- Log In/Sign Up
- P-ISSN2765-6934
- E-ISSN2765-7027
- KCI
ISSN : 2765-6934
Factors Prompting Impulse Buying Behavior: Shoppers in Dubai
Adeshwar Raja B. (Indian Institute of Management)
V. S. Parasaran (Indian Institute of Management)
Vijay Kumar Venna (Indian Institute of Management)
Abstract
Purpose This paper aims to identify and rank factors that – influence impulse buying behavior among shoppers in Dubai. Research design, data, and methodology Questionnaires – were collected from 168 Dubai shoppers using non-probability quota sampling. Factor Analysis was completed to identify factors triggering impulse buying traits. Results Six antecedent factors were identified: hedonism, – in-store influences, product related influences, socialization, promotional activities, and convenience. Surprisingly, product related influences were the most significant in stimulating impulse buying behavior. Conclusions This research suggests that a multitude of fac –- tors affect shopper propensity for impulse buying, with non-economic factors like product and in-store related influences having a significant impact. Hence, retail managers should concentrate on these in merchandising and promotional efforts. Against the backdrop of Dubai, one of the biggest retail destinations, this study contributes to present knowledge on impulse buying behavior. In terms of shopper inclinations and likeliness to purchase products, it highlights how shoppers respond to special in-store displays and discount offerings. For marketers, the findings regarding relative significance of various factors may help in strategies to attract consumers
- keywords
- Impulse Buying Behaviour, Principal Component Analysis, Dubai Shopping, In-store Display
Reference
Babin, B. J., and Attaway, J. S. (2000). Atmospheric Affect as a Tool for Creating Value and Gaining share of Customer. Journal of Business Research, 49 (2), 91-99.
Babin, B. J., Boles, J. S., and Darden, W. R. (1995). Salesperson stereotypes, consumer emotions, and their impact on information processing. Journal of the Academy of Marketing Science, 23, 94-105.
Bagozzi, R. P. (1978). Salesforce performance and satisfaction as a function of individual difference, interpersonal, and situational factors. Journal of Marketing Research, 5, 517-531.
Baker, J., Parasuraman, A., Grewal, D., and Voss, G. B. (2002). The influence of multiple store environment cues on perceived merchandise value and patronage intentions. Journal of Marketing, 66 (2), 120-141.
Bartlett, M. S. (1950). Tests of significance in factor analysis. British Journal of Psychology, 3 (2), 77-85.
Bava, C., Jaeger, S. and Dawson, J. (2009). In-store influences on consumers’ grocery purchasing decisions: a qualitative investigation. Journal of Customer Behavior, 8, 221-236
Beatty, S. E., Mayer, M., Coleman, J. E., Reynolds, K. E., and Lee, J. (1996). Customer sales associate retail relationships. Journal of Retailing, 72(3), 223-248
Bellenger, D. N., Robertson, D. H., and Hirschman, E. C.(1978). Impulse buying varies by product. Journal of Advertising Research, 18 (6),15-18. Bellenger, Danny E., Robertson, Dan H., and Greenburg,
Barnett A. (1977). Shopping Center Patronage Motives. Journal of Retailing, 53, 29-38.
Beverland, M., Lim, E. A. C., Morrison, M., and Terziovski, M.(2006). In-Store Music and Consumer-Brand Relationships:Relational Transformation following Experiences of (Mis)fit. Journal of Business Research, 59(9), 89-99.
Bayley, Geoff, and Nancarrow, Clive (1998). "Impulse purchasing:a qualitative exploration of the phenomenon. Qualitative Market Research: An International Journal, 1(2), 99-114
Boone, L. E. and Kurtz, D. L. (1995). Contemporary Marketing (8th edition). U.S.A.: The Dryden Press, Harcourt Bruce College Publishers.
Boyd, H. W., Westfall, R., and Stasch, S. F. (2002). Marketing Research-Text & cases (7th edition). New Delhi; AITBS.
Bryant, F. B., and Yarnold, P. R. (1995). Principal-components analysis and exploratory and confirmatory component analysis. In L. G. Grimm and P. R. Yarnold (Eds.), Reading and understanding multivariate statistics (pp.99-136). Washington, DC: American Psychological Association.
Chebat, Jean-Charles, Claire, Gelinas-Chebat, and Dominique(2001). Environmental background music and in-store retailing. Journal of Business Research, 54 (2), 115-123.
Cobb, C. J., and Hoyer, W. D. (1986). Planned versus impulse purchase behaviour. Journal of Retailing, 62(4), 384-409.
Coley, A., and Burgess, B. (2003). Gender differences in cognitive and affective impulse buying. Journal of Fashion Marketing and Management, 7(3), 282-295
Costello, A. B., and Osborne, J. W. (2005). Best Practices in Exploratory Factor Analysis: Four Recommendations for Getting the Most From Your Analysis. Practical Assessment, Research & Evaluation, 10 (7), 1-9.
