Modelling the Drivers of Impulsive Buying Behaviour: A Case of South Africa
Keywords:
Keywords: Impulsive buying behaviour; need for uniqueness; price; past orientation.
Abstract
Abstract: Impulsive buying behavior is an emerging phenomenon in marketing literature and it affects consumers across the board. Impulsive buying is seen as the outcome of demonstrative reactions that breed the unexpected craving to purchase. Impulsive buying is becoming an important factor for retailers since they generate a lot of income through this kind of behavior. Due to the expansion of organized retail over the country, shops are trying to comprehend the buying behavior of consumers and try by all means that they trigger consumers to act in an impulsive way. Traditional buying behavior of consumers was seen as when purchasers made a list for purchasing products then depart to a particular store and purchase it. But now the whole buying behavior is changing due to the rise in the income level of consumers. This is giving the consumers more buying power, transformation in the socio-cultural environment way of life and consumption pattern. This, therefore, influences the consumer to act in an irrational manner which is known as unplanned buying without considering the potential consequences which may include non-usage of the product, negative economic consequences and feelings of regret, fury and fault. So the present study aims to analyze how uniqueness, price and past orientation influence impulse buying behavior are focusing on classical clothing brands like Nike, Adidas and Reebok. This study attempts to discern how consumer's traditional planned shopping behavior is shifting to impulse buying behavior. The study used a quantitative research method and analyzed the data by means of SMART PLS to test the relationships and the model. 350 questionnaires were used for data analysis using convenience sampling process. The outcomes of the research showed a progressive and significant association between the predictors (the need for uniqueness, price and past orientation) and the outcome variable (impulsive buying behavior).
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References
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Amaldoos, W. & Jain, S. (2005). Pricing of conspicuous goods: a competitive analysis of social effects. Journal of Marketing, 42, 30-42.
Anderson, J. C. & Gerbing, D. W. (1988). Structural equation modelling in practice: a review and recommended two-step approach. Psychological Bulletin, 103(3), 411-423.
Ave, D. S., Venter, M. & Mhlophe, B. (2015). Sensory branding and buying behaviour in coffee shops: A study on Generation Y. The Retail and Marketing Review, 11(2), 93-110.
Ayub, R. & Zafar, M. (2018). External Stimuli and impulsive buying behaviour. Market Forces, X111(1), 70-89.
Babbie, E. R. (2010). The Practice of Social Research. Twelfth edition. Belmont, California: Wadsworth Cengage.
Bakewell, C. & Mitchell, V. W. (2009). Male consumer decision-making styles. International Review of Retail, Distribution and Consumer Research, 14(2), 223-240.
Baumeister, R. F. (2014). Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior. Journal of Consumer Research 28(4), 670-676.
Belk, R. W. & Malhotra, N. K. (2013). Self-Concept and Product Choice: An Integrated Perspective. Journal of Economic Psychology, 9(1), 1-28.
Bharwada, C. (2010). Loyalty and customers: Impulse buying boosting your bottom line. Journal of Consumer Goods and Marketing, 9(33), 9-14.
Burgess, A. C. B. (2003). Gender differences in cognitive and affective impulsive buying. Journal of Fashion
Marketing and Management: An International Journal, 7(3), 282-295.
Burns, D. & Homer, W. (2014). Need for uniqueness: Shopping mall preference and choice activity. International Journal of Retail and Distribution Management, 23(12), 4-12.
Burns, N. & Grove, S. K. (2009). The Practice of Nursing Research: Appraisal, Synthesis, and Generation of Evidence. St. Louis: Saunders Elsevier.
Chebad, J. C., Michon, R., Haj-Salem, N. & Oliveira, S. (2014). The effects of mall renovation on shopping values, satisfaction and spending behavior. Journal of Retailing and Consumer Services, 21, 610-618.
Chen, C. C. & Yao, J. Y. (2018). What drives impulsive buying behaviors in a mobile auction? The perspective of the Stimulus-Organism-Response model. Telematics and Informatics, 35, 1249-1262.
Chin, W. W. (1998). The partial least squares approach to structural equation modelling. Modern Methods for Business Research, 295 (2), 295-336.
Clemes, D. M., Gan, C. & Zhang, J. (2014). An empirical analysis of online shopping adoption in Beijing, China. Journal of Retailing and Consumer Services, 21, 364-375.
