Impulse Buying

Sažetak: U ovom radu se najpre definiše i objašnjava pojam, kao i tipovi impulsivnih (neplaniranih) kupovina, a potom i tehnike koje se mogu koristiti kako bi se potrošači podstakli na obavljanje istih. Pored toga, definišu se tipovi ljudi koji poseduju crtu ličnosti naklonjenu neplaniranim kupovinama. Na kraju, definišu ce i analiziraju faktori u vezi sa ponašanjem potrošača koji se mogu posmatrati kao okidači za impulsivnost prilikom kupovine proizvoda i/ili usluga. Pregled literature prezentovan u ovom radu može pomoći menadžerima prodaje i preduzećima da bolje razumeju uzroke impulsivnog ponašanja potrošača. Osim toga, prezentovane informacije mogu koristiti menadžerima brendova prilikom sastavljanja biznis planova. Ključne reči: potrošači, kupovina, impulsivno ponašanje potrošača; tipovi impulsivne kupovine, okidači impulsivnosti prilikom kupovine

Ključne reči: potrošači, kupovina, impulsivno ponašanje potrošača; tipovi impulsivne kupovine, okidači impulsivnosti prilikom kupovine

The present research paper is an attempt to understand the concept of Retailing, Marketing in general and Visual Merchandising in specific. Further the critical reviews have been narrated so as to have a deep insight of the concept. Secondary data has been gathered for the purpose and the Library research and descriptive research is being used.

This paper intends to analyze the impact of store layout, ambient factors, and employees on impulsive decision-making among female customers visiting the apparel outlets. The responses were collected through a single-stage mall intercept survey method using a structured questionnaire from 385 respondents in leading apparel stores in selected Tier I and Tier II cities in the state of Karnataka, India. The responses were analyzed using multiple regression analysis. Constructs such as store layout, ambience and employees were found to be significantly positively correlated with impulse buying behavior. The variables largely explain the variation in impulse buying under store ambiance. Except ‘attention to the window display’ and ‘friendly staff’ all other twelve variables considered in the study were found to have significant impact on the impulse buying behavior. Though store ambiance, well-structured layout, and pleasant shopping experience are essential determinants of customer satisfaction, the study results imply that the number of store staff and sales skills are critical aspects of impulse buying in the apparel business and true assets to the retail organization. Additionally, poor customer interaction, staff shortage, and high employee attrition could discourage the store’s revenue generation.

Purpose -This article aims to examine the influence of marketing-controlled external motivators of impulse buying behaviour of snack foods in cafeterias among young students. Design/methodology/approach -A questionnaire was used to ask a sample of 200 young consumers about their impulse buying behaviour in cafeterias. The resulting data were submitted to an in-depth four-stage quantitative analysis. Findings -The results show that there is not a unique profile of impulse buying behaviour and that young consumers can be effectively segmented in five groups according to their impulsive buying behaviour of snack foods using the eight factors revealed in the exploratory factor analysis. A new segment of health/nutrition-conscientious impulsive consumers was uncovered and characterized.

The manuscript investigates the impact of the observed sales promotion tools on the consumers' impulse buying behavior. Beside the theoretical analysis of sales promotion and impulsive consumer behavior, the authors try to determine which of the observed sales promotion tools is most effective in encouraging consumers to perform impulsive purchases. Analysis of collected data is done with the help of three statistical-econometric methods: factor analysis, regression analysis and reliability analysis. According to the results of researches carried out, discounts are the tool by which consumers are most motivated to pursue impulsive purchases. Also, free samples and demonstrations and product rehearsals are very effective, while loyalty cards are the most inneffective. Thanks to these research results, this manuscript will have a contribution both for marketers and brand managers (companies), as well as consumers and future researches on this or similar topic.

Impulse buying for buying things behavior known as unplanned purchase behavior often that spread to everyone.There is no exception among Muslim women, often stuck to make purchases that are not planned on products woman fashion online. This is because of the ease of online shopping procedure in making a woman could has the deal of buying the things, without having to get out of the door of his home. By using qualitative methods, then this researchl concerned to discuss how the behavior of impulse buying is done by the Muslim Indonesia through online purchase. This research useed the analysis of case studies, with the observation, interviewing and documenting data from fifty informants from several cities in Indonesia. This research resulted  several things related to how the woman of fashion moving behavior of impulsive purchases, backgrounds and types of Muslim women who make purchases are impulsive, and lastly the shifting trend Muslim perpetrators impulse buying, being a Muslimah dropshipping way of the online sellers or other ways

Purpose-This research aims to identify whether subsequent consciousness of having been in a flow state-that is, flow consciousness-regarding an earlier impulse purchase affects consumers' post-purchase behaviours, specifically their feelings of consumer regret. Methodology-The study applied a mixed methodology. First, the authors conducted two qualitative studies (focus groups) to establish the relationships between flow, flow consciousness, and regret. Second, the authors conducted a quantitative study using data collected through an online questionnaire. Participants were asked to recall a recent shopping experience. To conduct confirmatory factor analysis, the authors gathered data from 304 consumers who had searched for, and purchased, a product on Amazon (www.amazon.com). Structural equation modelling, based on covariance, was used to test the hypotheses. Findings-Flow consciousness is found to reduce consumer regret after an impulse purchase. Originality-This is the first study to examine the effects of flow consciousness on consumer behaviour after an impulse purchase. In particular, research has not analysed the effects that flow consciousness has on negative feelings experienced after the impulse purchase of a product. Practical implications-Online retailers should make consumers aware of the flow state they have experienced. Flow states lead to increased impulse buying, and if consumers are made aware that they were in a flow state, it may reduce any regret they feel after the purchase.

For many years people were making rational decisions. On the one hand, rationalism is important, while on the other hand, emotions cannot be trusted. It was assumed that the consumers made rational purchasing decisions. In recent years, emotions have been found to be more important in consumer decisions than irrational factors. It is also stated that consumers often make purchasing decisions unplanned and impulsive.

According to research on consumer behavior and marketing, at least 30% to 50% of customer purchases are impulsive. Some studies indicate that consumers buy impulsively about 95% of the products they buy. Some studies indicate that consumers buy impulsively about 95% of all purchases. While impulsive buying behavior has become widespread among society, it has been one of the most searched topics in the academia. Numerous factors can influence impulsive buying behavior. The literature on impulsive buying behavior generally focuses on the effects of factors such as culture, physical environment, point of sale, socio-economic status, product, time and money availability, purchase intention, emotion, self-control and personality. However, studies on impulsive buying behaviors are generally not investigated holistically. For this reason, the main aim of the study is to investigate the factors influencing impulsive buying behaviors with a holistic approach.
Quantitative research design was used in the study. Questionnaire was used as data collection tool. Research data were collected convenience sampling method. Data were collected from 558 participants who agreed to participate in the research, including 247 in Uşak, 76 in İzmir, 105 in Istanbul, 50 in Akhisar, 21 in Merzifon, 41 in Ankara and 18 in Balıkesir. The research data were collected by means of questionnaire.

According to the study results, the availability of money and time leads consumers to tend to impulsive buy holiday packages. On the other hand, consumers' mood level, impatience, severity of holiday need, need for cognition, amount of money and quantity discount have no statistically effect on the tendency to impulsive buying. Consumers who have a tendency to impulsive buying are buying impulsive. Finally, after a holiday package purchased in a pure and planned impulsive buying, consumers are satisfied with the service they receive, while consumers who are in the behavior of purchasing by recommendation and reminder impulsive buying behavior are not satisfied with the service they receive. Future research should examine the attitudes of consumers towards goods or services that are purchased impulsive.