情感和认知过程消费者的冲动性购买影响

购买作为一项活动并不是最近的现象。事实上，购买和销售必须是起源于一种形式或其他与社会的起源。随着社会的发展，，这一概念也经历了自然、形式和种类的变化。最初，购买必须与个人的需要有关系，他们不能满足自己的活动和发展的资源，以获得其他形式。这导致了人类社会的商业化活动。随着社会的发展，购买活动开始获得各种形式和表现形式。整体销售的购买和零售的概念是传统社会的区别。前者一般涉及到交易人和后来的个人。在这个年龄段的区别似乎是重叠的，新的形式是逐渐出现的，购买时不仅关系到实际的需求，但已成为一种活动本身和一种现象，其自身的复杂性。的确，它已经导致了消费主义——即购买不只是为了满足个人的欲望、欲望、需求和动机的需求。购买有其根源嵌入在不同的行为和社会科学，如经济学，心理学和管理科学，这一现象已经研究了几种方式。目前的工作是一个尝试，以研究在零售购买的活动时，个人购买动机的内在冲动，以满足某种形式的愿望。

ACKNOWLEDGEMENTS致谢 

It is my great pleasure to acknowledge my indebtedness to people for their help and assistance in the preparation of my thesis. To my supervisor, Prof. (Dr.) Gandharva Joshi, (Dept. of Psychology, Saurashtra University, Gujarat), I owe a profound debt of gratitude for his help, guidance and of course encouragement throughout the period of my research. At every stage of my research he has been a source of inspiration, strength and continued support with his vast knowledge and wide understanding. Prof. (Dr.) Suresh Ghai, Director General –K. J. Somaiya Institute of Management Studies and Research (SIMSR) has always inspired me and took keen interest in the quality of my research. He has always been willing to help me in all possible ways. I am indebted to Prof. (Dr.) Satish Ailawadi, Director- SIMSR who is a guiding force in my research activities. Prof. P.V. Narsimham, Professor Emeritus, SIMSR has always been supportive and helpful in my research. I am really very happy to express my sincere thanks and gratefulness to my senior colleagues at SIMSR for their valuable suggestions in the course of my study. I am grateful to my friends and colleagues at SIMSR for their valuable discussions and deliberations during the course of my research. My sincere thanks are also due to my students for their assistance in several ways. My classroom discussions with them proved both informative and helpful. My thanks are also due to the staff of SIMSR My father Prof. (Dr.) D. D Sharma, former Pro Vice Chancellor , University of Lucknow has always stood behind me in all my academic activities and has proved to be a solid support in times of difficulties. My mother Late Mrs. Dayamoyee Sharma always provided all help and encouragement towards my educational development. Frankly, I could not have completed this project without the active support, help and encouragement from my husband Mr. Shashi S Kumar. A research project of this kind has inevitably to undergo several phases of hardships and in all those phases my husband proved a pillar of strength and kept goading me to achieve my goal. My brother in law, Prof. (Dr.) S. P. Singh, Head-Dept. of Bio- Sciences, Saurashtra University, Gujarat & my sister Dr. Aneeta Singh constantly encouraged and provided all the necessary help in the pursuit of my Ph. D research. In fact, they have been stimulating force behind my research activity. I am sincerely thankful to my brother Dr. Manoranjan Sharma and my sister in law Mrs. Archana Choudhary for their encouragement. My thanks are due to my sister Mrs. Reeta Sharma and my brother in law Dr. Sharad Kumar for their interest in my research endeavor and progress. My nephews and nieces provided the necessary pleasant surroundings during my research activity. Thanks to them. I am grateful to my inlaws for their constant impetus towards the completion of this work. (Kiran Sharma)  

INTRODUCTION 介绍

1.0 Introduction 

Buying as an activity is not a recent phenomenon. In fact, buying and selling must have originated in one form or the other with the origin of society. As society developed, the concept also underwent changes in nature, form and kind. Initially perhaps, buying must have been related to the needs of the individual which they were not able to fulfill from their own activities and developed resources to acquire form others. This led to the activity of commercialization in human society. With development in society the activity of buying began to acquire various manifestations and forms. The concepts of Whole sale buying and Retail buying are the traditional distinctions usually made in society. The former is generally related to the trader and the later to the individual. In this age the distinction seems to overlap and new forms are gradually emerging when buying is not only related to the actual needs but has become an activity by itself and a phenomenon with its own complexity. True, it has led to consumerism –i.e. buying not only for needs but to fulfill individual‘s urges, desire, needs and motivations. Buying has its roots embedded in various behavioral and social sciences like economics, psychology and the Management Sciences, where the phenomenon has been studied in several ways. The present work is an attempt to study the activity of buying in retail when an individual buys motivated by his inherent impulse to fulfill his desire of some kind. 

