How Does Shopping With Others Influence Impulsive Purchasing?

Luo, Xueming

doi:10.1207/s15327663jcp1504_3

Cited by 315 publications

(281 citation statements)

References 36 publications

(40 reference statements)

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“…generating a positive image in the eyes of others) that fellow shoppers provide (Grove & Fisk 1997;Haytko & Baber 2004;Luo 2005). Hence, sharing an experience with others may fulfill important social needs, laying the foundation for a pleasant experience that may, in turn, translate to a positive brand attitude.…”

Section: Research Papermentioning

confidence: 99%

Increasing sponsorship effectiveness through brand experience

Fransen

Rompay

Muntinga

2013

International Journal of Sports Marketing and Sponsorship

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This research investigates whether creating a brand experience during a sponsored event can add to the success of that sponsorship. It is posited that a direct brand experience might harvest its own intrinsic benefits by intensifying consumers' direct contact with the sponsoring brand. To examine this proposition we conducted a quasi-experimental field study. During a sponsored marathon event in April 2010 data were collected. One of the main sponsors of the event, a well known financial services company, created a brand experience in which all runners could participate. In this brand experience -the 'running support truck' -runners could engage in activities related to running, including chat sessions with fellow athletes, free massage, information about running and diets, and a free running shirt. The sponsor's brand name was present in all activities. Two weeks after the event, runners were invited, by email, to complete an online survey questioning them about the marathon and the sponsoring brand (i.e. top of mind awareness, brand recall and brand attitude). We compared the data of participants who ran the marathon and also engaged in the brand experience with those who solely ran the marathon. The results

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Section: Research Papermentioning

confidence: 99%

Increasing sponsorship effectiveness through brand experience

Fransen

Rompay

Muntinga

2013

International Journal of Sports Marketing and Sponsorship

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“…Selain daripada keleluasaan waktu yang dimiliki seseorang, kehadiran rekan juga memberikan dampak yang signifikan dalam mempengaruhi orang lain untuk berperilaku impulsif. Kehadiran rekan, keluarga atau kolega dapat meningkatkan kemungkinan seseorang untuk berperilaku impulsif (Luo, 2004). Disisi lain pendapat yang berbeda di utarakan oleh Fisher & Rook (1995) yang menyatakan bahwa kehadiran rekan dapat dianggap sebagai benteng seseorang untuk tidak berperilaku impulsif ketika individu merasa bahwa perilaku tersebut akan dianggap irrasional oleh orang sekitarnya.…”

Section: Grafik 1 Perbandingan Mall Dan Pusat Perbelanjaan DI Indoneunclassified

“…Kehadiran rekan ketika berbelanja berpengaruh terhadap pembelian impulsif. Rook & Fisher (1995), Luo (2004). 8.…”

Section: Aunclassified

“…• Waktu belanja (Beatty dan Ferrell, 1998) • Uang (Beatty dan Ferrell, 1998) • Kehadiran rekan (Luo, 2004), (Fisher dan Rook, 1995) • Pencarian Dalam Toko (Beatty dan Ferrell, 1998 (Rook, 1987, Sherry 1990, Piron 1991, Ditmar, et.al 1995, Beatty & Ferrell, 1998, Hausman, 2000,Verplanken & Herebadi 2002Park et,al 2006, Dewi Miftania Mildani, 2013) X1.2 : Tendensi Berbelanja secara Impulsif (Rook, 1987) X1.3 : Sensasi kenikmatan berbelanja (Rook, 1987) X1.4 : Perbedaan diri (Dittmar et.al, 1996, Verplanken & Herebadi 2002 …”

Section: Aunclassified

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Pengaruh Faktor Stimulus Internal Dan Eksternal Konsumen Di Beberapa Mall Di Indonesia Terhadap Kecenderungan Perilaku Pembelian Impulsif

