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Impulse buying has been considered a pervasive and distinctive phenomenon in the American lifestle and has been receiving increasing attention from consumer researchers and theorists (Rook1987; Rook and Fisher1995). Prior studies on impulse buying have frequently focused on the definitional elements distinguishing impulse from non-impulse buying (Cobb and Hoyer1986; Piron1991;Rook1987), and providing a theoretical framework for examining impulse buying (Burroughs1996; Hoch and Loewenstein1991; Rook and Fisher1995; Rook and Gardner1993). Several recent studies have attempted to develop and validate scales to measure the impulse buying tendency (Rook and Fisher1995; Weun, Jones, and Beatty1997). However, while research interest has been growing, we are still just beginning to learn about the factors that affect impulse buying.
Impulse buying may be influenced by internal states or traits experienced by consumers, or by environmental factors. Researchers have attempted to determine if people who frequently engage in this behavior have some common personality traits. Other researchers have suggested that internal states and environmental cues can serve to trigger the impulse to purchase. The purpose of this paper is to build on these prior studies by examining the relationship between impulse buying and some relevant personality traits, as well as to identify common internal and external cues that trigger impulse buying. Moreover, this study is also concerned about how personality traits are related to cues, and whether high and low impulse buyers would differ on the degree to which they are sensitive to various cues.
impulse buy is targeting the needs,fear,ego,and greed of customers and add stimulants at point of sale.
insurance people sell you packages that you really don't need by concentrating on stimulating fear of loss at their customers which results in an impulse to buy.
stock brokers stimulate the greed in you through selling stocks and bonds that make you a furtune,which will cause a sudden and quick implulse to buy and regret later.
Announcement, the value of the product, the cosumer need
media and advertising
1- Unplanned decision buy.
2- It is jest before purchase.
3- It has great risk.
An impulse buy is almost always an emotional decision. It is not necessary for the consumer to need the product or service, and it might not figure on a to-do list necessarily. This is a type of buy you can induce to some extent, but never predict. The best example of an impulse buy is products lined up at checkout counters or around the checkout zone - like candy/chocolates, gum, batteries, magazines, snacks/tidbits, cigarettes, etc. to name a few. The factors that contribute to this are:
- Attractiveness of packaging (products) or content (magazines)
- Trial of a product
- Immediate consumption (Chocolates/Cigarettes/Gum/Snacks)
- Prospective future need, not immediate
- Constant essentials that you typically exclude from shopping lists (People who smoke regularly or consume candy/gum on a regular basis will always want to stock up for the future)
Respected Sir
Impulsive buying is just unplanned buying. Normally it is of nominal value but for people of high financial profile impulsive buying may include expensive products like if a friend or rival has a Porche I must have one too.
· Impulsive buying can be influenced by many factors like sales promotion at the point of sale, sales packaging etc
· Normally we regret an impulsive buying after a few days after novelty of the product is gone.
· It is not a preplanned purchase. The product is not at top of the list of needs, before we see the product , or its ad.
· Special seasonal discounts may lead to impulsive buying.
· Case study- Fruits, chocolates , clothing in attractive packaging is placed just beside the payment counter to attract the customer to make the last minute buy.
Its basically a push pull scenario.
1. Problem - Solution. If the consumer has a problem he/she is suffering from and find a product that can solve it.
2. Social Status - Value Derivative: If the consumber has a need to maintain standard and image in the social circle then a product that can do so will be it. This is usually promoted by main stream media.
Usually its influenced by main stream media, or when you see other people or your friend buying the product.
