Impulse Buying Behavior And Marketing Decision Making

Buyer’s behavior is strongly influenced by members of their family. Personal factors can also affect the consumer behavior. Some of the important personal factors that influence the buying behavior are: lifestyle, economic situation, occupation, age, personality and self-concept. Age and life-cycle have potential impact on the consumer buying behavior. The occupation of a person has significant impact on his buying behavior. Consumer economic situation has great influence on his buying behavior. If the income and savings of a customer is high then he will purchase more expensive products. On the other hand, a person with low income and savings will purchase inexpensive products. Lifestyle of customers is another import factor affecting the consumer buying behavior. There are four important psychological factors affecting the consumer buying behavior. These are: perception, motivation, learning, beliefs and attitudes. The level of motivation also affects the buying behavior of customers. Every person has different needs such as physiological needs, biological needs, and social needs. Customer possesses specific belief and attitude towards various products. Since such beliefs and attitudes make up brand image and affect consumer buying behavior; therefore, marketers are interested in them.

The study’s main argument for this methodology is that emotions during the shopping experience will take precedence to emotions prior to entering the store and it is these emotions during the shopping experience that influence time and money spent in-store. The study suggests that d’Astous and Levesque’s model helps asses the stores personality, whilst this study presents and actual link between consumers emotions influencing consumer purchasing rather than attitudes and intentions.

People who are swayed by consumption typically are not conscious about their decisions and show low levels of self-clarity. Believing that products are the answer to their identity and invest their values on buying happiness. Unfortunately, that’s most likely not the case. “You, happier? No.

To begin with, companies misuse the standards of today to cause consumers to become impulse buyers. In a way, these companies are controlling how we act and saying how we should act. According to Alain Sampson in Seven Reasons Why Were Irrational Shoppers, “One study found that impulsive buyers tend to react more to external triggers—including advertisements, visual product

According to Lim, Lee, & Pedersen (2010), based on schema theory, advertising researchers have pursued to measure the effectiveness of corresponding advertisement message type and product type. It is generally recognized that watching MMA program as consuming a hedonic product. They also insisted that emotional experience play a significant role in consuming for hedonic items (e.g., watching a movie, joining exercise) since emotional thinking and sensory stimulation are mainly used with low level of cognitive thinking. The hedonic paradigm is significant since it enables individuals’ experimental traits (e.g., pleasure, excitement) to be measured to gather advanced information about the emotions which lead their consumption and consumption attitude (Hirschman and Holbrook, 1982). Among diverse experimental factors, Ladhari (2007) has revealed that pleasure and arousal are main factors and relevant with consumer behavior. Prior literatures have also demonstrated that attitude toward and response to hedonic value can be affected by pleasure and arousal (Yu¨ksel, 2007). It is also proved that pleasure and arousal have impacted on purchasing satisfaction (Machleit & Wilson, 1988) and individuals’ attitudes toward ads (Yoo & Maclnnis,

In studies that characterize people as enthusiastic purchasers, the rate of females extents from 74% (Hanley & Wilhelm, 1992) to more than 93% (Black, Repertinger, Gaffney, & Gabel, 1998), with the dominant part reporting around 90%. In research that analyzes persistent scores on Compulsive purchasing scales, females commonly score fundamentally higher than men (Scherhorn, Reisch, & Raab, 1990), albeit one study demonstrated that females in their late twenties scored just somewhat higher than men (Magee, 1994), and a study on teenagers neglected to discover any gender differences contrasts (Roberts & Tanner, 2000). In this way, are very powerless against urgent purchasing, in spite of the fact that gender differences contrasts may be less proclaimed in youthful examples. A study by Garce's Prieto (2002) on a sample of Scottish teenagers found that they were more likely to engage in compulsive buying behaviors due to the fact that they were affected by TV commercials to a great extent. Other factors that seem to play a role in extreme consuming behaviors are financial related, such as individual’s income. It seems that credit cards facilitates spending more money and contribute to wasting huge amounts of money that do not actually exist. Income combined with social class has been found linked to unlimited buying choices, not only materialistic reasons but also for psychological (Dittmar,

The aim of this project is to understand how visual merchandising can impact young adults impulse buying patterns.

