Factors Affecting Impulse Buying Behavior of Consumers

Rodrigues, Rosa Isabel; Lopes, Pedro E. M.; Varela, Miguel Escobar

doi:10.3389/fpsyg.2021.697080

Cited by 68 publications

(44 citation statements)

References 14 publications

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“…Impulse buying is a popular subject in the domain of consumer decision-making. Researchers claim that impulse buying accounts for 40–80% of all purchases ( Rodrigues et al, 2021 ). Lee and Chen (2021) stress that instant reactivity and convenience trigger impulsive purchase in mobile commerce.…”

Section: Theoretical Framework and Hypothesis Developmentmentioning

confidence: 99%

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

et al. 2022

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Livestreaming e-commerce has emerged as a highly profitable e-commerce that has revolutionized the retail industry, especially during the COVID-19 pandemic. However, research on livestreaming e-commerce is still in its infancy. This study sheds new light on impulsive purchase behavior in livestreaming e-commerce. Based on stimulus-organism-response (SOR) theory, this study introduces the “People-Product-Place” marketing strategy for livestreaming e-commerce from the perspective of consumer perception and aims to understand the impact of marketing strategy on impulsive purchase behavior in e-commerce livestreaming shopping scenes, and to examine the mediating effect of involvement. The study conducted SEM analysis, in Amos, on 437 response sets from an online anonymous survey. The results show that perceived e-commerce anchor attributes, perceived scarcity, and immersion positively influence impulsive purchase behavior; that “People-Product-Place” marketing strategy is important; and that effective marketing triggers impulsive purchase. Perceived e-commerce anchor attributes, perceived scarcity, and immersion positively influence involvement, which positively influences impulsive purchase. Involvement mediates between perceived e-commerce anchor attributes, perceived scarcity and immersion, and impulsive purchase. These findings guide marketers to improve the profitability of livestreaming e-commerce and provide some references of economic recovery for many other countries that also suffered from the impact of the COVID-19 pandemic.

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Section: Theoretical Framework and Hypothesis Developmentmentioning

confidence: 99%

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

et al. 2022

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“…On the other hand, students' decision-making is influenced by impulsive shopping in malls or on online platforms. According to Rodrigues, et al (2021), impulse buying in consumer behavior has been disputed since 1940, with estimates starting from 40 to 80 percent of purchases being impulse purchases. Consistent with Burton et al (2018), impulse purchases occur when there is a sudden and powerful emotional desire, which arises from a reactive behavior that is characterized by low cognitive control.…”

Section: Resultsmentioning

confidence: 99%

Financial Challenges and Practices of Business Administration Students of a State University in Dumaguete City

Polinar

Zamora

Delantar

2022

IJMABER

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The study looked into the various significant financial challenges faced by business administration students of one of Dumaguete City's state colleges. Corollary to this objective, their current financial practices were also examined. Information from 308 respondents was gathered using a quantitative research method using Cochran’s approach and convenience sampling technique was used in the study. A self-administered questionnaire was used. And several published research articles influenced the development of the instrument. The data was evaluated using weighted mean and ranking. The findings revealed that the two most common financial challenges students had grappled with throughout their moderately difficult college years were obtaining a part-time job to supplement their parent-financed school allowance and not being able to purchase internet data to attend online classes. One of the students' major financial practices is to save as much money as possible, markedly considered as highly practiced in the study. Business administration students were moderately challenged by the recognized elements of financial challenges while being slightly practiced as described under Financial Challenges. Students are good at saving money and not buying things (that may pose a financial risk), in addition to working part-time. Further, the study suggested that the school administration conceive and implement a comprehensive financial education, elevate the level of students’ financial quotient by embedding financial courses in the curricula of programs, and consistently provide a series of seminars and workshops on the subject. Conducting pre-program and mid-program surveys may also determine the effectiveness of the program.

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“…In this study, FOMO is contextualised as the fear of missing the chance to purchase medical protective equipment. Consumers' fear of missing out will induce impulse buying (Aydın, 2018) which has commonly been defined as the spontaneous, immediate purchase of the product without any thought or deliberate consideration of alternative or future implications (Pradhan, 2016;Cai et al, 2021;Rodrigues et al, 2021). It involves an investment made through a given motivation in which the decision to purchase something does not depend on profound thought processes.…”

Section: Relationship Between Scarcity Fear Of Missing Out and Impuls...mentioning

confidence: 99%

“…Given the research focuses on impulse buying, it is important to provide a distinction between the two concepts to justify the focus and differentiate between impulse and panic buying. Impulse buying is defined as the spontaneous and immediate purchase of a product without any thoughtful and deliberate consideration of alternative or future implications (Pradhan, 2016;Moon et al, 2017;Cai et al, 2021;Rodrigues et al, 2021). Panic buying, in contrast, is defined as an occurrence involving negative feelings like fear, panic and feelings of uncertainty which influence behaviour and leads to people purchasing in higher quantities than they normally would without those negative feelings (Lins and Aquino, 2020), also known as stockpiling (Di Crosta et al, 2021;Taylor, 2021).…”

Section: Introductionmentioning

confidence: 99%

The Impact of Scarcity on Consumers’ Impulse Buying Based on the S-O-R Theory

et al. 2022

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PurposeThe global COVID-19 pandemic impacted the healthcare systems of every nation. The scarcity of medical protective equipment led to impulse buying at the early stages of the COVID-19 outbreak in China which resulted in stockpiling and the increase of prices by retailers and insufficiencies among frontline workers. This situation impacted epidemic control work and market order and is the context from which this paper identifies how the scarcity of medical protective equipment affected Chinese consumers’ impulse buying based on the theories of S-O-R model and bandwagon effect. The research provides insight into the mechanism of mediation (fear of missing out) and moderation (bandwagon) in the relationship between scarcity and impulse buying.Design/Methodology/ApproachThis study uses convenience sampling, surveying 488 Chinese consumers through an online questionnaire. Smart-PLS was used to test the hypotheses.FindingsThe empirical findings demonstrate that scarcity makes consumers fear missing the chance of getting protective medical equipment, leading ultimately to impulse buying. Besides, the scarcity effect on consumers’ impulse buying was found to depend on other consumers’ follow up behaviour in such emergency situations.Research Limitations/ImplicationsThe findings provide managerial and theoretical insight and a point of reference for businesses in the implementation of a scarcity strategy. The findings will also prove useful to the Chinese Risk Response Department as it continuously improves its responses to the risk of consumers’ impulse buying during a pandemic.Originality/ValueThis study consolidates and takes research forward in the areas of impulse buying and consumer behaviour, confirming the mediating effect of fear of missing out and the moderating effect of the bandwagon in the relationship between scarcity and impulse buying.

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Factors Affecting Impulse Buying Behavior of Consumers

Cited by 68 publications

References 14 publications

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

Financial Challenges and Practices of Business Administration Students of a State University in Dumaguete City

The Impact of Scarcity on Consumers’ Impulse Buying Based on the S-O-R Theory

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