Impulse buying behavior of Vietnamese consumers in supermarket setting

The goal of this paper is to identify factors affecting consumer impulse buying behaviors at supermarkets in Vietnam. Impulse purchase or impulse buying portrays purchases that shopper makes without any intention planned before shopping trip. This study attempts to analyze the impact of various variables extracted from internal, external, demographics, social perspectives on consumer impulse buying behavior. Quantitative questionnaire is used to measure responses of participants. The statistical analysis method employed in this study is Factor Analysis using SPSS software. This consumer behavior is on a great rise due to pricing strategies, store characteristics, situational factors and promotional activities. At the end of this paper, a set of suggestions is outlined to be investigated in the subsequent research works.

[1]  Sam K. Hui,et al.  The Effect of In-Store Travel Distance on Unplanned Spending: Applications to Mobile Promotion Strategies , 2013 .

[2]  R. Baumeister.  Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer Behavior , 2002 .

[3]  Jihye Park,et al.  Psychological and environmental antecedents of impulse buying tendency in the multichannel shopping context , 2006 .

[4]  Thomas Adelaar,et al.  Effects of media formats on emotions and impulse buying intent , 2003, J. Inf. Technol..

[5]  M. Giraud.  Les acheteurs impulsifs : proposition d’une typologie , 2001, Décisions Marketing.

[6]  Roger Marshall,et al.  Impulse Buying and Variety Seeking: A Trait-Correlates Perspective , 2010 .

[7]  P. Kotler.  Atmospherics as a Marketing Tool , 1974 .

[8]  Helga Dittmar,et al.  Gender identity‐related meanings of personal possessions , 1989 .

[9]  Michael A. Jones,et al.  Development and Validation of the Impulse Buying Tendency Scale , 1998, Psychological reports.

[10]  D. Abrams,et al.  Pro-norm and anti-norm deviance within and between groups. , 2000, Journal of personality and social psychology.

[11]  Ronald J. Faber,et al.  Impulse Buying: Its Relation to Personality Traits and Cues , 2000 .

[12]  U. Dholakia.  Temptation and resistance: An integrated model of consumption impulse formation and enactment , 2000 .

[13]  David T. Kollat,et al.  Is Impulse Purchasing Really a Useful Concept for Marketing Decisions? , 1969 .

[14]  Raghbir Singh.,et al.  Uncovering retail shopping motives of Indian youth , 2007 .

[15]  Xueming Luo.  How Does Shopping with Others Influence Impulsive Purchasing? , 2005 .

[16]  Piyush Sharma,et al.  Impulse buying and variety seeking: Two faces of the same coin? Or, maybe not! , 2003 .

[17]  Jochen Wirtz,et al.  Congruency of Scent and Music As a Driver of In-Store Evaluations and Behavior , 2001 .

[18]  Peter Weinberg,et al.  Impulsive consumer buying as a result of emotions , 1982 .

[19]  F. Piron.  Defining Impulse Purchasing , 1991 .

[20]  M. Tendai,et al.  In-store shopping environment and impulsive buying , 2009 .

[21]  R. Zachary Finney,et al.  Impulse purchases of new products: an empirical analysis , 2009 .

[22]  Judith C. Forney,et al.  A structural model of fashion‐oriented impulse buying behavior , 2006 .

[23]  Michael Wood.  Socio-economic status, delay of gratification, and impulse buying , 1998 .

[24]  Joseph S. Valacich,et al.  A model of online impulse buying: an empirical study , 2005 .

[25]  Piyush Sharma,et al.  Exploring impulse buying in services: toward an integrative framework , 2014 .

[26]  Yingjiao Xu,et al.  Impact of Store Environment on Adult Generation Y Consumers' Impulse Buying , 2007 .

[27]  Russell Abratt,et al.  Unplanned buying and in‐store stimuli in supermarkets , 1990 .

[28]  Jochen Wirtz,et al.  The role of store environmental stimulation and social factors on impulse purchasing , 2008 .

[29]  Dennis W. Rook.  The Buying Impulse , 1987 .

[30]  Vernon T. Clover.  Relative Importance of Impulse-Buying in Retail Stores , 1950 .

[31]  Hawkins Stern.  The Significance of Impulse Buying Today , 1962 .

[32]  S. Beatty,et al.  Impulse buying: Modeling its precursors , 1998 .

[33]  Jiyeon Kim.  College students' apparel impulse buying behaviors in relation to visual merchandising , 2003 .

[34]  Mohamed Khalifa,et al.  System Design Effects on Online Impulse Buying , 2012, Internet Res..

[35]  Charles S. Areni,et al.  The influence of in-store lighting on consumers' examination of merchandise in a wine store , 1994 .

[36]  R. Donovan.  Store atmosphere and purchasing behavior , 1994 .

[37]  R. Yan,et al.  Application of the Stimulus-Organism-Response model to the retail environment: the role of hedonic motivation in impulse buying behavior , 2011 .

[38]  Chunling Yu,et al.  Hedonic shopping value and impulse buying behavior in transitional economies: A symbiosis in the Mainland China marketplace , 2010 .

[39]  William Applebaum.  Studying Customer Behavior in Retail Stores , 1951 .

[40]  David T. Kollat,et al.  Customer Impulse Purchasing Behavior , 1967 .

[41]  Jihye Park,et al.  Television Apparel Shopping: Impulse Buying and Parasocial Interaction , 2004 .

[42]  Kwon Jung,et al.  An Exploratory Investigation into Impulse Buying Behavior in a Transitional Economy: A Study of Urban Consumers in Vietnam , 2003 .

[43]  A. Mattila,et al.  The Role of Emotions in Service Encounters , 2002 .

[44]  R. Dholakia,et al.  Switching to electronic stores: consumer characteristics and the perception of shopping benefits , 2002 .

[45]  Dennis W. Rook,et al.  Normative Influences on Impulsive Buying Behavior , 1995 .

[46]  Lianxi Zhou,et al.  Consumer Impulse Buying and In-Store Stimuli in Chinese Supermarkets , 2004 .

[47]  Terry L. Childers,et al.  If I touch it I have to have it: Individual and environmental influences on impulse purchasing , 2006 .

[48]  T. C. Melewar,et al.  The importance of impulse purchasing behaviour in the international airport environment , 2003 .