Consumer purchase decision: factors that influence impulsive purchasing

Thayná Aparecida Lehmann, Juliano Krug, Christian Daniel Falaster

Resumo


Objective: The aim of this study was to identify whether spending self-control and long-term orientation influence impulsive buying behavior, and also to understand the variables that may cause individuals to decrease impulsivity.

Method: A quantitative survey was carried out to gather data regarding how individuals think and what they consider when buying in order to understand impulsive buying behavior at the time of purchase. Data were analyzed through structural equation modeling using the SmartPLS 2.0 M3 software.

Relevance: It is important to understand which elements may influence impulsive buying behavior, as the motivation that causes consumers to behave impulsively seems to be still poorly defined. Thus, we seek to figure out a portion of this act that transcends the rational and logical choices in the act of purchase.

Results: Impulsive buying behavior is analyzed in different ways by various scholars. The results of the present study indicate that impulsive purchases occur when the individual has lack of self-control over what he/she buys. This situation can be controlled if the person has a long-term guidance. This fact tends to influence spending self-control and consequently decreasing the levels of impulsiveness.

Theoretical contributions: This study contributes to Rook & Fisher's (1995) impulsive buying behavior studies, seeking to insert elements such as long-term orientation and spending self-control to better understand the effect of impulsivity and its causes.


Palavras-chave


Purchase decision; Consumer behavior; Impulsive buying behavior.

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DOI: https://doi.org/10.5585/remark.v18i4.13345

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