Do extrinsic factors encourage shoppers’ compulsive buying? Store environment and product characteristics

Abstract

PurposeThe study examines the extrinsic variables, namely store environment, promotional activities (PA), product features and stimulation factors that encourage compulsive purchasing in emerging markets.Design/methodology/approachThe data were collected from customers with recent compulsive shopping experiences at an online retail store. This study collected 469 original survey responses employing purposive sampling and data analyzed with covariance-based structural equation modeling and used segmentation analysis.FindingsThe study results indicated that extrinsic (stimulus) factors, such as shop environment, PA and stimulation factors positively impacted shoppers’ impulsive buying tendency (IBT), whereas product characteristics did not affect shoppers’ IBT. Similarly, IBT (organism) influenced compulsive purchase, as did a favorable mediating relationship between extrinsic factors (stimulus factors) and shoppers’ compulsive purchase (response factor). Moreover, segmentation results showed that female consumers had more IBT and compulsive buying behavior than male respondents.Originality/valueThis research adds to the corpus of information concerning impulsive and compulsive buying behavior. As this study incorporates the Stimulus-Organism-Response paradigm, new findings emerge; using this paradigm allows for the testing of new linkages to better understand consumers’ impulsive and compulsive behavior.

Effects of compulsive buying on debt avoidance and self-esteem: Can brand addiction serve as a socially responsible mediator?

“…The genesis of compulsive buying behavior is linked to external factors like pricing, product promotion, and credit cards (Workman & Paper, 2010). Recent research also takes a detailed look at external factors (Nanda, Banerji, & Singh, 2023;Lavuri & Thaichon, 2023). Although both factors can individually lead to the emergence of shopping disorders, in most cases it is their mutual interaction.…”

“…Previously, Kaur, Maheshwari, and Kumar (2019) recommended that marketers think about using different markup techniques for different visible places. In general, the external elements found in the store setting and the attributes of the products can be quite influential in promoting consumers' compulsive buying behavior (Lavuri & Thaichon, 2023). However, it is crucial to recognize that excessive shopping can also have negative effects through the process of negative reinforcement.…”

“…Customers appear to be ravenous when it comes to compulsive and impulsive buying, according to a Nielsen (2016) survey; this type of behavior and desire needs to be studied, especially in emerging countries. According to Lavuri and Thaichon (2023), consumers originating from emerging countries present a promising avenue for businesses to address issues related to lifestyle, technology, and financial inclusion. Their impact can be profound and transformative.…”

Exploring the Interactive Relationship between Retailers’ Free Shipping Decisions and Manufacturers’ Product Sales in Digital Retailing

“…Moreover, existing studies found that retail price promotion positively affects store sales [34][35][36][37]. In particular, an increasing number of retailers use free shipping to promote sales [10,17,19,20,23].…”