Journal of Management Research

Open Access Open Access  Restricted Access Subscription Access
Open Access Open Access Open Access  Restricted Access Restricted Access Subscription Access

A Study of Influence of Demographic Factors on Consumer Impulse Buying Behavior


Affiliations
1 IILM Academy of Higher Learning Greater Noida - 201306, India
2 Brown Hills College of Engineering & Technology Faridabad, Haryana - 121004, India
3 Al-Falah School of Engineering & Technology Faridabad, Haryana - 121004, India
     

   Subscribe/Renew Journal


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.

Keywords

Impulsive Buying, Consumer Behavior, Buying Decision, Individualism, Gender, Age Group,Marital Status, Profession
User
Notifications

  • Arnold, M. J. and Reynolds, K. E. (2003), Hedonic Shopping Motivations, Journal of Retailing, 79(2): 77–95.

  • Anderson, K. J. and Revelle, W. (1994), Impulsivity and Time of Day: Is Rate of Change in Arousal a Function of Impulsivity? Journal of Personality and Social Psychology, 67(2): 334–344.

  • Babin, B. J., Darden, W. R. and Griffin, M. (1994), Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value, Journal of Consumer Research, 32: 243–256.

  • Beatty, S. E. and Ferrell, M. E. (1988), Impulse Buying: Modeling its Precursors, Journal of Retailing, 74: 169–191.

  • Bellenger, Danny N., Robertson, Dan H. and Hirshman, Elizabeth C. (1978), Impulsive Buying Varies by Product, Journal of Advertising Research, 18(December): 15–18.

  • Bloch, P. H., Sherrell, D. L. and Ridgway, N. M. (1986), Consumer Search: An Extended Framework, Journal of Consumer Research, 26: 124–145.

  • Burroughs, J. E. (1996), Product Symbolism, Self-meaning, and Holistic Matching: The Role of Information Processing in Impulsive Buying, Advances in Consumer Research, 23(23): 463–469.

  • Buttle, F. and Coates, M. (1984), Purchase Motives, The Service Industries Journal, 4(1): 71–81.

  • Clarke, S. (1997), Consumer Negotiations, Business and Economic History, 26: 101–122.

  • Dittmar, H., Beattie, J. and Friese, S. (1995), Gender Identity and Material Symbols: Objects and Decision Considerations in Impulse Purchases, Journal of Economic Psychology, 16(3): 491–511.

  • Dittmar, H. and Drury, J. (2000), Self-image – Is It in the Bag? A Qualitative Comparison between ‘Ordinary’ and ‘Excessive’ Consumers, Journal of Economic Psychology, 21: 109–142.

  • Donovan, R. J. and Rossiter, J. R. (1982), Store Atmosphere: An Environmental Psychology Approach, Journal of Retailing. 58(Spring): 34–57.

  • Doyle, S. A. and Broadbridge, A. (1999), Differentiation by Design: The Importance of Design in Retailer Repositioning and Differentiation, International Journal of Retail & Distribution Management, 27(2): 72–83.

  • Dreyfus, A., Wals, A. E. and Weelie, D. V. (1991), Biodiversity as a Postmodern Theme for Environmental Education, Canadian Journal of Environmental Education (CJEE), 4(1): 155.

  • Eastlick, M. and Feinberg, R. A. (1999), Purchase Motives for Mail Catalog Shopping, Journal of Business Research, 45(3): 281–290.

  • Eysenck, S. B., Pearson, P. R., Easting, G. and Allsopp, J. F. (1985), Age Norms for Impulsiveness, Venturesomeness and Empathy in Adults, Personality and Individual Differences, 6(5): 613–619.

  • Freud, S. (1956), Formulations on the Two Principles of Mental Functioning, in Sigmund and Freud, A. (Eds), The Standard Edition of the Complete Psychological Works, Hogarth, London.

  • Gardner, M. P. and Rook, D. W. (1987), Effects of Impulse Purchases on Consumers’ Affective States, Advances in Consumer Research, 15(1): 127–130.

  • Herman, C. Peter and Polivy, Janet (2004), The Self Regulation of Eating: Theoretical And Practical Problems, in Roy, F. Baumeiserm and Vohs, Kathleen D. (Eds), Handbook of Self Regulation: Research Theory and Application, pp. 429-508, Guil Ford Press, New York.

