Role of intrinsic factors in impulsive buying decision: An empirical study of young consumers

Sofi, Shakeel Ahmad; Nika, Fayaz Ahmad

doi:10.1016/j.aebj.2016.12.002

Cited by 34 publications

(37 citation statements)

References 17 publications

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“…It is not only difficult to understand but also difficult to predict (Prakash & Sharma, 2016). Rook (1985) stated that there are five different factors that create impulsiveness, that is: (1) being in a psychological imbalance; (2) ignore future results; (3) decrease in cognitive appraisal of product; (4) struggle with psychological conflict; (5) feeling desire to act suddenly and spontaneously (Sofi & Nika 2017). Generally speaking, and as can be understood from the definition and factors of impulsive consumption, it seems to be associated with negative mood (Seinauskiene, Mascinskiene & Jucaityte, 2015).…”

Section: Impulsive Consumptionmentioning

confidence: 99%

Impact of Materialistic Values on Impulsive and Compulsive Consumption via Status Consumption: A Research on Young Consumers

Tokgöz¹

2020

berj

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The impulsive and compulsive consumption that consumers cannot control has become a threat to individuals and countries due to their negative economic and social consequences. Materialism and status consumption are important negative personality traits underlying various consumers' behaviors. In this research, it is aimed to explore the impact of materialistic values and status consumption on impulsive and compulsive consumption. Cluster sampling method was chosen as sampling method. Students aged 17 to 24 year-olds were selected and 589 usable completed questionnaires were received by using self-completion survey method. According to the results of the model, materialistic values has significant and positive direct impact on status, impulsive and compulsive consumption respectively. In research model, since impact of status consumption on compulsive consumption is not significant, materialistic values have impact on compulsive consumption via status and impulsive consumption.

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Section: Impulsive Consumptionmentioning

confidence: 99%

Impact of Materialistic Values on Impulsive and Compulsive Consumption via Status Consumption: A Research on Young Consumers

Tokgöz¹

2020

berj

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“…An individual with hedonic behavior tend to more emotionally in making purchases, they like to make spontaneous purchases. Hedonic behavior is often associated with impulsive buying, the degree to which an individual tendency is convincingly to make an unintended, immediate, and unreflective purchases (Sofi & Nika, 2017). The study of the moderator role of hedonic personality has been discussed by authors.…”

Section: The Moderator Role Of Hedonic Personalitymentioning

confidence: 99%

The influence of advertising appeals on viral advertising, brand awareness, and purchase intention: The moderator role of hedonic personality

Prajogo¹,

Purwanto²

2020

JEMA

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Viral advertising has become a trending topic nowadays. This study aims to examine the effect of advertising appeals on viral advertising, brand awareness, and purchase intentions with the hedonic personality playing as a moderating role. The use of hedonic personality itself to predict viral intentions, brand awareness, and purchase intentions have not been widely discussed by other researchers. This study can be classified as explanatory research with purposive sampling and partial least square as sampling techniques and data analysis. This study was designed to focus on individuals who can be classified as social media active users with a minimum age of 18 years old. The result shows that advertising appeals (humor and informative) have a positive and significant impact on viral intention and attitude toward advertisement. Thus, the higher viral intention and the positive attitude toward advertisement will increase the possibility of purchase and the level of brand awareness. While hedonic personality was significantly proved moderates the relationship between viral intentions and brand awareness in this study. The nature of respondents in this study who mainly are at high level of hedonic personality make the moderation role of hedonic personality has no significant impact on the relationship of viral intentions on purchase intentions. Therefore, the viral factor on hedonic consumers did not seem to correlate purchase intentions.

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“…In a study conducted by Weinberg and Gottwald [10], that was designed to examine the role of emotions in non-spontaneous shoppers and spontaneous shopper, it was observed that impulsive buyers tend to be extremely engrossed, more thrilled and highly passionate than nonspontaneous purchasers which was also corroborated through other studies [6]. Studies conducted in past and findings associated with them have been documented in tabular form given below (Table 1).…”

Section: Affirmative Buying Sensationsmentioning

confidence: 55%

“…Insufficiency in cognitive forethought may result in superfluous decisions such as displeasure, lament, remorse feelings, financial tribulations and low selfesteem. These fallouts are the indicators of decisions being made out of hassle [6] and without any prudence and cognitive deliberation. Further, this rationalization supports the conviction that the propensity to purchase something on craze is conveyed by negligible cognitive efforts.…”

Section: Prudence and Cognitive Deliberationmentioning

confidence: 99%

“…The research design employed was a mixture of both exploratory and descriptive approaches that helped the investigator in classifying various factors of the study. Exploratory factor analysis was employed for classification of factors and items, confirmatory factor analysis was utilized to establish the reliability and validity of the proposed scale as was applied in study conducted by Sofi and Nika [6].…”

Section: Introductionmentioning

confidence: 99%

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Cognition and affect in consumer decision making: conceptualization and validation of added constructs in modified instrument

2020

Self Cite

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Cognition and affect have had stretched history of influencing the buying behaviour of an individual. The change in one of the dimensions leads to some proportionate change in corresponding factor, and a number of research studies have been carried out to ascertain the role of cognition and affect in consumer decision making. But most of the studies lack the evidence of scientific reliability and validity and nature of itemization in previous scales/papers has not been comprehensive as well. In the current endeavour, application of exploratory factor analysis and structure equation modelling has significantly tested the reliability and validity measures needed for impulsive buying scale that would largely facilitate different stake holders. This paper explores the process for how highly reliable and valid indicators of cognition and affect have been developed. The research design employed was a mixture of both exploratory and descriptive approaches that assisted author in classifying factors along with underlying items. Structured questionnaire was employed for the collection of data from the respondents. For validation and development of the modified scale, a set of reliable and scientific tools were employed included. Overall findings revealed that the instrument is vastly consistent and possesses both discriminant and convergent validity. Additionally, other reliability forms are on higher side which sustains the reliability of the scale. The current study will have larger credibility for researchers in the area of organizational behaviour, consumer behaviour and in other interdisciplinary areas.

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Role of intrinsic factors in impulsive buying decision: An empirical study of young consumers

Cited by 34 publications

References 17 publications

Impact of Materialistic Values on Impulsive and Compulsive Consumption via Status Consumption: A Research on Young Consumers

Impact of Materialistic Values on Impulsive and Compulsive Consumption via Status Consumption: A Research on Young Consumers

The influence of advertising appeals on viral advertising, brand awareness, and purchase intention: The moderator role of hedonic personality

Cognition and affect in consumer decision making: conceptualization and validation of added constructs in modified instrument

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