What are the effects of impulse buying on consumer behavior?
Research Question
Academic Insights
Impulse buying significantly influences consumer behavior by being reinforced through positive post-purchase experiences and shaped by various emotional, psychological, and situational factors.
Key Insights
- Post-Purchase Experience:
- Positive post-purchase experiences reinforce future impulse buying, while negative experiences lead to regret and curtail future impulse buying .
- Emotional State:
- Both positive and negative emotions significantly affect impulse buying, with positive emotions increasing impulsivity and negative emotions leading to unplanned purchases .
- Life Satisfaction:
- There is a negative relationship between life satisfaction and impulse buying, with higher life satisfaction leading to more rational behavior and less impulsivity .
- Online Shopping:
- Factors such as online consumer reviews, countdowns, and the flow experience significantly impact online impulse buying behavior .
- Scarcity and Social Influence:
- Scarcity and the fear of missing out, especially during emergencies like the COVID-19 pandemic, drive impulse buying, often moderated by social behaviors such as the bandwagon effect .
Conclusion
Impulse buying is a complex behavior influenced by post-purchase experiences, emotional states, life satisfaction, and various online and situational factors. Positive post-purchase experiences and emotional states tend to reinforce impulse buying, while negative experiences and higher life satisfaction can reduce it. Understanding these dynamics can help marketers and retailers design better strategies to manage and leverage impulse buying behavior.
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Related Questions
- How does impulse buying influence purchasing decisions?
- What psychological factors drive impulse buying?
- What are the long-term effects of impulse buying on finances?
- How do marketing strategies encourage impulse buying?
- What demographics are most affected by impulse buying?
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