Impulse Purchases and Trust: The Mediating Effect of Stickiness and the Mental Budgeting Account

Wu, Jyh-Jeng; Chen, Ying‐Hueih; Chien, Shu-Hua

doi:10.1089/cyber.2012.0509

Cited by 11 publications

(5 citation statements)

References 29 publications

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“…Sharma et al (2014) found that general consumer impulsiveness reduces the level of perceived risk. Moreover, in the context of group buying online, impulse purchases were shown to have a positive effect on trust (Wu et al, 2013). Thus, based on the preceding discussion, we hypothesize the following: H1a.…”

Section: Impulse Buying Tendency and Situational Factorsmentioning

confidence: 83%

Impulse buying tendencies among online shoppers in Sweden

Styvén

Foster

Wallström

2017

JRIM

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Purpose The purpose of this study is to characterize consumers with high impulse buying tendency (IBT) by comparing them with low-IBT consumers in an online shopping context. Design/methodology/approach Data were collected through a postal survey to a random sample of Swedish citizens, resulting in 144 responses, which were analysed statistically.. Findings Results indicate that high-IBT consumers, compared to those with low IBT, are on average younger, more likely to be female and more frequent online shoppers with higher levels of trust in the internet. However, they seem more likely than low-IBT consumers to abandon their online shopping carts before completing the purchase, often because of need uncertainty. Practical implications The findings can give retailers a better understanding of consumers with high IBT and thereby increase the possibility to target and communicate with them more effectively. This is an interesting opportunity as both multi-channel shopping and impulse buying behaviour is likely to become even more common in the future. Originality/value The study contributes to the understanding of impulsive consumers, as it addresses the role of situational and socio-demographic attributes of high-IBT consumers compared to low-IBT consumers. The differences in online purchases, intentions to buy fashion online, shopping cart abandonment and trust in the internet suggest that even if IBT is a relatively stable and general personal trait, the tendencies to act on buying impulses may be more context-specific.

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Section: Impulse Buying Tendency and Situational Factorsmentioning

confidence: 83%

Impulse buying tendencies among online shoppers in Sweden

Styvén

Foster

Wallström

2017

JRIM

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“…Hulteń and Vanyushyn (2011) discovered that attractive and eye-catching displays have direct influence on buyer impulsive behavior. The influence of retailing and exclusive displays on impulsive shopping behavior is universal phenomenon (Beatty & Ferrell, 1998;Dholakia, 2000;Hulteń & Vanyushyn, 2011;Mattila & Wirtz, 2008;Wu, Chen, & Chien, 2013;Xiao & Nicholson, 2011).…”

Section: Store Environment and Impulse Buying Tendencymentioning

confidence: 99%

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

Hussain

Siddiqui

2019

IJBA

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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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“…The examination of the relationship between mental budgeting and impulse buying bears important theoretical implications as well. Although the impact of impulse buying on mental budgeting has been explored before and researchers have shown that impulse buying has a positive effect on mental budgeting (Wu et al, 2013), this research demonstrated that the relationship between impulse buying and mental budgeting could be bidirectional, such that the increase of mental budgeting could also influence subsequent impulse buying behaviors. Such a finding advances the literature in consumer decision making in general, and mental budgeting and impulse buying in particular.…”

Section: Discussionmentioning

confidence: 77%

“…Booth attractiveness was measured by the 18-item six-dimensional scale developed from Study 1. Mental budgeting was measured by four items from Wu et al (2013). Impulse buying was measured by four items from Beatty and Ferrell (1998).…”

Section: Methodsmentioning

confidence: 99%

“…Therefore, we argue that when an attendee can adjust his or her mental budgeting due to the attractiveness of a booth, he or she is more likely to forgo some self-control (Miao & Mattila, 2013), which makes them more susceptible to impulse buying. The presence of the attractive booth triggers mental rebudgeting, which further increases impulse buying so that consumers can maximize perceived benefits (Wu et al, 2013).…”

Section: Literature Reviewmentioning

confidence: 99%

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Booth Attractiveness: Scale Development and Model Testing from a Mental Budgeting Perspective

Wang

Zhang

et al. 2022

Journal of Hospitality & Tourism Research

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Given the importance of booth attractiveness at trade expositions, this study sets out to develop a scale measuring booth attractiveness (Study 1) and to examine its effectiveness in motivating attendees’ purchasing behavior (Study 2). Study 1 includes three steps: (1) item generation through a thorough review of the literature, focus group, and comments from experts, (2) item purification with exploratory factor analysis using 122 samples, and (3) reevaluating items with confirmatory factor analysis using 129 samples. A six-dimensional scale of booth attractiveness was developed in Study 1. Based on the theory of mental budgeting, Study 2 was conducted to examine the effects of booth attractiveness on the mechanism of attendees’ purchasing behavior using 323 samples. Results of Study 2 suggest that booth attractiveness could directly motivate impulse buying or indirectly through mental budgeting. Impulse buying, then, results in post-purchase guilt and anticipated satisfaction. Meanwhile, postpurchase guilt reduces anticipated satisfaction.

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Impulse Purchases and Trust: The Mediating Effect of Stickiness and the Mental Budgeting Account

Cited by 11 publications

References 29 publications

Impulse buying tendencies among online shoppers in Sweden

Impulse buying tendencies among online shoppers in Sweden

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

Booth Attractiveness: Scale Development and Model Testing from a Mental Budgeting Perspective

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