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A STUDY ON IMPULSIVE BUYING BEHAVIOUR

Year 2022, , 875 - 894, 30.09.2022
https://doi.org/10.17130/ijmeb.982102

Abstract

Impulsive buying is a sudden, unplanned purchase that the consumer makes without thinking about the consequences. Impulsive buying has become an important economic phenomenon due to the availability of credit cards, the existence of online shopping options, and the spread of shopping mall culture. This study investigates the effects of social media, hedonic consumption and conscientiousness on the impulsive buying behaviour of consumers in the city of Ankara, Turkey. Data were collected through face-to-face interviews with 784 customers in 14 shopping centers. Structural equation modelling (SEM) was used to validate the proposed model. The results showed significant relationship between the factors social media, hedonic consumption, conscientiousness and impulsive buying. It is also found that the customers making shopping list have less impulsive buying than those who do not have shopping list, and also women are more impulsive buyer than men.

References

  • Akçay, G. & Özdemir, E. (2019). Demografik özellikler açısından tüketicilerin plansız satın alma davranış farklılıklarını incelemeye yönelik bir araştırma. Uluslararası Toplum Araştırmaları Dergisi, 14(20), 817-846.
  • Al-Zyoud, M. F. (2018). Does social media marketing enhance impulsive purchasing among female customers case study of Jordanian female shoppers. Journal of Business and Retail Management Research, 13(2), 135–151.
  • Aragoncillo, L. & Orus, C. (2018). Impulsive buying behaviour: an online- offline comparative and the impact of social media. Spanish Journal of Marketing-ESIC, 22(1), 42-62.
  • Aytekin P. & Ay C. (2015). Hedonik tüketim ve anlık satın alma ilişkisi. Niğde Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, 8 (1), 141-156.
  • Babin, B. J., Darden, W. R. & Griffin, M. (1994). Work and/or fun: Measuring hedonic and utilitarian shopping value. Journal of Consumer Research, 20(4), 644–656.
  • Badgaiyan, A. J., Verma, A. & Dixit, S. (2016). Impulsive buying tendency: Measuring important relationships with a new perspective and an indigenous scale. IIMB Management Review, 28(4), 186-199.
  • Bryne, B. M. (2010). Structural equation modelling with AMOS: Basic Concepts, Applications, and Programming. New York: Routledge.
  • Chang, H.J., Eckman, M. & Yan, R. N. (2011). Application of the stimulus-organism-response model to the retail environment: the role of hedonic motivation in impulsive buying behaviour. The International Review of Retail, Distribution and Consumer Research, 21(3), 233- 249.
  • Chen, Y., Lu, Y., Wang, B. & Pan, Z. (2019). How do product recommendations affect impulsive buying? An empirical study on WeChat social commerce. Information & Management, 56(2), 236-248.
  • Farid, D. S. & Ali, M. (2018). Effects of personality on impulsive buying behaviour: Evidence from a developing country. MPRA Paper No. 87401, Retrieved from https://mpra.ub.uni-muenchen.de/87401/.
  • Giraud, M. (2001). Les acheteurs impulsifs: Proposition d'une typologie. Decisions Marketing, 24 (Sept.-Dec.), 17-24.
  • Hausman, A. (2000). A multi-method investigation of consumer motivations in impulsive buying behaviour. Journal of Consumer Marketing, 17(5), 403-419.
  • Khokhar, A. A., Qureshi, P.A., Murtaza, F. & Kazi A.G. (2019). The Impact of Social Media on impulsive Buying Behaviour in Hyderabad Sindh Pakistan. International Journal of Entrepreneurial Research (IJER) 2(2); 8-12.
  • Kollat, D. T. & Willett, R. P. (1967). Customer impulsive purchasing behaviour. Journal of Marketing Research, 4(1), 21-31.
  • Kurt, S. (2019). Yapısal eşitlik modeli ve dürtüsel satın alma davranışı üzerine bir çalışma, Y.Lisans Tezi, Gazi Üniversitesi.
  • Meydan, C. H. & Şeşen, H. (2011). Yapısal eşitlik modellemesi amos uygulamaları. Ankara: Detay Yayıncılık.
  • Rook, D. W. & Fisher R. J. (1995). Normative influences on impulsive buying behaviour, Journal of Consumer Research, 22(3), 305-313.
  • Semiz, B. B. (2017). A ve B tipi kişilik özelliklerine göre tüketicilerin plansız, kompülsif ve hedonik satın alma davranışlarının araştırılması. Pazarlama İçgörüsü Üzerine Çalışmalar, 1(1/2), 13-22.
  • Sudha, S. and Bharathi, K. (2018). Role of social media influence on customers impulsive buying behaviour towards apparel. International Journal of Supply Chain Management, 7(5), 903-908.
  • Şahin, A. & Fırat, A. (2018). The Effect of Social Media On Hedonic Consumption of Individuals. Turkish Journal of Marketing, 3(2), 127-142.
  • Tifferet, S. & Herstein, R. (2012). Gender differences in brand commitment, impulsive buying, and hedonic consumption. Journal of Product & Brand Management, 21(3), 176–182.
  • Tulungen, C.E. (2013). Comparative analysis of impulsive buying based on gender differences. Jurnal EMBA, 1(4), 1349-1357. Uca, N. (2016).
  • Ülkelerin yolsuzluk algısının, lojistik performansının, dış ticaret hacminin ve küresel rekabet ilişkisinin yapısal eşitlik modeli ile incelenmesi: kavramsal model önerisi. Doktora Tezi, Maltepe Üniversitesi, Sosyal Bilimler Enstitüsü.
  • Verplanken, B., Herabadi, A. G., Perry, J. A., & Silvera, D. H. (2005). Consumer style and health: The role of impulsive buying in unhealthy eating. Psychology & Health, 20(4), 429-441.
  • Yu, C. & Bastin, M. (2010). Hedonic shopping value and impulsive buying behaviour in transitional economies: A symbiosis in the Mainland China marketplace. Journal of Brand Management, 18(2), 105-114.

