IDEAS home Printed from https://ideas.repec.org/a/sae/busper/v7y2019i1p92-107.html
   My bibliography  Save this article

Personal and In-store Factors Influencing Impulse Buying Behavior among Generation Y Consumers of Small Cities

Author

Listed:
  • Mudassir Husnain
  • Bushra Rehman
  • Fauzia Syed
  • Muhammad Waheed Akhtar

Abstract

For decades, impulse buying is considered to be one of the significant factors to increase sales volume in the retail sector. Past studies have investigated the impulsive buying behavior of generation Y consumers in retail settings of somewhat medium- and large-sized cities. Therefore, how certain situational or in-store factors can propagate impulse buying in the retail settings of small cities has been widely ignored. This article explores the influence of situational variables categorized as personal factors (time availability, family influence, money availability) and in-store factors (store environment, sales promotions, and friendly store employees) on generation Y impulse buying behavior in the Pakistani context in general and the country’s small cities in particular. A self-administered survey was used to elicit information from 422 purposively selected respondents (living in various cities of Punjab, Pakistan). Data have been analyzed by using Statistical Package For Social Science (SPSS) and Analysis of Moment Structure (AMOS) for structural equation modeling (SEM). Results revealed that personal factors, that is, time availability and family influence has significant and positive impact on the impulse buying behavior of generation Y consumers in Pakistan, also in-store factors except money availability has significant impact on impulse buying behavior. Recommendations for retail management have been given at the end of the article.

Suggested Citation

  • 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.
    • Handle: RePEc:sae:busper:v:7:y:2019:i:1:p:92-107
    DOI: 10.1177/2278533718800625
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/2278533718800625
    Download Restriction: no
    File URL: https://libkey.io/10.1177/2278533718800625?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
    ---><---

    References listed on IDEAS

    as
    1. Russell Abratt & Stephen Donald Goodey, 1990. "Unplanned buying and in‐store stimuli in supermarkets," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 11(2), pages 111-121, May.
    2. 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.
    3. Holbrook, Morris B & Lehmann, Donald R, 1981. "Allocating Discretionary Time: Complementarity among Activities," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 7(4), pages 395-406, March.
    4. 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.
    5. Rashik Gupta & Karteek Ponnuru & Anil Kumar & Shrawan Kumar Trivedi, 2017. "Factors identification of online reputation and relationship with trust: a study of generation Y," International Journal of Business Information Systems, Inderscience Enterprises Ltd, vol. 26(2), pages 151-165.
    6. Dube, Laurette & Morin, Sylvie, 2001. "Background music pleasure and store evaluation: intensity effects and psychological mechanisms," Journal of Business Research, Elsevier, vol. 54(2), pages 107-113, November.
    7. Summers, Teresa A. & Hebert, Paulette R., 2001. "Shedding some light on store atmospherics: influence of illumination on consumer behavior," Journal of Business Research, Elsevier, vol. 54(2), pages 145-150, November.
    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. Siti Haslina Md Harizan & Muhammad Hafizuddin Abdul Shukor, 2021. "Factors Influencing the Intention to Buy Fashionable Apparel via Online Platforms: An Empirical Evidence from Malaysia," International Journal of Asian Social Science, Asian Economic and Social Society, vol. 11(2), pages 98-113, February.
    2. Hu, Xiaojian & Qiu, Ju & Zhao, Ju & Li, Yang, 2023. "Can in-store recommendations for online-substitutive products integrate online and offline channels?," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
    3. 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.
    4. Tehrani, Radin & Ramezanian, Hasan, 2024. "Examining the Factors Shaping Consumer Perspectives in Online Shopping," OSF Preprints pwv2r, Center for Open Science.
    5. Mirza Mohammad Didarul Alam & Nor Azila Mohd Noor, 2020. "The Relationship Between Service Quality, Corporate Image, and Customer Loyalty of Generation Y: An Application of S-O-R Paradigm in the Context of Superstores in Bangladesh," SAGE Open, , vol. 10(2), pages 21582440209, May.
    6. Zam, Milad & Rezasoltani, Amin & Ramezanian, Hasan & Tavakoli, Mohammadhosein, 2023. "Investigation of Consumer Attitude Impacting Parameters in Online Shopping," OSF Preprints dmqfr, Center for Open Science.
    7. Faisal Khan & Abdul Qayyum & Tehmeena Hanif, 2022. "Relationship between Store Environment, Urge to Purchase and Impulsive Buying Behavior," Journal of Policy Research (JPR), Research Foundation for Humanity (RFH), vol. 8(4), pages 462-491, December.
    8. Kavita Kamboj & Nawal Kishor, 2024. "Assessing the Effects of Customer-perceived Values Toward Organic Food: The Moderating Role of Media Exposure to Food Safety Issues," Business Perspectives and Research, , vol. 12(3), pages 444-461, July.
    9. Zam, Milad & Ramezanian, Hasan, 2023. "An examination of the factors that influence consumer attitude in online shopping," OSF Preprints yv5fx, Center for Open Science.

