Article: Impact of Impulsive Personality Traits and Store Environment on Impulse Buying Behavior Journal: Journal of Business and Management (JBM) 2017 Vol.23 No.1/2 pp.1 - 24 Abstract: 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. Adopting validated scales from different studies, the survey instrument was developed. Data was collected from 203 respondents and analyzed using AMOS 22.0 software. Using SEM technique, findings of the study suggested that impulse buying was positively associated with impulse buying tendency and urge to buy. The most important finding of the study is the significant effect of store environment on consumers that ultimately leads to such instinctive buying. The study also suggests that impulsive traits of the consumer do not directly lead to impulse buying. It actually needs 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 outcomes of this paper suggest a number of implications for mall managers, retailers and marketers. Retailers should focus on store environment elements such as crowd, sales employee, entertainment, lighting, aroma and display etc. to stimulate impulse buying. The managerial implications of the study along with scope of further research have been addressed. Inderscience Publishers - linking academia, business and industry through research

Title: Impact of Impulsive Personality Traits and Store Environment on Impulse Buying Behavior

Authors: Chandan Parsad; Sanjeev Prashar; Vinita Sahay

Addresses: Author address listing can be found in the "About the Authors" section at the end of the article.

Abstract: 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. Adopting validated scales from different studies, the survey instrument was developed. Data was collected from 203 respondents and analyzed using AMOS 22.0 software. Using SEM technique, findings of the study suggested that impulse buying was positively associated with impulse buying tendency and urge to buy. The most important finding of the study is the significant effect of store environment on consumers that ultimately leads to such instinctive buying. The study also suggests that impulsive traits of the consumer do not directly lead to impulse buying. It actually needs 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 outcomes of this paper suggest a number of implications for mall managers, retailers and marketers. Retailers should focus on store environment elements such as crowd, sales employee, entertainment, lighting, aroma and display etc. to stimulate impulse buying. The managerial implications of the study along with scope of further research have been addressed.

Keywords: Impulse buying; impulsive buying behavior; ward store environment; impulse buying tendency; impulsive buying; personality traits; urge to buy; structural equation modeling.

DOI: 10.1504/JBM.2017.141256

Journal of Business and Management, 2017 Vol.23 No.1/2, pp.1 - 24

Published online: 05 Sep 2024 *

Title: Impact of Impulsive Personality Traits and Store Environment on Impulse Buying Behavior

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