The Influence Of Personality Traits On Consumer Impulsive Buying Behaviour
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The Influence Of Personality Traits On Consumer Impulsive Buying Behaviour
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Author : KhagendraNtah Gangai
language : en
Publisher:
Release Date : 2019
The Influence Of Personality Traits On Consumer Impulsive Buying Behaviour written by KhagendraNtah Gangai and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with categories.
Consumer behaviour is a complex phenomenon which is evolving according to the time, situations, demographic characteristics of individuals, personality traits, cultural influences etc. The personality of individuals is a unique dynamic organisation of the characteristics of a particular person, physical and psychological, which influence behaviour and responses to the social and physical environment. It gives the impression that consumer buying is always influenced by their personality. Therefore, many marketers make use of personality traits in the advertisement of products and at the same time they enhance their marketing strategy. The marketers always designed different products and target specific market segments which commonly addressed on individual's personality traits. The individual's few personality traits influence consumer for impulsive buying behaviour. The aim of present research is to study the personality traits influence on consumer impulsive buying behaviour as it will help to create opportunities of doing business and dealing with customers. The objectives of this research are: (1) to investigate the influence of personality traits on consumer impulsive buying behaviour, and (2) to identify the role of gender and their personality traits influence on consumer impulsive buying behaviour. To fulfill the purpose of the study, the researchers randomly collected sample and divided them on the basis of gender; 60 males and 60 females. Data were collected from Delhi and NCR region. The data were analysed using statistical applications such as correlation and 't' Test. The result was revealed that the common personality traits have a significant relationship with impulsive buying behviour that is psychoticism in the case of male and female. The role of gender has significant differences in impulsive buying behaviour. The man showed more impulsive buying behaviour compare to women.
Online Impulse Buying And Cognitive Dissonance
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Author : Giovanni Mattia
language : en
Publisher: Springer Nature
Release Date : 2021-02-12
Online Impulse Buying And Cognitive Dissonance written by Giovanni Mattia and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-02-12 with Business & Economics categories.
Consumers’ beliefs and attitudes towards online sales significantly influence buying behavior on the internet. However, the impact of these thoughts and beliefs on the decision to make an online purchase is not direct. It can be moderated by the emotions experienced while browsing an e-commerce website. Impulse buying in particular is influenced by a number of factors, for example how stimulating the e-shopping platform is, and how easy it is to click on the cart a certain product, for instance a smartphone. But what happens after an online impulse buy is made? Often the customer can regret the purchase and in the throes of anxiety, look for reasons to justify the choices made. Consumer behaviour scholars and pyschologists call this phenomenon cognitive dissonance, and certain individuals are more sensitive than others in developing this than others. This book offers a deep investigation around online impulse buying and subsequent cognitive dissonance. Specifically, the authors present a research case study of a group of millenials who are shopping for smartphones to study whether an initial positive state can reduce the onset of cognitive dissonance in consumers. Based on substantial research and a sample of 212 impulsive millennial buyers, the book provides a comprehensive, but simple and synthetic framework of impulse buying, cognitive dissonance and positive affect state, highlighting their relationships.
The 3m Model Of Motivation And Personality
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Author : John C. Mowen
language : en
Publisher: Springer Science & Business Media
Release Date : 2013-03-14
The 3m Model Of Motivation And Personality written by John C. Mowen and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-03-14 with Psychology categories.
Integrating control theory, evolutionary psychology, and a hierarchical approach to personality, this book presents a new approach to motivation, personality, and consumer behavior. Called the 3M, which stands for `Meta-theoretic Model of Motivation', this theory seeks to account for how personality traits interact with the situation to influence consumer attitudes and actions. The book proposes that multiple personality traits combine to form a motivational network that acts to influence behavior. Mowen argues that in order to understand the causes of enduring behavioral tendencies, one must identify the more abstract traits underlying surface behaviors. In constructing the 3M model, the author reports data from fifteen empirical studies employing over 3500 respondents. In this hierarchical model, four types of personality traits are identified: elemental, compound, situational, and surface traits. Eight elemental traits are proposed as forming the underlying dimensions of personality. Consistent with control theory, the research reveals that the elemental traits combine to form compound traits, such as self-efficacy, task orientation, playfulness, and competitiveness. These elemental and compound traits combine with situational influences to cause enduring behavioral tendencies within general situational contexts. Examples of situational traits investigated include impulsive buying, value consciousness, sports interest, and health motivation. In the 3M model the elemental, compound, and situational traits combine to yield surface traits, which are enduring dispositions to act in specific behavioral contexts. Five surface traits are empirically investigated in the book: compulsive buying, sports participation, healthy diet lifestyles, proneness to bargaining, and a tendency to frugality. Across these five studies, the empirical results reveal that the 3M model accounts for over 44% of the variance in the surface trait measures. By presenting a new meta-theory of motivation and personality that is testable, Mowen's 3M model accounts for high levels of variance in consumer behavior. By integrating the work of selected past and current theorists into a comprehensible whole, the 3M model provides coherence in a field currently dominated by conflicting ideas, theories, and approaches. The book provides evidence that by understanding the individual dispositions that underlie consumer behavior, public policy officials and marketing specialists can develop better communication programs to influence and persuade their target audiences. The book shows how to employ the 3M model to segment the marketplace, provide psychographic inventories, position brands, create promotional themes, and develop brand personalities.
