Assignment#1 of:

Application of Quantitative
Techniques in Research
Submitted to: Sir Imran Arshad
Dated: 25/05/2022
By: Simra Asif
F19BBA02
Topic: Impulsive Buying.
1. A Review of Impulse Buying Behavior
G. Muruganantham1 & Ravi Shankar Bhakat
Department of Management Studies, National Institute of Technology, Tiruchirappalli,
India Correspondence: Ravi Shankar Bhakat, Department of Management Studies,
National Institute of Technology, Tiruchirappalli, 620015, India. Tel: 91-814-858-6623. E-
mail: [email protected]
Received: February 3, 2013 Accepted: March 4, 2013 Online Published: April 22,
2013
Abstract:
Researchers and Practitioners have been interested in the field of impulse buying for the past
sixty years (Clover, 1950; Stern, 1962; Rook, 1987; Peck and Childers, 2006; Chang et.al, 2011).
The purpose of this paper is to provide a detailed account of the impulse buying behavior by
compiling the various research works literature in the field of Retailing and Consumer Behavior.
It gives a broad overview of the impulse buying construct and the various behavior related
aspects. A wide range of journal databases and books were referred to review the works of
various researchers. The content analysis of the various research works led to the classification
of literature into different factors influencing impulse buying and further development of
research framework. The multiple aspects of the subject are categorized for future research
works in the area of impulse buying with the suggestions. The paper will be useful for marketing
practitioners and researchers towards comprehensive understanding of the consumer’s
impulsiveness.
Keywords: impulse buying, impulsiveness, online impulse, consumer behavior, hedonic
motivation, retailing
2. Normative Influences on Impulsive Buying Behavior
Dennis W. Rook, Robert J. Fisher
Journal of Consumer Research, Volume 22, Issue 3, December 1995, Pages 305–313,
https://doi.org/10.1086/209452
Abstract
Although consumer researchers have investigated impulse buying for nearly 50 years, almost no
research has empirically examined its normative aspects. This article presents conceptual and
empirical evidence that consumers' normative evaluations (i.e., judgments about the
appropriateness of engaging in impulse buying behavior) moderate the relationship between the
impulse buying trait and consumers' buying behaviors. Specifically, the relationship between the
buying impulsiveness trait and related buying behaviors is significant only when consumers
believe that acting on impulse is appropriate. The findings from two studies across student and
retail customer samples converge and support the hypothesized moderating role of consumers'
normative evaluations.
3. ASSESSING THE SITUATIONAL FACTORS AND IMPULSIVE BUYING
BEHAVIOR: MARKET SEGMENTATION APPROACH
Mirela Mihić
Ivana Kursan
Received: 16. 4. 2010 Preliminary communication
Accepted: 12.11.2010 UDC 658.89
Abstract:
The purpose of this study is to determine the correlation between situational factors and
impulsive buying behavior with the aim of separating an adequate number of different customer
segments. The study will try to provide answers to the following questions: Can situational
factors stimulate impulsive purchase and to what extent? Considering the effect of the analyzed
situational factors on impulsive buying is it possible to isolate different consumer segments? Do
these segments differ in terms of particular demographic features? The obtained results reveal
that most situational factors affect impulsive buying to some extent, but, in consumers' opinion,
none of them to a great extent. Furthermore, in terms of the perceived impact of situational
factors on impulsive buying behavior, the study separates three consumer segments: (1)
markedly rational – immune to influence, (2) impulsive to some extent – sensitive to some
situational stimuli, (3)mostly rational – generally immune to influence. In the first and the third
segment (markedly or generally rational consumers) none of the analyzed situational factors
affect the impulsive buying to a greater extent. On the contrary, in impulsive buyers it is found
that promotional activities, friendliness and skill of the sales staff, store location, and attractive
aroma of food generally stimulate them to buy on impulse, while the persons accompanying
them generally can influence their buying behavior and choice but can only to some extent
stimulate them to buy on impulse. Finally, the obtained results show that situational factors can
to a larger extent affect the impulsive buying behavior in consumers of a particular employment
status, and that such behavior is not significantly affected by gender, age, education, income, or
the number of household members.
4. The Relationship between Consumer Product Involvement, Product Knowledge and
Impulsive Buying Behavior
Ying-Ping Liang a*
Department of Tourism Management, Ta Hwa Institute of Technology, No.1, Dahua Rd.,
Qionglin Shiang Hsinchu County 307, Taiwan (R.O.C.)
Abstract:
Impulsive buying behavior is a common phenomenon but the topic has so far received little
academic attention. Therefore, understanding consumers’ impulsive buying behavior is
important for both the academic and business sectors. To the knowledge of the authors, there
have been no studies that have considered the relationship between consumer product
involvement, product knowledge and impulsive buying behavior. Thereby, the purpose of this
study is to explore the relationship among those three variables. In this study, we use the
consumer product involvement as independent variable, product knowledge as intervening
variable and impulse buying behavior as dependent variable. We also add in three control
variables (price consciousness, age, and consumer materialism), so that we could purify the
relationship between consumer product involvement and impulse buying behavior. The main
object of this study is based on the general consumer. In this study, 400 questionnaires were sent
and the effective rate was 83%. Through the regression analysis found that the higher the
consumer product involvement, the higher product knowledge and impulse buying behavior.
Finally, implications for managers and scholars are also discussed.
5. A structural model of fashion-oriented impulse buying behavior
Eun Joo Park
Dong-A University, Busan, Korea, and
Eun Young Kim and Judith Cardona Forney
School of Merchandising and Hospitality Management,
University of North Texas, Denton, Texas, USA
Abstract:
Purpose – This study aims to examine the causal relationships among fashion involvement,
positive emotion, hedonic consumption tendency, and fashion-oriented impulse buying in the
context of shopping.

