IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v21y2014i4p537-549.html
   My bibliography  Save this article

Intrinsic factors affecting impulsive buying behaviour—Evidence from India

Author

Listed:
  • Badgaiyan, Anant Jyoti
  • Verma, Anshul

Abstract

The goal of this research is to examine the effect of five intrinsic factors, namely, personality, culture, materialism, shopping enjoyment tendency, and impulsive buying tendency on impulsive buying behaviour. Using structural equation modeling, responses from 508 consumers in the different parts of India’s National Capital Region were analysed and results showed that while the three constructs of materialism, shopping enjoyment tendency, and impulsive buying tendency had significant positive relationship with impulsive buying behaviour, the cultural construct of collectivism and two personality constructs of extraversion and conscientiousness too showed significant relationship.

Suggested Citation

  • Badgaiyan, Anant Jyoti & Verma, Anshul, 2014. "Intrinsic factors affecting impulsive buying behaviour—Evidence from India," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 537-549.
    • Handle: RePEc:eee:joreco:v:21:y:2014:i:4:p:537-549
    DOI: 10.1016/j.jretconser.2014.04.003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698914000526
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretconser.2014.04.003?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Beckmann, Daniela & Menkhoff, Lukas & Suto, Megumi, 2008. "Does culture influence asset managers' views and behavior?," Journal of Economic Behavior & Organization, Elsevier, vol. 67(3-4), pages 624-643, September.
    2. Yinlong Zhang & L. J. Shrum, 2009. "The Influence of Self-Construal on Impulsive Consumption," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(5), pages 838-850, October.
    3. Rik Pieters, 2013. "Bidirectional Dynamics of Materialism and Loneliness: Not Just a Vicious Cycle," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 40(4), pages 615-631.
    4. Lee, Julie Anne & Kacen, Jacqueline J., 2008. "Cultural influences on consumer satisfaction with impulse and planned purchase decisions," Journal of Business Research, Elsevier, vol. 61(3), pages 265-272, March.
    5. Bradley L Kirkman & Kevin B Lowe & Cristina B Gibson, 2006. "A quarter century of Culture's Consequences: a review of empirical research incorporating Hofstede's cultural values framework," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 37(3), pages 285-320, May.
    6. 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.
    7. Donnelly, Grant & Iyer, Ravi & Howell, Ryan T., 2012. "The Big Five personality traits, material values, and financial well-being of self-described money managers," Journal of Economic Psychology, Elsevier, vol. 33(6), pages 1129-1142.
    8. Hourigan, Sally Rebecca & Bougoure, Ursula-Sigrid, 2012. "Towards a better understanding of fashion clothing involvement," Australasian marketing journal, Elsevier, vol. 20(2), pages 127-135.
    9. Patrick Legoherel & Bruno Daucé & Cathy Hsu & Ashok Ranchhold, 2009. "Culture, Time Orientation, and Exploratory Buying Behavior," Post-Print hal-01661183, HAL.
    10. Hoch, Stephen J & Loewenstein, George F, 1991. "Time-Inconsistent Preferences and Consumer Self-Control," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(4), pages 492-507, March.
    11. Punj, Girish, 2011. "Impulse buying and variety seeking: Similarities and differences," Journal of Business Research, Elsevier, vol. 64(7), pages 745-748, July.
    12. Belk, Russell W, 1975. "Situational Variables and Consumer Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 2(3), pages 157-164, December.
    13. Sivadas, Eugene & Bruvold, Norman T. & Nelson, Michelle R., 2008. "A reduced version of the horizontal and vertical individualism and collectivism scale: A four-country assessment," Journal of Business Research, Elsevier, vol. 61(3), pages 201-210, March.
    14. Sharma, Piyush & Sivakumaran, Bharadhwaj & Marshall, Roger, 2010. "Impulse buying and variety seeking: A trait-correlates perspective," Journal of Business Research, Elsevier, vol. 63(3), pages 276-283, March.
    15. Garðarsdóttir, Ragna B. & Dittmar, Helga, 2012. "The relationship of materialism to debt and financial well-being: The case of Iceland’s perceived prosperity," Journal of Economic Psychology, Elsevier, vol. 33(3), pages 471-481.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Katakam, Bharath Shashanka & Bhukya, Ramulu & Bellamkonda, Raja Shekhar & Samala, Nagaraj, 2021. "Longitudinal analysis versus cross-sectional analysis in assessing the factors influencing shoppers’ impulse purchase behavior – Do the store ambience and salesperson interactions really matter?," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    2. khan, ifrah & Fatima, Tahreem & khan, Azam & ali, Umaid, 2020. "Understanding impulse purchased in facebook commerce-does big five matter?," MPRA Paper 104622, University Library of Munich, Germany, revised 2020.
