ARTICLE STUDY

ARTICLE 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, David
Lavack, Anne
Kropp, 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, David
Lavack, Anne
Kropp, 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, Abu
Ahmad, Irshad
Wasiq, 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 to
recognize this conceptual base-
linking behavior in
its context and empirically develop
conceptual
measures to ascertain the roles of
consumers
demographic factors in their
purchase behavior.