| Title |
The effects of personality, culture and store stimuli on impulsive buying behavior Evidence from emerging market of Pakistan |
| ID_Doc |
15352 |
| Authors |
Miao, M; Jalees, T; Qabool, S; Zaman, SI |
| Title |
The effects of personality, culture and store stimuli on impulsive buying behavior Evidence from emerging market of Pakistan |
| Year |
2020 |
| Published |
Asia Pacific Journal Of Marketing And Logistics, 32, 1 |
| DOI |
10.1108/APJML-09-2018-0377 |
| Abstract |
Purpose The purpose of this paper is to examine the relationship between personality factors (i.e. neuroticism, agreeableness, extroversion, conscientiousness and openness), cultural factors (individualism and collectivism) and store stimuli (window display and sales promotion) on impulsive buying behavior. Design/methodology/approach The sample size for the study was 350 with a response rate of 96 percent. The questionnaire was adapted from the established scale and measures. SmartPLS was used for statistical analysis. After reliability and validity analysis, the structural model was tested, and it fitted very well. Findings Of the nine hypotheses, five were accepted, and the other four were rejected. The results suggest that neuroticism, openness, individualism, collectivism and sales promotion significantly affect impulsive buying behavior. Marketers can use these results in developing appropriate marketing strategies. Originality/value Impulsive buying behavior, on the one hand, is problematic for consumers, but, on the other hand, is used as a tool by retailers for increasing sales. Comparatively, this study examined the effects of personality factors, cultural factors and store stimuli on impulsive buying behavior. These three factors have rarely been used together in one study. |
| Author Keywords |
Collectivism; Agreeableness; Extroversion; Sales promotion; Neuroticism; Conscientiousness; Individualism; Impulsive buying behaviour; Store stimuli; Window displays |
| Index Keywords |
Index Keywords |
| Document Type |
Other |
| Open Access |
Open Access |
| Source |
Social Science Citation Index (SSCI) |
| EID |
WOS:000505597200001 |
| WoS Category |
Business |
| Research Area |
Business & Economics |
| PDF |
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