    3. Bandyopadhyay, Nirmalya & Sivakumaran, Bharadhwaj & Patro, Sanjay & Kumar, Ravi Shekhar, 2021. "Immediate or delayed! Whether various types of consumer sales promotions drive impulse buying?: An empirical investigation," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    4. Lee, Jung Ick & Ren, Tianbao & Park, Jungkun, 2021. "Investigating travelers’ multi-impulse buying behavior in airport duty-free shopping for Chinese traveler: Intrinsic and extrinsic motivations," Journal of Air Transport Management, Elsevier, vol. 92(C).
    5. Anant Jyoti Badgaiyan & Saumya Dixit & Anshul Verma, 2017. "If brands are people, then people are impulsive—assessing the connection between brand personality and impulsive buying behaviour," Journal of Brand Management, Palgrave Macmillan, vol. 24(6), pages 622-638, November.
    6. Shakaib Farid, Dania & Ali, Mazhar, 2018. "Effects of Personality on Impulsive Buying Behavior: Evidence from a Developing Country," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 5(1), pages 31-43.
    7. Nabi, Nazia & Siahtiri, Vida & O'Cass, Aron, 2019. "In search of status: Unpacking the relationship of status with individualism-collectivism, counterconformity motivations and life satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 378-386.
    8. Dixit, Saumya & Jyoti Badgaiyan, Anant & Khare, Arpita, 2019. "An integrated model for predicting consumer's intention to write online reviews," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 112-120.
    9. Orangzab & Imtiaz Hussain & Muhammad Sajjad, 2021. "Impact Of Online Promotional Techniques On Online Impulse Buying Behavior: Strategies And Innovations For Consumer Products Through Ocean Model," Bulletin of Business and Economics (BBE), Research Foundation for Humanity (RFH), vol. 10(4), pages 1-12, December.
    10. Goel, Pooja & Parayitam, Satyanarayana & Sharma, Anuj & Rana, Nripendra P. & Dwivedi, Yogesh K, 2022. "A moderated mediation model for e-impulse buying tendency, customer satisfaction and intention to continue e-shopping," Journal of Business Research, Elsevier, vol. 142(C), pages 1-16.
    11. Nan Sook Yu & Jiwon Nam‐Speers, 2021. "Mass media exposure and disproportional influences on materialistic values and buying impulsiveness among urban youth," Social Science Quarterly, Southwestern Social Science Association, vol. 102(4), pages 1848-1865, July.
    12. Alexander Joseph Ibnu Wibowo, 2023. "How Do Personality Traits Influence the Behavioral Intentions of Gen-Z Tourists?," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 35(2), pages 145-163.
    13. Thandazile Samukelisiwe Ntobela & Ifeanyi Mbukanma, 2023. "Exploring the Impact of Sensory Marketing on Impulsive Buying Behaviour of Millennials in Mthatha, Eastern Cape, South Africa," Academic Journal of Interdisciplinary Studies, Richtmann Publishing Ltd, vol. 12, September.
    14. Saiyed Wajid Ali & Swati Sudan, 2018. "Influence of Cultural Factors on Impulse Buying Tendency: A Study of Indian Consumers," Vision, , vol. 22(1), pages 68-77, March.
    15. Argyris, Young Anna & Muqaddam, Aziz & Miller, Steven, 2021. "The effects of the visual presentation of an Influencer's Extroversion on perceived credibility and purchase intentions—moderated by personality matching with the audience," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    16. Li, Meng & Patel, Pankaj C. & Wolfe, Marcus T., 2019. "A penny saved is a penny earned? Differences in male and female savings and consumption tradeoffs on online retail platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 79-86.
    17. Sunil Atulkar & Bikrant Kesari, 2018. "Impulse Buying: A Consumer Trait Prospective in Context of Central India," Global Business Review, International Management Institute, vol. 19(2), pages 477-493, April.
    18. Shakeel Ahmad Sofi, 2020. "Personality as an Antecedent of Impulsive Buying Behaviour: Evidence from Young Indian Consumers," Global Business Review, International Management Institute, vol. 21(3), pages 850-868, June.
    19. Shahid Nawaz & Yun Jiang & Muhammad Zahid Nawaz & Syeda Farzana Manzoor & Ruixue Zhang, 2021. "Mindful Consumption, Ego-Involvement, and Social Norms Impact on Buying SHC: Role of Platform Trust and Impulsive Buying Tendency," SAGE Open, , vol. 11(4), pages 21582440211, November.
    20. Mudassir Husnain & Bushra Rehman & Fauzia Syed & Muhammad Waheed Akhtar, 2019. "Personal and In-store Factors Influencing Impulse Buying Behavior among Generation Y Consumers of Small Cities," Business Perspectives and Research, , vol. 7(1), pages 92-107, January.
    21. Shakeel Ahmad Sofi & Fayaz Ahmad Nika, 2016. "The Role of Personality in Impulse Buying Behavior," Jindal Journal of Business Research, , vol. 5(1), pages 26-50, June.
    22. Badgaiyan, Anant Jyoti & Verma, Anshul, 2015. "Does urge to buy impulsively differ from impulsive buying behaviour? Assessing the impact of situational factors," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 145-157.