TABLE OF CONTENTS 目录

Declaration by the Guide…………………………………… i 
Declaration by the Candidate…………………………………………………ii 
Acknowledgements…………………………………………………………………iii 
List of Tables........................... xi 
List of Graphs............. ................. xiv 
List of Figures................................... xv 

1. INTRODUCTION………………………………….1-27 
1.0 Introduction……………………………………………1 
1.1 Retail Industry ……………………………………………………1 
1.2 Shopper behavior at traditional retail outlet………………………………3 
1.3 Shift in India’s Consumer Market and Two Faces of Retail Sector…5 
1.4 Shifting Demographic Profile………………………………………6 
1.5 Expansion in Middle Class Consumption………………7 
1.6 Augment in Number of Affluent Consumers………………8 
2.0 Impulse Purchases in retail stores…………………………9 
3.0 Need for Study………………………………………………………10 
3.1 Purpose of the Study…………………………………………….11 
3.2 Significance of the Study……………………………………………….11 
4.0 Key Concepts…………………………………………………………………12 
4.1 Impulse Buying …………………………………………………12 
4.2 Affect and Cognition …………………………………………………………13 
5.0 Theoretical Framework…………………………………………………….14 
5.1 The Theoretical Framework of the Present Study……………14 
5.2 Theoretical structure of Consumer behavior……………………………………..14 
5.2.1 Theories of Consumer Behaviour……………………….15 
5.2.2 Theoretical Structure of impulse buying……………………….21 
5.3 Addressing the Gap through the Conceptual Framework………………….21 
5.4 Conceptual Model Framework………………………………………22 
5.4.1 Impulse buying – a conceptual framework………………23 
5.4.2 Cognitive Processes......................................................24 
5.4.3 Affective Processes……………………………………25 
5.5 Operational definitions of Variables………………………………26 

2. LITERATURE REVIEW…………………………………………28-80 
2.0 Introduction…………….…………………………………………28 
2.1 Nature of Impulse Buying……………………………………………28 
2.1.1 Definition of impulse buying…………………………………29 
2.1.2 Psychological concept………………………………………………32 
2.1.3 Marketing concept ……………………………………………33 
2.2 Characteristics of Impulse Buying …………………………………34 
2.2.1 Unintended, spontaneous, sudden and desirable ………………34 
2.2.2 Unreflective and non-consideration of consequences …………35 
2.2.3 Immediate ……………………………………………………35 
2.2.4 Post-purchase cognitive disequilibrium ……………36 
2.3 Types of Impulse Buying …………………………………………………….37 
2.3.1 Product Related Impulse Buying…………………………37 
2.3.2 Shopper Related Impulse Buying ………………………39 
2.4 Aspects of Impulse Buying ………………………………………………41 
2.4.1 Impulse Buying as a Reactive Purchase……………….41 
2.4.2 Impulse Buying as an Experiential Purchase………42 
2.4.3 Impulse Buying as Holistic Purchase…………………43 
2.5 Impulse Buying and Stimuli………………………………………………44 
2.5.1 External Stimuli and Impulse Buying …………………………………44 
2.5.2 Internal Stimuli and Impulse Buying ……………………46 
2.6 Affective and Cognitive States…………………………………52 
2.6.1 Affective States and Impulse Buying behavior……59 
2.6.2 Cognitive States and Impulse Buying…………………………65 
2.7 Dimensions of Impulse buying …………………………………66 
2.7.1 Conative Aspects of Consumer Buying Impulsivity………66 
2.7.2 Cognitive Aspects of Consumer Buying Impulsivity………68 
2.7.3 Affective Aspects of Consumer Buying Impulsivity………………70 
2.8 Recent developments in impulse Buying……………………………………72 
2.8.1 Customer intentions…………………………………………………72 
2.8.2 Impulse buying tendency……………………………………73 
2.8.3 Normative Evaluation …………………………………………74 
2.8.4 Purchases through credit cards and impulse buying……………75 
2.9 Demographics and Impulse buying Behavior………………………………76 
2.9.1 Gender……………………………………………………76 
2.9.2 Age…………………………………………………78 
2.9.3 Education…………………………………………………78 
2.9.4 Occupation……………………………………………………79 
2.9.5 Income………………………………………………………79 
2.9.6 Marital Status……………………………………………79 
2.9.7 Number of members in the Household……………………………79 
2.10 Conclusion……………………………………………………80 
3. PLAN AND PROCEDURE……………………………………81-122 
3.1 Introduction………………………………………………………81 
3.2 Problem of the Study………………………………………81 
3.3 Objectives…………………………………………………………82 
3.4 Hypotheses ………………………………………………………………82 
3.4.1 The Affective Component…………………………………83 
3.4.2 The Cognitive Component……………………………84 
3.4.3 The Affective and Cognitive Components…………………85 
3.4.4 The factors affecting Purchase Decision…………85 
3.4.5 General Purchase Behavior…………………………87 
3.4.6 Self/ Others’ opinion about Impulse Buying………………87 
3.4.7. Purchase through Credit cards…………………88 
3.4.8 The Affective Component and Demographics………88 
3.4.8.1 Irresistible Urge to buy and Demographics…………………89 
3.4.8.2 Emotional conflict and Demographics………………………91 
3.4.8.3 Positive Buying emotions and Demographics………………92 
3.4.8.4 Mood management and Demographics…………………93 
3.4.9 The Cognitive component and Demographics……………95 
3.4.9.1 Cognitive deliberation and Demographics………95 
3.4.9.2 Disregard for the Future and Demographics………………97 
3.4.9.3 Unplanned Buying and Demographics……………………98 
3.5 Variables Of The Study………………………………………………100 
3.6 Research Design………………………………………………………102 
3.7 Scale Development…………………………………………………102 
3.7.1 Impulse Buying ……………………………………………103 
3.7.2 Purchase decisions and General Purchase Behaviour…………103 
3.8Final Questionnaire Scale Design ……………………………………………104 
3.8.1 Impulse Buying: Dimensions and 
Statements..............................................................105 
3.8.1.1 Affective Dimensions……………………………105 
3.8.1.1.1 Irresistible Urge to Buy……………105 
3.8.1.1.2 Positive Buying Emotion……105 
3.8.1.1.3 Mood Management…………………105 
3.8.1.1.4 Emotional Conflict………………………106 
3.8.1.2 Cognitive Dimensions…………………………106 
3.8.1.2.1 Cognitive Deliberation………………………106 
3.8.1.2.2 Unplanned Buying…………………………106 
3.8.1.2.3 Disregard for the future………………………106 
3.8.2 Frequency of Purchase for Products ……………………106 
3.8.3 Factors influencing purchase decisions …………………107 
3.8.4 General purchase behaviour ………………………………………108 


