briefly about impulse buying behavior of consumers

1. Sairam
162510136

2.  An impulse purchase or impulse buying is an unplanned decision to buy a product
made just before a purchase
 Impulse shoppers normally buy because they feel hungry, bored, stressed, extra
money.
 80% of impulse purchases are made because of item is on sale.

3.  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.

4.  Something at eye contact place attract the consumer to buy impulsively.
 For example, all FMCG company’s marketers make strategy to place their
products at eye level which attracts the consumer to buy impulsively.
 For example, As Snacks , bubbles , toffies and chocolates displayed on the counter
which force impulse buyers to buy what they might not have planned.

5. Social influence
Culture
Sub-culture
Social classes
Family
Reference group
Marketing influence
product
Price
Place
promotion
Situational influence
Physical
surroundings
Social surroundings
Time, task, money
Information
search
Need
recognition
Alternate
evaluation
Purchase
decision
Post purchase
evaluation

6. Internal factors
Emotions
personality
External factors
Demographic
Socio-economic
In store
environment
Create
desire
Purchase
decision
Post
purchase
evaluation

7.  Planned
 Well planned long term.
 Rational buying.
 Consumer gathers Complete
knowledge of product
 Intention to buy.
 Accurate decision.
 Impulse
 Spontaneous planned.
 Irrational buying.
 Consumer buy after just product
awareness is induced.
 No intention to buy.
 Decision errors.

8. Internal factors
Self control
Personality
traits
Mesmerizing
Emotions
Exciting
sudden
Stress reaction
Absorption

9. External
factors
Culture
Socio economicDemographic
Gender
Age
Income
Life style

10. In store
environment
Ambience OthersDesign Social
Music
Lightning
Fragrance
Display
Color
Layout Sales promotions
price
crowd
Employees

12.  Maximum people influenced by low prices.
 Females are more prone to impulsive buying than males.
 Females feel more satisfaction and happiness in impulse purchases
than males.
 Males are mostly rational consumers.
 Females feel regret after post purchase behavior than males.