Browse > Article
http://dx.doi.org/10.15722/jds.19.7.202107.101

Impulse Buying: The Influence of Impulse Buying Tendency, Urge to Buy and Gender on Impulse Buying of the Retail Customers  

UTAMA, Agung (Faculty of Economics and Business, Universitas Sebelas Maret, Department of Management, Economic Faculty, Universitas Negeri Yogyakarta)
SAWITRI, Hunik Sri Runing (Department of Management, Business and Economics Faculty, Universitas Sebelas Maret)
HARYANTO, Budi (Department of Management, Business and Economics Faculty, Universitas Sebelas Maret)
WAHYUDI, Lilik (Department of Management, Business and Economics Faculty, Universitas Sebelas Maret)
Publication Information
Journal of Distribution Science / v.19, no.7, 2021 , pp. 101-111 More about this Journal
Abstract
Purpose: The main purpose of this research is to examine the effect of impulse buying tendencies toward impulse buying, which is mediated by an urge to buy and moderated by the gender of the retail customers. Research design, data and methodology: This study uses a survey design. The sample consisted of several mall customers in Yogyakarta. Purposive sampling was used as the sampling technique. Data collection was carried out in two ways, distributing questionnaires online and directly giving questionnaires to mall customers. Results: The results of data analysis using structural equation modeling show that: 1). Impulse buying tendencies have a positive and significant effect on the urge to buy and impulse buying, 2). The effect of impulse buying tendencies on impulse buying were mediated by an urge to buy and moderated by gender. Conclusions: Theoretical implications of this research strengthen the concept/theory concerning the relationship of the impulse buying tendencies, urge to buy and impulse buying. The results of the study have some managerial implications. It can be used to reference retail store business in increasing the volume of retail customers purchases through impulse buying. The retail businesses can increase impulse buying which will trigger impulsive purchases and the company's sales and profitability
Keywords
Impulse Buying; Impulse Buying Tendency; Urge to Buy; Gender; Retail Customers;
Citations & Related Records
연도 인용수 순위
  • Reference
1 Foroughi, A., Buang, N. A., Senik, Z. C., & Hajmisadeghi, R. S. (2013). Impulse buying behavior and moderating role of gender among Iranian shoppers. Journal of Basic and Applied Scientific Research, 3(4), 760-769.
2 Karmali, N. (2007). Meet coke's next boss? An interview with Muhtar Kent, CEO-Coca Cola. Business India, December, 18.
3 Hair, J. F., Black, W. C., Babin, B. J., Anderson, R. E., & Tatham, R. L. (2006). Multivariate data analysis. In vectors.
4 Dawson, S., & Kim, M. (2009a). External and internal trigger cues of impulse buying online. Direct Marketing, 3(1), 20-34. https://doi.org/10.1108/17505930910945714   DOI
5 Baumeister, R. F., Twenge, J. M., & Nuss, C. K. (2002). Effects of social exclusion on cognitive processes: anticipated aloneness reduces intelligent thought. Journal of Personality and Social Psychology, 83(4), 817.   DOI
6 Chun, T. Y., Lee, D. K., & Park, N. H. (2020). The Effect of Marketing Activities on the Brand Recognition , Brand Familiarity , and Purchase Intention on the SNS of Franchise Companies. 7(11), 955-966. https://doi.org/10.13106/jafeb.2020.vol7.no11.955   DOI
7 Adelaar, T., Chang, S., Lancendorfer, K. M., Lee, B., & Morimoto, M. (2003). Effects of media formats on emotions and impulse buying intent. Journal of Information Technology, 18(4), 247-266.   DOI
8 Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, 74(2), 169-191.   DOI
9 Cheng, Y., Chuang, S., Wang, S., & Kuo, S. (2013). The effect of companion's gender on impulsive purchasing: the moderating factor of cohesiveness and susceptibility to interpersonal influence. Journal of Applied Social Psychology, 43(1), 227-236.   DOI
10 Dawson, S., & Kim, M. (2009b). External and internal trigger cues of impulse buying online. Direct Marketing: An International Journal.
11 Dittmar, H., & Drury, J. (2000). Self-image-is it in the bag? A qualitative comparison between "ordinary" and "excessive" consumers. Journal of Economic Psychology, 21(2), 109-142.   DOI
12 Xiang, L., Zheng, X., Lee, M. K. O., & Zhao, D. (2016). Exploring consumers' impulse buying behavior on social commerce platform: The role of parasocial interaction. International Journal of Information Management, 36(3), 333-347.   DOI
13 Hadjali, H. R., Salimi, M., Nazari, M., & Ardestani, M. S. (2012). Exploring main factors affecting on impulse buying behaviors. Journal of American Science, 8(1), 245-251.