6. Impulse Buying Behavior of Apparel Purchasers:

Yu K. Han, George A. Morgan,
Antigone Kotsiopulos, Jikyeong Kang-Park
Abstract:
This study compared three samples of female consumers (textiles and clothing [TC] and non-TC
students and older non-student consumers) on four impulse buying dimensions and planned
buying, other shopping behaviors, and demographic characteristics. The study also identified
possible predictor variables of impulse buying. Non-student consumers were most likely to be
planned buyers while students were most likely to be impulse buyers. Comparisons of the three
groups of consumers on other shopping behaviors and demographic variables further supported
the proposition that these groups made up different market segments. The TC students may
represent young consumers especially interested in apparel. Multiple regression analyses
revealed that impulse buying behavior could be predicted from other shopping behaviors and
demographic variables, especially for the student groups. The findings provide a conceptual and
empirical analysis of impulse buying and identify how specific variables are related to each of
four dimensions of impulse buying.

7. A multi‐method investigation of consumer motivations in impulse buying behavior:

Angela Hausman
Assistant Professor of Marketing, Division of Management/Marketing,
Lewis College of Business, Marshall University, Huntington, West Virginia, USA
Keywords: Consumer behaviour, Consumer marketing, Shopping
Abstract:
This study used both qualitative and quantitative data to test hypotheses related to consumers'
motivations to engage in impulse buying. A grounded theory approach was used to develop
hypotheses from in-depth interviews. These hypotheses were tested by the collection and
analysis of survey data. Data support the theory that impulse buying is a common method of
product selection, in part, because the shopping act and impulsive product selection provide
hedonic rewards. Further information-processing overload confounds product selection,
reinforcing the rewards to be obtained from alternative section heuristics, like impulse buying.

8. HOW FINANCIAL ATTITUDES AND PRACTICES INFLUENCE THE IMPULSIVE

BUYING BEHAVIOR OF COLLEGE and university STUDENTS
Abstract:
Impulsive buying behavior has been the subject of a large amount of empirical research, but little
research exists that actually examines the significant predictors of impulsive buying behaviors in
adolescents. The purpose of this study was to investigate the attitudes of adolescents towards
credit and money and the personal financial planning practices they follow, and to examine how
these attitudes and practices influenced their impulsive buying behavior. Data were collected
from 906 adolescent Taiwanese college and university students. A logistic regression model was
used to identify which students were more likely and which were less likely to make impulsive
purchases. The significant predictors were the following 8 variables: gender, age, having taken a
course in personal finance, use of money as a reward, family of origin, affective credit attitude,
cognitive credit attitude, behavioral credit attitude, and money attitude.
Keywords: impulsive buying, credit attitude, money attitude, adolescents, college students.

