Identifying Mental Patterns of Human Factors in the Store Regarding Identifying the Factors Affecting Impulsive Buying by Using Q Methodology

Document Type : Sterategic Management

Authors

1 Phd student, Department of Management,, Babol Branch, Islamic Azad University, Babol, Iran

2 ŮŽAssistant professor, Department of Management,, Bobol Branch, Islamic Azad University, Babol, Iran

3 Assistant professor, Department of Management, Islamic Azad University, Babol, Iran

Abstract

Impulsive buying is rooted in consumer behavior and is a valuable concept in a market environment; because marketing managers can increase their sales and profitability by identifying the stimuli that affect impulse purchases. The purpose of this study is to identify the mental patterns of human factors in stores regarding the identification of factors affecting the impulse purchase using the Q method.This research is in terms of purpose in the field of applied-developmental research and in terms of data collection method is a combination. In the stage of collecting opinions, the qualitative method has been used and in the stage of discovering mentalities, the quantitative approach has been used.The method of data analysis in quantitative part was exploratory factor analysis by SPSS23 statistical software. The participants of this research are university professors and experts in the field of sales in chain stores, which number 30 people in Mazandaran province. Based on the sampling model in Q method, 10 university professors and sales experts who were directly related to the research topic were selected as the sample. The type of sampling is Targeted sampling. After forming 100 Q statements and distributing them among the participants, 36 statements remained. The results showed that six factors: personality, personal position, in-store position, biography, economics and marketing influence impulsive buying behavior

Keywords

References

AsifKhan,M.(2019).Dispositional and Situational Antecedents of Consumer’s Impulse Buying Behavior European .Journal of Business and Management  Vol.11, No.1, 115-123.
Bahreinizadeh,M.,Rajabi,A.(2016). Assessing the effect of consumer perception of the usability of product packaging on sudden purchasing decision: Considering the moderator of low level of consumer mental involvement. Quarterly. Journal of New Marketing Research, 20, 59-78.
Bakhshizadeh,A., Kordanayij,A., Khodadad Hosseini, S.H., Ahmadi, P. (2016). in case of using brand, brand preference and loyalty in the new quarterly marketing research quarterly, number four, print issue ,32,65-88.
Bashar, A.(2020). A Study of Impact of Psychographics on Impulse Buying Behaviour with Mediating Role of Brand Loyalty: A Conceptual Framework NOLEGEIN. Journal of Consumer Behaviour & Market Research ISSN: 2581-4400 Vol. 3: Issue 1.
Bellini, S., Grazia,M., Cardinali,B.(2019) . A structural equation model of impulse buying behaviour in grocery retailing.  Journal of Retailing and Consumer Services, 7(9), 39-50.
Burlison,G.,Hiroko,M. Oe. (2018).A discussion frame work of store image and patronage: aliterrature rewiew.International Journal of retail & Distribution Management.August2018.
Chandan P., Sanjeev P., T. Sai V. (2019). Comparing Between product-specific and general impulse buying tendency:personality influence their impulse buying tendency? Asian Academy of Management Journal, 24(2), 41–61.
Chang Jung, H., Yan, R. N., Eckman, M. (2014). Moderating effects of situational characteristics on impulse buying. International Journal of Retail & Distribution Management, 42(4), 298-314.
Chen,Y., Lu,Y.,Wang,B.,Pan,ZH.(2018) .How Do Product Recommendations Affect Impulse Buying?. An Empirical Study on WeChat Social Commerce, Information and amp; Management, Infeman3102,1-51.
Dong-J.Y.,Kuang Ch. H.,Xuanxiaoqing, F. (2011) .A Study of the Factors that Affect the Impulsive Cosmetics Buying of Female Consumers in Kaohsiung .International Journal of Business and Social Science , Vol. 2, 275-282.
Darrat,Aadel A.,Darrat,M.,.DouglasAmy,x.(2016). How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism International. Journal of Information Management, 36(3), 333-347.
Dawson,S,.Kim,M.(2009). External and internal trigger cuse of impulse buying online.Direct Marketing: An International Journal, 3(1), 20-34.
Delgshaei,A. (2016) Identifying and Investigating the Factors Encouraging Customers to Buy Cosmetics Suddenly (Case Study: Cosmetic Stores in 22 Districts of Tehran) Faculty of Social Sciences and Economics. Payame Noor University, Saveh Center.
Ghaffari Ashtiani,P., Akbari,B.(2013). A Study of Factors Affecting the Sudden Purchase of Cosmetics. Journal of Marketing Management,20,1-14.
Geetha,M.,Sivakumaran,B.,Sharma,P.(2013).Impact of store environment on impulse buying behavior.European Journal of Marketing, 47(10), 1711-1732.
Goldsmith,R.E., Flynn,L.R., Clark,R.C.(2011).Materialism and brand engagemshopping motivations. Journal of Retailing and Consumer Services, 6(9), 48-62.
Hanaysha,J.R.(2018).An examination of the factors affecting consumer’s  purchase decision in the Malaysian. retail market, Emerald Publishing Limited,2399- 1747.
Hermancioglu,N.,Zachary Finney,R.,Joseph,M.(2009),impulse purchases of new products : An Empirical Analysis. Journal of Product and Brand Management, 18 (1), 27 – 37.
Huang,L.Y.,Hsieh,Y.(2011). What Drives Consumer Impulse Buying? Evidence from a Retail Setting in Taiwanj.Int, Manag, stud, 6,1
Jyoti Badgaiyan,A.,Verma,A.(2015).Dose urge to buy impulsively differ from impulsive buying behavior?.Journal of retailing and consumer services22(2015),145-157.
Jiseon, A., Soon Li ,L., Jookyung, K. (2019). Impulsive buying in hospitaly and tourism journals, Annals of Tourism researcher . http://doi.org/j.annale.  2019.102764.
Kacen, J, Lee, J. (2002). The Influence of Culture on Consumer Impulsive Buying Behavior. Journal of Consumer Psychology, (Lawrence Erlbaum Associates), 12, 163-176.
Khalili Rudi,M.( 2014) The effect of mental conflict of goods and personality traits of individuals on the decision to buy clothing immediately. Master's thesis in Business Management Marketing Orientation Faculty of Management and Accounting, Allameh Tabatabaei University.
 
