- P-ISSN1738-3110
- E-ISSN2093-7717
- SCOPUS, ESCI
ISSN : 1738-3110
Impulse Buying: The Influence of Impulse Buying Tendency, Urge to Buy and Gender on Impulse Buying of the Retail Customers
SAWITRI, Hunik Sri Runing
HARYANTO, Budi
WAHYUDI, Lilik
Abstract
Purpose: The main purpose of this research is to examine the effect of impulse buying tendencies toward impulse buying, which is mediated by an urge to buy and moderated by the gender of the retail customers. Research design, data and methodology: This study uses a survey design. The sample consisted of several mall customers in Yogyakarta. Purposive sampling was used as the sampling technique. Data collection was carried out in two ways, distributing questionnaires online and directly giving questionnaires to mall customers. Results: The results of data analysis using structural equation modeling show that: 1). Impulse buying tendencies have a positive and significant effect on the urge to buy and impulse buying, 2). The effect of impulse buying tendencies on impulse buying were mediated by an urge to buy and moderated by gender. Conclusions: Theoretical implications of this research strengthen the concept/theory concerning the relationship of the impulse buying tendencies, urge to buy and impulse buying. The results of the study have some managerial implications. It can be used to reference retail store business in increasing the volume of retail customers purchases through impulse buying. The retail businesses can increase impulse buying which will trigger impulsive purchases and the company's sales and profitability
- keywords
- Impulse Buying, Impulse Buying Tendency, Urge to Buy, Gender, Retail Customers
Reference
Adelaar, T., Chang, S., Lancendorfer, K. M., Lee, B., & Morimoto, M. (2003). Effects of media formats on emotions and impulse buying intent. Journal of Information Technology, 18(4), 247–266.
Baumeister, R. F., Twenge, J. M., & Nuss, C. K. (2002). Effects of social exclusion on cognitive processes: anticipated aloneness reduces intelligent thought. Journal of Personality and Social Psychology, 83(4), 817.
Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, 74(2), 169–191.
Cheng, Y., Chuang, S., Wang, S., & Kuo, S. (2013). The effect of companion’s gender on impulsive purchasing: the moderating factor of cohesiveness and susceptibility to interpersonal influence. Journal of Applied Social Psychology, 43(1), 227–236.
Chun, T. Y., Lee, D. K., & Park, N. H. (2020). The Effect of Marketing Activities on the Brand Recognition , Brand Familiarity , and Purchase Intention on the SNS of Franchise Companies. 7(11), 955–966.https://doi.org/10.13106/jafeb.2020.vol7.no11.955
Dawson, S., & Kim, M. (2009a). External and internal trigger cues of impulse buying online. Direct Marketing, 3(1), 20–34. https://doi.org/10.1108/17505930910945714
Dawson, S., & Kim, M. (2009b). External and internal trigger cues of impulse buying online. Direct Marketing: An International Journal.
Dholakia, U. M. (2000). Temptation and resistance: An integrated model of consumption impulse formation and enactment. Psychology and Marketing, 17(11), 955–982. https://doi.org/10.1002/1520-6793(200011)17:11<955::AIDMAR3>3.0.CO;2-J
Dittmar, H., & Drury, J. (2000). Self-image–is it in the bag? A qualitative comparison between “ordinary” and “excessive”consumers. Journal of Economic Psychology, 21(2), 109–142.
Foroughi, A., Buang, N. A., Senik, Z. C., & Hajmisadeghi, R. S.(2013). Impulse buying behavior and moderating role of gender among Iranian shoppers. Journal of Basic and Applied Scientific Research, 3(4), 760–769.
Gąsiorowska, A. (2008). Gender as moderator of temperamental background of impulse buying tendency. Referat Wygłoszony Na Konferencji IAREP/SABE, Rzym, 3–6.
Hadjali, H. R., Salimi, M., Nazari, M., & Ardestani, M. S. (2012). Exploring main factors affecting on impulse buying behaviors. Journal of American Science, 8(1), 245–251.
Hair, J. F., Black, W. C., Babin, B. J., Anderson, R. E., & Tatham, R. L. (2006). Multivariate data analysis. In vectors.