3.9 Pretesting and Validation…………………………………………108 
3.10 Sampling Plan………………………………………………108 
3.11 Scales ……………………………………………………………………111 
3.11.1 Impulse Buying Scale-Affective and cognitive dimensions…112 
3.11.2 Purchase Decisions……………………………………………112 
3.11.3 Construct Validity………………………………………………113 
3.11.4 Face Validity……………………………………………………113 
3.11.5 The Kaiser Meyer Olkin Test for Sampling Adequacy………113 
3.12 Statistical Analysis Techniques………………………………………114 
3.12.1 Univariate Analysis……………………………………114 
3.12.2 Bivariate Analysis…………………………………………114 
3.12.2.1. Correlation……………………………………114 
3.12.2.2. Analysis of Variance………………………115 
3.12.2.3. T tests………………………………116 
3.12.3 Multivariate Analysis……………………………116 
3.12.3.1 Factor analysis………………………116 
3.12.3.2 Multiple regression………………………118 
3.12.3.3 Cluster analysis…………………………119 
3.13 Ethical Consideration…………………………………………121 
4. DATA ANALYSIS AND INTERPRETATION……………………………………123-234 
4.1 Introduction……………………………………………………………123 
4.2 Impulse Buying Scale – Factor Analysis………………………………123 
4.2.1 Reliability and Validity : Affective Dimension…………….124 
4.2.2 Reliability and Validity : Cognitive Dimension………………….127 
4.3 Impulse buying Measurement………………………………129 
4.4 Testing of Hypotheses…………………………………………130 
4.4.1. Null Hypothesis H1 and its Sub hypotheses……130 
4.4.1.1 Testing of Null Hypothesis of H1o through Correlation....132 
4.4.1.2 Testing of Null Hypothesis H10 through Regression……134 
4.4.2 Null Hypothesis H20 and its Sub hypotheses………………………138 
4.4.2.1 Testing of Null Hypothesis H20 through Correlation………140 
4.4.2.2 Testing of Null Hypothesis H20 through Multiple Regression………141 
4.4.3. Null Hypothesis H30 and its Sub hypotheses………………………………144 
4.4.3.1 Testing of Null Hypothesis H30 through Correlation…………144 
4.4.3.2 Testing of Null Hypothesis H30 through Multiple Regression……146 
4.4.4 Null Hypothesis H40 and its Sub hypotheses………………………149 
4.4.4.1 Testing of Null Hypotheses H40 through Correlation…………150 
4.4.5 Null Hypothesis H50 and its Sub hypotheses…………………………154 
4.4.5.1 Testing of Null Hypotheses H50 through Correlation…………154 
4.4.6 Null Hypothesis H60 and its Sub hypotheses……………………………157 
4.4.6.1Testing of Null Hypotheses H60 through Correlation…………157 
4.4.7 Null Hypothesis H70 and its Sub hypotheses ………………………159 
4.4.7.1 Testing of Null Hypotheses H70 through Correlation………………159 
4.4.8 Null Hypothesis H80 and its Sub hypotheses ……………………………160 
4.4.8.1 Null Hypothesis H8a10 -Irresistible Urge to buy …160 
4.4.8.2 Null Hypothesis H8a20 -Emotional Conflict………………167 
4.4.8.3 Null Hypothesis H8a30 -Positive Buying Emotions…………175 
4.4.8.4 Null Hypothesis H8a40 -Mood Management…………183 
4.4.9 Null Hypothesis H90 and its Sub hypotheses………………………189 
4.4.9.1Null Hypothesis H9a10 -Cognitive deliberation……………190 
4.4.9.2 Null Hypothesis H9a20 -Disregard for the future………………198 
4.4.9.3 Null Hypothesis H9a30 -Unplanned buying…………………205 
4.5 Insights from the data…………………………………………………212 
4.5.1 Frequency of Purchase for Specific Products ……………….212 
4.5.2 Cluster Analysis……………………………………………………216 
5. FINDINGS OF THE RESEARCH……………………………235-252 
5.1 Introduction…………………………………………………235 
5.2 Affect and Cognition…………………………………………236 
5.2.1 Affective Component……………………………………… 236 
5.2.1.1. Irresistible Urge to Buy …………………………………………………. 237 
5.2.1.2 Positive Buying Emotions……………………………237 
5.2.1.3 Mood Management………………………………………238 
5.2.1.4 Emotional Conflict…………………………………….238 
5.2.2 Cognitive Component…………………………240 
5.3 Impulse Buying…………………………………………241 
5.4 Factors influencing purchase decisions………………244 
5.5 General Purchase Behavior…………………………………247 
5.6 Demographics and Impulse Buying behavioUr………………………248 
5.6.1 Gender …………………………………………………………248 
5.6.2 Age……………………………………………………48 
5.6.3 Education…………………………………………249 
5.6.4 Occupation………………………………………………249 
5.6.5 Income………………………………………………………249 
5.6.6 Marital Status……………………………………………249 
5.6.7 Number of members in the Household…………………249 
5.7 Demographics and the Affective Component………………………250 
5.7.1 Irresistible urge to buy………………………………………250 
5.7.2 Positive buying emotions……………………………………250 
5.7.3 Mood management…………………………………………250 
5.8 Demographics and the Cognitive Component………………251 
5.8.1 Cognitive Deliberation……………………………………251 
5.8.2 Unplanned Buying………………………………………251 
5.8.3 Disregard for the future……………………………251 
6. SUMMARY AND CONCLUSIONS………………………………253-260 
6.1 Summary…………………………………………253 
6.2 Conclusions……………………………………………………256 
6.3 Managerial Implications and Recommendations……………………257 
6.4 Limitations………………………………………………………58 
6.5 Future Research Potential…………………………259 
REFERENCES …………………………………………………261-278 
APPENDICES.................................................................................................... 279-292 
APPENDIX A-Overview of impulse buying definitions.............................................. 279 
APPENDIX B-Questionnaire used for study.............................................................. 285 