Cotte, J., Ratneshwar, S. & Mick, D. G. (2012). The time of their lives: Phenomenological and metaphorical
characteristics of consumer time style. Journal of Consumer Research, 31(2), 333-345.
Creswell, J. w., Ebersohn, L., Eloff, I., Ferreira, R., Ivankova, N. v., Jansen, J. d., Nieuwenhuis, J., Pietersen, J., Plano Clark, Vl. & Van De Westhuizen, C. (2012). 11th ed. First Steps in Research. Van Shaik Publisher: Pretoria.
Dittmar, H. B. J. (2005). Gender identity and material symbols: Objects and decision considerations in impulse purchases. Journal of Economic Psychology, 16, 491-511.
Donthu, N. & Gilliland, D. J. (2010). The infomercial shopper. Journal of Advertising Research, 36(2), 69-76.
Dhurup, M. & Tusiime, R. (2011). Impulsive buying behavior of apparel merchandise among university students in Southern Gauteng. Journal of Contemporary Management, 8, 517-539.
Fisher, R. J. & Price, L. L. (2014). An investigation into the social context of early adoption behavior. Journal of Consumer Research, 19, 477-486.
Fornell, C. & Larcker, D. F. (1981). Structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50.
Goddard, W. & Melville, S. (2010). Research Methodology: An Introduction. Second edition. Lonsdowne: Juta & Co, Ltd.
Goldsmith, R. E., Clark, R. A. & Goldsmith, E. B. (2006). Extending the psychological profile of market mavenism. Journal of Consumer Behavior, 5(5), 411-420.
Graziano, Am. & Raulin, M. C. (2010). Research Methods: A Process of Enquiry. Seventh edition. Boston: Pearson Education, Inc.
Graciola, A. P., Toni, D. D., Lima, V. Z. & Milan, G. S. (2018). Does price sensitivity and price level influence store price image and repurchase intention in retail markets? Journal of Retailing and Consumer Services, 44, 201-213.
Gwinner, K. P. & Eaton, J. (2012). Building brand image through event sponsorship: The role of image transfer. Journal of Advertising, 38(4), 47-57.
Hair, J. F., Babin, B. J., Anderson, R. E. & Tatham, R. L. (2010). Multivariate Data Analysis. A Global Perspective. 7th ed. Prentice-Hall: London.
Hoch, S. I. & Loewenstein, G. F. (2016). Time - inconsistent preferences and consumer self-control. Journal of Consumer Research, 17(4), 492-508.
Hodgins, D. C. & Amy, E. (2009). Future time perspective in pathological gamblers. Journal of Nervous and Mental Disease, 190(11), 775-780.
Holbrook, M. B. (2012). Nostalgia and consumption preferences: Some emerging patterns of consumer tastes. Journal of Consumer Research, 20, 245-256.
Huang, J. S. & Chen, X. (2013). The effect of consumer’s purchase plan on reference price choice. African Journal of Business Management, 7(6), 424-431.
Huang, W. H. & Kuai, L. (2006). Short communication. Journal of Air Transport Management, 12, 207-211.
Islam, T., Wei, J., Sheikh, Z., Hameed, Z. & Azam, R. I. (2017). Determinants of compulsive buying behavior among young adults: The mediating role of materialism. Journal of Adolescence, 61, 117-130.
Janakiraman, N., Meyer, R. J. & Morales, A. C. (2006). Spillover effects: How consumers respond to unexpected changes in price and quality. Journal of Consumer Behaviour, 33, 361-69.
Jaehyeon, J. & Jaehyeon, A. (2016). The effect of social and ambient factors on impulsive purchasing behavior in social commerce. Journal of Organizational Computing and Electronic Commerce, 26(4), 285-306.
Kacen, J. J. & Lee, J. A. (2016). The influence of culture on consumer impulsive buying behaviour. Journal Consumer Psychology, 12(2), 31-40.
Karande, K. & Merchant, A. (2012). The impact of time and planning orientation on an individual’s recreational shopper identity and shopping behavior. Journal of Marketing Theory and Practice, 20(1), 59-72.
Kim, H. M. & Kramer, T. (2006). The effect of novel discount presentation on consumers’ deal perceptions. Marketing Letters, 17, 311-321.
Knight. M. & Kim, E. Y. (2007). Japanese consumers' need for uniqueness: Effects on brand perceptions and Purchase Intention. Journal of Fashion Marketing and Management, 11(2), 270-280.
