Internal Triggers of Impulse Buying Behaviour in Customers – An Empirical Study
Journal Title: PARIPEX-Indian Journal of Research - Year 2016, Vol 5, Issue 9
Abstract
Many studies on impulse buying more or less directly concern antecedents of an impulse purchase. The Consumption Impulse Formation Enactment (CIFE) model developed by Dholakia (2000) states that there are three antecedents that form a “consumption impulse” and defined it as the “irresistible urge to consume”. Literature indicates that stimuli for impulse buying may be formed by the interaction between both external factors and internal factors. Research highlights various factors that trigger impulsiveness in consumers namely, Age, Gender, Level of Income, Shopping partner, Mood, Occasion, Impulse Buying Tendency, Compliance to social norms, Compulsive Buying Behaviour and Personality. Mostly, all consumers would have made an impulse purchase at least once in their life. Impulse buying is a fun, puzzle and a research question in today’s marketing world. While marketers are eager to seek a solution to falling sales, consumers are also hoping to balance their shopping behaviour and their budget.
Authors and Affiliations
Dr. S. Vidhya
Keywords
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