Socio-economic status, delay of gratification, and impulse buying

Wood, Michael T.

doi:10.1016/s0167-4870(98)00009-9

Cited by 267 publications

(205 citation statements)

References 39 publications

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“…Wood (1998) reviewed the literature of this relationship and concluded that most cases of unplanned buying led to regret and anger. Hoch & Loewentein (1991) concluded that impulsive buying, that comes from consumer's low involvement in purchasing decision, leads to a sense of post-purchase regret.…”

Section: Unplanned Buying and Post-purchase Regretmentioning

confidence: 99%

“…Once unplanned buyers enter retail environments, they place themselves in contexts to be appealing to all the senses (Pooler, 2003). Many studies have demonstrated a direct positive relationship between unplanned buying and post-purchase regret (Hoch & Loewentein, 1991;Wood, 1998;George and Yaoyuneyong, 2010). In this context, the researcher of the current study conducted an exploratory study on a convenience sample of 160 of undergraduate and postgraduate students at King Saud University, using group-discussions in classrooms.…”

Section: Introductionmentioning

confidence: 99%

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An Investigation of the Relationship between Unplanned Buying and Post-purchase Regret

Saleh¹

2012

IJMS

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The purpose of this study is to investigate the association of unplanned buying with post-purchase regret, moderated by consumer-family income and gender, as well as the association of both sales promotion and bankcard payment with unplanned buying in the Saudi market. Drawing on unplanned buying and post-purchase literature, the study tested a model of post-purchase regret. A survey was conducted among Saudi consumers of retail stores in Riyadh, Saudi Arabia. A convenience sample of 927 respondents was taken for data collection, among them 903 were finalized for analysis. The study concluded that there is a positive relationship between unplanned buying and post-purchase regret. An increased association of unplanned buying with post-purchase regret has been found among low-income earners and male consumers. Furthermore, bank-card payment, but not sales promotion, has a significant association with unplanned buying. Practically, consumers and marketers can benefit from the results and recommendations of this study, both avoiding the bad consequences of post-purchase regret. Self-awareness of the factors that cause regret may turn consumers to be more rational in their future buying decisions. Marketers' perceptions of those factors may also be helpful in setting marketing strategies towards their target markets; satisfying, and retaining consumers. The original contribution of this study comes from a lack of research in the Middle East on unplanned buying, post-purchase regret and their relationship antecedents.

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Section: Unplanned Buying and Post-purchase Regretmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

An Investigation of the Relationship between Unplanned Buying and Post-purchase Regret

Saleh¹

2012

IJMS

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“…Beatty & Ferrell (1998) memformulasikan defenisi dari pembelian impulsif sebagai pengambilan keputusan pembelanjaan secara cepat, tanpa didahului pengamatan (Non Pre Shopping Intentions) terhadap kategori spesifik produk itu sendiri. Wood (1998) Menstatuskan bahwa factor SocioEconomic dari individual diakibatkan karena kurangnya peranan dan perhatian dari lingkungan keluarga terhadap pendapatan sehingga menghasilkan perilaku pembelian impulsif. Bayley & Nancarrow (1998) mensugestikan bahwa perilaku pembelian impulsif adalah sebuah proses pembelian yang kompleks dan dekat dengan keputusan selama proses belanja.…”

Section: Aunclassified

“…16. Wood (1998) menyatakan bahwa seseorang yang berada pada SES (Socio economy status) level rendah atau yang memiliki pendapatan perkapita rendah memuaskan dirinya untuk berbelanja secara impulsif.…”

Section: Aunclassified

Pengaruh Faktor Stimulus Internal Dan Eksternal Konsumen Di Beberapa Mall Di Indonesia Terhadap Kecenderungan Perilaku Pembelian Impulsif