Kron. J. (2014). Home-Psychology: The social psychology of home and decoration. New York: Potter.
Lang, C. & Armstrong, C. M. J. (2018). Collaborative consumption: The influence of fashion leadership, need for uniqueness and materialism on female consumers’ adoption of clothing renting and swamping. Sustainable Production and Consumption, 13, 37-47.
Lee, Y., Ho, F. N. & Wu, M. C. (2018). How do form and functional newness affect adoption preference? The moderating role of consumer need for uniqueness. Journal of Consumer Marketing, 35(1), 79-90.
Liang, Y. P. (2012). The relationship between consumer product involvement, product knowledge and impulsive buying behavior. Procedia-Social and Behavioral Sciences, 57, 325-330.
Lindblom, A., Lindblom, T. & Wechtler, H. (2018). Collaborative consumption as C2C trading: Analyzing the effects of materialism and price consciousness. Journal of Retail and Consumer Services, 44, 244-252.
Loureiro, S. M. S. & Breazeale, M. (2016). Pressing the Buy Button: Generation Y’s Online Clothing Shopping Orientation and Its Impact on Purchase. Clothing and Textiles Journal, 34(3), 163-178.
Mattila, A. S. & Wirtz, J. (2008). The role of pre-consumption effect in post-purchase evaluation of services. Psychology & Marketing, 17(7), 587-605.
Mcinnes, W. & Price, H. (2012). A conceptual approach to marketing. Journal of Marketing Research, 31, 473-479.
Millman, R. E. (2006). Using background music to affect the behavior of supermarket shoppers. Journal of Marketing, 46(3), 86-91.
Netemeyer, R. G., Krishnan, B., Pulling, C., Wang, G., Yagci, M., Dean, D. & Wirth, F. (2015). Developing and Validating measures of facets of customer-based brand equity. Journal of Business Research, 57, 209-224.
Park, J. H. & Park, J. W. (2015). The effect of experience in the A380 duty-free showcase on customer behaviors. Journal of Air Transport Management, 47, 135-141.
Park, E. J., Kim, E. Y. & Forney, J. C. (2017). A structural model of fashion-oriented impulsive buying behavior. Journal of Marketing, 10(4), 433-446.
Puri. R. (2012). Measuring and modifying consumer impulsiveness: A cost-benefit accessibility framework. Journal of Consumer Psychology, 5(2), 87-113.
Raisanen, H. K., Bjork, P., Lonnstrom, A. & Jauffret, M. N. (2018). How consumers’ need for uniqueness, self-monitoring and social identity affect their choices when luxury brands visually shout versus whisper. Journal of Business Research, 84, 72-81.
Raju, P. S. (2012). Optimum Stimulation Level: It’s Relationship to Personality, Demographics and Exploratory Behaviour. Journal of Consumer Research, 7, 272-282.
Retif, M. M., Erasmus, A. C. & Petzer, D. J. (2018). Exploring the internal antecedents that prompt consumers’ impulsive behavior in experiential retail contexts. Acta Commercii, 18(1), 1-12.
Rook, D. W. & Hoch. S. J. (2012). Consuming impulses. Advances in Consumer Research, 12, 23-27.
Rook, D. W. & Fisher, S. (2016). The Buying Impulse. Journal of Consumer Research, 14, 189-199.
Rootman, C. & Kruger, J. (2017). Buying behavior in the South African clothing retail industry: considering reference groups and culture. Journal of Contemporary Management, 14, 1035-1063.
Schindler, R. M. (2012). Pricing Strategies: A Marketing Approach. Thousand Oaks, California: SAGE.
Sherry, J. F. (2012). A sociocultural analysis of a Midwestern American flea market. Journal of Consumer Research, 17(1), 13-30.
Steenkamp, J. M., Batra, R. & Alden, D. L. (2015). How perceived brand globalness creates brand value. Journal of International Business Studies, 34(1), 53-65.
Stern, H. (1962). The significance of impulsive buying today. Journal of Marketing, 26(2), 59-62.
Sunil, A. & Kesari, B. (2017). Impulsive buying: A Consumer Trait Prospective in Context of Central India,
Global Business Review, 19(2), 477-493.
Sunil, A. & Kesari, B. (2018). Role of consumer traits and situational factors on impulsive buying: does gender matter? International Journal of Retail and Distribution Management, 46(4), 386-405.