    23. Islam, Tahir & Pitafi, Abdul Hameed & Arya, Vikas & Wang, Ying & Akhtar, Naeem & Mubarik, Shujaat & Xiaobei, Liang, 2021. "Panic buying in the COVID-19 pandemic: A multi-country examination," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    24. Kim, Sanghee & Chang, Hyo Jung (Julie), 2023. "Mechanism of retail therapy during stressful life events: The psychological compensation of revenge consumption toward luxury brands," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ying Wang & Jialing Pan & Yizhi Xu & Jianli Luo & Yongjiao Wu, 2022. "The Determinants of Impulsive Buying Behavior in Electronic Commerce," Sustainability, MDPI, vol. 14(12), pages 1-18, June.
    2. Sunil Atulkar & Bikrant Kesari, 2018. "Impulse Buying: A Consumer Trait Prospective in Context of Central India," Global Business Review, International Management Institute, vol. 19(2), pages 477-493, April.
    3. Ayadi, Nawel & Giraud, Magali & Gonzalez, Christine, 2013. "An investigation of consumers' self-control mechanisms when confronted with repeated purchase temptations: Evidence from online private sales," Journal of Retailing and Consumer Services, Elsevier, vol. 20(3), pages 272-281.
    4. Amos, Clinton & Holmes, Gary R. & Keneson, William C., 2014. "A meta-analysis of consumer impulse buying," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 86-97.
    5. Qiang Yan & Lingli Wang & Wenjing Chen & Junghoo Cho, 2016. "Study on the influencing factors of unplanned consumption in a large online promotion activity," Electronic Commerce Research, Springer, vol. 16(4), pages 453-477, December.
    6. Gopalkrishnan R. Iyer & Markus Blut & Sarah Hong Xiao & Dhruv Grewal, 2020. "Impulse buying: a meta-analytic review," Journal of the Academy of Marketing Science, Springer, vol. 48(3), pages 384-404, May.
    7. Shakaib Farid, Dania & Ali, Mazhar, 2018. "Effects of Personality on Impulsive Buying Behavior: Evidence from a Developing Country," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 5(1), pages 31-43.
    8. Punj, Girish, 2011. "Impulse buying and variety seeking: Similarities and differences," Journal of Business Research, Elsevier, vol. 64(7), pages 745-748, July.
    9. Bandyopadhyay, Nirmalya & Sivakumaran, Bharadhwaj & Patro, Sanjay & Kumar, Ravi Shekhar, 2021. "Immediate or delayed! Whether various types of consumer sales promotions drive impulse buying?: An empirical investigation," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    10. Jaspers, Esther, 2018. "Opening up on consumer materialism," Other publications TiSEM a21cb1c8-5af1-46cc-9ea0-a, Tilburg University, School of Economics and Management.
    11. Randhawa, Praneet & Calantone, Roger J. & Voorhees, Clay M., 2015. "The pursuit of counterfeited luxury: An examination of the negative side effects of close consumer–brand connections," Journal of Business Research, Elsevier, vol. 68(11), pages 2395-2403.
    12. Singh, Jaskaran & Singh, Gurbir & Kumar, Satinder & Mathur, Ajeet N., 2021. "Religious influences in unrestrained consumer behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    13. Elodie Gentina & L. J. Shrum & Tina M. Lowrey, 2018. "Coping with Loneliness Through Materialism: Strategies Matter for Adolescent Development of Unethical Behaviors," Journal of Business Ethics, Springer, vol. 152(1), pages 103-122, September.
    14. Abdul Rauf & Dr. Azeem Ahmad & Dr. Arshia Hashmi, 2019. "The Impact of Personal Traits of the Consumers on their Impulsive Buying Behavior of Pakistan," iRASD Journal of Management, International Research Alliance for Sustainable Development (iRASD), vol. 1(1), pages 46-62, June.
    15. Riyanto Efendi & Setyabudi Indartono & Sukidjo Sukidjo, 2019. "The Mediation of Economic Literacy on the Effect of Self Control on Impulsive Buying Behaviour Moderated by Peers," International Journal of Economics and Financial Issues, Econjournals, vol. 9(3), pages 98-104.
    16. James W. Peltier & Andrew J. Dahl & John E. Schibrowsky, 2016. "Sequential loss of self-control: Exploring the antecedents and consequences of student credit card debt," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 21(3), pages 167-181, September.
    17. Goel, Pooja & Parayitam, Satyanarayana & Sharma, Anuj & Rana, Nripendra P. & Dwivedi, Yogesh K, 2022. "A moderated mediation model for e-impulse buying tendency, customer satisfaction and intention to continue e-shopping," Journal of Business Research, Elsevier, vol. 142(C), pages 1-16.
    18. Dhandra, Tavleen Kaur, 2020. "Does self-esteem matter? A framework depicting role of self-esteem between dispositional mindfulness and impulsive buying," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    19. Bellini, Silvia & Cardinali, Maria Grazia & Grandi, Benedetta, 2017. "A structural equation model of impulse buying behaviour in grocery retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 164-171.
    20. Shahzad Nasim & Musarrat Shamshir, 2018. "Consumer Behavior Towards Shopping Malls: A Systematic Narrative Review," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 14(1), pages 81-94.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:21:y:2014:i:4:p:537-549. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.