Consumer purchase decision: factors that influence impulsive purchasing

Detalhes bibliográficos
Autor(a) principal: Lehmann, Thayná Aparecida
Data de Publicação: 2020
Outros Autores: Krug, Juliano, Falaster, Christian Daniel
Tipo de documento: Artigo
Idioma: eng
Título da fonte: REMark - Revista Brasileira de Marketing
Texto Completo: https://periodicos.uninove.br/remark/article/view/13345
Resumo: Objective: The aim of this study was to identify whether spending self-control and long-term orientation influence impulsive buying behavior, and also to understand the variables that may cause individuals to decrease impulsivity.Method: A quantitative survey was carried out to gather data regarding how individuals think and what they consider when buying in order to understand impulsive buying behavior at the time of purchase. Data were analyzed through structural equation modeling using the SmartPLS 2.0 M3 software.Relevance: It is important to understand which elements may influence impulsive buying behavior, as the motivation that causes consumers to behave impulsively seems to be still poorly defined. Thus, we seek to figure out a portion of this act that transcends the rational and logical choices in the act of purchase.Results: Impulsive buying behavior is analyzed in different ways by various scholars. The results of the present study indicate that impulsive purchases occur when the individual has lack of self-control over what he/she buys. This situation can be controlled if the person has a long-term guidance. This fact tends to influence spending self-control and consequently decreasing the levels of impulsiveness.Theoretical contributions: This study contributes to Rook Fisher's (1995) impulsive buying behavior studies, seeking to insert elements such as long-term orientation and spending self-control to better understand the effect of impulsivity and its causes.
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spelling Consumer purchase decision: factors that influence impulsive purchasingPurchase decision; Consumer behavior; Impulsive buying behavior.Objective: The aim of this study was to identify whether spending self-control and long-term orientation influence impulsive buying behavior, and also to understand the variables that may cause individuals to decrease impulsivity.Method: A quantitative survey was carried out to gather data regarding how individuals think and what they consider when buying in order to understand impulsive buying behavior at the time of purchase. Data were analyzed through structural equation modeling using the SmartPLS 2.0 M3 software.Relevance: It is important to understand which elements may influence impulsive buying behavior, as the motivation that causes consumers to behave impulsively seems to be still poorly defined. Thus, we seek to figure out a portion of this act that transcends the rational and logical choices in the act of purchase.Results: Impulsive buying behavior is analyzed in different ways by various scholars. The results of the present study indicate that impulsive purchases occur when the individual has lack of self-control over what he/she buys. This situation can be controlled if the person has a long-term guidance. This fact tends to influence spending self-control and consequently decreasing the levels of impulsiveness.Theoretical contributions: This study contributes to Rook Fisher's (1995) impulsive buying behavior studies, seeking to insert elements such as long-term orientation and spending self-control to better understand the effect of impulsivity and its causes.Universidade Nove de Julho - UninoveUniversidade Regional de Blumenau - FURB e Coordenação de Aperfeicoamento de Pessoal de Nível Superior - CAPESLehmann, Thayná AparecidaKrug, JulianoFalaster, Christian Daniel2020-01-16info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionAvaliado por ParesPeer-reviewed Articleapplication/pdfhttps://periodicos.uninove.br/remark/article/view/1334510.5585/remark.v18i4.13345ReMark - Revista Brasileira de Marketing; v. 18, n. 4 (2019): (out./dez.); 196-2192177-5184reponame:REMark - Revista Brasileira de Marketinginstname:Universidade Nove de Julho (UNINOVE)instacron:RBMenghttps://periodicos.uninove.br/remark/article/view/13345/8057Direitos autorais 2019 Revista Brasileira de Marketing – Remarkhttps://creativecommons.org/licenses/by-nc-sa/4.0info:eu-repo/semantics/openAccess2022-01-18T17:58:38Zoai:https://periodicos.uninove.br:article/13345Revistahttps://periodicos.uninove.br/remarkPRIhttps://periodicos.uninove.br/remark/oaiclaudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org2177-51842177-5184opendoar:2022-01-18T17:58:38REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE)false
dc.title.none.fl_str_mv Consumer purchase decision: factors that influence impulsive purchasing
title Consumer purchase decision: factors that influence impulsive purchasing
spellingShingle Consumer purchase decision: factors that influence impulsive purchasing
Lehmann, Thayná Aparecida
Purchase decision; Consumer behavior; Impulsive buying behavior.