Surilivel, S. T., Selvabaskar, S., Nigama, K., Rafic, M. & Pradeepa, S. (2018). Shopping Emotions and Risk
Associated in Impulsive Purchasing Behaviour. International Journal of Pure and Applied Mathematics, 119(7), 2357-2389.
Syam, N. B., Ruan, R. & Hess, J. D. (2005). Customized Products: A Competitive Analysis. Marketing Science, 24(4), 569-584.
Tendai, F. & Crispen, C. (2009). In-store shopping environment and impulsive buying. African Journal of
Marketing Management, 1(4), 102-108.
Thoumrungroje, A. (2018). A Cross-National Study of Consumer Spending Behaviour: The Impact of Social
Media Intensity and Materialism. Journal of International Consumer Marketing, 1(2), 5-25.
Tian, K. T., Bearden, W. O. & Hunter, G. L. (2011). Consumers’ need for uniqueness: scale development and
validation. Journal of Consumer Research, 28(1), 50-66.
Venter De Villiers, M., Chinomona, R. & Chuchu, T. (2018). The influence of store environment on brand attitude, brand experience and purchase intention. South African Journal of Business Management, 49(1), 1-8.
Watson, D., Clark, L. A. & Tellegen, A. (2012). Development and validation of brief measures of positive and negative affect. Journal of Perspective Social Psychology, 54(6), 1063-1070.
Weinberg, P. & Gottwald, W. (2012). Impulsive consumer buying as a result of emotions. Journal of Business Research, 10(1), 43-57.
WU, P. T. & LEE, C. J. (2016). Impulse buying behavior in cosmetics marketing activities. Total Quality Management and Business Excellence, 27(10), 1091-1111.
Xiao, X. (2012). The influence of consumer’s intrinsic motivation and external stimulus on the impulse buying, satisfaction, repurchase intention and word of mouth. Journal of Air Transport Management, 47, 135-141.
Yanga, D., Zhaob, P., Louc, R. & Weia, H. (2013). Environmental marketing strategy effects on market-based assets. Total Quality Management & Business Excellence, 24(6), 707-718.
Zeithaml, V. A., Berry, L. L. & Parasuraman, A. (2015). The behavioral consequences of service quality. Journal of Marketing, 60(2), 31-46.
Zhang, B. & Kim, J. H. (2013). Luxury fashion consumption in China: Factors affecting attitude and purchase intent. Journal of Retailing and Consumer Services, 20, 68-79.
Zhang, K. Z. K., Xu, H., Zhao, S. & Yu. (2018). Online Reviews and impulsive buying behavior: the role of
browsing and impulsiveness. Internet Research, 28(3), 522-543.
Zimbardo, P. G. & John, N. B. (2008). Putting time in perspective: A valid, reliable individual-differences metric. Journal of Personality and Social Psychology, 77(6), 1271-1288.
Amaldoos, W. & Jain, S. (2005). Pricing of conspicuous goods: a competitive analysis of social effects. Journal of Marketing, 42, 30-42.
Anderson, J. C. & Gerbing, D. W. (1988). Structural equation modelling in practice: a review and recommended two-step approach. Psychological Bulletin, 103(3), 411-423.
Ave, D. S., Venter, M. & Mhlophe, B. (2015). Sensory branding and buying behaviour in coffee shops: A study on Generation Y. The Retail and Marketing Review, 11(2), 93-110.
Ayub, R. & Zafar, M. (2018). External Stimuli and impulsive buying behaviour. Market Forces, X111(1), 70-89.
Babbie, E. R. (2010). The Practice of Social Research. Twelfth edition. Belmont, California: Wadsworth Cengage.
Bakewell, C. & Mitchell, V. W. (2009). Male consumer decision-making styles. International Review of Retail, Distribution and Consumer Research, 14(2), 223-240.
Baumeister, R. F. (2014). Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior. Journal of Consumer Research 28(4), 670-676.
Belk, R. W. & Malhotra, N. K. (2013). Self-Concept and Product Choice: An Integrated Perspective. Journal of Economic Psychology, 9(1), 1-28.
Bharwada, C. (2010). Loyalty and customers: Impulse buying boosting your bottom line. Journal of Consumer Goods and Marketing, 9(33), 9-14.
Burgess, A. C. B. (2003). Gender differences in cognitive and affective impulsive buying. Journal of Fashion
Marketing and Management: An International Journal, 7(3), 282-295.