9. STIMULATING FACTORS OF IMPULSE BUYING BEHAVIOR: A LITERATURE

REVIEW
 Rasheda Akter
Abstract:
Consumers buy products not only because of need to them but also because of sudden urge to
buy them. The impulse buying have been investigated by consumer behavior researchers and
marketing academician more than a half century. The aim of this study is to present a detailed
literature review of the impulse buying behavior by analyzing the various researches in the field
of consumer behavior. Development of impulse purchasing concept, process of consumer’s
impulse purchasing behavior, various factors that have an effect on impulse purchasing and the
relationship between impulse buying and retailing are discussed in this paper. This study will be
useful for retailing researchers and practitioners towards comprehensive insight of the shopper’s
impulsiveness in theoretical framework. The content analysis of the various researches about
impulse buying behavior may be guide to understanding the basic characteristics of impulse
purchasing for future researchers by explaining the different factors influencing impulse buying.
Keywords: impulse buying, factors of impulse purchase, consumer behavior
10. Consumers’ Impulsive Buying Behavior of Restaurant Products in Social Commerce
Namho Chung, Hyo Geun Song, Hyunae Lee
International Journal of Contemporary Hospitality Management
ISSN: 0959-6119
Article publication date: 13 February 2017
Abstract
Purpose-First, this paper aims to investigate the impact of impulsiveness on two types of
shopping value (e.g. utilitarian and hedonic value) and the urge to buy restaurant products and
services impulsively in social commerce environments. Second, the study assesses the impact of
situational factors (e.g. scarcity and serendipity) on individuals’ shopping values.
Keywords: Social Media, Serendipity, Scarcity, Social Commerce, Impulsive buying behavior,
Restaurant Products
11. The role of atmospheric cues in online impulse-buying behavior:
Abstract:
This study extends a stimulus–organism–response (S–O–R) model to include impulse-buying
behavior, which plays a vital role in electronic shopping but has not gained much attention in e-
commerce research. Grounding our research in environmental psychology, we test the effects of
virtual atmospheric cues on online impulse-buying behavior and spending, via a consumer
survey. The study applies elaborated mediating variables (shopping enjoyment and
impulsiveness) to develop a structural model linking three categories of atmospheric cues of an
electronic store (content, design, and navigation) to approach behavior variables (impulse-buying
behavior and expenditure). The results support the validity of the S–O–R model in the context of
online impulse-buying behavior and show a significant positive effect of two dimensions of
virtual atmospheric cues (design and navigation).
Keywords
Impulse buying, electronic commerce, Stimulus–organism–response model, Environmental
psychology, Store atmosphere, Online shopping, Online consumer behavior, Structural equation
model.

12. Impact of store environment on impulse buying behavior

Geetha Mohan, Bharadhwaj Sivakumaran, Piyush Sharma
European Journal of Marketing
ISSN: 0309-0566
Article publication date: 20 September 2013
Abstract
Purpose-This paper aims to explore the process by which four store environment (music, light,
employee, and layout) and two individual characteristics (shopping enjoyment tendency (SET)
and impulse buying tendency (IBT)) influence impulse buying behavior through positive and
negative affect, and urge to buy impulsively.
Keywords: Impulsive buying, Positive/Negative Affect, Retail shoppers, Store Environment,
Urge, Retailing, Retailers, Shopping.
13. FACTORS INFLUENCING IMPULSE BUYING BEHAVIOR
PARMAR VISHNU1 AND AHMED RIZWAN RAHEEM
Tal: +92-300829-2560
Institute of Business Administration – IBA - Karachi
Abstract:
Researcher picked this topic because no one has ever explored the factors of impulsive buying
behavior for FMCGs goods in Larkana and surrounding territories. In this study ether are two
variables, i.e. Dependent variable “consumers’ impulse buying behavior”, and Independent
variables namely promotional approaches, store environment, window display, income level and
credit card. Impulsive buying behavior is dependent because it has influence of independent
factors. This topic is quantitative because there is certain population, among them we’ll
distribute survey forms to get their respective opinions pertaining to our topic. This research
concluded that consumer’s impulse buying behavior for FMCG’s (products) is favorable in
Pakistan. Consumers are more likely to buy impulsively when they see free product and price
discounts offers by a store. The income level and visual merchandising has highly and
significantly influence on consumer’s impulse buying for FMCG’s (products) in Larkana
Pakistan, especially, a well decorated, with pleasant and calm store environment along with
colorful surroundings not just motivating the consumers to buy unintentionally but also build
excitement inside the consumer’s minds. Window displays and visual merchandising have an
important role-play for consumer’s impulse buying. Consumers can be attracted to a store for
purchase by settling up a well-designed window displays and by insertion up a proper placement
of products, packaging and displays of products along with a better presentation of products and
store.
Key Words: Impulse Buying Behavior; Windows display; Independent factors; FMCG Products;
Packaging
14. An Empirical Study of Consumer Impulse Buying Behavior in Local Markets
Muhammad Ali Tirmizi
PH.D Candidate, FUIEMS, Foundation University, Islamabad, Pakistan
E-mail: [email protected]
Kashif-Ur-Rehman
Associate Professor, Iqra University, Islamabad, Pakistan
E-mail: [email protected]
M. Iqbal Saif
Head of the Department, Management Sciences, FUIEMS, Foundation
University, Islamabad, Pakistan
E-mail: [email protected]
Abstract:
This paper investigates the relationship between independent variables which are shopping
lifestyle of consumers, fashion involvement of consumers, pre-decision stage and post-decision
stage of consumer purchase behavior with the attitudinal and behavioral aspects of impulse
buying behavior. This study attempts to explore the association exists between the variables
involved, by tapping the responses of 165 respondents from higher income group in the area of
Rawalpindi and Islamabad. The major findings of the study demonstrated an overall weak
association of the set of independent variables with the dependent variable but, the in-depth
analysis found that pre-decision stage of consumer purchase behavior is the only variable that
resulted into strong association with the impulse buying behavior. It’s true that young people
more often get attracted to products displayed on store shelves and has greater tendency of
impulse buying behavior but results of this paper showed no association of impulse buying in
higher income group of young people having prevalent impulse buying tendencies. This study
reported new evidences in the field of impulse buying behavior of consumers pertaining to the
local markets of the twin cities of Pakistan.
Keywords: Shopping lifestyle, fashion involvement, pre-decision stage, post-decision stage,
Impulse buying behavior, Pakistan.

