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Relationship between Consumer Characteristics and Impulse Buying Behavior: The Mediating Role of Buying Intention of New Clothing Buyers

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  • Badri Abbasi

    (Department of Business Management, Rasht Branch, Islamic Azad University, Rasht, Iran)

Abstract

The purpose of this study was to determine the relationship between consumer characteristics and impulse buying behavior focusing on buying intention. This survey used a descriptive applied methodology and causal correlation. Participants included new clothing buyers in malls of Rasht during autumn and winter. Data was collected by questionnaire. Results of factor analysis indicated high reliability of the constructs. Results showed that self-esteem, followed by new product knowledge and excitement, respectively, had the greatest effect on impulse buying behavior. The results provided a basis for implementing strategies to take advantage of consumer characteristics for more sales and optimal productivity.

Suggested Citation

  • Badri Abbasi, 2017. "Relationship between Consumer Characteristics and Impulse Buying Behavior: The Mediating Role of Buying Intention of New Clothing Buyers," International Review of Management and Marketing, Econjournals, vol. 7(1), pages 26-33.
    • Handle: RePEc:eco:journ3:2017-01-04
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    References listed on IDEAS

    as
    1. Rook, Dennis W & Fisher, Robert J, 1995. "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 305-313, December.
    2. Byrd, Terry Anthony & Thrasher, Evelyn H. & Lang, Teresa & Davidson, Nancy W., 2006. "A process-oriented perspective of IS success: Examining the impact of IS on operational cost," Omega, Elsevier, vol. 34(5), pages 448-460, October.
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    Cited by:

    1. Sufyan Habib & Nawaf N. Hamadneh & Abdelaziz Alsubie, 2021. "Modeling Advertising Practices for Product Involvement and Consumer Impulsivity in Branded Apparel: A Case Study of Indian Consumers," Sustainability, MDPI, vol. 13(4), pages 1-13, February.

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    More about this item

    Keywords

    Impulse Buying Behavior; Buying Intention; Product Knowledge; Self-esteem; Excitement;
    All these keywords.

    JEL classification:

    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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