The current scenario of retailing is characterized by huge cut throat competition and almost undifferentiated merchandise on sales. Today retailers are utilizing visual merchandising to differentiate their offerings from others' as well... more
The current scenario of retailing is characterized by huge cut throat competition and almost undifferentiated merchandise on sales. Today retailers are utilizing visual merchandising to differentiate their offerings from others' as well as to improve the visibility and desirability of products. Too many researches have been performed for defining and measuring the concept. The various factors which affect impulse buying have not been determined much. The purpose of this research is to examine the relationship between consumer impulse buying behaviors and visual merchandising. Efforts have also been employed to understand the visual merchandising technique that influences the consumers at most. This study also intends to provide information on why visual merchandising should be considered an important component of a strategic marketing plan in support of sales increase and positive store/company image.The finding of the current study reveals that there is a very strong association between consumer impulse buying behaviors and two types of visual merchandising practices: instore form/mannequin display and promotional signage.This study also provides insights to retailers about types of visual merchandising that can influence consumers' impulse buying behaviors.
The manuscript investigates the impact of the observed sales promotion tools on the consumers' impulse buying behavior. Beside the theoretical analysis of sales promotion and impulsive consumer behavior, the authors try to determine which... more
The manuscript investigates the impact of the observed sales promotion tools on the consumers' impulse buying behavior. Beside the theoretical analysis of sales promotion and impulsive consumer behavior, the authors try to determine which of the observed sales promotion tools is most effective in encouraging consumers to perform impulsive purchases. Analysis of collected data is done with the help of three statistical-econometric methods: factor analysis, regression analysis and reliability analysis. According to the results of researches carried out, discounts are the tool by which consumers are most motivated to pursue impulsive purchases. Also, free samples and demonstrations and product rehearsals are very effective, while loyalty cards are the most inneffective. Thanks to these research results, this manuscript will have a contribution both for marketers and brand managers (companies), as well as consumers and future researches on this or similar topic.
The impulsive buying behavior is a phenomenon that made variety of researchers engaged with inconsistent research findings. This paper offers the review of the research on impulsive buying behavior summarized in three waves of research.... more
The impulsive buying behavior is a phenomenon that made variety of researchers engaged with inconsistent research findings. This paper offers the review of the research on impulsive buying behavior summarized in three waves of research. The first wave of research was focused on identifying and acknowledging that impulsive buying behaviour is a complex phenomenon with a number of key characteristics. The key elements in each impulsive buying behavior are: purchase being unplanned, difficult to control, and accompanied by an emotional response. The contribution of the second wave of research was mainly in realizing the powerful combination of both rational and emotional side of every impulsive buying behavior. Impulsive buying stresses the consumers urge to buy something immediately. The impulsive to buy is hedonically complex and may stimulate emotional conflict. Also, impulsive buying is prone to occur with diminished regard for its consequences. The third wave of research spread the interest in several directions, diverging and again opening the scenery for a variety of different paths to perform research. It brings the research back to the field of marketing. The paper concludes with; the questions that could be raised in future research according to the three waves of research and a suggestion of refreshing strategic perspective offering a typology based on ideal, normative, standard and impulsive customer buying behaviour.
Knowing your customer seems to be the biggest challenge. To bridge the gap between customer's expectations and company's offered services research proves neuromarketing as an effective tool. The present study makes an effort to find the... more
Knowing your customer seems to be the biggest challenge. To bridge the gap between customer's expectations and company's offered services research proves neuromarketing as an effective tool. The present study makes an effort to find the core reasons of consumer engagement for impulsive buying of apparel online. It contributes in expanding marketer's knowledge for the field of online consumer behaviour by highlighting neuromarketing factors in knowing consumer perception and decision making so that the impact of advertisements, offers, discounts and other market strategies on consumer can be analysed by the marketer. The paper opted for an exploratory research by using a self-made questionnaire in which required data is collected from respondents in the National Capital Region. Both primary and secondary sources of data are used to obtain a better comprehension of neuromarketing as a solution for customer engagement. ANOVA and multiple regression have been used for testing the hypothesis. The study has come up with some interesting results whereby different age groups desire for the advertised product. Shopping online people do get affected by the quality of the brand. Factors like variety, price at other shops, mode of payment and time spent do not influence them much. Desire for advertised products, offers and discounts and fashion stimulation are highly significant factors of impulsive buying behaviour.
Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it difficult to... more
Virtue products (such as sunscreen lotion and dental floss) promise future benefits and, at the same time, carry immediate and ongoing usage costs. Although consumers acknowledge the benefits of virtue products, they find it difficult to consume them on a daily basis. This research focuses on a key problem in the consumption of virtue products-ongoing use-and identifies ways to help consumers maintain ongoing consumption. We propose and show that products' attributes (in terms of future versus present benefits) and consumers' dis-positional self-control interact to shape the consumption of virtue products. In two field experiments that use different product categories-dental floss and sunscreen lotion-we show that low self-control participants consume a virtue product whose product description highlights a present benefit more than they consume a virtue product whose description highlights a future benefit. Among high self-control participants the reverse effect was observed. In a third study we show the same pattern of results when willingness to pay is measured.
The aim of research is to analyze the influence of life styles and cultural values on the impulse buying behavior of Pakistani university students and professionals in different organizations. For collection of data, survey technique was... more
The aim of research is to analyze the influence of life styles and cultural values on the impulse buying behavior of Pakistani university students and professionals in different organizations. For collection of data, survey technique was used from the students of different universities and organizations by adopting the convenient sampling technique. For analyzing the group differences between the variables of lifestyles and cultural values on impulse buying behavior, it was found that only gender role has the significant differences between male and female students and professionals on the impulse buying behavior. For analyzing the relationships among the variables of life style and cultural values, it was found that significant relationship exists among all the variables. The study also shows that variables of life style and cultural values such as, life satisfaction, security, financial satisfaction, gender role and in-group contact predict the influence on impulse buying behavior of the Pakistani students and professionals.
This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner... more
This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner struggle between yielding to and overcoming the temptation. When the individual activates personal resources to overcome mptations, the process of selfcontrol takes place. Individuals vary in their abilities to overcome temptations; some overcome them immediately, while others need to call upon what we define as intrinsic and extrinsic control mechanisms. We suggest that intrinsic control mechanisms are selfactions and thoughts that individuals employ when they need to exert control, whereas extrinsic control mechanisms are actions that address others and seek their help in overcoming the temptation. We present and test the theory with a context-free self-control measure in four studies.
This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner... more
This paper presents a theoretical model of self-control as a dynamic process. In situations demanding self-control, the individual experiences one of two types of temptations: Impulsiveness or procrastination, followed by an inner struggle between yielding to and overcoming the temptation. When the individual activates personal resources to overcome temptations, the process of self-control takes place. Individuals vary in their abilities to overcome temptations; some overcome them immediately, while others need to call upon what we define as intrinsic and extrinsic control mechanisms. We suggest that intrinsic control mechanisms are self-actions and thoughts that individuals employ when they need to exert control, whereas extrinsic control mechanisms are actions that address others and seek their help in overcoming the temptation. We present and test the theory with a context-free self-control measure in four studies.
Attention Deficit Hyperactivity Disorder (ADHD) is a common psychiatric disorder characterised by persistent patterns of inattention, hyperactivity, and impulsivity in children. The risk factor is that these children are frequently... more
Attention Deficit Hyperactivity Disorder (ADHD) is a common psychiatric disorder characterised by persistent patterns of inattention, hyperactivity, and impulsivity in children. The risk factor is that these children are frequently entangled in learning difficulties, which lead to frustration when they reach adulthood. This study uses functional Magnetic Resonance Imaging data for the resting-state brain to present an effective approach for ADHD identification at an early stage. The proposed method is based on seed correlation, which calculates the functional connectivity between seeds and all other voxels in the brain.This paper gives a walk through of the steps for using machine learning to analyse rs-fMRI data and, more specifically, to distinguish Attention Deficit Hyperactivity Disorder (ADHD) from healthy controls. I discuss (1) feature extraction with masks, (2) the advantages and disadvantages of long short term memory networks (LSTM) for classifying fMRI data, and (3) hypothesis testing and its application in model evaluation.
