, only signage and displays have a significant influence on unplanned purchasing decisions. In store media does not have a significant influence on unplanned buying decisions. From the results of the study it is recommended that Carrefour Tamini Square improve the quality of signage, because it is the point of purchase dimension that most influences on unplanned buying decisions. Then make a display that follows the trend, or thematic displays with different concepts and tend to be strange or unique, because the more strange and unique a display, the more it will cause consumer curiosity that will be able to end with purchases that were not planned before. Keywords: Point of Purchase; Unplanned Purchasing Decisions. ABSTRAK Permasalahan dalam penelitian ini mengenai Pengaruh PointofPurchaseTerhadap Keputusan Pembelian Tidak Terencana (Pengaruh InStoreMedia, Signage, dan DisplayTerhadap Keputusan Pembelian Tidak Terencana di Carrefour Tamini Square). Tujuan Penelitian ini untuk membuktikan dan mengetahui apakah terdapat pengaruhpoint of purchasebaik secara simultan atau parsial terhadap keputusan pembelian tidak terencana. Teori yang digunakan adalah komunikasi pemasaran yang dapat didefinisikan sebagai kegiatan pemasaran dengan menggunakan teknik-teknik komunikasi yang bertujuan untuk memberikan informasi kepada khalayak agar tujuan perusahaan tercapai, yaitu terjadinya peningkatan pendapatan atas penggunaan jasa atau pembelian produk yang ditawarkan. (Kennedy dan Soemanegara, 2006:5). Metode penelitian menggunakan survey untuk pengumpulan data dan memiliki hasil menggunakan kuesioner dengan teknik pengolahan data menggunakan SPSS. Dari hasil persamaan regresi dihasilkan bahwa secara simultan, point of purchase mempunyai pengaruh yang signifikan terhadap keputusan pembelian tidak terencana sebesar 67.3 persen dan 32.7 persen sisanya dijelaskan oleh faktor-faktor lain yang tidak dijadikan variabel dalam penelitian ini. Sedangkan secara parsial, hanya signagedan displayyang mempunyai pengaruh signifikan terhadap keputusan pembelian tidak terencana. In store mediatidak mempunyai pengaruh yang signifikan terhadap keputusan pembelian tidak terencana. Dari hasil penelitian maka disarankan Carrefour Tamini Square meningkatkan kualitas signage, karena hal tersebut adalah dimensi point of purchaseyang paling berpengaruh terhadap keputusan pembelian tidak terencana. Kemudian membuat displayyang mengikuti trend, atau displaytematik dengan konsep yang berbeda dan cenderung aneh atau unik, karena semakin aneh dan unik sebuah display, maka akan semakin menimbulkan rasa penasaran konsumen yang akan bisa berakhir dengan pembelian yang tidak direncanakan sebelumnya. Kata kunci: Point of Purchase; Keputusan Pembelian Tidak Terencana.

A Pre Study for Developing and Exploring An “Impulsive Buying Scale” for Turkish Population

Impulsive buying has 4.2 billion US $ trading volume a year in the USA. First researches about impulsive buying had been conducted between 1945 and 1965 as Unplanned Buying by DuPont Customer Buying Researches in the USA. In the researches conducted for over sixty years, many definitions of compulsive buying have been given. Verplanken and at all. (2011), Rook at all., (1995) defined impulsive buying as unneeded and unreflective buying which occurs under the impulse of the moment. The purpose of this research is twofold; one of which is to develop a valid and reliable “Impulsive Buying Scale”, and the second is to investigate the effect of demographic and socioeconomic variables on impulsive buying by using the aforementioned scale. For this reason, “Impulsive Buying Scale” was applied to 800 participants who live in Mersin. Construct Validity was used to evaluate the validity of scale; the Cronbach’s Alpha was used to evaluate the reliability of scale. According to the findings, a valid and reliable scale, which can be used to measure impulsive buying, was obtained. In addition to this finding, it was also found that some socio-economical and demographical variables affected impulsive buying.

In-Store Stimuli and Impulsive Buying Behaviour

The objective of this article is to investigate the influence of retail shopping environment and impulsive buying tendency on unplanned buying. With this objective, this research examines how display of the goods inside the store, appearance and helpfulness of store employees and crowd inside the retail store affect impulsive buying and such buying tendency among Indian shoppers. Using multiple regression analysis, it is observed that retail shopping environment considerably influences the impulsive buying tendency of the shoppers and this tendency leads to spontaneous buying. The results reveal that retail shopping environment and consumer impulse buying tendency encourage impulse buying positively. In addition, it is found that store employees have no influence on impulse buying tendency among Indian shoppers.