Do promotion and prevention focus influence impulse buying: The role of mood regulation,shopping values,and impulse buying tendency

Earlier researchers have observed that an individual consumer's mood plays a significant role in increasing the impulsiveness, which leads to impulsive buying. The literature on shoppers' motivational traits has profoundly acknowledged the impact of these traits and mood regulation constructs on individual shopping values. The present study is a pioneer attempt proposing a comprehensive model, which incorporates three main antecedents (motivation, mood and value) of buying behaviour that influence the consumer purchasing decision. The paper empirically explores the liaison between the regulatory focus (promotion-focused and prevention-focused motivations), mood regulation (mood monitoring, mood clarity and mood repair), shopping values (hedonic and utilitarian), and impulsive buying behaviour. The outcomes suggest that two regulatory focus motives influence mood clarity. Mood repairing and mood monitoring impact hedonic shopping values, which has a substantial impact on consumers' impulsive buying tendency. The paper closes with theoretical and practical inferences, limitations, and discussion on the potential scope for future research.     

A meta-analysis of consumer impulse buying

This study provides a meta-analysis of the impulse buying literature and examines common antecedents for impulse buying behavior. An exploration of the impulse buying literature results in the establishment of three overarching constructs used as independent variables: dispositional, situational, and sociodemographic variables. The Kruskal–Wallis test was used to assess which variables are shown to have the strongest effect on impulse buying and suggest that the dispositional/situational interaction variables have the strongest relationship with impulse buying followed by dispositional, situational, and sociodemographic main effects, respectively. Specific dispositional, situational, and sociodemographic constructs are explored further along with moderating effects. Implications of the findings are discussed.     

Personal values and impulse buying: The mediating role of hedonic shopping motivations

This research is the first to examine how personal values (resultant conservation and resultant self-enhancement) relate to impulse buying, and how hedonic shopping motivations mediate this relationship. We draw on information from a preliminary sample of 510 Portuguese respondents and a MTURK sample of 249 Americans, and use structural equations modeling to test the research model. The results from both samples denote some consistency, showing that both resultant self-enhancement and resultant conservation are indirectly related to impulse buying, highlighting a mediating role for hedonic shopping motivations.     

Impulse buying tendency in live-stream commerce: The role of viewing frequency and anticipated emotions influencing scarcity-induced purchase decision

Despite the prevalence of scarcity-induced sales promotion in live commerce, scholarly inquiry began to address impulsive buying recently. This research traces live-stream shopping experiences to scarcity-induced purchase decisions. Grounded in the stimulus-Organism-Response paradigm, this research examines the mediating role of viewing frequency in the relationship between past purchases and impulse buying tendency. The aim is to unravel the relationship between impulse buying tendency and scarcity-induced purchase decisions by examining the mediation of anticipated emotions. A self-administered online survey with 376 respondents using criterion-based judgment sampling techniques. The data was validated through a two-step SEM approach using SmartPLS3 package. The result supports that viewing frequency and anticipated emotions fully mediated the relationship between past purchases and future purchase decisions. This study contributes to appreciating the importance of viewing frequency in live-stream commerce strengthening the performance of impulse buying tendency and triggering anticipated emotions (regret and rejoices) in a scarcity-induced purchase decision.     

A structural equation model of impulse buying behaviour in grocery retailing

PurposeEnvironmental changes, specifically the economic crisis and the growing penetration of digital technologies, have produced significant changes in shopping habits designed to create new paradigms for impulse buying behaviour. A new scenario seems to be opening up where customers enter the store much more prepared than in the past searching for products they had planned to buy. The purpose of this paper is to explore the determinants of impulse buying in a context of more planning and preparation for shopping.Design /methodology/approachThe data were obtained using a structured questionnaire from 316 respondents interviewed instore thanks to the cooperation of a leading Italian retail chain. We conducted a two-stage approach mall-intercept survey method to collect data. Firstly, we interviewed customers before entering the store, enquiring them about the pre-shopping preparation and shopping enjoyment tendency. Secondly, we interviewed the same customers at the end of their shopping trips, asking them to indicate which purchases were unplanned. Then, shoppers answered to questions regarding their general tendency to engage in impulse buying, the urges experienced to make impulse purchases, the level of positive and negative affect experienced during the shopping trip.FindingsIn the structural model tested with LISREL 8, we found that pre-shopping tendency influences directly impulse buying: confirming our hypotheses, a higher pre-shopping preparation lead to lower levels of impulse buying. Results also showed that the personality variables (shopping enjoyment tendency and impulse buying tendency) influenced impulse buying through positive affect and urge to purchase. Our research did not find support for the relationship between negative affect and urge. Finally, higher levels of urge to buy impulsively lead to higher levels of impulse buyingOriginality/valueFrom the review of past and recent literature, we have not found a model that considers the influence of pre-shopping tendency on impulse buying behaviour. This paper addresses this major gap in extant literature by including pre-shopping tendency among the individual characteristics (impulse buying tendency and shopping enjoyment tendency) taken into consideration by past contributions.     

