Impact of store environment on impulse buying behavior

Published on Sep 20, 2013in European Journal of Marketing
· DOI :10.1108/EJM-03-2011-0110
Geetha Mohan4
Estimated H-index: 4
,
Bharadhwaj Sivakumaran13
Estimated H-index: 13
(Great Lakes Institute of Management),
Piyush Sharma26
Estimated H-index: 26
(PolyU: Hong Kong Polytechnic University)
Sources
Abstract
Purpose – This paper aims to explore the process by which four store environment (music, light, employee, and layout) and two individual characteristics (shopping enjoyment tendency (SET) and impulse buying tendency (IBT)) influence impulse buying behavior through positive and negative affect, and urge to buy impulsively. Design/methodology/approach – The data were obtained using a structured questionnaire from 733 respondents in a mall survey conducted in Chennai, South India. Findings – In the structural model tested with AMOS, the authors found that store environment drove impulse buying (IB) through positive affect and urge. Results also showed that the personality variables (SET and IBT) influenced IB through positive affect and urge. This paper did not find support for the relationship between negative affect and urge. Research limitations/implications – Theoretically, the authors add to the list of antecedents of impulse buying, and to the outcomes of store environment. From a managerial viewpoint,...
Download
📖 Papers frequently viewed together
1,352 Citations
759 Citations
100 Citations
References87
Newest
#1Arul Mishra (UofU: University of Utah)H-Index: 11
#2Himanshu Mishra (UofU: University of Utah)H-Index: 12
Last. Tamara M. Masters (UofU: University of Utah)H-Index: 2
view all 3 authors...
While research has extensively investigated how portion sizes can influence the quantity of food consumed, relatively little work has been done to explore how bite size influences overall consumption. This research seeks to address this concern. In a field study, we collected data in a restaurant and manipulated bite size by providing diners with small or large forks. We found that diners consumed more from smaller rather than larger forks. Utilizing motivation literature, which ties into the un...
52 CitationsSource
#1Michael Morrison (Monash University)H-Index: 10
#2Sarah Gan (Monash University)H-Index: 1
Last. Harmen Oppewal (Monash University)H-Index: 34
view all 4 authors...
Retail markets are increasingly competitive and retailers continuously look to differentiate their retail offering. One way to differentiate is by providing a pleasant and exciting shopping ambience. This paper experimentally tests the effects of music (volume high or low) and aroma (vanilla scent present/absent) on young fashion shoppers in a real retail setting. Results show that volume of music and the presence of a vanilla aroma both have a significant impact on shoppers' emotions and satisf...
209 CitationsSource
#1Karen M. Stilley (University of Pittsburgh)H-Index: 5
#2J. Jeffrey Inman (University of Pittsburgh)H-Index: 43
Last. Kirk L. Wakefield (Baylor University)H-Index: 31
view all 3 authors...
We propose that consumers have mental budgets for grocery trips that are typically composed of both an itemized portion and in-store slack. We conceptualize the itemized portion as the amount that the consumer has allocated to spend on items planned to the brand or product level and the in-store slack as the portion of the mental budget that is not assigned to be spent on any particular product but remains available for in-store decisions. Using a secondary data set and a field study, we find in...
125 CitationsSource
#1Christy Ashley (ECU: East Carolina University)H-Index: 9
#2Mark Ligas (Fairfield University)H-Index: 9
Last. Arjun Chaudhuri (Fairfield University)H-Index: 19
view all 3 authors...
A norm in the retailing industry is to select locations and design physical structures that minimize the time and effort associated with patronage. However, Arnold and Reynolds (2003) note that an engaging environment might nullify shoppers’ awareness of the passage of time. Thus, positive consumer experiences triggered primarily by a hedonic retail environment can, in some instances, compensate for other shopping shortcomings, such as the issue of accessibility. This paper explores this phenome...
7 CitationsSource
#1Piyush Sharma (PolyU: Hong Kong Polytechnic University)H-Index: 26
#2Bharadhwaj Sivakumaran (Great Lakes Institute of Management)H-Index: 13
Last. Roger Marshall (AUT: Auckland University of Technology)H-Index: 21
view all 3 authors...