Burns, D. & Homer, W. (2014). Need for uniqueness: Shopping mall preference and choice activity. International Journal of Retail and Distribution Management, 23(12), 4-12.
Burns, N. & Grove, S. K. (2009). The Practice of Nursing Research: Appraisal, Synthesis, and Generation of Evidence. St. Louis: Saunders Elsevier.
Chebad, J. C., Michon, R., Haj-Salem, N. & Oliveira, S. (2014). The effects of mall renovation on shopping values, satisfaction and spending behavior. Journal of Retailing and Consumer Services, 21, 610-618.
Chen, C. C. & Yao, J. Y. (2018). What drives impulsive buying behaviors in a mobile auction? The perspective of the Stimulus-Organism-Response model. Telematics and Informatics, 35, 1249-1262.
Chin, W. W. (1998). The partial least squares approach to structural equation modelling. Modern Methods for Business Research, 295 (2), 295-336.
Clemes, D. M., Gan, C. & Zhang, J. (2014). An empirical analysis of online shopping adoption in Beijing, China. Journal of Retailing and Consumer Services, 21, 364-375.
Cotte, J., Ratneshwar, S. & Mick, D. G. (2012). The time of their lives: Phenomenological and metaphorical
characteristics of consumer time style. Journal of Consumer Research, 31(2), 333-345.
Creswell, J. w., Ebersohn, L., Eloff, I., Ferreira, R., Ivankova, N. v., Jansen, J. d., Nieuwenhuis, J., Pietersen, J., Plano Clark, Vl. & Van De Westhuizen, C. (2012). 11th ed. First Steps in Research. Van Shaik Publisher: Pretoria.
Dittmar, H. B. J. (2005). Gender identity and material symbols: Objects and decision considerations in impulse purchases. Journal of Economic Psychology, 16, 491-511.
Donthu, N. & Gilliland, D. J. (2010). The infomercial shopper. Journal of Advertising Research, 36(2), 69-76.
Dhurup, M. & Tusiime, R. (2011). Impulsive buying behavior of apparel merchandise among university students in Southern Gauteng. Journal of Contemporary Management, 8, 517-539.
Fisher, R. J. & Price, L. L. (2014). An investigation into the social context of early adoption behavior. Journal of Consumer Research, 19, 477-486.
Fornell, C. & Larcker, D. F. (1981). Structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50.
Goddard, W. & Melville, S. (2010). Research Methodology: An Introduction. Second edition. Lonsdowne: Juta & Co, Ltd.
Goldsmith, R. E., Clark, R. A. & Goldsmith, E. B. (2006). Extending the psychological profile of market mavenism. Journal of Consumer Behavior, 5(5), 411-420.
Graziano, Am. & Raulin, M. C. (2010). Research Methods: A Process of Enquiry. Seventh edition. Boston: Pearson Education, Inc.
Graciola, A. P., Toni, D. D., Lima, V. Z. & Milan, G. S. (2018). Does price sensitivity and price level influence store price image and repurchase intention in retail markets? Journal of Retailing and Consumer Services, 44, 201-213.
Gwinner, K. P. & Eaton, J. (2012). Building brand image through event sponsorship: The role of image transfer. Journal of Advertising, 38(4), 47-57.
Hair, J. F., Babin, B. J., Anderson, R. E. & Tatham, R. L. (2010). Multivariate Data Analysis. A Global Perspective. 7th ed. Prentice-Hall: London.
Hoch, S. I. & Loewenstein, G. F. (2016). Time - inconsistent preferences and consumer self-control. Journal of Consumer Research, 17(4), 492-508.
Hodgins, D. C. & Amy, E. (2009). Future time perspective in pathological gamblers. Journal of Nervous and Mental Disease, 190(11), 775-780.
Holbrook, M. B. (2012). Nostalgia and consumption preferences: Some emerging patterns of consumer tastes. Journal of Consumer Research, 20, 245-256.
Huang, J. S. & Chen, X. (2013). The effect of consumer’s purchase plan on reference price choice. African Journal of Business Management, 7(6), 424-431.
Huang, W. H. & Kuai, L. (2006). Short communication. Journal of Air Transport Management, 12, 207-211.
Islam, T., Wei, J., Sheikh, Z., Hameed, Z. & Azam, R. I. (2017). Determinants of compulsive buying behavior among young adults: The mediating role of materialism. Journal of Adolescence, 61, 117-130.