The types of involvement that can be identified in MINI’s customers are related to the so-called product and ego involvement as the interest is mainly in the MINI itself, but also relates to the customers’ self concept (Solomon et al, 2006). What is more, MINI has become an icon and the level of involvement can be associated with cult products (Solomon et al, 2006).

This paper will cover the study of behavioral economics and its effect in consumer decision-making. The impact of human factors, importance of making rational decisions, and how all this ties into the economic market will be discussed in the report. This paper will include models, tables, and real world examples of a decision making process as it relates to behavioral economics and consumer buying process. The usefulness of the utility theory will be illustrated as an example pertaining to consumer behavior. The findings will show how consumer rational is

Understanding consumer buying behavior entails marketing, relationships, and consumer behavior. Consumer behavior comprises all the consumer decisions and activities connected with the choosing, buying, using and disposing of goods and services. Marketers must pay very close attention to consumer behavior that occurs before the purchase and after the particular product has been used. Studying consumer habits is one of the steps in marketing search and analysis. In addition to other basic principles of consumer buying habits, marketers also need to study the decision and actions of real people. Until recent history the study of consumer behavior was focused on generalized consumer decisions. With

There is thus a psychological component in the compulsive buying. Compulsive consumption is thus an unstoppable set of behavior that induces a series of purchases that is not planned or even needed. The impulsive buying is slightly different but for the compulsive buyer or consumer and the impulsive buyer the underlying causes are the same. Both are based on emotional states and impulsive consumption is a part of compulsive consumption with slight subtle differences that are hard to notice. The compulsive buyer actually cannot recount why he purchased something. There is always an emotional tangle. (Hoyer; Macinnis, 472) Impulses are also the same and acting on an impulse is akin to becoming automated with compulsion.

Once there is the decision to consume or purchase good s or services the common factor then becomes the need for that product which is at times evaluated based on attainability and price. In many situations if consumers are not motivated by the need to purchase then the possibility lies that they will not purchase. There may be different justifications that consumers internalize when making the decision to purchase a particular product at its given price. Different decisions supports the need to purchase a product such as

There was an investigation in an attempt to understand what situational influences affect purchasing behaviors of consumers. Fifty subjects were asked to complete a survey in determining what attributes affect the decision to purchase a product. The effect of purchase was based on three different times of day: morning, afternoon, and evening. The effect of purchase was also based on whether subjects preferred caffeinated or non-caffeinated soda depending on the time of day. The subjects were asked to rate their preferences on a 5 point rating scale, one being

Consumption is a process of acquiring, using and disposing of goods and services. Emotions play a very large role in consumer behavior. This behavior and emotions are affected and created by the society and the culture in which the consumer lives. For example, an American may approach the purchase of a costly car with relatively less pressure than a person in a developing country where a car could be a high unaffordable luxury. The customer will comprehend brands, offers and the meaning of the product based on the understanding that he or she has of similar brands and their experience by analogy or by hearsay from peers and form an opinion. For example a new soft drink from Pepsi may not be very informative in its advertisement but that it is from the stable of PepsiCo makes the users of Pepsi brands take it in without much research. Such an opinion is not based mostly on the complete set of facts. Where there are many alternatives or the information is scarce the customer has to make a lot of effort or 'high effort' to reach a decision and such a situation could be a turnoff. On the other hand the customer may not be inclined to devolve deep into facts in case where the brand value is established and may make a decision on little or even sometimes no information. (Hoyer;

Shopping and buying have become an addiction, to consume increasingly of what is not needed. Consumers are compelled to shop and purchase items that are, for a brief time, marketed at a discounted rate.