    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. 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.
    2. 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.
    3. Dennis, Charles & Newman, Andrew & Michon, Richard & Josko Brakus, J. & Tiu Wright, Len, 2010. "The mediating effects of perception and emotion: Digital signage in mall atmospherics," Journal of Retailing and Consumer Services, Elsevier, vol. 17(3), pages 205-215.
    4. 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).
    5. 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).
    6. 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.
    7. 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.
    8. 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).
    9. Yibei Pu & Norzaidahwati Zaidin & Yaodong Zhu, 2023. "How Do E-Brand Experience and In-Store Experience Influence the Brand Loyalty of Novel Coffee Brands in China? Exploring the Roles of Customer Satisfaction and Self–Brand Congruity," Sustainability, MDPI, vol. 15(2), pages 1-17, January.
    10. Skallerud, Kåre & Korneliussen, Tor & Olsen, Svein Ottar, 2009. "An examination of consumers’ cross-shopping behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 16(3), pages 181-189.
    11. Sangeeta Peter & Victor Anandkumar, 2016. "Deconstructing the shopping experience of tourists to the Dubai Shopping Festival," Cogent Business & Management, Taylor & Francis Journals, vol. 3(1), pages 1199109-119, December.
    12. 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).
    13. Li, Jiayi & Luo, Sumei & Zhou, Guangyou, 2023. "Electronic payment, natural environment and household consumption: Evidence from China household finance survey," International Review of Financial Analysis, Elsevier, vol. 85(C).
    14. Mohan, Geetha & Sivakumaran, Bharadhwaj & Sharma, Piyush, 2012. "Store environment's impact on variety seeking behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 19(4), pages 419-428.
    15. Jinjing Yang & Cong Cao & Chensang Ye & Yangyan Shi, 2022. "Effects of Interface Design and Live Atmosphere on Consumers’ Impulse-Buying Behaviour from the Perspective of Human–Computer Interaction," Sustainability, MDPI, vol. 14(12), pages 1-21, June.
    16. Imschloss, Monika & Kuehnl, Christina, 2019. "Feel the Music! Exploring the Cross-modal Correspondence between Music and Haptic Perceptions of Softness," Journal of Retailing, Elsevier, vol. 95(4), pages 158-169.
    17. Pantano, Eleonora, 2016. "Engaging consumer through the storefront: Evidences from integrating interactive technologies," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 149-154.
    18. Horstmann, Felix, 2017. "Measuring the shopper's attitude toward the point of sale display: Scale development and validation," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 112-123.
    19. Jung-Yu Lai & Juite Wang, 2018. "Exploring the impacts of perceived e-collaboration service convenience on new product development in Taiwanese IC design companies," Information Technology and Management, Springer, vol. 19(2), pages 107-120, June.
    20. Lieve Doucé, 2022. "The Effect of High, Partial, and Low Multisensory Congruity between Light and Scent on Consumer Evaluations and Approach Behavior," Sustainability, MDPI, vol. 14(9), pages 1-25, May.

    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:sae:busper:v:7:y:2019:i:1:p:92-107. 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: SAGE Publications (email available below). General contact details of provider: .

    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.