DETERMINANTS OF IMPULSIVE BUYING BEHAVIOUR AND A MODEL PROPOSAL

Year 2022, , 875 - 894, 30.09.2022
https://doi.org/10.17130/ijmeb.982102

Abstract

Impulsive buying is a sudden, unplanned purchase that the consumer makes without thinking about the consequences. Impulsive buying has become an important economic phenomenon due to the availability of credit cards, the existence of online shopping options, and the spread of shopping mall culture. This study investigates the effects of social media, hedonic consumption and conscientiousness on the impulsive buying behaviour of consumers in the city of Ankara, Turkey. Data were collected through face-to-face interviews with 784 customers in 14 shopping centers. Structural equation modelling (SEM) was used to validate the proposed model. The results showed significant relationship between the factors social media, hedonic consumption, conscientiousness and impulsive buying. It is also found that the customers making shopping list have less impulsive buying than those who do not have shopping list, and also women are more impulsive buyer than men.

References

  • Akçay, G. & Özdemir, E. (2019). Demografik özellikler açısından tüketicilerin plansız satın alma davranış farklılıklarını incelemeye yönelik bir araştırma. Uluslararası Toplum Araştırmaları Dergisi, 14(20), 817-846.
  • Al-Zyoud, M. F. (2018). Does social media marketing enhance impulsive purchasing among female customers case study of Jordanian female shoppers. Journal of Business and Retail Management Research, 13(2), 135–151.
  • Aragoncillo, L. & Orus, C. (2018). Impulsive buying behaviour: an online- offline comparative and the impact of social media. Spanish Journal of Marketing-ESIC, 22(1), 42-62.
  • Aytekin P. & Ay C. (2015). Hedonik tüketim ve anlık satın alma ilişkisi. Niğde Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, 8 (1), 141-156.
  • Babin, B. J., Darden, W. R. & Griffin, M. (1994). Work and/or fun: Measuring hedonic and utilitarian shopping value. Journal of Consumer Research, 20(4), 644–656.
  • Badgaiyan, A. J., Verma, A. & Dixit, S. (2016). Impulsive buying tendency: Measuring important relationships with a new perspective and an indigenous scale. IIMB Management Review, 28(4), 186-199.
  • Bryne, B. M. (2010). Structural equation modelling with AMOS: Basic Concepts, Applications, and Programming. New York: Routledge.
  • Chang, H.J., Eckman, M. & Yan, R. N. (2011). Application of the stimulus-organism-response model to the retail environment: the role of hedonic motivation in impulsive buying behaviour. The International Review of Retail, Distribution and Consumer Research, 21(3), 233- 249.
  • Chen, Y., Lu, Y., Wang, B. & Pan, Z. (2019). How do product recommendations affect impulsive buying? An empirical study on WeChat social commerce. Information & Management, 56(2), 236-248.
  • Farid, D. S. & Ali, M. (2018). Effects of personality on impulsive buying behaviour: Evidence from a developing country. MPRA Paper No. 87401, Retrieved from https://mpra.ub.uni-muenchen.de/87401/.
