Extrinsic and intrinsic motives: panic buying and impulsive buying during a pandemic

Abstract

PurposeThe present study operationalizes and tests the impact of extrinsic (store environment, promotional activities) and intrinsic (hedonism, materialism) variables on impulsive buying during the COVID-19 period. It also considers the dual-factor approach (panic and impulsive buying tendency) using the “Stimulus-Organism-Response” approach and “Dual-Factor Theory”.Design/methodology/approachPurposive sampling was used to obtain data from 362 responses from retail shoppers and analyzed by path analysis. The moderation of novel constructs (scarcity and COVID-19 pandemic) examines the backdrop of retail impulse shopping.FindingsThe store environment has a detrimental effect on panic and impulsive buying. Promotional activities have a beneficial effect on impulsive buying tendency. Similarly, hedonism and materialism have a substantial positive effect on panic and impulsive buying tendencies. Between stimulus (intrinsic and extrinsic) and response variables, organism factors (panic and impulsive buying inclinations) influenced positively (impulsive buying); in terms of moderation, scarcity and the COVID-19 pandemic exhibit substantial moderation between organism and response.Originality/valueThe results contribute substantially to the existing domain of customers’ panic and impulsive purchasing behavior for the scarcity of essential items during the COVID-19 epidemic. Research in this field is limited, varied and inconclusive. New insights were obtained as this research blends the “Stimulus-Organism-Response” and Dual factor theories.

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

“…, 2023b) and What kinds of items are most likely to have impulsive tendencies? (1 – Household products, 2 – Clothes and apparel, 3 – Electronic appliances, 4 – Beauty and personal care products and 5 – Food items) (Lavuri et al. , 2023a).…”

“…Previously, the SOR model was utilized to investigate correlations between numerous extrinsic circumstances and customers’ subsequent responses to buying behavior (Anisimova et al. , 2019; Lavuri et al ., 2023a). The SOR concept was used in this research for several reasons that are yet to be determined.…”

“…, 1994). Shoppers make purchases for various reasons, including hedonistic and utilitarian ones (Lavuri et al. , 2023a).…”

“…Researchers utilized the SOR conceptual framework to investigate disparities in decisionmaking in a variety of situations, including service marketing (Gupta et al, 2019), purchase of natural commodities (Konuk, 2019;Kaur et al, 2022a), sustainable luxury products (Kaur et al, 2022b), organic beauty products (Lavuri et al, 2022a) and tourism (Kim, 2020). Previously, the SOR model was utilized to investigate correlations between numerous extrinsic circumstances and customers' subsequent responses to buying behavior (Anisimova et al, 2019;Lavuri et al, 2023a). The SOR concept was used in this research for several reasons that are yet to be determined.…”

“…Impulse buying is spontaneous or unplanned purchases without considering the consequences (Chiu et al, 2022). Customers who have a high impulsive buying tendency (IBT) are more likely to participate in impulsive behavior while shopping and make compulsive purchases (Lavuri et al, 2023a). Compulsive purchasing is an intense, uncontrollable addiction, urges or shopping-related behavior that results in subjective anxiety and diminished functionality (Lavuri, 2023).…”