Effects Of Personality On Impulsive Buying Behavior
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Author : Dania Shakaib Farid
language : en
Publisher:
Release Date : 2019
Effects Of Personality On Impulsive Buying Behavior written by Dania Shakaib Farid and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with categories.
Normally impulse buying is considered to take place in the presence of extrinsic factors which lure customers into unplanned buying. The role of intrinsic factors in generating impulse buying remains under-researched, especially in the context of a developing country like Pakistan. This study aims to study the impact of personality on impulse buying behavior. The effect of personality on impulse buying is measured through five personality traits, namely Openness, Conscientiousness, Extraversion, Agreeableness and Neuroticism - also known as the OCEAN Model. It is an explanatory research study involving 400 people of diverse backgrounds and wide age brackets. Results indicated significant effects of Openness, Extraversion, Conscientiousness and Neuroticism and insignificant effect of Agreeableness on Impulse Buying Behavior. This study has valuable implications for Practitioners as well as Academics.
The Impact Of Positive Urgency On Impulsive Buying Behaviour A Potential Predictor Of Impulsive Purchases Far Fashion Products
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Author : Balázs László
language : en
Publisher:
Release Date : 2018
The Impact Of Positive Urgency On Impulsive Buying Behaviour A Potential Predictor Of Impulsive Purchases Far Fashion Products written by Balázs László and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with categories.
Background: lmpulsive buys account far a significant amount of purchases, and fashion merchandise proved to be one of the main categories subject to this behaviour. The greatest impact on impulsive buying is represented by the interaction of dispositional factors (i.e. impulsive personality trait) and situational factors (Amos, Holmes, & Keneson, 2014). Regarding impulsivity, this is regarded as a multifaceted construct, originally based on a fourfactor model: urgency, lack of premeditation, lack of perseverance, sensation seeking (Whiteside & Lynam, 2001). In 2007, Cyders and colleagues included a fifth dimension, called positive urgency: this trait referred to the tendency of reacting with an automatic response under strong positive emotions, and it proved not to overlap with elements of behavioural activation system (Gray, 1987), nor with the four facets of impulsivity defined by Whiteside and Lynam (2001). Moreover, positive urgency proved to be a valid predictor of risky behaviours and positive mood-based rash actions. However, the impact of positive urgency had not been studied in detail within the impulsive shopping framework. Purpose: Therefore, the aim of the research was to study the relationship between impulsive buying and the positive urgency trait, activated by a strong positive mood caused by externa! triggers. The goal of the research was to prove the influence of this impulsivity trait on consumer behaviour, filling a specific gap of the theoretical framework related to antecedents of impulsive buying on the one hand, and providing store managers with advices and suggestions on how to promote impulsive purchases on the other. The focus of the study was the clothing industry, as fashion products were regarded as one of the product categories mostly subject to impulsive purchases. Research question: The impact of the impulsivity trait called "positive urgency" on impulsive shopping behavior: is it a potential predictor? Methodology: Respondents had to fill in an online questionnaire, spread via email or on social networks and based on Lykert-style scales assessing shopping habits, personality traits, reaction to stimuli, and tendency to adopt an impulsive buying behaviour. Subsequently, the data collected were used to create a structural equation model explaining the phenomenon of impulsive buying in relationship with the determined antecedents - negative urgency.
The Influence Of Impulsive Personality Traits And Store Environment On Impulse Buying Of Consumer In Karachi
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Author : Sana Hussain
language : en
Publisher:
Release Date : 2019
The Influence Of Impulsive Personality Traits And Store Environment On Impulse Buying Of Consumer In Karachi written by Sana Hussain and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with categories.