15. Evaluating Effective Factors on Consumer Impulse Buying Behavior

Alireza Karbasivar and Hasti Yarahmadi
Department of Business Management, Islamic Azad University-Firoozkooh Branch, Iran
Department of Business Management, Islamic Azad University-Neyshabur Branch, Iran
Abstract:
The goal of this research is to examine the effect of four external cues (window display, credit
card, promotional activities (cash discount, free product)) on consumer impulse buying behavior.
A conceptual model adapted from Churchill and Peter (1998) is proposed and verified by
empirical data. The sample size was small (n=275) and data collection took place in Abadan,
Iran. We defined four hypotheses and Statistical Packages for Social Sciences’ (SPSS) and
LISREL software is used for the data analysis. Structural Equation Modeling (SEM) used to see
the correlations between consumer’s impulse buying behavior and each of four external cues.
The instrument used for this study was in survey format. Data collected in July 2010. The result
of the present study proves that there is a pivotal relationship between window display, credit
card, promotional activities (discount, free product) and consumer impulse buying behavior.
Key words: Consumer Behavior % Impulse Buying % Promotional Activities % Credit Card
16. An Empirical Analysis Of Impulsive Buying Behavior In Pakistan
Tariq Jalees
Assistant Professor, Director Coms
Paf-Karachi Institute of Economic and Technology
[email protected]
[email protected]
This research paper has been published earlier in International Review of Business
Research Papers, Vol.5, N0.6, November 2009
Abstract:
The purpose of this research was to identify the variables related to impulsive buying, identify
the relationships of these variables, ascertain their validity in Pakistan and empirically test the
derived hypotheses. The dependent and independent variables of this study are impulsive buying
behavior, individualism, collectivism, moods and proximity. Based on the above variables a
close ended questionnaire was developed containing two to three sub-variables. The
questionnaire was administered to the pre-selected affluent areas of Karachi which were
Defence, Clifton, PECHS, North Nazimabad, Bhadrabad and Bath Island. The sample size for
this study was 180. Quota sampling was used for drawing the samples. The developed
hypotheses were tested through techniques such as regression, Z-test two sample, F-test two
samples, and t-test two samples, of which three were accepted and two were rejected.Keywords:
Impulsive buying, individualism, collectivism, mood, proximity, gender, age group, marital
status.
Keywords: Impulsive buying, Individualism, collectivism, mood, proximity, gender, age group,
marital status.
17. Model of Impulse Buying Behavior
Mahek Iram
 Assistant Professor
Dept of Business Administration and Management
P. R. PotePatil Group of Educational Institutes, Amravati
Contact number: 8087925874 Email Id: [email protected]
Dr. D. Y. Chacharkar
Associate Professor
Dept of Business Administration and Management
S.G.B. Amravati University, Amravati (M.S.)
Contact number: 9422159818 Email Id:[email protected]
Abstract:
Impulse buying is one of the important changes we witness among consumer in recent times.
With the advancement in technology impulsive buying has increased. It is vital to investigate
factors affecting impulsive behavior. When studying impulse buying behavior, most marketing
models have focused on purchasing only and ignored much of the information provided by
factors influencing the purchase. The aim of the study is to build up model on impulsive buying
behavior.This research found a connection between the filters of consumers buying behavior
pattern, urge felt or tension handling ability/self control process of buying decision making,
impulse buying process, impulsive buying behavior and factors influencing it. A model has been
