Determinants of Impulsive Buying Behavior: An Empirical Analysis of Consumers’ Purchase Intentions for Offline Beauty Products

Abstract

Purpose: The purpose of this research is to identify the underlying factors of impulsive buying behavior that would impact consumers’ buying behavior and eventually their purchase intentions. 
 Methodology: This research is based on the philosophy of positivism and employs a quantitative examination. In order to reach to our target market, we have used convenience sampling (non-probability sampling) and tried to gather the data in the original shopping environment i.e. a survey in shopping malls. A sample of 400 was gathered and analyzed. The SPSS version 20 is used for data analysis.
 Findings: Results of this study show that a consumer’s mood has a significant impact on buying as it can trigger impulse behavior in consumers. Person situations can also influence impulse buying for example time, money and the fear of missing out can all trigger impulse buying. Store layout can also trigger that unplanned purchase which means store lighting, the music of the store and ambiance may affect the purchasing. Product promotion has an impact on spontaneous purchase which indicates that free coupons, discounts and free delivery are offered to attract the customer to a sudden purchase. Product design, packaging, color and labeling indicate a positive and significant impact on impulse buying. However, materialism indicates an insignificant impact on impulse buying.
 Contribution to literature: This research is positively contributing to or suggesting that practitioners or sellers better understand the intrinsic factors influencing customers ’purchase intentions in the cosmetic industry.

Implementation of clustering technique for analyzing consumer buying behavior during the COVID-19 pandemic: a case in the beauty industry

“…Impulsive buying behavior was observed in cluster two (C2), where consumers purchased items spontaneously due to fear of COVID-19 infection. It is in line with [11] that personal situations such as fear can trigger impulsive buying.…”

“…The study [11] identifies offline consumer buying behavior in the beauty industry. This study reported that consumers' moods, personal situations, store layout, product promotion, and product attributes positively impact impulsive buying.…”

Muslim fashion dynamics: The mediating role of positive emotion in elucidating impulsive buying behavior

“…Moreover, Trivedi et al (2023) contribute by exploring the effect of demographic factors on online impulse buying behavior, likely integrating demographic theories into impulsive buying research. A study by Tanveer et al (2022) on determinants of impulsive buying for offline beauty products offers a unique perspective, drawing on consumer intention and behavior theories specific to the beauty industry. These theoretical frameworks collectively provide a comprehensive understanding of the complex factors contributing to impulsive buying behavior.…”

“…Promotional strategies, like flash sales and live-streaming shopping, serve as crucial situational factors impacting impulsive buying behavior, inducing spontaneous decisions (Huo et al, 2023;Lamis et al, 2022). Individual differences, particularly personality traits, contribute to understanding impulsive buying, as seen in Tanveer et al (2022) empirical analysis of consumers' purchase intentions for beauty products. Trivedi et al (2023) examine the effect of demographic factors and apparel product categories on online impulse buying, providing insights into how individual characteristics and product nature contribute to impulsive buying tendencies.…”

The Mediating Effect of Trust on Consumers’ Purchase Decision in Mobile Social Commerce

“…The accessibility of funds in hand during purchases will enhance the purchasing desire of consumers. The rise in the availability of financial resources reduces the unpleasant feelings created by irritation with the inability to obtain affordable things (Tanveer, Kazmi & Rahman, 2022). Thus, it is hypothesised that: -H2:…”