14 Herabadi, A. G., Verplanken, B., & Van Knippenberg, A. (2009). Consumption experience of impulse buying in Indonesia: Emotional arousal and hedonistic considerations. Asian Journal of Social Psychology, 12(1), 20-31.   DOI
15 Imad, M., Din, U., Ahmad, B., Asif, M. H., & Siddiqui, S. A. (2020). Linking Emotional Brand Attachment and Sales Promotion to Post-Purchase Cognitive Dissonance : The Mediating Role of Impulse Buying Behavior. Journal of Asian Finance, Economics and Business, 7(11), 367-379. https://doi.org/10.13106/jafeb.2020.vol7.no11.367   DOI
16 Kwak, H., Zinkhan, G. M., DeLorme, D. E., & Larsen, T. (2006). Revisiting normative influences on impulsive buying behavior and an extension to compulsive buying behavior: A case from South Korea. Journal of International Consumer Marketing, 18(3), 57-80.   DOI
17 Tifferet, S., & Herstein, R. (2012). Gender differences in brand commitment, impulse buying, and hedonic consumption. Journal of Product & Brand Management.
18 Verplanken, B., & Sato, A. (2011). The psychology of impulse buying: An integrative self-regulation approach. Journal of Consumer Policy, 34(2), 197-210.   DOI
19 Wells, J. D., Parboteeah, V., & Valacich, J. S. (2011). Online impulse buying: understanding the interplay between consumer impulsiveness and website quality. Journal of the Association for Information Systems, 12(1), 3.
20 Jones, M. A., Reynolds, K. E., Weun, S., & Beatty, S. E. (2003). The product-specific nature of impulse buying tendency. Journal of Business Research, 56(7), 505-511.   DOI
21 Saad, M., & Metawie, M. (2015). Store environment, personality factors and impulse buying behavior in Egypt: The mediating roles of shop enjoyment and impulse buying tendencies. Journal of Business and Management Sciences, 3(2), 69-77.
22 Zhang, X., Prybutok, V. R., & Koh, C. E. (2006). The role of impulsiveness in a TAM-based online purchasing behavior. Information Resources Management Journal (IRMJ), 19(2), 54-68.   DOI
23 Dholakia, U. M. (2000). Temptation and resistance: An integrated model of consumption impulse formation and enactment. Psychology and Marketing, 17(11), 955-982. https://doi.org/10.1002/1520-6793(200011)17:11<955::AID-MAR3>3.0.CO;2-J   DOI
24 Mohan, G., Sivakumaran, B., & Sharma, P. (2013). Impact of store environment on impulse buying behavior. European Journal of Marketing.
25 Rook, D. W., & Fisher, R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22(3), 305-313.   DOI
26 Youn, S., & Faber, R. J. (2000). Impulse buying: its relation to personality traits and cues. ACR North American Advances.
27 Gasiorowska, A. (2008). Gender as moderator of temperamental background of impulse buying tendency. Referat Wygloszony Na Konferencji IAREP/SABE, Rzym, 3-6.
28 Hanzaee, K. H., & Taherikia, F. (2010). Impulse buying: an Iranian model. China-USA Business Review, 9(12), 31.
29 Inman, J. J., Winer, R. S., & Ferraro, R. (2009). The interplay among category characteristics, customer characteristics, and customer activities on in-store decision making. Journal of Marketing, 73(5), 19-29.   DOI
30 Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189-199.   DOI
31 Turkyilmaz, C. A., Erdem, S., & Uslu, A. (2015). The effects of personality traits and website quality on online impulse buying. Procedia-Social and Behavioral Sciences, 175, 98-105.   DOI
32 Weun, S., Jones, M. A., & Beatty, S. E. (1998). Development and validation of the impulse buying tendency scale. Psychological Reports, 82(3_suppl), 1123-1133.   DOI
33 Lin, Y.-H., & Chen, C.-Y. (2012). Adolescents'Impulse Buying: Susceptibility to Interpersonal Influence and Fear of Negative Evaluation. Social Behavior & Personality: An International Journal, 40(3).
34 Rook, D. W., & Gardner, M. P. (1993). In the mood: Impulse buying's affective antecedents. Research in Consumer Behavior, 6(7), 1-28.
35 Sarstedt, M., Ringle, C. M., & Hair, J. F. (2020). Handbook of Market Research. In Handbook of Market Research (Issue September). https://doi.org/10.1007/978-3-319-05542-8