Customers focus and impulse buying at night markets

This study conducted a survey on impulse buying at several international night markets in Taiwan and obtained 1053 responses. The data were analysed by partial least squares structural equation modelling. The model was composed of several constructs: attitude towards impulse buying, impulse buying tendency, and variables of customer focus, including insight ability (vendors’ insight into customer needs), customer information, response and feedback, and vendor enthusiasm. The analytical results revealed that insight ability, customer information, response and feedback, and enthusiasm have direct and significant positive effects on attitude towards impulse buying. Additionally, multi-group comparisons in partial least squares analysis revealed partial but statistically significant differences in the path relationships between male customers (568) and female customers; (485); foreign (465) and domestic (588) customers, among night market visitors. This study contributes to the literature by providing a more precise overview of the influence of customer focus on impulse buying tendency within a limited time frame and a crowded space.     

Consumer perceived value and impulse buying behavior on mobile commerce: The moderating effect of social influence

This study examines how the consumers' perceived values (utilitarian and hedonic values) impact their impulse buying behavior (IBB) in the mobile commerce (m-commerce) context. Moreover, we view interpersonal influence as a moderator and test its impact on the correlation between the consumers' perceived value and their IBB. Data were collected through a survey in China (n = 199). The results show that environmental stimuli significantly influence consumer perceived values (i.e., perceived utilitarian value and perceived hedonic value), and the consumers’ perception of hedonic value significantly and directly impacts their IBB. In addition, the interaction effect of perceived hedonic value and interpersonal influence significantly affects IBB. The findings provide valuable guidance for m-commerce retailers to induce consumer IBB.     

The role of cognitive and affective responses in the relationship between internal and external stimuli on online impulse buying behavior

Based on the impulse purchase decision-making process, the stimulus-organism-response framework, and technology acceptance model, this study investigated the role of cognitive and affective responses in the relationship between internal and external stimuli and social-media-based impulse buying behavior. We conducted an online survey and applied partial least squares structural equation modeling for data analysis and found that navigability, price attribute, trust propensity, and self-confidence are direct predictors of online impulse buying. Variety of selection and quality of information had indirect effects on the same through utilitarian browsing, while quality of information, navigability, and price attribute affected it through hedonic browsing. Trust propensity and self-confidence moderated the relation between utilitarian browsing and online impulse buying, while self-confidence moderated the hedonic browsing effect. Furthermore, utilitarian browsing affected hedonic browsing and online impulse buying. Thus, online merchants should control both external and internal stimuli to boost impulse buying through social media platforms.     

Cultural influences on consumer satisfaction with impulse and planned purchase decisions

This study examines factors thought to influence consumers' planned and impulse purchase decisions including subjective culture (individualist or collectivist consumers) and the presence of another person at the time of purchase. Data was collected in four countries — the USA, Australia, Singapore, and Malaysia. The results indicate that overall, consumers are differentially influenced by others in planned and impulse purchase situations, even after controlling for price. These differential influences can be explained by culture. Compared to more individualist consumers, more collectivist consumers are likely to be more satisfied with an impulse purchase when another person is present at the time of purchase.     

