Investigating the effects of shyness and sociability on customer impulse buying tendencies

Dhaundiyal, Mayank; Coughlan, Joseph

doi:10.1108/ijrdm-12-2014-0166

Cited by 31 publications

(23 citation statements)

References 72 publications

(172 reference statements)

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“…However, this research disagrees with Dhaundiyal and Coughlan (2016) that individuals with high degrees of shyness may prefer non-face-to-face channels whereas those with higher levels of sociability may prefer more traditional channels, as it was a result of overcrowding that dissuaded people from shopping in stores and made them prefer online. Moreover, cost-saving was an important motivation for consumers in their 20s, but was not for any other age group:You can shop around easily and get the better deals […] I’m on a tight budget so I always want to get it as low as possible […](P.38 – 20s).…”

Section: Resultscontrasting

confidence: 83%

Shopping channel preference and usage motivations

Boardman

McCormick

2018

JFMM

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Purpose The purpose of this paper is to provide a greater understanding of why and how different ages use shopping channels, analysing preferences and motivations for use. Design/methodology/approach Qualitative in-depth interviews were conducted with a sample of 50 female participants, aged 20-70. All were customers of a fashion retailer that has ecommerce and mcommerce platforms, stores and catalogues, in order to gain a better understanding of loyal consumers’ multi-channel behaviour. Findings Multi-channel shopping behaviour increased with age; the 20s did not engage in multi-channel shopping behaviour but viewed each channel as a separate entity. Mcommerce is the preferred shopping channel for the 20s, but its popularity and motivations to use decreases with age. Ecommerce is the most popular shopping channel due to convenience, selection, adventure/exploration and idea shopping. The physical store was the preferred channel for the 60+, who shopped there for convenience and enjoyment. Catalogues were seen as out-dated and no longer considered a transactional channel. Originality/value There are no previous studies that have investigated channel preferences and motivations across a 50-year age span using loyal customers. The majority of previous studies looking at multi-channel shopping behaviour are quantitative and so this qualitative enquiry provides a richer insight into reasons for consumer preferences and motivations. The study contributes novel findings to the literature as it shows that multi-channel shopping behaviour increases with age, and younger consumers (20s) are not partaking in it at all.

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Section: Resultscontrasting

confidence: 83%

Shopping channel preference and usage motivations

Boardman

McCormick

2018

JFMM

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“…The results revealed that social shopping often leads to impulse purchases and impulse participation in an experiential retail setting, possibly because individuals do not want to feel excluded in a group. This validates results of Dhaundiyal and Coughlan (2016) that socialising increases impulse tendencies. Experiential retailers should therefore cater for groups, offering products that can be shared, as well as group activities, along with opportunity for individual participation.…”

Section: Discussionsupporting

confidence: 90%

Exploring the internal antecedents that prompt consumers’ impulsive behaviour in experiential retail contexts

2018

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Orientation: Experiential settings are becoming more popular to differentiate conventional brick-and-mortar retailing which now faces fierce competition from multiple other retail platforms.Research purpose: The study aims to identify and explain the internal driving forces that positively predict consumers’ impulsive behaviour in experiential retail settings.Research design, approach and method: This quantitative investigation entailed a retrospective assessment of consumers’ experiences at diverse experiential retailers. An electronic survey approach enabled the collection of 402 usable questionnaires based on a purposive sampling technique whereby a heterogeneous sample of consumers 18 years and above who have visited one of the identified experiential retailers were recruited. Stepwise regression analyses were conducted to test the hypothesised relationships between the independent and dependent variables.Main findings: Results suggest that consumers’ mood and emotions, adventure, gratification and social shopping motives as well as their desire for recreation are conducive to certain impulsive behavioural outcomes, namely irresistible desire creation, impulsive purchases and impulsive participation. A significant finding is that impulsive actions are not necessarily preceded by an irresistible urge. However, the urge to act on impulse is regarded a separate impulsive behavioural outcome.Practical/managerial implications: Impulsive behaviour should be regarded as a valuable outcome in terms of an understanding of consumers’ behaviour in experiential retail contexts. Not only does it offer retailers competitive advantage possibilities but it also constitutes more satisfying experiences for consumers.Contribution/value-add: A theoretical contribution is made in terms of an integration of literature on experiential retail and impulsive behaviour.

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“…[29]. Socialibility was develop by Mayank Dhaundiyal Joseph Coughlan [30] and the three item purchase intention, trust and value adoption from Liwei Chen, April, 2014.…”

Section: Methodsmentioning

confidence: 99%

Untitled

2017

AJTVE

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This study be done to find out the effect of social media on purchase intention. As we know, nowadays the rapid growth of social media was develop and widely especially on Malaysia. They lead to marketers a new avenue to contact prospect. Though, people was increasing their spend time in social media. Daily routine or settle down all the bill also involve with online payment on internet. Regarding the nature of internet is grow rapidly and making rapid connections possible across long distance because of their speed. The study examines the influencing social media on purchasing intention. Indeed a few variables state that lead to the effective and credibility result. There are trust, risk, value, socialibility and word of mouth. Framework for this research was drawn based on literature review. This study also was tested on five hypotheses on factors that influence customer for buying a product online. This paper provides valuable insight into the measurement of purchase intention. Hence, the research attempt to expose customer to trust on all marketers without restricted by geographical factors. It can be concluded that, the most problem facing by customer is fraud so here, this study will show them what are the really factor to buy the thing on media. Searching for the most effective factors influencing purchase intention of brands in consumer markets, this research involved 150 respondents who were randomly in FEP, UKM in Bangi. This study discusses implications of the findings and research limitations at the end of the paper.

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Investigating the effects of shyness and sociability on customer impulse buying tendencies

Cited by 31 publications

References 72 publications

Shopping channel preference and usage motivations

Shopping channel preference and usage motivations

Exploring the internal antecedents that prompt consumers’ impulsive behaviour in experiential retail contexts

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