This study was aimed to understand and assess the role of store environment, impulsive buying personality traits, impulsive buying tendency, and urge to buy on impulsive buying. Data was collected from 250 respondents and analyzed using Structural Equation Modeling technique, findings suggested that impulse buying was positively associated with impulse buying tendency, impulsively personality trait and urge to buy. The most important finding of the study is the insignificant effect of store environment on consumers that are instinctive buyers. The study also suggests that impulsive traits of the consumer directly lead to impulse buying. It actually don't need some drive such as store environment that would stimulate their impulse buying tendency. However, this study didn't find any effect of demographic variables (gender and income) on impulse buying tendency. The overall store environment has insignificant effect on consumer impulse purchase but different attributes such as cleanliness and arrangement of product has relative impact on impulse buying that's why the retailers should focus on store environment elements such as crowd, sales employee, entertainment, lighting, aroma and display etc. to stimulate impulse buying. This study confirmed the role of personality in encouraging impulse buying at retail outlets. Marketers should identify ways to reach out open ended and extrovert people to target their promotional offers.
The Impact Of Positive Urgency On Impulsive Buying Behaviour
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Author : Felicia Berto
language : en
Publisher:
Release Date : 2018
The Impact Of Positive Urgency On Impulsive Buying Behaviour written by Felicia Berto and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with categories.
Background: lmpulsive buys account for a significant amount of purchases, and fashion merchandise proved to be one of the main categories subject to this behaviour. The greatest impact on impulsive buying is represented by the interaction of dispositional factors (i.e. impulsive personality trait) and situational factors (Amos, Holmes, & Keneson, 2014). Regarding impulsivity, this is regarded as a multifaceted construct, originally based on a tourfactor model: urgency, lack of premeditation, lack of perseverance, sensation seeking (Whiteside & Lynam, 2001). In 2007, Cyders and colleagues included a fifth dimension, called positive urgency: this trait referred to the tendency of reacting with an automatic response under strong positive emotions, and it proved not to overlap with elements of behavioural activation system (Gray, 1987), nor with the tour facets of impulsivity defined by Whiteside and Lynam (2001 ). Moreover, positive urgency proved to be a valid predictor of risky behaviours and positive mood-based rash actions. However, the impact of positive urgency had not been studied in detail within the impulsive shopping framework. Purpose: Theretore, the aim of the research was to study the relationship between impulsive buying and the positive urgency trait, activated by a strong positive mood caused by externa! triggers. The goal of the research was to prove the influence of this impulsivity trait on consumer behaviour, filling a specific gap of the theoretical framework related to antecedents of impulsive buying on the one hand, and providing store managers with advices and suggestions on how to promote impulsive purchases on the other. The tocus of the study was the clothing industry, as fashion products were regarded as one of the product categories mostly subject to impulsive purchases. Research question: The impact of the impulsivity trait called "positive urgency" on impulsive shopping behavior: is it a potential predictor? Methodology: Respondents had to fill in an online questionnaire, spread via email or on social networks and based on Lykert-style scales assessing shopping habits, personality traits, reaction to stimuli, and tendency to adopt an impulsive buying behaviour. Subsequently, the data collected were used to create a structural equation model explaining the phenomenon of impulsive buying in relationship with the determined antecedents - negative urgency,
Compulsive Buying
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Author : Trevor A. Smith
language : en
Publisher: Rowman & Littlefield
Release Date : 2021-11-03
Compulsive Buying written by Trevor A. Smith and has been published by Rowman & Littlefield this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-11-03 with Psychology categories.
Compulsive buying is a shopping addiction with worldwide prevalence that causes significant emotional, financial, and social problems for those afflicted by it. While most research has focused on the problem and its consequences, this book examines the intersections between consumer traits, self-regulation, ethical considerations, and compulsive buying. Compulsive Buying: Consumer Traits, Self-Regulation and Marketing Ethics presents a model on consumer trait predictors of compulsive buying as well as guidelines for consumers, government policymakers, and companies.
How Sales Promotions Influence Impulse Buying
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Author : Mahshid Omid
language : en
Publisher:
Release Date : 2016
How Sales Promotions Influence Impulse Buying written by Mahshid Omid and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with categories.