title_short Consumer purchase decision: factors that influence impulsive purchasing
title_full Consumer purchase decision: factors that influence impulsive purchasing
title_fullStr Consumer purchase decision: factors that influence impulsive purchasing
title_full_unstemmed Consumer purchase decision: factors that influence impulsive purchasing
title_sort Consumer purchase decision: factors that influence impulsive purchasing
author Lehmann, Thayná Aparecida
author_facet Lehmann, Thayná Aparecida
Krug, Juliano
Falaster, Christian Daniel
author_role author
author2 Krug, Juliano
Falaster, Christian Daniel
author2_role author
author
dc.contributor.none.fl_str_mv Universidade Regional de Blumenau - FURB e Coordenação de Aperfeicoamento de Pessoal de Nível Superior - CAPES
dc.contributor.author.fl_str_mv Lehmann, Thayná Aparecida
Krug, Juliano
Falaster, Christian Daniel
dc.subject.por.fl_str_mv Purchase decision; Consumer behavior; Impulsive buying behavior.
topic Purchase decision; Consumer behavior; Impulsive buying behavior.
description Objective: The aim of this study was to identify whether spending self-control and long-term orientation influence impulsive buying behavior, and also to understand the variables that may cause individuals to decrease impulsivity.Method: A quantitative survey was carried out to gather data regarding how individuals think and what they consider when buying in order to understand impulsive buying behavior at the time of purchase. Data were analyzed through structural equation modeling using the SmartPLS 2.0 M3 software.Relevance: It is important to understand which elements may influence impulsive buying behavior, as the motivation that causes consumers to behave impulsively seems to be still poorly defined. Thus, we seek to figure out a portion of this act that transcends the rational and logical choices in the act of purchase.Results: Impulsive buying behavior is analyzed in different ways by various scholars. The results of the present study indicate that impulsive purchases occur when the individual has lack of self-control over what he/she buys. This situation can be controlled if the person has a long-term guidance. This fact tends to influence spending self-control and consequently decreasing the levels of impulsiveness.Theoretical contributions: This study contributes to Rook Fisher's (1995) impulsive buying behavior studies, seeking to insert elements such as long-term orientation and spending self-control to better understand the effect of impulsivity and its causes.
publishDate 2020
dc.date.none.fl_str_mv 2020-01-16
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Avaliado por Pares
Peer-reviewed Article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv https://periodicos.uninove.br/remark/article/view/13345
10.5585/remark.v18i4.13345
url https://periodicos.uninove.br/remark/article/view/13345
identifier_str_mv 10.5585/remark.v18i4.13345
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv https://periodicos.uninove.br/remark/article/view/13345/8057
dc.rights.driver.fl_str_mv Direitos autorais 2019 Revista Brasileira de Marketing – Remark
https://creativecommons.org/licenses/by-nc-sa/4.0
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Direitos autorais 2019 Revista Brasileira de Marketing – Remark
https://creativecommons.org/licenses/by-nc-sa/4.0
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv Universidade Nove de Julho - Uninove
publisher.none.fl_str_mv Universidade Nove de Julho - Uninove
dc.source.none.fl_str_mv ReMark - Revista Brasileira de Marketing; v. 18, n. 4 (2019): (out./dez.); 196-219
2177-5184
reponame:REMark - Revista Brasileira de Marketing
instname:Universidade Nove de Julho (UNINOVE)
instacron:RBM
instname_str Universidade Nove de Julho (UNINOVE)
instacron_str RBM
institution RBM
reponame_str REMark - Revista Brasileira de Marketing
collection REMark - Revista Brasileira de Marketing
repository.name.fl_str_mv REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE)
repository.mail.fl_str_mv claudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org
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