Perdana¹

2018

Preprint

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Konsumen di Indonesia memiliki karakter keunikan salah satunya ialah konsumen Indonesia cenderung impulsif didalam berbelanja (melakukan pembelian yang tidak terencana). Hal demikian didasari oleh tingkat pendidikan, sekitar 50% konsumen lulusan SMA untuk masyarakat perkotaan dan sekitar 60% yang tidak menyelesaikan SMP untuk masyarakat pedesaan sehingga konsumen Indonesia mencerna informasi yang lebih sedikit dalam membuat keputusan dan pada akhirnya tidak mengherankan apabila konsumen Indonesia kadang-kadang lebih emosional dalam membuat proses keputusan untuk memilih dan membeli suatu produk. (www.marketing.co.id, 2012).Penelitian yang dilakukan oleh Nielsen (2011) menyatakan bahwa sebanyak 21% pembeli tidak pernah membuat rencana didalam berbelanja. Angka ini naik 21% dibandingkan tahun 2003 yang hanya 11% konsumen yang impulsive. Penelitian ini dilakukan dibeberapa kota besar di Indonesia antara lain : Jakarta, Bandung, Surabaya, Makassar dan medan. Riset tersebut sejalan dengan yang dikutip melalui laman CNN Indonesia (2015) yang diriset oleh mastercard yang mengungkapkan bahwa 50% generasi millennial merupakan pelanggan yang paling impulsif di asia pasifik. Survey tentang perilaku belanja konsumen indonesia yang menyatakan bahwa status sosial ekonomi masyarakat atau konsumen mengalami pergeseran cukup signifikan, terutama konsumen di SES A dan B yang meningkat 20%, sementara konsumen di SES C dan D/E mengalami penurunan.Pola perilaku konsumen indonesia dengan ragam keunikannya dikarenakan tingkat heterogenitas yang cukup tinggi. Hal ini disebabkan karena adanya perbedaan suku dan kedaerahan. Perbedaan ini menyangkut kebiasaan dan gaya hidup, terutama kebiasaan makan, gaya mengkonsumsi, bahkan perilaku konsumen dalam mengunjungi pusat perbelanjaan (MARS Indonesia, 2015). Selain itu secara ekonomi, antara daerah ini juga ada perbedaan dalam daya beli, kepemilikan disposable income. Di studi lain, Nielsen menyebut bahwa Indonesia berada di posisi teratas karena memiliki nilai indeks tertinggi di dunia dari 58 negara dalam hal kepercayaan konsumen. Hasil survei yang dilakukan pada kuartal pertama 2013 memperlihatkan bahwa konsumen Indonesia adalah konsumen yang bersifat konsumtif dan mempunyai keinginan besar untuk berbelanja jika

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“…A well trained salesperson can decrease frustration by guiding and aiding the consumer in the purchase process and activate impulse buying behavior (Crawford & Melewar, 2003). Luo (2005) found that the presence of peers increases the urge to purchase, and that the presence of family members decreases it. Park, Kim & Forney (2006) said that hedonic consumption h a s a n i n d i r e c t e ff e c t o n fashion-oriented impulse buying.…”

Section: Literature Reviewmentioning

confidence: 99%

Perceptions of Consumer Impulse Buying Behavior in the Super Store: A Case Study of Some Selected Super Store in Bangladesh

Alauddin¹,

Hossain²,

Ibrahim³

et al. 2015

ASS

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Super stores are playing a key role in the field of shopping in Bangladesh. The popularity of super stores is increasing day by day in our country and consumers are becoming more habituated to buying from here. Today's consumers are also very much concern about food items. They want fresh, hygienic and healthy foods. So, super stores have become a great source for the consumers to get these items of foods. This paper is an attempt to investigate the factors that affect consumer impulse buying behavior at superstores in Bangladesh. Survey methodology was used to collect the data from 100 respondents by adopting simple random sampling technique. The study found that many factors were responsible for this changing buying behavior such as: in store atmosphere, point of purchase display, convenience, location, product characteristics, product quality, availability of branded items, store size, store image, variety seeking, discounts, stock outs, packaging, in store display etc. All of the characteristics are subject to consideration while making a purchase. Specifically planned purchase, generally planned purchase, substitute products all have an impact on impulse buying. The paper will be useful for marketing practitioners and researchers towards comprehensive understanding of the consumer's impulsiveness.

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How Does Shopping With Others Influence Impulsive Purchasing?

Cited by 315 publications

References 36 publications

Increasing sponsorship effectiveness through brand experience

Increasing sponsorship effectiveness through brand experience

Pengaruh Faktor Stimulus Internal Dan Eksternal Konsumen Di Beberapa Mall Di Indonesia Terhadap Kecenderungan Perilaku Pembelian Impulsif

Perceptions of Consumer Impulse Buying Behavior in the Super Store: A Case Study of Some Selected Super Store in Bangladesh

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