Janakiraman, N., Meyer, R. J. & Morales, A. C. (2006). Spillover effects: How consumers respond to unexpected changes in price and quality. Journal of Consumer Behaviour, 33, 361-69.
Jaehyeon, J. & Jaehyeon, A. (2016). The effect of social and ambient factors on impulsive purchasing behavior in social commerce. Journal of Organizational Computing and Electronic Commerce, 26(4), 285-306.
Kacen, J. J. & Lee, J. A. (2016). The influence of culture on consumer impulsive buying behaviour. Journal Consumer Psychology, 12(2), 31-40.
Karande, K. & Merchant, A. (2012). The impact of time and planning orientation on an individual’s recreational shopper identity and shopping behavior. Journal of Marketing Theory and Practice, 20(1), 59-72.
Kim, H. M. & Kramer, T. (2006). The effect of novel discount presentation on consumers’ deal perceptions. Marketing Letters, 17, 311-321.
Knight. M. & Kim, E. Y. (2007). Japanese consumers' need for uniqueness: Effects on brand perceptions and Purchase Intention. Journal of Fashion Marketing and Management, 11(2), 270-280.
Kron. J. (2014). Home-Psychology: The social psychology of home and decoration. New York: Potter.
Lang, C. & Armstrong, C. M. J. (2018). Collaborative consumption: The influence of fashion leadership, need for uniqueness and materialism on female consumers’ adoption of clothing renting and swamping. Sustainable Production and Consumption, 13, 37-47.
Lee, Y., Ho, F. N. & Wu, M. C. (2018). How do form and functional newness affect adoption preference? The moderating role of consumer need for uniqueness. Journal of Consumer Marketing, 35(1), 79-90.
Liang, Y. P. (2012). The relationship between consumer product involvement, product knowledge and impulsive buying behavior. Procedia-Social and Behavioral Sciences, 57, 325-330.
Lindblom, A., Lindblom, T. & Wechtler, H. (2018). Collaborative consumption as C2C trading: Analyzing the effects of materialism and price consciousness. Journal of Retail and Consumer Services, 44, 244-252.
Loureiro, S. M. S. & Breazeale, M. (2016). Pressing the Buy Button: Generation Y’s Online Clothing Shopping Orientation and Its Impact on Purchase. Clothing and Textiles Journal, 34(3), 163-178.
Mattila, A. S. & Wirtz, J. (2008). The role of pre-consumption effect in post-purchase evaluation of services. Psychology & Marketing, 17(7), 587-605.
Mcinnes, W. & Price, H. (2012). A conceptual approach to marketing. Journal of Marketing Research, 31, 473-479.
Millman, R. E. (2006). Using background music to affect the behavior of supermarket shoppers. Journal of Marketing, 46(3), 86-91.
Netemeyer, R. G., Krishnan, B., Pulling, C., Wang, G., Yagci, M., Dean, D. & Wirth, F. (2015). Developing and Validating measures of facets of customer-based brand equity. Journal of Business Research, 57, 209-224.
Park, J. H. & Park, J. W. (2015). The effect of experience in the A380 duty-free showcase on customer behaviors. Journal of Air Transport Management, 47, 135-141.
Park, E. J., Kim, E. Y. & Forney, J. C. (2017). A structural model of fashion-oriented impulsive buying behavior. Journal of Marketing, 10(4), 433-446.
Puri. R. (2012). Measuring and modifying consumer impulsiveness: A cost-benefit accessibility framework. Journal of Consumer Psychology, 5(2), 87-113.
Raisanen, H. K., Bjork, P., Lonnstrom, A. & Jauffret, M. N. (2018). How consumers’ need for uniqueness, self-monitoring and social identity affect their choices when luxury brands visually shout versus whisper. Journal of Business Research, 84, 72-81.
Raju, P. S. (2012). Optimum Stimulation Level: It’s Relationship to Personality, Demographics and Exploratory Behaviour. Journal of Consumer Research, 7, 272-282.
Retif, M. M., Erasmus, A. C. & Petzer, D. J. (2018). Exploring the internal antecedents that prompt consumers’ impulsive behavior in experiential retail contexts. Acta Commercii, 18(1), 1-12.
Rook, D. W. & Hoch. S. J. (2012). Consuming impulses. Advances in Consumer Research, 12, 23-27.