LIST OF TABLES 
1. Distribution of the sample as per gender and income…………109 
1a. Kaiser-Meyer-Olkin Measure of Sampling Adequacy ……………113 
2. Reliability and Validity statistics - Irresistible urge to Buy..……….125 
3. Reliability and Validity statistics – Emotional Conflict ………………125 
4. Reliability and Validity statistics – Positive Buying Emotions …126 
5. Reliability and Validity statistics – Mood Management ………..…127 
6. Reliability and Validity statistics – Cognitive Deliberation ……128 
7. Reliability and Validity statistics – Disregard for the future ………128 
8. Reliability and Validity statistics – Unplanned Buying ………129 
9. Correlations Matrix – Affective Dimension ………………133 
10. Multiple Regression Model Summary …………………………135 
11. Fit of the Regression Model by ANOVA ………………………136 
12. Development of Regression Equation ……………………….137 
13. Correlations Matrix – Cognitive Dimension …………………141 
14. Multiple Regression Model Summary ………………………………………142 
15. The Fit of the Regression Model through ANOVA ………142 
16. Development of Regression Equation ……………………………143 
17. Correlations Matrix – Affective and Cognitive Dimension ………145 
18. Multiple Regression Model Summary ………………………………………147 
19. The Fit of the Regression Model through ANOVA …………………148 
20. Development of Regression Equation …………………………148 
21. Correlations Matrix. Factors affecting Purchase Decision …………152 
22. Correlations Matrix. General Purchase Behavior ………………………155 
23. Correlations Matrix. Self/Others' Opinion about impulse buying …………158 
24. Correlations Matrix. Payments through Credit Cards …………………159 
25. Irresistible Urge to Buy vs. Different Demographic Segments …………...163 
26. Irresistible Urge to Buy vs. Gender through T- Test ………………………164 
27. Irresistible Urge to Buy vs. Age Group through ANOVA ………………….164 
28. Irresistible Urge to Buy vs. Education through ANOVA …………………..165 
29. Irresistible Urge to Buy vs. Occupation through ANOVA …………………165 
30. Irresistible Urge to Buy vs. Income through ANOVA ……………………...166 
31. Irresistible Urge to Buy vs. Marital Status through ANOVA ………………167 
32. Irresistible Urge to Buy vs. Size of the household through ANOVA ……167 
33. Emotional Conflict vs. Different Demographic Segments ………………170 
34. Emotional Conflict vs. Gender through T- Test ……………………………171 
35. Emotional Conflict vs. Gender through ANOVA ……………………………171 
36. Emotional Conflict vs. Education through ANOVA ………………………172 
37. Emotional Conflict vs. Occupation through ANOVA ………………………173 
38. Emotional Conflict vs. Income through ANOVA …………………………174 
39. Emotional Conflict vs. Marital Status through ANOVA ……………………174 
40. Emotional Conflict vs. Marital Status through ANOVA ……………………175 
41. Positive Buying Emotions vs. Different Demographic Segments ………178 
42. Positive Buying Emotions vs Gender through T – Test …………………179 
43. Positive Buying Emotions vs. Age through ANOVA ………………………179 
44. Positive Buying Emotions vs. Education through ANOVA ………………180 
45. Positive Buying Emotions vs. Occupation through ANOVA…………181 
46. Positive Buying Emotions vs. Income through ANOVA ………………181 
47. Positive Buying Emotions vs. Marital Status through ANOVA ………182 
48. Positive Buying Emotions vs. Size of the household through ANOVA …183 
49. Mood Management vs. Different Demographic Segments ……185 
50. Mood management vs. Gender through T- test …………………………6 
51. Mood management vs. Age through ANOVA …………………………186 
52. Mood management vs. Education through ANOVA ……………187 
53. Mood management vs. Occupation through ANOVA ……………187 
54. Mood management vs. Income through ANOVA …………………188 
55. Mood management vs. Marital Status ANOVA ……………………………189 
55a. Mood management vs. Size of household through ANOVA …………189 
56. Cognitive Deliberation vs. Different Demographic Segments ……………193 
57. Cognitive Deliberation vs. Gender through T Test ……………………….194 
58. Cognitive Deliberation vs. Age through ANOVA …………………………194 
59. Cognitive Deliberation vs. Education through ANOVA …………………5 
60. Cognitive Deliberation vs. Occupation through ANOVA …………………196 
61. Cognitive Deliberation vs. Income through ANOVA ………………………196 
62. Cognitive Deliberation vs. Marital Status through ANOVA ………………197 
63. Cognitive Deliberation vs. Size of the Household through ANOVA………197 
64. Disregard for the future vs. Different Demographic Segments …………200 
65. Disregard for the future vs. Gender through T –Test …………………201 
66. Disregard for the future vs. Age through ANOVA …………………………201 
67. Disregard for the future vs. Education through ANOVA …………………202 
68. Disregard for the future vs. Occupation through ANOVA …………………203 
69.Disregard for the future vs. Income through ANOVA ……………………203 
70. Disregard for the future vs. Marital Status through ANOVA ……………204 
71. Disregard for the future vs. Size of the Household through ANOVA……204 
72. Unplanned buying vs. Different Demographic Segments …………………207 
73. Unplanned buying vs. Gender through T – Test …………………………208 
74. Unplanned buying vs. Age through ANOVA ………………………………209 
75. Unplanned buying vs. Education through ANOVA ………………………..209 
76. Unplanned buying vs. Occupation through ANOVA ………………………210 
77. Unplanned buying vs. Income through ANOVA……………………………210 
78. Unplanned buying vs. Marital Status through ANOVA …………………211 
79. Unplanned buying vs. Size of the household through ANOVA …………212 
80. Number of Cases in each Cluster ………………………………………216 
81.Final Cluster Centers …………………………………………………………218 
82.Crosstab between Cluster type and Demographics………………………220 
83. Pearson Chi Square Values for Demographics and Cluster Numbers…222 
84. Summary of Hypotheses Tests ……………………………………………...224 


