What is Impulse Buying? An analytical network processing framework for prioritizing factors affecting impulse buying

Abstract

One of the most important issues affecting profitability is to determine the impact of different factors influencing purchasing activities. In this paper, we perform an extensive literature survey to detect different purchasing factors influencing customers' behavior. The factors are categorized in three different groups and they are ranked using analytical network process. The results of our survey indicate that three factors of personal, product and situational play important roles in purchasing impulse. The personal item includes different factors where demographic characteristic factors receive the highest ranking (35%) followed by other factors are feelings, excitement and fun, self identify, education and novelty. There are also three subfactors associated with demographic characteristics including gender, age and race and the weights are 0.46748, 0.42668 and 0.10584, respectively, which means gender is the most important factor followed by age and race. Finally, the other factor is associated with situational factors' group, which includes presence of others, culture, design of store, time available, local market condition, sales staff and self service with the relative importance of 0. 04296, 0.08733, 0.12130, 0.22217, 0.05643, 0.15346 and 0.31635, respectively.

Sua personalidade vai ao shopping? Relações entre personalidade e a compra por impulso

“…Influências sociais podem ser efetivadas sob diversificados ensejos: consumidores podem obter aprovação seja através de opiniões de amigos (Luo, 2005;Masouleh, Pazhang, & Moradi, 2012), ou filhos e/ou cônjuge (Angelo, Siqueira, & Fávero, 2003); seja através de interação com vendedores, materiais informativos no ponto de venda, redes sociais (Silveira & Soares, 2011), ou propagandas (Hee & Yen, 2018). Assim, a compra pode se relacionar com fatores sociais e estar ligada também a grupos de referência, papéis sociais, família e posições do consumidor (Escalas & Bettman, 2003;Yang, He, & Lee, 2007).…”

Ethical consumption values and ecological clothing: a study in brazil

“…Individuals need a considerable amount of information to determine the criteria they judge their purchasing decisions (Schiffman & Kanuk, 2009). The purchase can be related to social factors, evidenced by several studies where social influences can be affected through multiple opportunities: consumers can obtain approval either through the opinions of friends (Denrell, 2008;Masouleh et al, 2012) or children and spouses (Angelo;Siqueira;Fávero, 2003); either through interaction with sellers, information materials, social networks (Silveira; Soares, 2011), advertisements and suppliers. Kotler (2000) states that social influence determines an individual's responsible purchasing process.…”

Identificando os factores de influência da compra por impulso em adolescentes portugueses

“…No que respeita às variáveis de consumo, o prazer nas compras foi a variável que teve a segunda correlação mais alta das variáveis em estudo, depois do materialismo nas compras, confirmando estudos anteriores que investigaram a estreita relação entre o prazer vivenciado na hora da compra e a compra impulsiva (Arocas, 2000;Beatty & Ferrell, 1998;Kalla & Arora, 2011;Masouleh, Pazhang, & Moradi, 2012). Assim, quanto mais o adolescente estiver emocionalmente envolvido com a actividade de compra, maior será a tendência à realizar compras por impulso (Lin & Chuang, 2005).…”