The effects of sales promotion strategy,product appeal and consumer traits on reminder impulse buying behaviour

This article investigates factors of marketing communications and consumer characteristics that induce reminder impulse buying behaviour. Study 1 applies the antecedent, process and consequence approach to investigate the essential differences between reminder impulse buying and pure impulse buying. The results of Study 1 reveal that reminder impulse buying significantly differs from pure impulse buying on motivation, buying goal and decision evaluation. Study 2 further examines how sales promotion strategy might affect reminder impulse buying, with product appeal and consumer traits as moderating factors. Both sales promotion strategy and its interaction effects with product appeal are found to have significant influences on reminder impulse buying. Specifically, an instant‐reward promotion promotes stronger reminder impulse buying than a delayed‐reward promotion. Furthermore, both a utilitarian product appeal with a price discount promotion and a hedonic product appeal with a premium promotion can encourage greater reminder impulse buying.     

Impulse buying and variety seeking: A trait-correlates perspective

Impulse buying and variety seeking are low-effort feelings-based behaviors, yet the similarities and differences in their socio-psychological origin are under-explored. This article addresses this gap with a conceptual framework incorporating several individual and situational factors with a focus on three relevant consumer traits — consumer impulsiveness (CI), optimum stimulation level (OSL), and self-monitoring (SM). Findings from a survey with retail shoppers about their actual purchase decisions show that both CI and OSL have a positive association with the level of impulse buying and variety seeking. However, CI is more strongly associated with impulse buying and OSL with variety seeking. Moreover, SM relates negatively with impulse buying and positively with variety seeking; it also moderates the influence of CI and OSL on both the behaviors in opposite directions. Finally, the article discusses the contribution of this research, its limitations and some directions for future research.     

Impulse buying and variety seeking: Similarities and differences

Impulse buying and variety seeking seem to emerge from similar personality traits, yet the similarities and differences in the manifestation of these behaviors have not been fully explored. Despite the common origin, research on the two constructs has diverged as definitions of the phenomena have become more elaborate. Previous research on the two constructs shows that they are classifiable as low-effort, feeling-based behaviors with hedonic undertones. A middle-range theory that provides a more comprehensive depiction of how variety seeking and impulse buying are theoretically related is necessary. One way toward such a theory is the addition of a fourth “hidden” socio-normative dimension to the three-dimensional typology of purchase behaviors that Baumgartner (2002) proposes.     

Fear of missing out and compulsive buying behavior: The moderating role of mindfulness

The current study investigates the relationship between the fear of missing out (FoMO) and depression, anxiety, materialism, and compulsive buying behavior (CBB). Furthermore, the study also investigates the potential moderating role of mindfulness in the relationship between FoMO and outcomes. A self-administered questionnaire was used to obtain data from 569 participants, and structural equation modeling was used to analyze that data through SmartPLS. The finding showed that FoMO has a positive and significant effect on CBB, whereas depression, social anxiety, and materialism partially mediate the relationship between FoMO and CBB. Additionally, mindfulness has a significant moderating role in the relationship between FoMO and negative consequences. This study underscores the significance of mindfulness-based interventions in mitigating the adverse effects of FoMO on depression, social anxiety, materialism, and CBB, among adults.     

Online personalized recommended product quality and e-impulse buying: A conditional mediation analysis

Consumer lifestyle and purchasing behavior have been significantly transformed over the past few years. At present, internet technologies make it possible for consumers to order goods and services on a go or in real-time without physically visiting traditional store outlets. This phenomenon calls for a change in marketing strategy to be able to reach consumers wherever they are. Accordingly, online marketing techniques such as personalized product/service recommendation, which makes products available to consumers, optimizing their interests and buying experience, are primal to market development.Therefore, this study examines whether or not online consumers' (1) E-impulse buying (EIB) behavior is influenced by personalized recommended product quality (RPQ), (2) affective image (IMAGE) of, and satisfaction (SAT) with recommended products mediate the RPQ-EIB link, and (3) online review stimulus (ORS) moderated the direct RPQ-EIB and indirect PRQ-EIB through affective image and satisfaction. Data was collected from consumers on five (5) online shops in China (N = 947). The Results showed that (i) RPQ had significant positive influence on EIB, (ii) the RPQ-EIB relation was partly explained by consumers' affective image of, and satisfaction with recommended products, and (iii) the direct and indirect relations between RPQ and EIB were sensitive to consumers’ ORS. Theoretical and practical implications, limitations and direction for future studies were also discussed in this study.     