developed connecting them to the process of impulse buying behavior. The theoretical part is
framed through the books, journals, previous research papers and articles.
Keywords: Consumer Impulsive Purchase Behavior, Impulse Buying Decision Process, Self
Control, Urge Felt, Tension Handling Ability
18. The Buying Impulse
DENNIS W. ROOK
Abstract
What is impulse buying? Despite the marketing and lifestyle factors that encourage it today,
impulse buying is not yet well understood. This is due in part to the longstanding absence of a
compelling conceptualization of this distinctive type of purchasing behavior. This article reviews
extant research on impulsive behavior and then introduces a new interpretation of impulse
buying. Following this are the results of an exploratory study that investigates the
phenomenology of consumers' impulse buying episodes. The research identifies: (1) the
subjective experiences that distinguish the onset of the buying impulse, (2) how consumers cope
with their impulsive urges to buy, and (3) the types of negative consequences they incur as a
result of their impulsive buying.
19. Effects of Personality on Impulsive Buying Behavior:
Evidence from a Developing Country
Dania Shakaib Farid
Shaheed Zulfikar Ali Bhutto Institute of Science & Technology Karachi, Pakistan
 Mazhar Ali
Shaheed Zulfikar Ali Bhutto Institute of Science & Technology Karachi, Pakistan
[email protected]
21 May 2018
Abstract:
Normally impulse buying is considered to take place in the presence of extrinsic factors which
lure customers into unplanned buying. The role of intrinsic factors in generating impulse buying
remains under-researched, especially in the context of a developing country like Pakistan. This
study aims to study the impact of personality on Impulse Buying behavior. The effect of
personality on impulse buying is measured through five personality traits, namely Openness,
Conscientiousness, Extraversion, Agreeableness and Neuroticism-also known as the OCEAN
Model. It is an explanatory research study involving 400 people of diverse backgrounds and
wide age brackets. Results indicate significant effects of Openness, Extraversion,
Conscientiousness and Neuroticism and insignificant effect of Agreeableness on Impulse Buying
Behavior. This study has valuable implications for Practitioners as well as Academics. Key
Words: Impulsive Buying, Personality, Big Five, Openness, Conscientiousness, Extraversion,
Agreeableness, Neuroticism, Pakistan

20. Study of Impulse Buying Behavior of Consumers

 Dr. Shweta Choudhary
Assistant Professor
Shri G.S. Institute of Technology and Science, Indore
Affiliated to RGPV, Bhopal and declared autonomous by AICTE and UGC
Madhya Pradesh – India
Abstract:
Impulse buying is a behavior which has been portrayed by all of us one or the other time.
Impulse buying is an unplanned purchase by the consumer which is an important part of the
buying behavior. At many times our inner urge or temptation to purchase a particular thing
intensifies to such an extent that without a degree of planning we jump into purchase. It is not
only the kids who resort to impulse behavior but many times the adults of rational mind displays
the impulsive. There are lots of factors that influence the rash decision of impulse buying of an
individual such as- discount offers, behavior of the sales person, display of the product, nature of
the product, situation of the customer, personal characteristics of the shopper, etc. In brick and
mortar retailing, impulse behavior has become an important source of revenue for the business.
The marketers attempt to practice all the tactics to tap the impulsive behavior of the consumer.
The present research is a conceptual study which focuses on understanding the impulse buying
behavior of the customers, as well as the factors responsible for that.
Key Words- Consumers, Impulse buying, Temptation, Unplanned purchase.