Davis, H. L., and Silk, A. J. (1972). Interaction and influence processes in personal selling. Sloan Management Review, 13 (2), 59-76.
Dhar, R., Huber, J.,and Khan, U. (2007). The shopping momentum effect. Journal of Marketing Research, 44, 370-378.
Diamond, William D. (1992). Just what is a 'dollar's worth'? Consumer reactions to price. Journal of retailing, 68 (3), 254-276.
Dittmar, H., and Drury, J. (2000). Self-image –is it the bag? A qualitative comparison between ordinary and excessive consumers. Journal of Economic Psychology, 21(2),109-142
Dittmar, H., Beattie, J., and Freiese, S. (1996). Objects, decision considerations and self-image in men’s and women’s impulse purchases. Acta Psychologica, 93(1-3), 187–206.
Donovan, R. J., and Rossiter, J. R. (1982). Store atmosphere:and environmental psychology approach. Journal of Retailing, 58 (Spring), 34-57.
Eroglu, S. A., Machleit, K. A.,and Chebat, J. C. (2005). The interaction of retail density and music tempo: effects on shopper responses. Psychology and Marketing, 22 (7), 577–589.
Eroglu, S. A., Machleit, K. A., and Davis, L. M. (2003). Empirical testing of a model of online store atmospherics and shopper responses. Psychology and Marketing, 20(2), 139-150.
Gardner, M. P., and Rook, D. W. (1988). Effects of impulse purchases on consumers’affective states. Advances in Consumer Research, 15, 127-130.
Gilbert, D. C., & Jackaria, N. (2002). The efficacy of sales promotions in UK supermarkets: a consumer view. International Journal of Retail and Distribution Management , 30 (6/7), 315.
Grewal, D., and Sharma, A. (1991). The effect of sales force behavior on customer satisfaction: an interactive framework. Journal of Personal Selling and Sales Management, 9(3), 13-23.
Gupta, Sunil, and Lee, G. Cooper (1992). The discounting of discounts and promotion thresholds. Journal Consumer Research, 19 (December) 401-411.
Hair, J. F., Notturno, F. L., & Russ, F. A. (1991). Effective Selling. Cincinnati, USA: South-Western Publishing Co.
Han, Y. K., Morgan, G. A., Kotsiopulos, A.,and Kang-Park, J.(1991). Impulse buying behavior of apparel purchasers. Clothing and Textile Research Journal, 9 (3), 15-21.
Henderson, Conor, Beck, M. Joshua T., and Palmatier, Robert W. (2011). Review of the theoretical underpinnings of loyalty programs. Journal of Consumer Psychology, 21(3), 256-276.
Harrell, G. D., & Hutt, M. D. (1976). Buyer Behavior under conditions of crowding: An initial framework. Advances in Consumer Research, 3 (1), 36-39.
Hausman, A. (2000). A multi-method investigation of consumer motivations in impulse buying behaviour. Journal of Consumer Marketing, 17 (5), 403-419
Heilman, C. M., Nakamoto, K., and Rao, A. G. (2002). Pleasant surprises: consumer response to unexpected instore coupons. Journal of Marketing Research, 39 (May), 242-252.
Hoch, S. J.,and Loewenstein, G. F. (1991). Time-inconsistent preferences and consumer self-control. Journal of Consumer Research, 17 (4), 492-507.
Hodge, R. (2004). Factors influencing impulse buying during an online purchase transaction. unpublished master’s thesis, University of Waterloo, Retrieved November 21, 2006, from http:// etd.uwaterloo.ca
Hirschman, E. C. (1980). Innnovativeness, Novelty Seeking and Consumer Creativity. Journal of Consumer Research, 7(1), 288-295.
Hirschman, E. C., & Holbrook, M. B. (1982). Hedonic consumption:emerging concepts, methods and propositions. The Journal of Marketing, 46 (3), 92-101.
Hulte´n , Peter & Vanyushyn, Vladimir (2011). Impulse purchases of groceries in France and Sweden. Journal of Consumer Marketing, 28 (5), 376-384.
Iyer, E. S. (1989). Unplanned purchasing: knowledge of shopping environment and time pressure. Journal of Retailing, 65 (1), 40-57.
Kaltcheva, V. D., and Weitz, B. A. (2006). When should a retailer create an exciting store environment?. Journal of Marketing, 70 (1), 107-118.
Kollatt, D.,and Willett, R. (1967). Customer impulse purchasing behaviour. Journal of Marketing Research, 4(1), 21-31.
