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THE FACTORS THAT AFFECT CONSUMERIMPULSIVE BUYING BEHAVIORIN GROCERY AND CLOTHING SECTORS

Year 2005, Volume: 6 Issue: 23, 161 - 168, 10.01.2005

Abstract

Consumers are considered as a problem solver to fulfill their ııeeds by marketers. The behavior according to satisfy their ııeeds are gerıerally planned, but some of them unplanned because of some iııfluences. Uııplanned, which is called impulsive buying behavior, geııerates 50 percent of consumers’ shopping behavior according to recent studies. This shopping behavior especially occurs in grocery and clothing sectors. With the growth of advertising and technological developments, consumers have easy access to impulse purchasing (Kacen&Lee, 2002). Adding to this growth, individual’s cultures have a great impact on their, impulse buying behavior, but little known/n about this sudden, spoııtaııeous purchasing behavior in Turkey. The aim of this study is to indicate the factors, which affect consumer impulsive buying behavior in botlı grocery and clothing sectors in Turkey.

References

  • [1] Peter, J.J., & Olson, J.C. (2002). Coıısumer Behavior & Marketing Management. 6lh Ed. London: McGraw Hill.
  • [2] Babacan, M. (1999). Hedonic Tüketim ve Özel Günler Alışverişlerine Yansıması. Dokuz Eylül Üniversitesi, İzmir Meslek Yüksekokulu Satış Yönetimi Programı. 6.Ulusal Pazarlama Kongresi, Erzurum, p.l 1.
  • [3] Walters, C.G. (1978). Consumer Behavior Theory and Practice. 3rd Ed. USA: Richard D. Irwin Inc.
  • [4] Boreham, J. (1995). Consumer Behavior in the Food Industry. USA: Butterworth Heinemann.
  • [5] Belk, R.W., (1975). Situational Variables and Consumer Behavior. Journal of Consumer Research, 2(3), p.l 58.
  • [6] Sinho, I. (1993). A Conceptual Model of Situation Type on Consumer Choice Behavior and Consideration Sets. Advances in Consumer Research XXI, p.252.
  • [7] Engel, F. J„ Blackvvell, R.D., & Miniard, P.W. (1990). Consumer Behavior. 6lh Ed. USA: Dryden Press.
  • [8] Park, C.W„ & Lessing, V.P. (1977). Students and Housewives: Differences in Susceptibility to Reference Group Influence. Journal of Consumer Research, 4, p.l 02.
  • [9] Bearden, W.O., & Etzel, J.M. (1982). Reference Group Influence on Product and Brand Purchase Decision. Journal of Consumer Research, 9(2), p.l 83.
  • [10] Blythe, J. (1997). The Essence of Consumer Behavior. Essence of Management Series, USA: Prentice Hail.
  • [11] Odabaşı, Y., & Barış, G. (2002). Tüketici Davranışı. İstanbul: MediaCat Kitapları.
  • [12] Leland, J., Beals, G. (1997). In Living Colors. Newsweek, 58, pp.58-60.
  • [13] Mccort, D.J., Malhotra, & Naresh, K. (1993). Culture and Consumer Behavior: Toward an Understanding of Cross-Cultural Consumer Behavior in International Marketing. Journal of International Consumer Marketing, 6(2), p.91.
  • [14] Hawkins, D.I., Best, R.J., & Coney, K.A. (2001. Consumer Behavior. 8lh Ed. London: McGraw Hill.
  • [15] Wernefet, B. (1996). Effıcient Marketing Communication. Journal of Marketing Research, 2, pp.239-246.
  • [16] Mitchell, A.A. (1983). Cognitive Processes Initiates by Exposure to Advertising. in Influence Processing Research in Advertising. (Ed.: Harris, R.). New York: Lawrence Erlbaum Associates.
  • [17] Solomon, M.R. (2002). Consumer Behavior. 5lh Ed. London: Prentice Hail.
  • [18] Schiffmann, L.G., & Kanuk, L.L. (2000). Consumer Behavior. 7th Ed. London: Prentice Hail.
  • [19] Jacoby, J., & Kyner, B.D. (1993). Brand Loyalty Repeat Purchasing Behavior. Journal of Marketing Research, 12(000001), p.l.
  • [20] Mahato, W.H. (1989). Motives must be Differential from Needs, Drives Wants Strategy Implications. European Journal of Marketing, 23(3), p.20.
  • [21] Kalemci, G. (2002). Perakendeci Markasına Karşı Geliştirilen Tutum ve Satın Alma Davranışlarında Türk- Alman Toplumu Tüketicilerinin Karşılaştırılmasına Yönelik Gıda Sektöründe Bir Uygulama. Yayınlanmamış Yüksek Lisans Tezi. İstanbul: Marmara Üniversitesi Sosyal Bilimler Enstitüsü.
  • [22] Schiffman, L.G., & Kanuk, L.L. (2004). Consumer Behavior. 8lh Ed. New Jersey: Prentice-Hall.
  • [23] Rook, D.W., & Fisher, R.J. (1995). Normative influences on impulsive Buying Behavior. Journal of Consumer Research, 22(3), p.305.
  • [24] Beatty, S.E., & Ferrell, M.E. (1998). impulse buying: Modeling its Precursors. Journal of Retailing, 74(2), pp.169-191.
  • [25] Punj, N.G., & Stewart, D.W. (1983). An interaction Framevvork of Consumer Decision Making. Journal of Consumer Research, 10(2), pp. 181-196.
  • [26] Hoch, S.J., & Loewenstein, G.F. (1991). Time-inconsistent Preferences and Consumer Self Control. Journal of Consumer Research, 17, pp.492-507.
  • [27] Kacen, J.J., & Lee, A.J. (2002). The Influence of Culture on Consumer İmpulsive Buying Behavior. Journal of Consumer Psychology, 12(2), pp.163-176.
  • [28] Eysenck, S.B.G., Pearson, P.R., Easting, G., & Allsopp, J.F. (1985). Age Norms for Impulsiveness, Venturesomeness and Empathy in Adults. Personality and Individual Differences, 6(5), pp.613-619.
  • [29] Helmers, K.F., Young, S.N., & Phil, R.O. (1995). Assessment of Measures of Impulsivity in Healthy Male Volunteers. Personality and Individual Differences, 19(6), pp.927-935.
  • [30] Rawlings, D.B.J., & Wiseman, F. (1995). The interaction of Age with Impulsiveness and Venturesomeness in the Prediction of Adolescent Sexual Behavior. Personality and Individual Differences, 19(1), pp.l 17-120.
  • [31] Phillips, H. (1983). How Customers Actually Shop: Customer interaction with the Point of Sale. Journal of Marketing Research, 35(1), p.51.
  • [32] Wilkinson, J.B., Mason, J.B., & Paksoy, C.H. (1982). Assessing the Impact of Short-term Süpermarket Strategy Variables. Journal of Marketing Research, 19(000001), p.72.
  • [33] Field, A. (2000). Discovering Statistics: Using SPSS for Windows. London: Sage Publications.