LIST OF GRAPHS 
Graph 1: Sample Composition……………………………………110 
Graph 2: Frequency of purchase for various Products…………………213 - 215 
A. Frequency of purchase for Clothes ……………………………………213 
B. Frequency of purchase for Food items…………………………………213 
C. Frequency of purchase for Electronics ……………………………213 
D. Frequency of purchase for Footwear …………………………………213 
E. Frequency of purchase for Body Care Items …………………………214 
F. Frequency of purchase for Toys ………………………………………214 
G. Frequency of purchase for Books, Magazines and Newspapers…214 
H. Frequency of purchase for Jewelry …………………………………214 
I. Frequency of purchase for Sports Goods ……………………………215 
J. Frequency of purchase for Entertainment ……………………………215 
K. Frequency of purchase for Cosmetics …………………………………215 
L. Frequency of purchase for Kitchen Items ……………………………215 


LIST OF FIGURES 
1. Five Stage Model of Consumer Buying Behaviour……………………16 
2. Kotler and Keller Model of Buyer Behaviour………………………………18 
3. Howard and Sheth Model of Consumer behavior…………………………19 
4. Engel Blackwell Miniard Model of Consumer Behavior……………………20 
5. Proposed Model of Impulse Buying among Consumers………………22 
6. Diagrammatic Representation of the Research Process………………………22 

6.5 Future Research Potential 

The findings of this study have implications for future studies as follows: Multiple measurement methods are needed for justifiability of the variety and intricacy of consumer behavior (e.g., participant observation, interviews, scenarios, protocols, etc.). An optimal approach may be to track the consumer over time to examine the how, when, and why of purchase. The sample must be expanded to include a much larger general population to make it more representative. The study must also be done across various other geographical regions. Although impulse buying is presumed to be largely universal, an attempt may be made to study the impact that it has across other cultures.  
The study may also be undertaken to include various demographic subcultures, social classes and lifestyle factors. The future research might explore impulse buying within television, internet, telemarketing, direct mail shopping, and other non-store formats. This study did not expand on the difference between impulsive buying and compulsive buying. Another possible research study could focus on impulse buying behaviors in comparison with compulsive buying behavior among consumers.  

