Management
Melaku Alemu; Shimels Zewdie
Abstract
To be successful in business the marketers must have understanding of how consumers behave on every occasion during an implicit or explicit need for a product. The knowledge of consumer behavior involves both the physical, mental and emotional process is helpful and worthwhile for the marketing institutions ...
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To be successful in business the marketers must have understanding of how consumers behave on every occasion during an implicit or explicit need for a product. The knowledge of consumer behavior involves both the physical, mental and emotional process is helpful and worthwhile for the marketing institutions to recognize how the buyer thinks, feels, and selects products from a given alternatives and how those consumers are influenced by different factors. The consumers can purchase products either through planning or impulsively on the spot decisions. Therefore, this study aimed to identify the factors that determine consumers impulse buying behavior. To achieve the stated objectives the study has employed structured systematic literature review by identifying and obtaining the per-reviewed article published since 2011 from google scholar, ResearchGate, science direct, winey online, Taylor & Francis and emerald database. From totally extracted 176 articles, 29 articles were satisfied the inclusion criteria and further reviewed for this article analysis purpose. The outcome of this study has shown that store environment related factors, demographic factors, personality traits and situational factors are influencing consumer impulse buying behavior.
Soran Mowlaie; Sina Aminosharieh
Volume 4, Issue 9 , September 2017, , Pages 909-916
Abstract
Impulse buying is a highly important aspect of customer behavior. It emerges as a dominant phenomenon in customer behavior, and is a vital concept in the market. The aim of the present study was to examine the factors that affect impulse buying in cosmetics market. Regarding its aim, the present investigation ...
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Impulse buying is a highly important aspect of customer behavior. It emerges as a dominant phenomenon in customer behavior, and is a vital concept in the market. The aim of the present study was to examine the factors that affect impulse buying in cosmetics market. Regarding its aim, the present investigation was an applied study, and in terms of its method and nature, it was a causal study. Cosmetics customers in Sanandaj were selected as the statistical population. Cochran sampling method was used to determine a study sample of 384 individuals. After 422 questionnaires were distributed, 396 were returned and considered as the basis for final analysis. The validity of the questionnaire was confirmed based on the experts’ opinions and confirmatory factor loadings, and the obtained Cronbach’s alpha showed its appropriate reliability. Statistical equations were used as the statistical method, and data analysis was carried out using LISREL statistical software. The results of the present study showed that individual and situational factors affect the customers’ impulse buying. Among individual factors, the aspect of assets and financial wealth, and among situational factors, the aspect of the salesperson’s behavior had the most effect on impulse buying.
Maryam Sarikhani Khorrami; Mohammad Rahim Esfidani; Sajad Delavari
Volume 2, Issue 8 , August 2015, , Pages 823-837
Abstract
The aim of this study is to identify the effect of situational factors on impulse buying and compulsive buying. For achieving the goal, through a review of past studies, factors that were involved in this issue, were identified. Time pressure, available money, variety of selection, store environment, ...
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The aim of this study is to identify the effect of situational factors on impulse buying and compulsive buying. For achieving the goal, through a review of past studies, factors that were involved in this issue, were identified. Time pressure, available money, variety of selection, store environment, word of mouth, social norm, impulse buying and compulsive buying are variables that designed our model. The present study is a quantitative research with descriptive approach, where required data were gathered through questionnaires. Iranian purchasers who purchase clothing were selected as the research population. Data was analysed using LISREL Software. The results of the research show that available money and word of mouth have significant effect on impulse buying and impulse buying has significant effect on compulsive buying. Also it was found that variables of time pressure, variety of selection, store environment, and social norm have no significant effect on impulse buying.