Impulse buying and variety seeking are low-effort feelings-based behaviors, yet the similarities and differences in their socio-psychological origin are under-explored. This article addresses this gap with a conceptual framework incorporating several individual and situational factors with a focus on three relevant consumer traits -- consumer impulsiveness (CI), optimum stimulation level (OSL), and self-monitoring (SM). Findings from a survey with retail shoppers about their actual purchase deci...
205 CitationsSource
#1Piyali GhoshH-Index: 11
#2V. S. Tripathi (MNNIT: Motilal Nehru National Institute of Technology Allahabad)H-Index: 5
Last. Anil KumarH-Index: 4
view all 3 authors...
The phenomenal growth of retail in India is reflected in the rapid increase in number of supermarkets, departmental stores and hypermarkets in the country. However, this unprecented growth trend has been challenged by the shadow of the current economic slowdown, which has raised a fear of dip in consumption and slowdown of growth for Indian organized retailers. At a time when consumer spending is on decline, success will lie with those retailers that can drive customer loyalty by responding to t...
73 CitationsSource
#1Piyush Sharma (PolyU: Hong Kong Polytechnic University)H-Index: 26
#2Bharadhwaj Sivakumaran (IITs: Indian Institutes of Technology)H-Index: 13
Last. Roger Marshall (AUT: Auckland University of Technology)H-Index: 21
view all 3 authors...
Abstract Impulse buying and variety seeking are both low-effort feelings-based behaviours with similar psychological origins. However, there is little research exploring the common sociopsychological processes regulating these behaviours. This gap is addressed with a conceptual framework incorporating the discrepancy between actual and optimum stimulation levels as the driver of both the behaviours, and self-monitoring as the moderator of interpersonal influences on these. Findings from a field-...
45 CitationsSource
#1Pierre Chandon (Ad: INSEAD)H-Index: 35
#2J. Wesley Hutchinson (UPenn: University of Pennsylvania)H-Index: 24
Last. Scott H. YoungH-Index: 4
view all 4 authors...
Abstract Recent trends in marketing have demonstrated an increased focus on in-store expenditures with the hope of “grabbing consumers” at the point of purchase, but does this make sense? To help answer this question, the authors examine the interplay between in-store and out-of-store factors on consumer attention to and evaluation of brands displayed on supermarket shelves. Using an eye-tracking experiment, they find that the number of facings has a strong impact on evaluation that is entirely ...
474 CitationsSource
#1Paolo Guenzi (Bocconi University)H-Index: 18
#2Michael D. Johnson (Cornell University)H-Index: 43
Last. Sandro Castaldo (Bocconi University)H-Index: 15
view all 3 authors...
Purpose – The purpose of this paper is to develop and test a comprehensive model of customer trust in a retail service setting. Three levels of the customer‐to‐store relationship are simultaneously taken into account: customer to sales associates, customer to store branded products, and customer to the store itself.Design/methodology/approach – Using partial least square (PLS) on a sample of 393 customers of an Italian supermarket retailer, a model linking customer trust (in the store, in store ...
129 CitationsSource
#3Scott H. YoungH-Index: 4
#4Eric T. Bradlow (UPenn: University of Pennsylvania)H-Index: 57
Abstract Recent trends in marketing have demonstrated an increased focus on in-store expenditures with the hope of “grabbing consumers” at the point of purchase, but does this make sense? To help answer this question, the authors examine the interplay between in-store and out-of-store factors on consumer attention to and evaluation of brands displayed on supermarket shelves. Using an eye-tracking experiment, they find that the number of facings has a strong impact on evaluation that is entirely ...
76 CitationsSource
Cited By178
Newest
#1Nic S. Terblanche (Stellenbosch University)H-Index: 20
#2Martin Kidd (Stellenbosch University)H-Index: 31
Abstract null null The omni-channel shopping phenomenon creates major challenges for brick-and-mortar stores to remain relevant and appeal to customers. A way to counteract these challenges is to offer customers a journey where in-store experiences enable them to encounter numerous physical and virtual touchpoints evoked by affective, cognitive, physical, relational, sensorial and symbolic responses. This study ascertained the customer journey activated by the experiences causing value and resul...