Hanzaee, K. H., & Taherikia, F. (2010). Impulse buying: an Iranian model. China-USA Business Review, 9(12), 31.
Herabadi, A. G., Verplanken, B., & Van Knippenberg, A. (2009). Consumption experience of impulse buying in Indonesia:Emotional arousal and hedonistic considerations. Asian Journal of Social Psychology, 12(1), 20–31.
Imad, M., Din, U., Ahmad, B., Asif, M. H., & Siddiqui, S. A.(2020). Linking Emotional Brand Attachment and Sales Promotion to Post-Purchase Cognitive Dissonance : The Mediating Role of Impulse Buying Behavior. Journal of Asian Finance, Economics and Business, 7(11), 367–379. https://doi.org/10.13106/jafeb.2020.vol7.no11.367
Inman, J. J., Winer, R. S., & Ferraro, R. (2009). The interplay among category characteristics, customer characteristics, and customer activities on in-store decision making. Journal of Marketing, 73(5), 19–29.
Jones, M. A., Reynolds, K. E., Weun, S., & Beatty, S. E. (2003). The product-specific nature of impulse buying tendency. Journal of Business Research, 56(7), 505–511.
Karmali, N. (2007). Meet coke’s next boss? An interview with Muhtar Kent, CEO–Coca Cola. Business India, December, 18.
Kwak, H., Zinkhan, G. M., DeLorme, D. E., & Larsen, T. (2006). Revisiting normative influences on impulsive buying behavior and an extension to compulsive buying behavior: A case from South Korea. Journal of International Consumer Marketing, 18(3), 57–80.
Lin, Y.-H., & Chen, C.-Y. (2012). Adolescents’Impulse Buying:Susceptibility to Interpersonal Influence and Fear of Negative Evaluation. Social Behavior & Personality: An International Journal, 40(3).
Mohan, G., Sivakumaran, B., & Sharma, P. (2013). Impact of store environment on impulse buying behavior. European Journal of Marketing.
Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189–199.
Rook, D. W., & Fisher, R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22(3), 305–313.
Rook, D. W., & Gardner, M. P. (1993). In the mood: Impulse buying’s affective antecedents. Research in Consumer Behavior, 6(7), 1–28.
Saad, M., & Metawie, M. (2015). Store environment, personality factors and impulse buying behavior in Egypt: The mediating roles of shop enjoyment and impulse buying tendencies. Journal of Business and Management Sciences, 3(2), 69–77.
Sarstedt, M., Ringle, C. M., & Hair, J. F. (2020). Handbook of Market Research. In Handbook of Market Research (Issue September). https://doi.org/10.1007/978-3-319-05542-8
Tifferet, S., & Herstein, R. (2012). Gender differences in brand commitment, impulse buying, and hedonic consumption. Journal of Product & Brand Management.
Turkyilmaz, C. A., Erdem, S., & Uslu, A. (2015). The effects of personality traits and website quality on online impulse buying. Procedia-Social and Behavioral Sciences, 175, 98–105.
Verplanken, B., & Sato, A. (2011). The psychology of impulse buying: An integrative self-regulation approach. Journal of Consumer Policy, 34(2), 197–210.
Wells, J. D., Parboteeah, V., & Valacich, J. S. (2011). Online impulse buying: understanding the interplay between consumer impulsiveness and website quality. Journal of the Association for Information Systems, 12(1), 3.
Weun, S., Jones, M. A., & Beatty, S. E. (1998). Development and validation of the impulse buying tendency scale. Psychological Reports, 82(3_suppl), 1123–1133.
Xiang, L., Zheng, X., Lee, M. K. O., & Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction. International Journal of Information Management, 36(3), 333–347.
Youn, S., & Faber, R. J. (2000). Impulse buying: its relation to personality traits and cues. ACR North American Advances.
Zhang, X., Prybutok, V. R., & Koh, C. E. (2006). The role of impulsiveness in a TAM-based online purchasing behavior. Information Resources Management Journal (IRMJ), 19(2), 54–68.
- Downloaded
- Viewed
- 0KCI Citations
- 0WOS Citations