REFERENCES  文献

REFERENCES A.C.Nielson Report (2011): The Changing Rules of Shopper Marketing: Winning in India A.T.Kearney Report (2006): Emerging Market priorities for Global retailers AT Kearney Global Retail Development Index Emerging opportunities for Global Retailers (2008),Abrahams, Ben (1997), "It's All in the Mind," Marketing, (March 27), 31-33. Adelaar, T., Chang, S., Lancendorfer, K.M., Lee, B. and Morimoto, M. (2003) ―Effects of Media Formats on Emotions and Impulse Buying Intent‖, Journal of Information Technology, 18, 247–266. Ainslie,George (1975), ―Specious Reward: A Behavioral theory of Impulsiveness and Impulse Control,‖ Psychological bulletin, 82 (4), 463 – 496. Analysis. New York: Macmillan. Applebaum, W. (1951). Studying Consumer Behaviour in Retail Stores. Journal of Marketing , 16 (October), 172-178. Assael, H., (1990), Marketing – Principles and Strategy, New York: The Dryden Press, pp. 119 – 125. AT Kearney‘s Report (2009).Windows of hope for Global retailers. Bagozzi, R. (1992). "The Self Regulation of Attitudes, Intentions and Behaviour". Social Psychology Quarterly , 55 (2), 178-204. Barratt, E. S. (1985). "Impulsiveness Subtraits: Arousal and Information Processing" in Motivation, Emotion and Personality. (J. e. C.E.Izard, Ed.) North Holland: Elsevier Science Publisher. Barratt, Ernest S. and Patton, Jim. H. (1983). "Impulsivity: Cognitive, Behavioural and Psychophysiological Correlates," in Biological bases of Sensation Seeking, Impulsivity and Anxiety. (M. Zuckerman, Ed.) Hillsdale, NJ: Lawrence Erlbaum Associates. Bassett, R.; Beagan, B. (2008): Grocery lists: connecting family, household and grocery store. British Food Journal, 110(2), pp. 206-217   
Bayley, G. and Nancarrow, C. (1998) ―Impulse Purchasing: a Qualitative Exploration of the Phenomenon‖, Qualitative Market Research: An International Journal, 1(2), 99–114. Bearden, William O. and Netemeyer Richard G (1999), Handbook of marketing Scales, (2nd ed.). Sage Publications Inc. Beatty, S. E. and M. E. Ferrel (1998), ―Impulsive Buying: Modeling Its Precursors,‖ Journal of Retailing, 74(2), 169-191. Beatty, S.E and Ferrell M.E. (1998). Impulse Buying: Modeling its precursors. Journal of Retailing , 74 (2), 169-191. Beinhocker, E.D., Farrell, D. and Zainulbhai, A.S. (2007), Tracking the Growth of India‘s Middle Class. McKinsey Quarterly, pp.45 – 55 .Situational Variables and Consumer-Behaviour. Journal of Consumer Research , 2 (3), 157-164. Belk, R. (1985). "Issues in the Intention-Behaviour Discrepancy,". Research in Consumer Behaviour , 1, 1-34. Bellenger, Danny N., Robertson D.H. & Hirschaman C.E.(1978). Impulse buying varies by product. Journal of Advertising Research , 18 (6), 15-18. Bennett, P. D. and Kassarjian, H. H., (1972), Consumer Behavior, NJ: Prentice Hall, pp. 110-129. Bettman, J. (1979). " An Information Processing Theory of Consumer Choice". Reading. MA: Addison-Wesley. Bettman, J.R. (1979), An Information Processing theory of consumer Choice, Redaing, MA: Addison – Wesley. Bettman. James R. (1979). "Memory Factors in Consumer Choice: A Review." Journal of Marketing, 43 (Spring), pp. 37-53. Bower, G. H. (1981). Mood and memory. American Psychologist, 36, 129 148. Bratko, D., Bandl, A., Bosnjak, M. (2007): Impulsive buying and the big five model of personality factors. XX. CROMAR Congress: Marketing in Knowledge Society and Contemporary Business Reality, October 25-27, 2007. Rijeka, pp. 414-425.  
 Buendicho, P. (2003): Impulse purchasing: trend or trait?  "Product Symbolism, Self Meaning and Holsitic Matching: The role of Information Processing in Impulsive Buying". Advances in Consumer Research , 23, 463-469. Buss, A, and Plomin, R. (1975), A temperament theory of personality development, New York: Wiley. Choi, J., Kim, B.K., Choi, I., & Yi, Y. (2006). Variety-seeking tendency in choice for others: Interpersonal and intrapersonal causes. Journal of Consumer Research, 32(4), pp. 590-595. Churchill, G.A.J. (1979). A Paradigm for developing better measures of Marketing Constructs, Journal of Marketing Research, 16, pp. 64 – 73. Clover, Vernon T. (1950). Relative Importance of Impulse buying in Retail stores. Journal of Marketing , 15(July), 66-70. Coakes, J.C., Steed, L., and Dzidic, P., (2006). SPSS version 13.0 for Windows – Analysis without Anguish. Australia: John Wiley & Sons. Ltd., Cobb, C. J. & Hoyer W.D. 1986). "Planned versus Impulse Purchase Behaviour". Journal of Retailing , 62 (4), 384-409. Cohen, Joel B., Michel T. Pham, and Eduardo B. Andrade (2007), "The Nature and Role of Affect in Consumer Behavior," in Handhook of Consumer Psychology, ed. Curt Haugtvedt, Frank Kardes, and Paul Herr. Mahwah, NJ: Erlbaum. Coley Amanda Leigh (1999): Affective and Cognitive processes involved in Impulse Buying; Thesis, University of Georgia. Coley, A. (2002): Affective and cognitive processes involved in impulse buying. Masters in Science study, pp.1- 91. Coley, A.; Burgess, B. (2003): Gender differences in cognitive and affective impulse buying. Journal of Fashion Marketing Management, 7(3), pp. 282 – 295.  