Perdana¹

2018

Preprint

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Konsumen di Indonesia memiliki karakter keunikan salah satunya ialah konsumen Indonesia cenderung impulsif didalam berbelanja (melakukan pembelian yang tidak terencana). Hal demikian didasari oleh tingkat pendidikan, sekitar 50% konsumen lulusan SMA untuk masyarakat perkotaan dan sekitar 60% yang tidak menyelesaikan SMP untuk masyarakat pedesaan sehingga konsumen Indonesia mencerna informasi yang lebih sedikit dalam membuat keputusan dan pada akhirnya tidak mengherankan apabila konsumen Indonesia kadang-kadang lebih emosional dalam membuat proses keputusan untuk memilih dan membeli suatu produk. (www.marketing.co.id, 2012).Penelitian yang dilakukan oleh Nielsen (2011) menyatakan bahwa sebanyak 21% pembeli tidak pernah membuat rencana didalam berbelanja. Angka ini naik 21% dibandingkan tahun 2003 yang hanya 11% konsumen yang impulsive. Penelitian ini dilakukan dibeberapa kota besar di Indonesia antara lain : Jakarta, Bandung, Surabaya, Makassar dan medan. Riset tersebut sejalan dengan yang dikutip melalui laman CNN Indonesia (2015) yang diriset oleh mastercard yang mengungkapkan bahwa 50% generasi millennial merupakan pelanggan yang paling impulsif di asia pasifik. Survey tentang perilaku belanja konsumen indonesia yang menyatakan bahwa status sosial ekonomi masyarakat atau konsumen mengalami pergeseran cukup signifikan, terutama konsumen di SES A dan B yang meningkat 20%, sementara konsumen di SES C dan D/E mengalami penurunan.Pola perilaku konsumen indonesia dengan ragam keunikannya dikarenakan tingkat heterogenitas yang cukup tinggi. Hal ini disebabkan karena adanya perbedaan suku dan kedaerahan. Perbedaan ini menyangkut kebiasaan dan gaya hidup, terutama kebiasaan makan, gaya mengkonsumsi, bahkan perilaku konsumen dalam mengunjungi pusat perbelanjaan (MARS Indonesia, 2015). Selain itu secara ekonomi, antara daerah ini juga ada perbedaan dalam daya beli, kepemilikan disposable income. Di studi lain, Nielsen menyebut bahwa Indonesia berada di posisi teratas karena memiliki nilai indeks tertinggi di dunia dari 58 negara dalam hal kepercayaan konsumen. Hasil survei yang dilakukan pada kuartal pertama 2013 memperlihatkan bahwa konsumen Indonesia adalah konsumen yang bersifat konsumtif dan mempunyai keinginan besar untuk berbelanja jika

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“…As some of the retailers consider impulse buying as a most important factor which has an impacts on their business; different types of strategies have been made to deal with the impulse buying tendencies as product placement and point-of-purchase advertising displays are some of the strategies implied to deal with it (Wood, 1998).…”

Section: Impulse Buyingmentioning

confidence: 99%

Impact of Brand Equity, Advertisement and Hedonic Consumption Tendencies on Cognitive Dissonance: A Mediation Study

Wasaya¹,

Shafee²,

Mahmood³

2016

IJMS

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Current study puts light on the role of brand equity, hedonic consumption tendencies, and advertisement on cognitive dissonance. Impulse Buying plays the role of a mediator in the study. Purpose of this study is to examine how brand equity, hedonic consumptions, and advertisement affect cognitive dissonance of the customers. Analyses of a sample of 370 customers, drawn from different outlets of famous fashion clothes in Multan city, revealed attention-grabbing findings. A mediation analysis was conducted through regression analysis in the study. Hedonic consumption tendencies and advertisement were found significant in predicting cognitive dissonance while brand equity was found having an insignificant relation with cognitive dissonance where impulse buying found significant in predicting cognitive dissonance being having positive relation. Further to this, impact of brand equity, advertisement and hedonic consumption tendencies found directly related to impulse purchase. Product category wise examination of current model adds new directions and findings in the future. Prior studies on purchase intentions have mainly focused on simple models at any given time. However, researchers increasingly argue that a complex representation may give better understanding of customers' purchase intentions. To the best of the authors' knowledge, this study is one of the first empirical studies to address a complex structure of the proposed variables.

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Socio-economic status, delay of gratification, and impulse buying

Cited by 267 publications

References 39 publications

An Investigation of the Relationship between Unplanned Buying and Post-purchase Regret

An Investigation of the Relationship between Unplanned Buying and Post-purchase Regret

Pengaruh Faktor Stimulus Internal Dan Eksternal Konsumen Di Beberapa Mall Di Indonesia Terhadap Kecenderungan Perilaku Pembelian Impulsif

Impact of Brand Equity, Advertisement and Hedonic Consumption Tendencies on Cognitive Dissonance: A Mediation Study

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