Although past research demonstrates that a significant percentage of impulsive purchases come from sales promotions, no studies to date have examined the psychological mechanisms leading to this influence. To better understand the role of sales promotions in impulse buying situations, this dissertation aims to address this critical gap. To this end, first of all, we investigate cognitive-affective-behavioural processes underlying the influence of sales promotions on impulsive purchases. Further, we examine the moderating role of sales promotions category on these processes. Finally, we study how these processes differ among consumers with different personality traits. This dissertation adopts a cognitive-affective approach to impulse buying. It claims that cognitive deliberation also plays a mediating role between external stimuli and impulse buying behaviour, although affective reactions would have more influence. Emotions towards promotions are defined in terms of subjective feeling states experienced by consumers at a given point of time towards a promotion. Clusters of emotions with the same polarity are referred to as either positive or negative promotion affect. Promotion cognition is defined as the evaluative meaning of a sales promotion in terms of the benefits that can be derived out of it with the purchase of the promoted product. We investigate the mediating role of promotion affect and promotion cognitions in impulse buying process of promoted products. We also examine the relevance of the construct of promotion affect by studying whether promotion affect and promotion cognition play complementary or redundant roles in predicting consumer impulsive behaviour. Our results reveal that two separate coexisting mechanisms, affect transfer and cognitions, are the underlying foundations of impulse buying decisions of promoted products. Consistent with the Appraisal theory, cognitive evaluation of the benefits of a promotion prompts consumer affective responses. This promotion affect in turn mediates the influence of promotion cognitions on consumer impulse buying behaviour. Past research finds that consumer impulsive responses to promotions differ from a sales promotion category to other. However, the cause underlying this difference is still understudied in the literature. This dissertation aims to address this gap. It attributes this difference to the fact that psychological antecedents vary between purchases of products promoted with different types of promotions. Therefore, it examines the moderating role of sales promotion category on the process of impulse buying. The results confirm this role. They demonstrate that impulsive purchase of a product promoted by a non-monetary sales promotion is an all pleasure act; hedonic promotion cognitions and positive promotion affect that consumers experience have a significant influence on their impulsive purchase. On the other hand, in the case of monetary sales promotions, consumers make a cost-benefit evaluation where they also consider their utilitarian cognitions and negative affect that they may experience towards the sales promotion. The role of consumer personality traits is emphasized in both the impulse buying and behavioural pricing literature. To contribute to this understanding, this dissertation investigates the role of consumer personality traits in cognitive-affective triggers of impulsive promotional responses. Two consumer personality traits related to consumers' attention and reaction to sales promotions and their propensity to make impulsive purchases are buying impulsiveness trait and deal-proneness trait. The results confirm that these traits influence affect and cognition that consumers experience towards promotions. They also moderate the process of impulse buying. Moreover, the results of our analysis about the relationship between buying impulsiveness and deal-proneness traits show that although both traits result in increased buying urges and impulsive purchases, they differ in focus and underlying affective and cognitive reactions. Impulsive consumers make impulsive purchases due to their strong reward seeking tendency, whereas the impulsive purchase of deal-prone consumers is a deliberative act of self-indulgence to gain from utilitarian benefits of promotional offers. This dissertation makes important contributions to the behavioural pricing and impulse buying literature. Our results demonstrate how sales promotions encourage consumers to purchase on impulse. We also confirm that promotion affect is a previously overlooked standalone predictor of consumer promotional responses. Moreover, sales promotion category and consumer personality traits are found to moderate cognitive-affective-behavioural triggers of impulsive promotional purchases. Finally, managerial implications are provided and it is discussed how to manipulate sales promotion characteristics in order to encourage impulsive purchases across consumers with different levels of buying impulsiveness and deal-proneness traits. Keywords: Buyer behaviour, Impulse buying, Sales promotion, Emotional response, Promotion affect, Cognitive response, Promotion Cognition, Buying impulsiveness trait, Deal-proneness trait.
Impulse Buying Concepts Frameworks And Consumer Insights
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Author : Dr. C. Nagadeepa
language : en
Publisher: Shanlax Publications
Release Date :
Impulse Buying Concepts Frameworks And Consumer Insights written by Dr. C. Nagadeepa and has been published by Shanlax Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on with Business & Economics categories.
This book emphasizes on Impulse buying, its concepts and consumer insights. Consumer behaviour is always a remarkably interesting topic and complex subject for all marketers and retailers. Retailers have long recognised the value of impulse purchases, which have contributed significantly to their bottom lines. Getting customers to buy on impulse is a tried-and-true approach to increase average purchase value in any retail store. Marketers and retailers tend to exploit these impulses which are tied to the basic want for instant gratification. The entry of foreign products into the Indian market, growth in the organised retail industry, increasing disposable income, favourable demographic segmentation, and changing culture and lifestyle, Indian consumers' shopping behaviour has radically changed, and impulse buying is emerging as a highly noticeable behaviour. In this background, we are privileged and honoured by the interest of the academicians, research scholars and students that this Book on “Impulse Buying Behaviour” will contribute to the changing scenarios in the Field of Marketing. [email protected], for further suggestions and improvement.