ARTICLE STUDYARTICLE NAME YEAR AUTHOR CONTRIBUTION

Cultural influences on consumer satisfaction with impulse and planned purchase decisions

Lee, Julie Anne, Kacen, Jacqueline J.

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.

IMPULSE BUYING, LOYALTY AND CONSUMER SEGMENTS IN RETAILING: IMPULSIVE BUYING: A QUANTITATIVE SYNTHESIS OF THE LITERATURE.

2011 Silvera, DavidLavack, AnneKropp, Fredri

Impulse buying is defined as a powerful and persistent urge to buy something immediately. This study provides a quantitative synthesis of 55 impulse buying studies and examines the relative effects of key antecedents on impulse buying using the Kruskal-Wallis non-parametric procedure. Here they propose a framework that incorporates independent impulse buying variables into three categories: dispositional, situational, and socio demographics. In addition, the literature review revealed that three primary constructs have been used to measure impulse buying and individual traits: (1) self reported measures of impulse buying, (2) observed impulse buying behavior, and (3) impulse buying tendency.

The measures have been aggregated to focus on two distinct dependent measures: (1) impulse buying tendency (IBT) and (2) impulse buying (IB). First, it is clear that considerable effort has been exerted to pinpoint IBT and what antecedents have the most influence on it. When comparing the impact of both situational and dispositional variables on IBT using mean rank, past research has found dispositional variables to have a more consistent impact than situational variables. An interesting finding for IBT is that a substantial number of the situational effects stem from positive social influence which our results indicate is also the most influential on impulse buying. The results appear to be consistent with the intuition that if someone exhibits a high level of IBT then the situational influence of others has a greater impact than these influences would exert on someone with low levels of IBT.

Impulse buying: the role of affect, social influence, and subjective wellbeing.

2008 Silvera, DavidLavack, AnneKropp, Fredri

The purpose of this research is to examine predictors of impulse buying. Although moderate levels of impulse buying can be pleasant and gratifying, recent theoretical work suggests that chronic, high frequency impulse buying has a compulsive element and can function as a form of escape from negative affective states, depression, and low self-esteem. Design/methodology/approach - The present research empirically tests a theoretical model of impulse buying by examining the associations between chronic impulse buying tendencies and subjective wellbeing, affect, susceptibility to interpersonal influence, and self-esteem. Findings - Results indicate that the cognitive facet of impulse buying, associated with a lack of planning in relation to purchase decisions, is negatively

associated with subjective wellbeing. The affective facet of impulse buying, associated with feelings of excitement and an overpowering urge to buy, is linked to negative affect and susceptibility to interpersonal influence. Practical implications - Given the link to negative emotions and potentially harmful consequences, impulse buying may be viewed as problematic consumer behavior. Reductions in problematic impulse buying could be addressed through public policy or social marketing. Originality/value - This study validates and extends the Verplanken et al. model by examining the relationship between impulse buying and other psychological constructs

A Study of Influence of Demographic Factors on Consumer Impulse Buying Behavior.

2013 Bashar, AbuAhmad, IrshadWasiq, Mohammad

The main purpose of the paper is to determine the correlation of consumers' demographic factors on the impulse buying behavior with respect to a number of single impulsivity indicators and one collective indicator. The paper consists of theoretical and research aspects. The first part encompasses theoretical insights into the secondary research regarding impulse buying while the practical part presents the methodology and primary research results. With respect to the subject matter, research goals as well as previous findings and primary research results, corresponding hypotheses were set and mainly confirmed. Inter variable correlation and regression analysis has been performed to test the hypothesis. The results showed that demographic factors, such as the disposable income and age, are related to most impulse buying indicators and to the impulsivity collective indicator. However, educational qualification and gender produced marginal association with

impulsive buying behavior. The paper also summarizes research limitations as well as the work contribution and future research guidelines. it is critical torecognize this conceptual base-linking behavior inits context and empirically develop conceptualmeasures to ascertain the roles of consumers’demographic factors in their purchase behavior.