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A Literature Review on the Factors Influencing Impulse Buying Behavior

Dr. Rajitha Xavior

One's decision to buy is influenced by both emotional and rational factors. Emotional or rational elements influence the person's decision to buy the products. When physically near a desired object, highly impulsive buyers are more likely to react to spur-of-the-moment buying cues and are more receptive to unexpected buying ideas(Beatty & Ferrell 1998).When making purchases, the majority of customers exhibit impulsive buying behavior. Numerous variables may have contributed to this. Numerous academics have studied impulsive buying behavior and all the aspects that lead to impulsive action. The main factors influencing for impulse buying in offline and online mode are external stimuli, in-store stimuli, consumer demographic variables, sensation cues, emotions, extrinsic and intrinsic factors, situational variables, social factors, social medias etc. Here an effort is made to know the findings of different research related to impulse buying behavior since 1950. The literature analysis of various research works were classified under the heads, impulse buying behavior, and factors and cues which influence impulse buying. The result shows that the consumers were attracted by external stimuli, in-store stimuli, intrinsic cues, extrinsic cues, sensation cues, and social medias for impulse buying. This paper may help marketers, especially retailers who are in need to know the consumer's impulsive behavior.

Xavior, R. (2025). A Literature Review on the Factors Influencing Impulse Buying Behavior. International Journal of Advanced Research in Commerce, Management & Social Science, 08(04(I)), 71–77. https://doi.org/10.62823/ijarcmss/8.4(i).8134

DOI:

Article DOI: 10.62823/IJARCMSS/8.4(I).8134

DOI URL: https://doi.org/10.62823/IJARCMSS/8.4(I).8134


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