The impact of planned vs. unplanned purchases on subsequent purchase decision making in sequential buying situations

Sohn, Yong Seok; Ko, Man Ting

doi:10.1016/j.jretconser.2020.102419

Cited by 27 publications

(20 citation statements)

References 33 publications

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“…In contemporary world, people are moving forward to corporate social responsibility (CSR) attached brands instead of luxury brands even at high prices (Hayat et al, 2020). However, owing to shortage of time and deficiency of resources, consumers shop impulsively (Sohn and Ko, 2021). As mentioned Tariq Khan Head et al (2015), 30-50% of all buying is classified as impulse buying, and about 90% of consumers are impulse buyers.…”

Section: Introductionmentioning

confidence: 99%

“…These initiatives have a significant impact on consumer behavior. Ethics and CSR are the main stimulants of getting loyalty, identification and trust (Sohn and Ko, 2021). Ethics, CSR and eco-branding have an impressive impact on consumer behavior, and understanding environmental concerns, social welfare awareness and personal loyalties also significantly impact buying decisions.…”

Section: Introductionmentioning

confidence: 99%

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Reinforcing purchase behaviors through CSR and ethical practices

Hayat

Zhu

Ali³

2022

MIP

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PurposeThe study examines the relationship between consumers’ ethical sensitivity, corporate social responsibility (CSR) practices and impulse behaviors. Ethical behavior has been a subject of increasing research interest. However, there is an imperious need to inspect ethical decision-making through holistic attention to impulse purchasing.Design/methodology/approachThe study develops a set of hypotheses to understand the relationships. The online survey method was used to collect data, and 420 valid questionnaires, in total, were retrieved. In a two-step process, first, reliability and validity were initially measured. Second, confirmatory factor analysis (CFA) and structural equation modeling (SEM) were used to test the hypotheses.FindingsThe analyses support the social marketing theory (SMT) and the general theory of marketing (GTM) ethics related to business strategy. Moreover, the study examines the mediating role of organizational trust, organizational identification and eco-branding in these relationships. The ethical and CSR practices for stakeholders positively affect organizational identification and trust that mediate the relationship between impulse buying and ethical attempts. Furthermore, from an ethical and climate change perspective, eco-branding positively mediates the relationship between impulse buying and environmental advertising. The moderating role of trust is significant in the relationship between impulse buying behavior (IBB) and repurchase behavior.Originality/valueA critical factor explaining individuals’ behaviors has never been investigated using a holistic approach to IBB with ethical and CSR practices. The study profoundly contributes to knowledge about consumer ethics, with potential effects for ethical public relations, while also offering new research avenues for future exploration.

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Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Reinforcing purchase behaviors through CSR and ethical practices

Hayat

Zhu

Ali³

2022

MIP

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“…The impulse buying causes an emotional lack of control generated by the conflict between the immediate reward and the negative consequences that the purchase can originate, which can trigger compulsive behaviors that can become chronic and pathological (Pandya and Pandya, 2020). Sohn and Ko (2021), argue that although all impulse purchases can be considered as unplanned, not all unplanned purchases can be considered impulsive. Unplanned purchases can occur, simply because the consumer needs to purchase a product, but for whatever reason has not been placed on the shopping list in advance.…”

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confidence: 99%

Factors Affecting Impulse Buying Behavior of Consumers

2021

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“…An online platform should understand the customer's purchasing behavior to build a longterm and sustainable relationship with the customer (Urdea et al, 2021). The online behavior intention can be determined by buyers' impulsive shopping decisions (Sohn & Ko, 2021).…”

Section: Perceived Usefulnessmentioning

confidence: 99%

Explaining the Factors Influencing Consumer Perception, Adoption Readiness, and Perceived Usefulness toward Digital Transactions: Online Retailing Experience of Millennials in India

Joshi

Sharma

Bisht³

et al. 2021

Journal of Operations and Strategic Planning

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The present study intends to identify and evaluate the factors affecting the perception and readiness of young online shoppers regarding digital transactions. Thirty variables were identified through systematic literature review that can influence consumers’ perception of digital transactions. Data were collected from 525 millennials from north India. After performing factor analysis, five broad factors were identified namely (a) personal characteristics and incentives, (b) knowledge technical capability, (c) perceived usefulness, (d) sense of security, and (e) transaction risk, which affect the perception and intention as well as adaption of young consumers regarding the digital transactions. Using regression analysis, factors affecting consumer’s perception and readiness regarding digital transactions are modeled out. The study also examines the influence on intention to adopt digital transactions and the actual adaption of digital transactions. Further, the study concludes that consumer intention to make digital transactions mediates the relationship between factors of digital transactions and digital transaction adaption behavior.

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The impact of planned vs. unplanned purchases on subsequent purchase decision making in sequential buying situations

Cited by 27 publications

References 33 publications

Reinforcing purchase behaviors through CSR and ethical practices

Reinforcing purchase behaviors through CSR and ethical practices

Factors Affecting Impulse Buying Behavior of Consumers

Explaining the Factors Influencing Consumer Perception, Adoption Readiness, and Perceived Usefulness toward Digital Transactions: Online Retailing Experience of Millennials in India

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