impulse buying

Introduction

Impulse buying is a spontaneous, unplanned decision to purchase a product or service, often driven by emotions and external stimuli. This behavior has garnered significant attention in consumer research due to its complex interplay of psychological, situational, and market-related factors.

Key Insights

Internal Psychological Factors:
- Traits such as sensation-seeking and impulse buying tendency are significant predictors of impulse buying behavior .
- Emotions play a crucial role, with both positive emotions (e.g., joy) and negative emotions (e.g., low self-esteem) influencing impulse purchases .
External Market-Related Stimuli:
- Marketing stimuli, such as promotions and store layout, significantly trigger impulse buying .
- Online shopping environments also contribute to impulse buying through ease of access and targeted advertising.
Situational Variables:
- Availability of time and money are critical situational factors that influence impulse buying .
- The consumption context, such as the product's identity expression and industry price level, moderates the impact of various determinants on impulse buying.
Self-Regulation and Control:
- Self-control and mood states mediate the psychological processes associated with impulse buying, with depleted self-regulatory resources leading to stronger urges and higher spending .
- Strategies to enhance self-regulation can help mitigate the adverse effects of impulse buying.
Consumer Resources:
- Consumer resources, including time and money, are essential in determining the likelihood of impulse purchases .

Conclusion

Impulse buying is a multifaceted behavior influenced by a combination of internal psychological traits, external market stimuli, situational factors, and consumer resources. Emotions and self-regulation play pivotal roles in mediating this behavior. Understanding these dynamics can help in developing strategies to manage impulse buying and mitigate its negative consequences.

Summary

Introduction

Key Insights

Conclusion

Sources and full results

The Buying Impulse

Impulse buying is a type of purchasing behavior characterized by subjective experiences, coping strategies, and negative consequences.

Impulse buying: a meta-analytic review

Impulse buying is influenced by traits, motives, consumer resources, and marketing stimuli, with self-control and mood states playing key roles in resisting such impulses.

A meta-analysis of consumer impulse buying

Dispositional/situational interaction variables have the strongest relationship with impulse buying, followed by dispositional, situational, and sociodemographic factors.

Impulse buying: Modeling its precursors

Situational factors (time and money) and individual factors (shopping enjoyment and impulse buying tendency) influence positive and negative affect, browing activity, and the urge to buy impulsively in shopping malls.

The state of online impulse-buying research: A literature analysis

This study identifies and classifies factors affecting online impulse buying, using the StimulusOrganismResponse (SOR) framework, and proposes a conceptual framework for understanding their interrelationships.

Impulse Buying

This review provides a comprehensive understanding of impulse buying, highlighting internal and external motivators and providing insights for future research and marketing strategies.

The Significance of Impulse Buying Today

Impulse buying has become a significant part of consumer behavior, with the study indicating that it will continue to grow in the 1960s.

Spent Resources: Self‐Regulatory Resource Availability Affects Impulse Buying

Depleted self-regulatory resources lead to stronger urges to buy and increased impulsive spending, predicting whether individuals can resist impulse buying temptations.

The Psychology of Impulse Buying: An Integrative Self-Regulation Approach

Impulsive buying can be understood as a form of self-regulation, and regulation against misleading practices and information provision can help mitigate the adverse consequences of impulse buying.

Impulsive consumer buying as a result of emotions

Impulsive consumer buying is influenced by emotions, which can be identified empirically through interview data and observation of mimical expressions of buyers and nonbuyers.

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