scholarly journals EVALUATION THE ROLE OF SALES PROMOTION IN INFLUENCING IMPULSE BUYING BEHAVIOR: A COMPARISON BETWEEN INTERNATIONAL AND LOCAL TOURIST AT PREMIUM OUTLET IN MALAYSIA

2019 ◽  
pp. 32-43
Author(s):  
Sharifah Faridah Syed Ali ◽  
Yuhanis Abdul Aziz ◽  
Raja Nerina Raja Yusuf ◽  
Siew Imm Ng
Keyword(s):  
Sales Promotion ◽  
Pricing Strategies ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Shopping Experience ◽  
Impulse Purchase ◽  
Buying Behaviour ◽  
Buying In ◽  
Self Administered Questionnaire

The growing number of premium outlets in Malaysia has led to a new shopping experience for both local and international tourists. Associated with the concept of ‘everyday discount’, premium outlets would attract more consumers to purchase at the outlets. Previous studies have revealed the significant influence of sales promotion on consumer purchase behaviour as well as impulse buying behaviour. However, there are limited studies identifying the role of sales promotion on impulse buying behaviour in the perspective of international and local tourists. Moreover, previous research of literature on the premium outlets, especially in Malaysia is still lacking. Therefore this study aims to evaluate the role of sales promotion on impulse buying in the perspective of international and local tourists at premium outlets in Malaysia. Data were collected from 359 tourists at five premium outlets in Malaysia, using a self-administered questionnaire. The result of the study indicates that both groups have different preferences in terms of sales promotion that induced them to make an impulse purchase. This study suggests that retailers or marketers should improvise their pricing strategies and give out more samples and gifts to attract tourists to spend more money.

The Reinvesting Impact of Promotional Activity and Store Atmosphere on Impulse Buying Behavior: The Mediating Role of Payment Facility

TEM Journal ◽  
2021 ◽  
pp. 221-225
Author(s):  
Syed Mir Muhammad Shah ◽  
Jan Muhammad Sohu ◽  
Sarfraz Ahmed Dakhan ◽  
Raja Sikander Ali ◽  
Ikramuddin Junejo ◽  
...  
Keyword(s):  
Mediation Effect ◽  
Primary Data ◽  
Impulse Buying ◽  
Direct Impact ◽  
Buying Behavior ◽  
Promotional Activity ◽  
Mediating Role ◽  
Buying Behaviour ◽  
Buying In

This study aims to recognize the factor effecting impulse buying behaviour with the mediation effect of payment facility. This study is based on primary data and data collected from Hyderabad Division of Sindh, Pakistan through adopted questionnaire. Number of respondents were 200 females who are engaged in impulse buying in supermarkets such as Baig Mart, Dawood Super Market, Max Bachat Super Market and Grocers. The store atmosphere and promotional activity are mediated by payment facility for impulse buying behaviour and partial mediation effect used. However, promotional activity revealed more important for impulse buying behaviour due to higher beta value than store atmosphere. In the previous research scholars explored the direct impact of promotional activity and store atmosphere. However, this study checked indirect effect in presence of mediator payment facility.

scholarly journals Consumption Experience of Impulse Buying in Algeria

2018 ◽  
Vol 6 (9) ◽  
pp. 55-64
Author(s):  
NADIRA BESSOUH ◽  
Dr. Assia KARA TERKI ◽  
Pr. Nadira BESSOUH
Keyword(s):  
Cultural Context ◽  
Extensive Literature ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Explanatory Variables ◽  
Consumption Experience ◽  
Consumer Emotions ◽  
Impulsive Buying ◽  
Impulse Purchase ◽  
Buying In

This article focuses on impulsive buying experience. It aims at exploring whether the explanatory variables of this type of purchase, which are used in the marketing literature in the West, may account for the impulsive buying behavior in the Algerian cultural context. An extensive literature review allowed clarifying the basic concepts of this research; it led, firstly, to determine the variables that stimulate the consumer emotions and arouse pure impulse purchase and its consequences, and secondly, to show its importance to producers and distributors. The empirical study was conducted on 590 buyers from the Wilaya (Province) of Tlemcen (Algeria). The results of the data analysis, using the software R, indicate that the variables used in this study have a better predictive power of achieving the favorable experience of impulse buying.

scholarly journals Analyzing the Influence of Situational Factors on Online Impulse Buying Behavior: A Study of Pakistani Consumers