THE FACTORS THAT AFFECT CONSUMERIMPULSIVE BUYING BEHAVIORIN GROCERY AND CLOTHING SECTORS

Year 2005, Volume: 6 Issue: 23, 161 - 168, 10.01.2005

Abstract

Consumers are considered as a problem solver to fulfill their ııeeds by marketers. The behavior according to satisfy their ııeeds are gerıerally planned, but some of them unplanned because of some iııfluences. Uııplanned, which is called impulsive buying behavior, geııerates 50 percent of consumers’ shopping behavior according to recent studies. This shopping behavior especially occurs in grocery and clothing sectors. With the growth of advertising and technological developments, consumers have easy access to impulse purchasing (Kacen&Lee, 2002). Adding to this growth, individual’s cultures have a great impact on their, impulse buying behavior, but little known about this sudden, spoııtaııeous purchasing behavior in Turkey. The aim of this study is to indicate the factors, which affect consumer impulsive buying behavior in botlı grocery and clothing sectors in Turkey.

References

  • [1] Peter, J.J., & Olson, J.C. (2002). Coıısumer Behavior & Marketing Management. 6lh Ed. London: McGraw Hill.
  • [2] Babacan, M. (1999). Hedonic Tüketim ve Özel Günler Alışverişlerine Yansıması. Dokuz Eylül Üniversitesi, İzmir Meslek Yüksekokulu Satış Yönetimi Programı. 6.Ulusal Pazarlama Kongresi, Erzurum, p.l 1.
  • [3] Walters, C.G. (1978). Consumer Behavior Theory and Practice. 3rd Ed. USA: Richard D. Irwin Inc.
  • [4] Boreham, J. (1995). Consumer Behavior in the Food Industry. USA: Butterworth Heinemann.
  • [5] Belk, R.W., (1975). Situational Variables and Consumer Behavior. Journal of Consumer Research, 2(3), p.l 58.
  • [6] Sinho, I. (1993). A Conceptual Model of Situation Type on Consumer Choice Behavior and Consideration Sets. Advances in Consumer Research XXI, p.252.
  • [7] Engel, F. J„ Blackvvell, R.D., & Miniard, P.W. (1990). Consumer Behavior. 6lh Ed. USA: Dryden Press.
  • [8] Park, C.W„ & Lessing, V.P. (1977). Students and Housewives: Differences in Susceptibility to Reference Group Influence. Journal of Consumer Research, 4, p.l 02.
  • [9] Bearden, W.O., & Etzel, J.M. (1982). Reference Group Influence on Product and Brand Purchase Decision. Journal of Consumer Research, 9(2), p.l 83.
  • [10] Blythe, J. (1997). The Essence of Consumer Behavior. Essence of Management Series, USA: Prentice Hail.
  • [11] Odabaşı, Y., & Barış, G. (2002). Tüketici Davranışı. İstanbul: MediaCat Kitapları.
  • [12] Leland, J., Beals, G. (1997). In Living Colors. Newsweek, 58, pp.58-60.
  • [13] Mccort, D.J., Malhotra, & Naresh, K. (1993). Culture and Consumer Behavior: Toward an Understanding of Cross-Cultural Consumer Behavior in International Marketing. Journal of International Consumer Marketing, 6(2), p.91.
  • [14] Hawkins, D.I., Best, R.J., & Coney, K.A. (2001. Consumer Behavior. 8lh Ed. London: McGraw Hill.
  • [15] Wernefet, B. (1996). Effıcient Marketing Communication. Journal of Marketing Research, 2, pp.239-246.
  • [16] Mitchell, A.A. (1983). Cognitive Processes Initiates by Exposure to Advertising. in Influence Processing Research in Advertising. (Ed.: Harris, R.). New York: Lawrence Erlbaum Associates.