Khoshgouyanfard,A..(2013). Q Methodology.Soroush Editor. Edit 1. Soroush Publications, First Edition,54.
Khuong,M,N., Tran,T.B.(2015). Factors Affecting Impulse Buying toward Fashion Products in Ho Chi Minh City ( A Mediation Analysis of Hedonic Purchase). International Journal of Trade, Economics and Finance, 6( 4), 223-229.
Khuong, M.N.,Tran,.T.B. (2015). Segmentation of impulse buyers in an emerging market : An exploratory study. International Journal of Trade, Economics and Finance, 6(4), 83-100.
Iiange,Y.P.(2012). The relation ship between consumer product knowledge and impulse buying behavior procedia. Social and Behavioral  Sciences, 57(1), 325-330.
Maleki Minbashi,M., Sharafi,V.(2016).Identify and categorize the entrepreneurial mindset about entrepreneurial marketing using the Q method.Journal of Entrepreneurship Development, 9(3), 553-551.
Maya F. Farah, Zahy B. Ramadan, Dana H. Harb.(2019). The examination of virtual reality at the intersection of consumer experience, shopping journey and physical retailing. Journal of Retailing and Consumer Services ,48,136–143.
Mihic,M.,Kursan,I.(2010).Assessing the situational factors and impulsive buying behavior: Market segmentation approach, Management: Journal of Contemporary Management Issues, 15( 2),. 47-66.
Mittal, SH., Chaw,D., Sondhi, N..(2016). Segmentation of impulse buyers in an emerging market  An exploratory study. Journal of Retailing and Consumer Services, 33, 53–61.
Mohammadian,M., Khorasani,M., Hosseini,J.(2015). Store Marketing Focusing on Merchandising and Store Layout, Tehran: Farangar Aria. First Edition,13.
Moser,C.(2020).Impulse Buying: Designing for Self-Control with Ecommerce A dissertation submitted in partial fulfillment of the requirements for the degree of Doctor of Philosophy (Information). in the University of Michigan ,2020,1-241.
Mulia Wibawa,B., Woro Bramanti,G.(2018).Analisis model structural factor pembentuk fashion-orinted impulsive buying produk ritel fashion berdasark sudut pandang konsumen usia remaja Deroma. Jurnal Managemen, 13(1),55-82.
Pantanoa,E.,Passavantib,R.,VasiliosPriporasa,C.Verteramob,S.(2018).To what extent luxury retailing can be smart?. Journal of Retailing and Consumer Services ,43 , 94–100.
Park ,E.,  Young Kim,E., Cardona Forney,J.(2006). A structural model of fashion oriented impulse buying behavior. Journal of Fashion Marketing and Management, 2006: 10(A): 433-446.
Shakeel,A.S., Shabir,A.N.(2017). Impact of personality influencers on psychological paradigms: Anempirical-discourse of big five framework and impulsive buyingbehaviour .European Research on Management and Business Economics, 11(7), 34-56.
Shahpoori,L.(2015).nvestigating the Relationship between Sellers 'Social Features and Store Interior with Customers' impulse Purchasing Behavior (Case Study: Shahrvand Chain Stores in Tehran), Shahed University Thesis.
Sohrabi,R., Samadi,A., Yousefifard,A.(2014). Design and Test of Customer Sudden Purchasing Behavior. Two Quarterly Journal of Business Management Exploration 11,147-182.
Tendai,M.,Crispen,C.(2009).In-store shopping environment and impulsive buying .African Journal of Marketing Management  1 ,102-108.
 enkatachalam ,s.m., Sasidharan ,G.(2020). Influence of Store Characteristics of Consumer Impulse Buying Behaviour on Organised Retail Stores in Erode District of Tamilnadu. Studies in Indian Place Names (UGC Care Journal), ISSN: 2394-3114, 40,(3),6171-6181.
Wardan,I., Ahmed siddqui,D., Waqar,A.(2019). Creating and retaining customers:perspective from Pakistani small and medium retail stores.International Journal of Retail &Distribution Management ,47(4), 350-367.
Weerathunga,A.K., Pathmini, M.G.S.(2015). Impact Of Sales Promotion On Consumers  Impulse buying Behaviour (IBB); Study In Supermarkets In Anuradhapura City. International Research Symposium,Rajarata University of Sri Lanka, DOI: 10.13140/RG.2.1.2963.1123,321-329.
Xiabing,Z., Jinqi, M., Yang,F., yuanGong,X.(2019). Understanding impulse buying in mobile commerce: An investigation into hedonic and utilitarian. Journal of Retailing and Consumer Service, 3(6), 164- 171.
Xiang, L,. Xiabing,Zheng,M., DingtaoZhao,L.(2016). Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction. International Journal of Information Management, 36(3), 333-347.
Xiao,S.H.,Nicholson,M.(2013).Amultidisciplinary Cognitive Behavioural Fram work of impulse buying.International Journal of Management Reviews,23(8),65-74.

Files

History

  • Receive Date: 18 October 2020
  • Revise Date: 30 December 2020
  • Accept Date: 13 February 2021

Share

How to cite

Statistics