Revenge buying: The role of negative emotions caused by lockdowns

With the stabilizing of COVID-19 and the lessening of isolation measures, the consumption market is gradually recovering. Consumers exhibit a tendency to compensate for the previous pent-up demand, triggering the phenomenon of revenge spending. Nevertheless, research on revenge buying during the pandemic has been limited thus far. Moreover, the role of negative emotions and retail therapy has not been well explored. Therefore, drawing from retail therapy theory and the stimulus-organism-response framework, this study aims to investigate how negative emotions, physiological motivations, and self-seeking stimulate consumers to form positive perceptions that revenge buying can provide therapeutic utilities, and consequently choose revenge buying. Empirical data were collected from China. The structural equation modelling results reveal that anxiety, boredom, self-seeking, and psychological motivation have a positive influence on therapeutic shopping motivation, therapeutic shopping value and therapeutic shopping outcome, which subsequently influence revenge buying behavior. The theoretical model provides a novel perspective to research revenge buying. Additionally, the results provide managerial implications for consumer, retailers, and policymakers to make preparedness for revenge buying in future health crises.     

A cross-cultural study of influence strategies and satisfaction in marketing channels

The relationship between communication in the form of influence strategies used by suppliers in marketing channels and dealer satisfaction is examined in the two diverse cultures of the US and India. The frequencies of use of six types of influence strategies by suppliers-information exchange, recommendation, request, promise, threat and legal plea-are measured. The same measurement scales for the six influence strategies and dealer satisfaction are applied in the electric lamp and lighting equipment channels in the two countries. In both cultures, a structural equation model relating the influence strategies with dealer satisfaction is found to be statistically significant. However, when the impact of individual influence strategies on dealer satisfaction is considered, differences are found between the two countries. In the US, recommendations affect dealer satisfaction positively whereas requests and threats affect it negatively. In India, recommendations and legal pleas impact on dealer satisfaction positively.     

The role of time preference and credit card usage in compulsive buying behaviour

College students represent a lucrative market for businesses selling a wide array of goods and services, including credit. One area of concern regarding credit debt is its association with compulsive buying behaviour. This study analysed compulsive buying behaviour within an economic framework using a college student sample. Data were collected from 7342 students enrolled in a major Midwestern university. Regression analysis revealed that income, rate of time preference, money attitudes, credit card usage and gender were significantly related to compulsive buying. This study provides useful information for developing, or revising, university policies regarding financial education and counselling, as well as curriculum considerations.     

Factors influencing buying behavior of Lebanese consumers towards fashion brands during economic crisis: A qualitative study

The purpose of this article is to contribute to an understanding of the impact of the Lebanese economic crisis on fashion buying behavior. It uses a qualitative approach by conducting semi-structured interviews with 29 Lebanese consumers. The study reveals that consumer fashion purchases are motivated by emotional, social, and functional drivers. It also indicates that subjective norms, such as societal and cultural values dictate buying behaviors. The findings provide further insights into social media and highlight its influence on shaping trends and making fashion products desirable. The article concludes that Lebanese consumers exhibit impulsive buying behavior, and explains how fashion brands can remain relevant amidst a wrenching economic crisis.     

The impact of mood on customer behavior: Staff mood and environmental factors

This review looks at the effect of staff/server mood on customer/client mood and various outcome behaviours such as such as product and service evaluation. It also looks at the role of other stimulus factors such as scent, sound and light on customer affect and cognitions and thence the effects on purchase behaviours. Based on the service-profit chain model, this review considers the scattered research which empirically demonstrates the impact of staff mood upon customer mood and behaviour. The review then goes on to discuss the various ways in which a customer's mood influences their buying behaviour, as well as considering why and when this occurs. Other physical factors that influence customer mood are also considered. Implications for the management of sales staff and sales environments are considered.     

Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptual framework

Abstract

Impulse buying and variety seeking are both low-effort feelings-based behaviours with similar psychological origins. However, there is little research exploring the common sociopsychological processes regulating these behaviours. This gap is addressed with a conceptual framework incorporating the discrepancy between actual and optimum stimulation levels as the driver of both the behaviours, and self-monitoring as the moderator of interpersonal influences on these. Findings from a field-survey-based study with retail shoppers show that both the behaviours are responses to exploratory urges triggered by lower stimulation levels. Moreover, high self-monitors exhibit greater impulsiveness in private and seek greater variety in public compared to low self-monitors. The paper concludes with a discussion on its conceptual and managerial contribution along with some of its limitations and directions for future research.