2020 ◽  
Vol V (III) ◽  
pp. 60-72
Author(s):  
Marriyam Iftikhar ◽  
Jawad Iqbal
Keyword(s):  
Marketing Strategies ◽  
Situational Factors ◽  
Family Influence ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Contributing Factors ◽  
Mediating Role ◽  
Time Availability ◽  
Buying Behaviour

This study seeks to find out online impulse buying behaviour in the Pakistan e-commerce industry by investigating the contributing factors of money availability, time availability, family influence, serendipitous information and scarcity messages towards online impulse buying behaviour. It investigated the mediating role of the urge to buy impulsively between the factors and online impulse buying behaviour. From a sample of 472 students of 4 Pakistani universities, the data was gathered. Moreover, to analyze the data and to test hypotheses, PLS-SEM was employed, which showed money availability, time availability, scarcity messages, serendipitous information, family influence were significantly related to online impulse buying behaviour. The findings will be helpful for e-retailers in creating e-marketing strategies, delivering their promises and generating sales through effectively designing their promotional plans.

Effect of sales promotion on impulse buying behaviours of generation Y consumers in omni-channel retail contexts

2020 ◽  
Vol 8 (11) ◽  
pp. 258-270
Author(s):  
Da-Nien Liu ◽  
Jun-An Xie
Keyword(s):  
Generation Y ◽  
Sales Promotion ◽  
Sample Population ◽  
Impulse Buying ◽  
Loyalty Program ◽  
Positive Effects ◽  
Affective Attitude ◽  
Shopping Experience ◽  
Buying Behaviour ◽  
The Impact

The present study investigated how sales promotion influences the impulsive buying behaviours of generation Y consumers in Taiwan on the basis of a Stimulus-Organism-Response (S-O-R) model. Impulse buying stimuli, comprising discount promotion and loyalty program, were used in the study. Consumers’ organism can be divided into normative assessment and affective attitude. Normative assessment positively influences affective attitude, and affective attitude leads to impulse buying. This study conducted a survey on consumers who bought goods from Watsons physical store. In total, 250 valid samples were collected through judgmental sampling. The respondents’ demographics were analysed using SPSS 22, and an SEM model was tested using Amos 24. The results revealed that discount promotion had positive effects on consumers’ normative assessment and affective attitude, whereas the effects of loyalty program were nonsignificant. Affective attitude was discovered to be a robust predictor of impulse buying behaviour in the omni-channel retailing context. The findings were limited because the sample population represented only a small segment of Taiwanese Generation Y consumers. They were also limited by the interrelationship among variables suggested by the S-O-R model. In the age of omni-channel retail, discount promotion presents an effective tactic to trigger impulse buying behaviours. The impact of affective attitude is increasing. Retailers should optimise the interaction possible in omni-channels to create a seamless shopping experience that allows consumers to enjoy the purchasing process. Few studies have implemented the S-O-R model in the context of omni-channels. The present study narrowed this research gap by demonstrating the influence of the S-O-R model on impulse buying behaviours of generation Y consumers’ in omni-channel retailing.

scholarly journals IMPACT OF FIVE PERSONALITY TRAITS ON IMPULSIVE BUYING BEHAVIOR

2021 ◽  
Vol 1 (1) ◽  
pp. 22-37
Author(s):  
Shahtaj Waheed Khan
Keyword(s):  
Personality Traits ◽  
Sampling Technique ◽  
Study Data ◽  
Impulse Buying ◽  
Shopping Malls ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
Individual Type ◽  
Impulse Purchase ◽  
Buying Behaviour

This research study attempts to understand impulsive buying behaviour, which is defined as "an individual type of buying behaviour whereby consumers repetitively spend more than they should, based on financial considerations." The study identified that personality traits such as Extraversion, Agreeableness, Conscientiousness, Neuroticism and Openness to experiences are statistically significant variables in affecting impulse purchase. A quantitative approach was implemented, and explanatory designs were used to describe the factors. The study targeted buyers of different shopping malls in Karachi. Of the unknown size of buyers, 384 visitors were sampled through the non-probability sampling technique. The study data were collected through a questionnaire and analyzed by using explanatory methods. The study concluded that the personality traits extraversion, conscientiousness, neuroticism, and openness have an association between impulse buying behaviour, however, there is no association between agreeableness and impulse buying behaviour.