Rook, D. W. & Fisher, S. (2016). The Buying Impulse. Journal of Consumer Research, 14, 189-199.
Rootman, C. & Kruger, J. (2017). Buying behavior in the South African clothing retail industry: considering reference groups and culture. Journal of Contemporary Management, 14, 1035-1063.
Schindler, R. M. (2012). Pricing Strategies: A Marketing Approach. Thousand Oaks, California: SAGE.
Sherry, J. F. (2012). A sociocultural analysis of a Midwestern American flea market. Journal of Consumer Research, 17(1), 13-30.
Steenkamp, J. M., Batra, R. & Alden, D. L. (2015). How perceived brand globalness creates brand value. Journal of International Business Studies, 34(1), 53-65.
Stern, H. (1962). The significance of impulsive buying today. Journal of Marketing, 26(2), 59-62.
Sunil, A. & Kesari, B. (2017). Impulsive buying: A Consumer Trait Prospective in Context of Central India,
Global Business Review, 19(2), 477-493.
Sunil, A. & Kesari, B. (2018). Role of consumer traits and situational factors on impulsive buying: does gender matter? International Journal of Retail and Distribution Management, 46(4), 386-405.
Surilivel, S. T., Selvabaskar, S., Nigama, K., Rafic, M. & Pradeepa, S. (2018). Shopping Emotions and Risk
Associated in Impulsive Purchasing Behaviour. International Journal of Pure and Applied Mathematics, 119(7), 2357-2389.
Syam, N. B., Ruan, R. & Hess, J. D. (2005). Customized Products: A Competitive Analysis. Marketing Science, 24(4), 569-584.
Tendai, F. & Crispen, C. (2009). In-store shopping environment and impulsive buying. African Journal of
Marketing Management, 1(4), 102-108.
Thoumrungroje, A. (2018). A Cross-National Study of Consumer Spending Behaviour: The Impact of Social
Media Intensity and Materialism. Journal of International Consumer Marketing, 1(2), 5-25.
Tian, K. T., Bearden, W. O. & Hunter, G. L. (2011). Consumers’ need for uniqueness: scale development and
validation. Journal of Consumer Research, 28(1), 50-66.
Venter De Villiers, M., Chinomona, R. & Chuchu, T. (2018). The influence of store environment on brand attitude, brand experience and purchase intention. South African Journal of Business Management, 49(1), 1-8.
Watson, D., Clark, L. A. & Tellegen, A. (2012). Development and validation of brief measures of positive and negative affect. Journal of Perspective Social Psychology, 54(6), 1063-1070.
Weinberg, P. & Gottwald, W. (2012). Impulsive consumer buying as a result of emotions. Journal of Business Research, 10(1), 43-57.
WU, P. T. & LEE, C. J. (2016). Impulse buying behavior in cosmetics marketing activities. Total Quality Management and Business Excellence, 27(10), 1091-1111.
Xiao, X. (2012). The influence of consumer’s intrinsic motivation and external stimulus on the impulse buying, satisfaction, repurchase intention and word of mouth. Journal of Air Transport Management, 47, 135-141.
Yanga, D., Zhaob, P., Louc, R. & Weia, H. (2013). Environmental marketing strategy effects on market-based assets. Total Quality Management & Business Excellence, 24(6), 707-718.
Zeithaml, V. A., Berry, L. L. & Parasuraman, A. (2015). The behavioral consequences of service quality. Journal of Marketing, 60(2), 31-46.
Zhang, B. & Kim, J. H. (2013). Luxury fashion consumption in China: Factors affecting attitude and purchase intent. Journal of Retailing and Consumer Services, 20, 68-79.
Zhang, K. Z. K., Xu, H., Zhao, S. & Yu. (2018). Online Reviews and impulsive buying behavior: the role of
browsing and impulsiveness. Internet Research, 28(3), 522-543.
Zimbardo, P. G. & John, N. B. (2008). Putting time in perspective: A valid, reliable individual-differences metric. Journal of Personality and Social Psychology, 77(6), 1271-1288.
Published
2019-03-10
How to Cite
Chinomona, E. (2019). Modelling the Drivers of Impulsive Buying Behaviour: A Case of South Africa. Journal of Economics and Behavioral Studies, 11(1(J), 27-38. https://doi.org/10.22610/jebs.v11i1(J).2745
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Section
Research Paper
Copyright (c) 2019 Elizabeth Chinomona
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