Source
#1Aishath Lahath (UKM: National University of Malaysia)
#2Nor Asiah Omar (UKM: National University of Malaysia)H-Index: 13
Last. Zaleha Yazid (UKM: National University of Malaysia)H-Index: 2
view all 5 authors...
Abstract null null The amount of food being thrown away despite being in an edible condition has become alarming in countries with populations with medium and high incomes. Changes in consumer behaviour, such as overbuying, are some of the major impetuses of food waste. This study aimed to examine the relationship between food waste and social media usage, neuroticism, and impulse buying. The mediating role of impulse buying and the moderating role of neuroticism on food waste during the coronav...
Source
#1Xin Wang (UWO: University of Western Ontario)H-Index: 7
#2Shijie Lu (UH: University of Houston)H-Index: 4
Last. Neil Bendle (Terry College of Business)H-Index: 9
view all 5 authors...
Source
#1Yang Zhao (WHU: Wuhan University)H-Index: 1
#2Yixuan Li (WHU: Wuhan University)H-Index: 1
Last. Xin Robert Luo (UNM: University of New Mexico)
view all 5 authors...
Online impulsive buying has become increasingly prevalent in e-commerce and social commerce research, yet there is a paucity of systematically examining this particular phenomenon in the paradigm of information systems. To advance this line of research, this study aims to gain insight into online impulsive buying through a meta-analysis of relevant research. Derived from 54 articles, this meta-analysis categorized the critical factors that influence online impulsive buying into the website, mark...
Source
#1Pieter Rutsaert (CIMMYT: International Maize and Wheat Improvement Center)H-Index: 18
#2Jason Donovan (CIMMYT: International Maize and Wheat Improvement Center)H-Index: 5
view all 3 authors...
Abstract null null In Eastern and Southern Africa, as the public sector has retreated from maize seed production and the private sector has emerged to fill the resulting void, a key issue for researchers, governments and private donors has been the capacity of privately owned, typically small scale, seed businesses to effectively produce and distribute hybrid seed. Roughly two decades on, research and development programming continues to focus on supply side issues in supporting the maize seed i...
Source
Retailing in India is growing at a very fast rate. Organized retail sector has been able to attract Indian consumers and has drawn them into retail stores in huge numbers. Retailers are offering newer and newer services to provide unique shopping experiences to the consumers. However, whether consumers are able to perceive newer service dimensions in a positive way or not, has still remained unanswered. Retail Store layout is an important factor affecting consumer behavior and a critical factor ...
#1Amy Wong (NUS: National University of Singapore)H-Index: 14
This study examines the factors leading to online loyalty, in terms of brand effects (i.e. brand innovativeness and brand love) as well as website effects (i.e. visual appeal, perceived enjoyment, ...
Source
Source
#1Chandan Parsad (IIMA: Indian Institute of Management Ahmedabad)H-Index: 7
#2Sanjeev Prashar (IIMA: Indian Institute of Management Ahmedabad)H-Index: 11
Last. Mukesh Kumar (IIMA: Indian Institute of Management Ahmedabad)H-Index: 3
view all 4 authors...
Abstract Earlier researchers have observed that an individual consumer's mood plays a significant role in increasing the impulsiveness, which leads to impulsive buying. The literature on shoppers' motivational traits has profoundly acknowledged the impact of these traits and mood regulation constructs on individual shopping values. The present study is a pioneer attempt proposing a comprehensive model, which incorporates three main antecedents (motivation, mood and value) of buying behaviour tha...
2 CitationsSource
#1Nirmalya Bandyopadhyay (Fore School of Management)H-Index: 1
#2Bharadhwaj Sivakumaran (Great Lakes Institute of Management)H-Index: 13
Last. Ravi Shekhar Kumar (XLRI- Xavier School of Management)H-Index: 2
view all 4 authors...
Abstract In the present study we investigate whether various types of sales promotions together with hedonic shopping motivation (value shopping) and positive affect drive impulse buying. The study further explores the moderation impact of trait constructs viz deal proneness and impulsive buying tendency in impulse buying. In our research, sales promotion tools are classified into four categories namely, (a) monetary-immediate (MI), (b) non-monetary-immediate (NMI), (c) monetary-delayed (MD) and...
1 CitationsSource