  • Hirschman, E. C. and Holbrook, M. B. (1986), Expanding the Ontology and Methodology of Research on the Consumption Experience, in Grinberg, D. and Lutz R. J. (Eds), Perspectives on Methodology in Consumer Research, pp. 213–251, Springer-Verlag, New York.

  • Hoch, S. J. and Loewenstein, G. F. (1991), Time-inconsistent Preferences and Consumer Self-Control, Journal of Consumer Research, 17: 492–507.

  • Holbrook, M. B., Hirschman, E. C. (1982), The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun, Journal of Consumer Research, 9: 132–140.

  • Hoyer, W. D. and Macinnis, D. J. (2001), Consumer Behavior (2nd Ed), Houghton Mifflin, Boston.

  • Hwang, S. H. (2010), Experiential Shopping Values and Retail Brand Equity, Doctoral Dissertation for Kyonggi University Graduate School.

  • Jeon, J. (1990), The Empirical Investigation of the Relationship Between Affective States, In-Store Browsing, and Impulse Buying, unpublished Ph.D. Dissertation, University of Alabama, Tuscaloosa.

  • Kollat, D. T. and Willett, R. P. (1967), Customer Impulse Purchasing Behavior, Journal of Marketing Research, 4: 21–31.

  • Mai, N. T. T., Jung, K., Lantz, G. and Loeb, S. G. (2003), An Exploratory Investigation into Impulse Buying Behavior in a Transitional Economy: A Study of Urban Consumers in Vietnam, Journal of International Marketing, 11(2): 13–35.

  • Mathwick, C., Rigdon, E. and Iacobucci, D. (2003), Play, Flow, and the Online Search Experience, Journal of Consumer Research, 41: 120–145.

  • Mick, D. G. and DeMoss, M. (1990), Self-gifts: Phenomenological Insights from Four Contexts, Journal of Consumer Research, 322– 332.

  • Milliman, R. E. (1982), Using Background Music to Affect the Behavior of Supermarket Shoppers, The Journal of Marketing, 86– 91.

  • Park, C. (2003), Hedonic-Experiential Values in Online Shopping: Antecedents and Consequences, Asia Pacific Journal of Information Systems, 13(4): 73–96.

  • Puri, R. (1996), Measuring and Modifying Consumer Impulsiveness: A Cost-benefit Accessibility Framework, Journal of Consumer Psychology, 5(2): 87–113.

  • Ramanathan, S. and Menon, G. (2006), Time-varying Effects of Chronic Hedonic Goals on Impulsive Behavior, Journal of Marketing Research, 628–641.

  • Rook, D. W. and Fisher, R. J. (1995), Normative Influences on Impulsive Buying Behavior, Journal of Consumer Research, 305–313.

  • Rook, D. W. and Gardner, M. P. (1993), In the Mood: Impulse Buying’s Affective Antecedents, Research in Consumer Behavior, 6: 1– 26.

  • Rook, D. W. and Hoch, S. J. (1985), Consuming Impulses, Advances in Consumer Research, 12(1): 23–27.

  • Sparks, P. and Shepherd, R. (1992), Self-Identity and the Theory of Planned Behavior: Assesing the Role of Identification with ‘Green Consumerism’, Social Psychology Quarterly, 388–399.

  • Stern, H. (1962), The Significance of Impulse Buying Today, The Journal of Marketing, 59–62.

  • Wood, Michael (1998), Socio-economic Status, Delay of Gratification, and Impulsive Buying, Journal of Economic Psychology, 19: 295–320.

  • Zimmer, M. R. and Golden, L. L. (1988), Impressions of Retail Stores: A Content Analysis of Consumer Images, Journal of Retailing.


Abstract Views: 1502

PDF Views: 2




  • A Study of Influence of Demographic Factors on Consumer Impulse Buying Behavior

Abstract Views: 1502  |  PDF Views: 2

Authors

Abu Bashar
IILM Academy of Higher Learning Greater Noida - 201306, India
Irshad Ahmad
Brown Hills College of Engineering & Technology Faridabad, Haryana - 121004, India
Mohammad Wasiq
Al-Falah School of Engineering & Technology Faridabad, Haryana - 121004, India

Abstract


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.

Keywords


Impulsive Buying, Consumer Behavior, Buying Decision, Individualism, Gender, Age Group,Marital Status, Profession

References