This document discusses impulsive buying behavior. It defines impulsive buying as an immediate purchase with no prior planning. Marketers often take advantage of impulsive buying by placing tempting products in visible locations. Some key points made in the document include: - 80% of impulse purchases are due to items being on sale - Impulse buyers frequently purchase when feeling angry, stressed, bored or guilty - Both internal factors like mood and external factors like product displays can influence impulsive purchases - Over half of respondents acknowledged sometimes buying things they did not intend to purchase

1. Name Roll Number
Faizan Shabbir 05
Ahtisham Awan 10
Ejaz Awan 13
Raja Awais 02

3. IMPULSIVE BUYING
Impulsive buying is a sudden and immediate
purchase with no pre shopping.

4. WHY & When PEOPLE BUY IMPULSIVELY?
•80% of all impulse purchases are
made because an item is on sale
•Consumer thinks, it as the best buy
of that time
•Impulse shoppers normally buy
because they feel angry, stressed,
guilty or bored
•Have extra money in their pocket

5. 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

6. How Marketers Take advantage of
this ?
 For example, As Snacks , bubbles , toffies and
chocolates displayed on the counter which force
impulse buyers to buy what they might not have
planned
 Something at eye contact place attract the consumer to
buy impulsively
 For example, Uniliver company’s marketers make
strategy to place their products at eye level which
attracts the consumer to buy impulsively

7. PLANNED VS IMPULSIVE BUYING
 PLANNED BUYING IMPULSIVE BUYING
• Well planned long term Spontaneous planed
 rational buying irrational buying
 Consumer gathers Consumers buy just aft
Complete knowledge of product awareness is
the product induced
 Intention to buy No intention to buy
 Accurate decision Decision errors

8. FACTORS AFFECTING IMPULSIVE
BUYING
 INTERNAL FACTORS
Mood of the individual, positive mood triggers
impulsive buying
Needs: impulsive buying is more a need than a
want

9. FACTORS AFFECTING IMPULSIVE
BUYING
 EXTERNAL FACTORS
 Windows display
 Well behavior of sales man
 In-store form display
 Promotional messages
 Word of mouth information

15. SECONDARY RESEARCH
 I rarely ever buy impulsively
 I always buy if I like it
 While moving around the store ,I decide
for purchase by looking at the things
 Quite often I regret after buying new
things

16. 0%
33%
24%
23%
20%
While moving around the store, I decide for
purchasing by looking at the things.
Strongly Disagree
Disagree
Can't Say
Agree
Strongly Agree
43% of sample people agree that they do purchasing by just
looking at the things

17. 21%
53%
5%
17%
4%
Strongly Disagree
Disagree
Can't Say
Agree
Strongly Agree
Quite often I regret after buying new things.
aft
21% of sample people regret after buying new
things

18. 5%
28%
11%
38%
18%
When I go for shopping I buy things that I
had not intended to purchase.
Strongly Disagree
Disagree
Can't Say
Agree
Strongly Agree
56% of sample people buy things without any
intentions to purchase them

19. HOW TO PREVENT IMPULSIVE
BUYING
 Understand wants & needs
 Prepare shopping budgets
• Avoid store departments where you loose
control
 Take less cash in your wallet
 Leave credit cards at home
 Wait 24 hours before making an unplanned
purchase
 Buy deserving items and don’t be too
emotional while buying