  • [17] Solomon, M.R. (2002). Consumer Behavior. 5lh Ed. London: Prentice Hail.
  • [18] Schiffmann, L.G., & Kanuk, L.L. (2000). Consumer Behavior. 7th Ed. London: Prentice Hail.
  • [19] Jacoby, J., & Kyner, B.D. (1993). Brand Loyalty Repeat Purchasing Behavior. Journal of Marketing Research, 12(000001), p.l.
  • [20] Mahato, W.H. (1989). Motives must be Differential from Needs, Drives Wants Strategy Implications. European Journal of Marketing, 23(3), p.20.
  • [21] Kalemci, G. (2002). Perakendeci Markasına Karşı Geliştirilen Tutum ve Satın Alma Davranışlarında Türk- Alman Toplumu Tüketicilerinin Karşılaştırılmasına Yönelik Gıda Sektöründe Bir Uygulama. Yayınlanmamış Yüksek Lisans Tezi. İstanbul: Marmara Üniversitesi Sosyal Bilimler Enstitüsü.
  • [22] Schiffman, L.G., & Kanuk, L.L. (2004). Consumer Behavior. 8lh Ed. New Jersey: Prentice-Hall.
  • [23] Rook, D.W., & Fisher, R.J. (1995). Normative influences on impulsive Buying Behavior. Journal of Consumer Research, 22(3), p.305.
  • [24] Beatty, S.E., & Ferrell, M.E. (1998). impulse buying: Modeling its Precursors. Journal of Retailing, 74(2), pp.169-191.
  • [25] Punj, N.G., & Stewart, D.W. (1983). An interaction Framevvork of Consumer Decision Making. Journal of Consumer Research, 10(2), pp. 181-196.
  • [26] Hoch, S.J., & Loewenstein, G.F. (1991). Time-inconsistent Preferences and Consumer Self Control. Journal of Consumer Research, 17, pp.492-507.
  • [27] Kacen, J.J., & Lee, A.J. (2002). The Influence of Culture on Consumer İmpulsive Buying Behavior. Journal of Consumer Psychology, 12(2), pp.163-176.
  • [28] Eysenck, S.B.G., Pearson, P.R., Easting, G., & Allsopp, J.F. (1985). Age Norms for Impulsiveness, Venturesomeness and Empathy in Adults. Personality and Individual Differences, 6(5), pp.613-619.
  • [29] Helmers, K.F., Young, S.N., & Phil, R.O. (1995). Assessment of Measures of Impulsivity in Healthy Male Volunteers. Personality and Individual Differences, 19(6), pp.927-935.
  • [30] Rawlings, D.B.J., & Wiseman, F. (1995). The interaction of Age with Impulsiveness and Venturesomeness in the Prediction of Adolescent Sexual Behavior. Personality and Individual Differences, 19(1), pp.l 17-120.
  • [31] Phillips, H. (1983). How Customers Actually Shop: Customer interaction with the Point of Sale. Journal of Marketing Research, 35(1), p.51.
  • [32] Wilkinson, J.B., Mason, J.B., & Paksoy, C.H. (1982). Assessing the Impact of Short-term Süpermarket Strategy Variables. Journal of Marketing Research, 19(000001), p.72.
  • [33] Field, A. (2000). Discovering Statistics: Using SPSS for Windows. London: Sage Publications.
There are 33 citations in total.

Details

Primary Language English
Journal Section Eski Sayılar
Authors

Ela Ünler This is me

Publication Date January 10, 2005
Published in Issue Year 2005 Volume: 6 Issue: 23

Cite

APA Ünler, E. (2005). THE FACTORS THAT AFFECT CONSUMERIMPULSIVE BUYING BEHAVIORIN GROCERY AND CLOTHING SECTORS. Öneri Dergisi, 6(23), 161-168.

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Öneri

Marmara UniversityInstitute of Social Sciences

Göztepe Kampüsü Enstitüler Binası Kat:5 34722  Kadıköy/İstanbul

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