Kopalle, P. K., and Mela, C. F. (1999). The Dynamic Effect of Discounting of Sales: Empirical Analysis and Normative Pricing Implication. Marketing Science, 18 (13), 317-332.
Leone, Robert P., and Srinivasan, Srini S. (1996). Coupon Face Value: It’s Impact on Coupon Redemptions, Brand Sales, and Brand Profitability. Journal of Retailing, 72 (3), 273–89.
Malhotra, N. (2004). Marketing Research-An applied Orientation (4th Ed). New Delhi: Pearson Education.
Malter, A. J. (1996). An Introduction to embodied cognition: implications for consumer research. Advances in Consumer Research, 23, 272-278
Mattila, Anna S., & Wirtz, Jochen (2001). Congruency of scent and music as a driver of in-store evaluations and behaviour. Journal of Retailing, 77 (2), 273-290.
McGoldrick, P. J., and Pieros, C. P. (1998).Atmospherics, pleasure and arousal: The influence of response moderators. Journal of Marketing Management, 14 (1-3), 173-197.
McGoldrick P. J., Betts E. J., and Keeling K. A. (1999). Antecedents of spontaneous buying behavior during temporary markdowns. Advanced Consumer Research, 26, 26–33.
Narasimhan, C., Neslin, S. A., and Sen, S. K. (1996). Promotional elasticities and category characteristics.Journal of Marketing, 60 (April), 17-30.
Peck, Joann, and Terry, L. Childers (2006). If I Touch It I have to Have it: Individual and Environmental Influences on Impulse Purchasing. Journal of Business Research, 59(1), 765-769.
Philips, H., and Bradshaw, R. (1993).How customers actually shop: customer interaction with the point of sale. Journal of the Market Research Society, 35 (1), 51-62.
Pine, B. J.,and Gilmore, J. H. (1999). The Experience Economy:Work is Theater and every business a stage. Boston USA: Harvard Business Press.
Reynolds, K. E.,and Beatty, S. E. (1999). Customer benefits and company consequences of customer-salesperson relationships in retailing. Journal of Retailing, 75 (1), 509-514.
Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14 (2), 189-199.
Rook, D. W. and Fisher, R. J. (1995). Normative influence on impulse buying behaviour. Journal of Consumer Research, 22 (3), 305-313.
Rook, H.,and Hock, A. (1983). Impulse Buying. Advance in Consumer Research, 10, 562-567.
Schmitt, B. H. (1999). Experiential Marketing. New York, USA:The Free Press.
Shoham, A., and Brencic, M. M. (2003). Compulsive buying behaviour. Journal of Consumer Marketing, 20 (2), 127-138.
Silvera, D. H., Lavack, A. M.,and Kropp, F. (2008). Impulse buying:the role of affect, social influence and subjective wellbeing. Journal of Consumer Marketing, 25 (1), 23-33.
Smith, Michael F., and Sinha, Indrajit (2000). The impact of price and extra product promotions on store preference. International Journal of Retail and Distribution Management, 28 (2), 83-92.
Spangenberg, E. R., and Grohmann, B. (2003). Measuring the Hedonic and Utilitarian Dimensions of Consumer Attitude. Journal of Marketing Research, 40 (3), 310-320.
Stern, H. (1962). The significance of impulse buying today. Journal of Marketing, 26, 59-62.
Thompson, C. J., Locander, W. B., and Pollio, H. R. (1990). The lived meaning of free choice: an existentialist-phenomenological description of everyday consumer experiences of contemporary married women. Journal of Consumer Research, 17, 346–361.
Weinberg, P.,and Gottwald, W. (1982). Impulse consumer buying as a result of emotions. Journal of Business Research, 10, 43-57.
Weitz, B. A. (1981). Effectiveness in sales interactions: a contingency framework. Journal of Marketing, 45 (1), 85-103.
Wood, M. (2005). Discretionary unplanned buying in consumer society. Journal of Consumer Behavior, 4 (4), 268-281.
Yalch,Richard and Spangenberg, Eric (1990). Effects of store music on shopping behavior. The Journal of Consumer Marketing, 7(2),55-63.
Youn, Seounmi, and Faber, Ronald J. (2000).Impulse Buying: Its Relation to Personality Traits and Cues. NA - Advancesin Consumer Research, 27, 179-185.
Zhang, X., Prybutok, V. R., and Strutton, D. (2007). Modeling influences on impulse purchasing behaviours during online marketing transactions. Journal of Marketing Theory and Practice, 15 (1), 79-89.
Zhou, L., and Wong, A. (2003). Consumer impulse buying and in-store stimuli in Chinese supermarkets. Journal of International Consumer Marketing, 16 (2), 37-53.
- Downloaded
- Viewed
- 0KCI Citations
- 0WOS Citations