1. Impulsive buying is defined as an unplanned, spontaneous purchase without prior intentions to buy a specific product or fulfill a need. It occurs after an urge to buy and tends to be without reflection on consequences.
2. Characteristics of impulsive buying include it being unplanned, without knowledge of the product, and often emotionally-driven and regretted later. Internal factors like a love of shopping or fear of missing out, and external factors like displays and promotions can influence impulsive purchases.
3. There are four types of impulsive buying: pure impulsive where the consumer wasn't looking for the product; suggestion impulsive where advertising induces awareness; reminder impulsive triggered by a past ad; and planned
2. DEFINITION
It is a sudden and immediate purchase with no pre-
shopping intentions either to buy the specific product
category or to fulfill a specific buying task.
The behavior occurs after experiencing an urge to
buy and it tends to be spontaneous and without a lot
of reflection. It does not include the purchase of a
simple reminder item, which is an item that is simply
out of stock at home.”
(Beatty, Ferrell 1998)
3. • Spur of the moment, unplanned
decision to buy, made just
before a purchase.
•(Business dictionary)
5. Quick response to the stimulus
without deliberation and
evaluation of consequences.
(Buss & Plomin 1975)
6. A sudden spontaneous inclination
or incitement to some usually an
unpremeditated purchase
(Merriam- Webster’s Medical
Dictionary)
7. CHARACTERSTICS OF
IMPULSIVE
BUYING
Unplanned, Spontaneous and intense urge to buy the
purchaser often ignoring the consequences.
Without much prior knowledge of the product or intension
to buy.
A kind of emotional and irrational purchase often for
reasons like fun, fantasy and social and economic pleasure
Consumer often regret their purchase after
purchasing
CHARACTERISTICS OF IMPULSIVE
BUYING
8. INFLUENCERS OF IMPULSE BUYING
Internal Factors:
1.The love of buying new things, or a
shopping addiction
2. Fear of missing out (FOMO)
3. You have biases
4. You want to save money
5. You want to feel good
9. EXTERNAL FACTORS
1. Windows display
2. Visual merchandising
3. In-store form display
4. Promotional signage
5. E-commerce
13. 1. Pure Impulsive Buying
-The consumer is not looking for the
product at all but feels a strong emotional
want. Low price is a common trigger to
this category.
14. 2. Suggestion Impulsive Buying
–purchase is not planned because
the consumer has no previous
knowledge about the product
Broden&Söderberg 2011
15. 3. Reminder Impulsive Buying
–about a particular advertisement
or information previously noticed
by the consumer
Broden&Söderberg 2011
16. 4. Planned Impulsive Buying
–consumer has in mind to buy
something or some sort of good but
the choice of what kind of product,
brand, size or price etc. has not been
determined
Broden&Söderberg 2011
26. ADVANTAGES OF IMPULSIVE BUYING:
1. It acts as stress- reliever.
2. It makes you feel good.
3. You may get a product first before it’s out or
the price goes up.
27. 1. Disturbs the overall financial budget.
2. Oftengives product dissatisfaction andless
alternatives are considered.
3. People often have post purchase regret.
4. Irrational decision making, being more
emotional.
DISADVANTAGES OF IMPULSIVE BUYING:
28. 1. Spontaneous unplanned
irrational buying
2. Consumers buy just aft
product awareness is
induced
3. No intention to buy
4. Decision errors
5. Post purchase satisfaction
not assured, often regret
1. Well-planned long term
rational buying
2. Consumers gathers
complete knowledge of the
product
3. No intention to buy
4. Accurate decision
5. Post purchase satisfaction
PLANNED BUYING
IMPULSIVE
BUYING