  • Giraud, M. (2001). Les acheteurs impulsifs: Proposition d'une typologie. Decisions Marketing, 24 (Sept.-Dec.), 17-24.
  • Hausman, A. (2000). A multi-method investigation of consumer motivations in impulsive buying behaviour. Journal of Consumer Marketing, 17(5), 403-419.
  • Khokhar, A. A., Qureshi, P.A., Murtaza, F. & Kazi A.G. (2019). The Impact of Social Media on impulsive Buying Behaviour in Hyderabad Sindh Pakistan. International Journal of Entrepreneurial Research (IJER) 2(2); 8-12.
  • Kollat, D. T. & Willett, R. P. (1967). Customer impulsive purchasing behaviour. Journal of Marketing Research, 4(1), 21-31.
  • Kurt, S. (2019). Yapısal eşitlik modeli ve dürtüsel satın alma davranışı üzerine bir çalışma, Y.Lisans Tezi, Gazi Üniversitesi.
  • Meydan, C. H. & Şeşen, H. (2011). Yapısal eşitlik modellemesi amos uygulamaları. Ankara: Detay Yayıncılık.
  • Rook, D. W. & Fisher R. J. (1995). Normative influences on impulsive buying behaviour, Journal of Consumer Research, 22(3), 305-313.
  • Semiz, B. B. (2017). A ve B tipi kişilik özelliklerine göre tüketicilerin plansız, kompülsif ve hedonik satın alma davranışlarının araştırılması. Pazarlama İçgörüsü Üzerine Çalışmalar, 1(1/2), 13-22.
  • Sudha, S. and Bharathi, K. (2018). Role of social media influence on customers impulsive buying behaviour towards apparel. International Journal of Supply Chain Management, 7(5), 903-908.
  • Şahin, A. & Fırat, A. (2018). The Effect of Social Media On Hedonic Consumption of Individuals. Turkish Journal of Marketing, 3(2), 127-142.
  • Tifferet, S. & Herstein, R. (2012). Gender differences in brand commitment, impulsive buying, and hedonic consumption. Journal of Product & Brand Management, 21(3), 176–182.
  • Tulungen, C.E. (2013). Comparative analysis of impulsive buying based on gender differences. Jurnal EMBA, 1(4), 1349-1357. Uca, N. (2016).
  • Ülkelerin yolsuzluk algısının, lojistik performansının, dış ticaret hacminin ve küresel rekabet ilişkisinin yapısal eşitlik modeli ile incelenmesi: kavramsal model önerisi. Doktora Tezi, Maltepe Üniversitesi, Sosyal Bilimler Enstitüsü.
  • Verplanken, B., Herabadi, A. G., Perry, J. A., & Silvera, D. H. (2005). Consumer style and health: The role of impulsive buying in unhealthy eating. Psychology & Health, 20(4), 429-441.
  • Yu, C. & Bastin, M. (2010). Hedonic shopping value and impulsive buying behaviour in transitional economies: A symbiosis in the Mainland China marketplace. Journal of Brand Management, 18(2), 105-114.
There are 25 citations in total.

Details

Primary Language English
Subjects Business Administration
Journal Section Research Articles
Authors

Samet Kurt This is me 0000-0003-3221-3062

Filiz Kardiyen 0000-0002-8730-2751

M.akif Bakır This is me 0000-0003-0774-0338

Publication Date September 30, 2022
Submission Date August 12, 2021
Acceptance Date March 20, 2022
Published in Issue Year 2022

Cite

APA Kurt, S., Kardiyen, F., & Bakır, M. (2022). A STUDY ON IMPULSIVE BUYING BEHAVIOUR. Uluslararası Yönetim İktisat Ve İşletme Dergisi, 18(3), 875-894. https://doi.org/10.17130/ijmeb.982102