HOW DOES THE STORE (MALL) ENVIRONMENT AND MONEY AVAILABILITY AFFECT CONSUMER IMPULSE BUYING BEHAVIOR AT SURABAYA CITY OF TOMORROW SHOPPING CENTER?

2019 ◽  
Vol 4 (2) ◽  
pp. 215-224 ◽  
Author(s):  
Hendra Hendra ◽  
Thomas Stefanus Kaihatu
Keyword(s):  
Sampling Technique ◽  
Quantitative Approach ◽  
Shopping Center ◽  
Sampling Techniques ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Probability Sampling ◽  
Purposive Sampling ◽  
The City ◽  
Buying In

This study aims to determine the effect of store (mall) environment and money availability on consumer impulse buying in the City of Tomorrow (Cito) Surabaya. This study uses a quantitative approach whose data is obtained from the results of questionnaires. The sample in this study were 389 respondents taken based on purposive sampling technique which was included in non-probability sampling techniques. The results of this study indicate that the store (mall) environment has no effect on impulse buying. Meanwhile, money availability has a positive and significant effect on consumer impulse buying in the City of Tomorrow (Cito) Surabaya.

The Influence of Personality Traits on Consumer Impulsive Buying Behaviour

2016 ◽  
Vol 5 (1) ◽  
Author(s):  
Khagendra Nath Gangai ◽  
Rachna Agrawal
Keyword(s):  
Personality Traits ◽  
Cultural Influences ◽  
Buying Behavior ◽  
Doing Business ◽  
The Social ◽  
Impulsive Buying ◽  
Social And Physical Environment ◽  
The Common ◽  
Buying Behaviour

Consumer behavior is a complex phenomenon which is evolving according to the time, situations, demographic characteristics of individuals, personality traits, cultural influences etc. The personality of individuals is a unique dynamic organization of the characteristics of a particular person, physical and psychological, which influence behavior and responses to the social and physical environment. It gives the impression that consumer buying is always influenced by their personality. Therefore, many marketers make use of personality traits in the advertisement of products and at the same time they enhance their marketing strategy. The marketers always designed different products and target specific market segments which commonly addressed on individuals personality traits. The individuals few personality traits influence consumer for impulsive buying behavior. The aim of present research is to study the personality traits influence on consumer impulsive buying behavior as it will help to create opportunities of doing business and dealing with customers. The objectives of this research are: (1) to investigate the influence of personality traits on consumer impulsive buying behavior, and (2) to identify the role of gender and their personality traits influence on consumer impulsive buying behavior. To fulfill the purpose of the study, the researchers randomly collected sample and divided them on the basis of gender, 60 males and 60 females. Data were collected from Delhi and NCR region. The data were analyzed using statistical applications such as correlation and t Test. The result was revealed that the common personality traits have a significant relationship with impulsive buying behavior that is psychoticism in the case of male and female. The role of gender has significant differences in impulsive buying behavior. The man showed more impulsive buying behavior compare to women.

The effects of cruise attributes on impulse buying behavior: the mediating role of impulsive buying tendency

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jookyung Kwon ◽  
Jiseon Ahn
Keyword(s):  
Service Providers ◽  
Equation Modeling ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Content Type ◽  
Mediating Role ◽  
Impulsive Buying ◽  
Positive Direct ◽  
The Relationship

Purpose This study aims to examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates whether service attributes (variety of selection and price) influence the impulsive buying behavior of customers by stimulating their impulsive buying tendency. Design/methodology/approach Partial least squares-structural equation modeling was used to test the hypothesis using a sample of 143 cruise customers. Mediating analysis was conducted to examine whether customer personal traits (impulsivity) mediated the relationship between service attributes and impulsive buying behavior. Findings The findings showed that price attributions had a significant positive direct impact on impulsive buying tendency and behavior, while a variety of selections had a significant direct effect on impulse buying behavior. The results revealed a significant mediating role of impulsive buying tendency in the relationship between price attributions and impulse buying. Originality/value Although studies on the decision-making style of service customers have been widely discussed, a limited number of studies has examined customers’ impulsive buying behavior in the service sector. Considering the importance of impulsive purchasing as a valuable marketing tool, the results of this study can help service providers and researchers enhance their knowledge of the mechanism of impulse buying behavior.

Sign in / Sign up

Export Citation Format

Share Document