Collis, J., and Hussey, R., (2009). Business Research – A practical guide for undergraduate and post graduate students. UK: Palgrave Macmillan Consumer Confidence concerns, Spending and attitude to recession, a global Nielsen report, June 2008.Crawford, J., Kippax, S., Onyx, J., Gault, U., & Benton, P. (1992). Emotion and Gender: Constructive Meaning from Memory. London: Sage Publication. d‘ Astous, Alain, Julie Maltais, and Caroline Roberge (1990), ―Compulsive Buying tendencies of adolescent Consumers‖, in Advances in Consumer Research, Vol. 17, Marvin E. Goldberg and Gerald Gorn, eds., Provo, UT: Association for Consumer Research, 306 – 312 d'Antoni, Joseph S.Jr. & Shenson, H.L. (1973). Impulse Buying Revisited: A behavioural typology. Journal of Retailing , 49 (1), 63-76. David H. Silvera, San Antonio, Anne M. Lavack, and Fredric Kropp,(2008), Journal of Consumer Marketing 25/1 pp. 23–33 q Emerald Group Publishing Limited [ISSN 0736-3761] [DOI 10.1108/07363760810845381]. Dawson, Scott, Peter H. Bloch, and Nancy Ridgway (1990), ―Shopping Motives, Emotional States, and Retail Outcomes,‖ Journal of Retailing, 66, 408-427. De Moss, M, and Glen, D. M, (1990), Self Gifts: Phenomenological Insights: From four contexts: Journal of Consumer Research, 17 (322-332) DeNeve, K.M. and Cooper, H. (1998), The happy personality: a meta-analysis of 137 personality traits and subjective well-being, Psychological Bulletin, Vol. 124, pp. 197- 229. Deshpande, R., and s. Krishnan (1980), Consumer Impulse purchase and crdit Card Usage. An empirical examination Using the Log Linear model, in J.C.Olson (ed.), Advances in Consumer Research, Ann Arbor Association for Consumer Research, 7, pp. 792 – 795. Dewey, J. (1894). The ego as cause. Philosophical Review, 3, 337 - 341  
Dholakia,N., Khurana,R., Bhandari, L., and Jain, A.K.,(1978), Marketing management - Cases and Concepts, McMillian, New Delhi, pp. 19 – 31. Dittmar, H., Beattie,J., & Friese, S. (1995). Gender identity and material symbols: Objects and decision considerations in impulse purchases. Journal of Economic Psychology , 16 (3), 491-511. Dittmar, H., Beattie,J., & Friese, S. (1996). Objects,decision considerations and selfimages in men's and women's impulse purchases. Acta Psychologica , 93 (1-3), 187- 206. Donovan, Robert J. and John R. Rossiter (1982), ―Store Atmosphere: An Environmental Psychology Approach,‖ Journal of Retailing, 58, 34- 57. Donovan, Robert J., John R. Rossiter, Gilian Marcoolyn, and Andrew Nesdale (1994), ―Store Atmosphere and Purchasing Behavior,‖ Journal of Retailing, 70(3), 283-294. Duncan, S., & Barrett, L. F. (2007). Affect is a form of cognition: A neurobiological analysis. Cognition and Emotion, 21, 1184 1211. Economic Times report (2008). Top 20 cities hold keys to urban growth. August 8 accessed at4891098.cms Eisenberg, N., & Spinrad, T. L. (2004). Emotion-related regulation: sharpening the definition. Child Development, 75, 334–339. Engel J F, Kollat D T and Blackwell R D (1978), Consumer Behavior, Holt, Rinehart and Winston, New York Engel J.F, Blackwell R. D, Miniard P.W (1993), Consumer Behaviour (Seventh Edition), Florida: The Dryden Press, pp. 32 – 53. Engel, J. F., R. D. Blackwell, and P. W. Miniard (1986), Consumer Behavior, Chicago: Dryden.  
Engel, James F. & Roger D. Blackwell (1982). Consumer Behaviour. Hinsdale, IL: Dryden Press. Erickson, K., & Schulkin, J. (2003). Facial expressions of emotion: A cognitive neuroscience perspective. Brain and Cognition, 52, 52_60. Eroglu, S. A. and Machleit, K. A. (1993), "Atmospheric Factors in the Retail Environment: Sights, Sounds and Smells," Advances in Consumer Research, 20, 34. Faber, R. J., & O'Guinn, T. C. (1988). Dysfunctional consumer socialization: A search for the roots of compulsive buying. In P. Vanden Abeele (Ed.), Psychology in micro and macro economics (Vol. 1). Leuven, Belgium: International Association for Research in Economic Psychology. Faber, Ronald J. (1992). "Money Changes Everything: Compulsive Buying from a Biopsychosocial Perspective". American Behavioural Scientist , 35 (6), 809-819. Faber, Ronald J. and Gary A. Christenson (1996), ―In the mood to Buy: Differences in the Mood states Experienced by Compulsive Buyers and Other Consumers,‖ Psychology and Marketing, 13(8), 803 – 819. Faber, Ronald, and O‘Guinn Thomas (1988), ―Compulsive Consumption and Credit Abuse‖, Journal of Consumer Policy, 11(1), 97 – 109 Fazio, R. H., & Towles-Schwen, T. (1999). The MODE model of the attitude–behavior process. In S. Chaiken & Y. Trope (Eds.), Dual-process theories in social psychology (pp. 97–116). New York: Guilford Press. Field, Andy (2001), Discovering Statistics using SPSS, Sage Publication Forgas. Joseph P. (1995), "Mood and Judgment: The Affect Infusion Model (AIM)," Psychological Bulletin, 117(1), pp. 39-66. Frank, R. E., Messy, W.F., & Lodhal, T.M. (1969). Purchasing Behaviour and personal attributes. Journal of Advertising Research , 9 (4), 15-24. Frost & Sullivan report (2009) India‘s Organized Retail Market Looks to Security Solutions as It Expects 44% Growth by 2012 available at "Effects of Impulse Purchase on Consumers' Affective States". Advances in Consumer Research , 15, 127-130.  
Gardner, M. P. (1985). Mood states and consumer behavior: A critical review. Journal of Consumer Research, 12, 281-300. Gardner, M. P. (1987). Effects of mood states on consumer information processing. Research in Consumer Behaviour , 2, 113-135. Gerbing, David W., Stephan A.Ahadi and Jim H. Patton (1987). "Toward a Conceptualization of Impulsivity: Components Across the Behavioral and Self-Report Domain". Multivariate Behavioural Research , 22, 357-379. Gia J. Sullivan Senior Honors Thesis Psychology Department University of Denver Advisor: Dr. Iris B. Mauss June 1, 2008. Gilboa, S. (2009): A segmentation study of Israeli mall customers. Journal of Retailing and Consumer Services, 16, pp. 135 – 144. Goldenson, Robert M. (1984). Longman Dictionary of Psychology and Psychiatry. NY: Longman. Goldsmith, H. H., & Davidson, R. J. (2004). Disambiguating the components of emotion regulation. Child Development, 75, 361–365. Grace Yuna Lee, New York, U.S.A. Youjae Yi Seoul National University Seoul, Korea, Seoul Journal of Business Volume 14, Number 2 (December 2008). Greenwald, A. G., & Banaji, M. R. (1995). Implicit social cognition: Attitudes, selfesteem, and stereotypes. Psychological Review, 102, 4–27. Gross, J. J. (1998). Antecedent- and response-focused emotion regulation: Divergent consequences for experience, expression, and physiology. Journal of Personality and Social Psychology, 74, 224–237. Gross, J. J., & John, O. P. (2003). Individual differences in two emotion regulation processes: implications for affect, relationships, and well-being. Journal of Personality and Social Psychology, 85, 348–362. Gutierrez, B. P. (2004): Determinants of Planned and Impulse Buying: The Case of the Philippines. Asia Pacific Management Review, pp. 1061-1078.R.E., Tatham, R.L., & Black, W.C. (1998). Multivariate Data Halgren, E. (1992). Emotional neurophysiology of the amygdala within the context of human cognition. In J. Aggleton (Ed.), The amygdala: Neurobiological aspects of emotion, memory, and mental dysfunction (pp. 191_228). New York: Wiley-Liss.  
 Han, Y. K (1987). Impulse buying behaviour of Apparel Purchasers. Unpublished Master Thesis . Fort Collins: Colorado State University. Han, Y. K, Morgan, G.A, Kotisopulos A., & Kang-Park, J. (1991). Impulse buying behaviour of apparel purchasers. Clothing and Textile Research Journal , 9 (3), 15- 21. Hausman, A. (2000), ―A multi-method investigation of consumer motivations in impulse buying behavior‖, Journal of Consumer Marketing, Vol. 17, pp. 403-19. Heilman, Carrie M., Kent Nakamoto, and Ambar Rao (2002), ―Pleasant Surprises: Consumer Response to Unexpected In- Store Promotions,‖ Journal of Marketing Research, 39 (May), pp. 242–51. Hirschman, Elizabeth C. (1985). "Cognitive Processes in Experimental Consumer Behaviour". Research in Consumer Behaviour , 1, 67-102. Hoch, S. J and Loewenstein G.F . (1991). "Time-inconsistent Preferences and Consumer Self-Control". Journal of Consumer Research , 17 (March), 492-507. Hoch, S.J and Loewenstein G.F. (1991). Time-inconsistent preferences and consumer self-control. Journal of Consumer Research , 17 (4), 492-508. Holbrook, M., & Hirschman,E.C. (1990). "The Experiential Aspects of Consumer Behaviour: Consumer Fantasies, Feelings and Fun". Journal of Consumer Research, 57 (4), 132-140. Holbrook, M.B., & Hirschman, E.C. (1982). The experiential aspects of consumption: consumer fantasies, feelings, and fun. Journal of Consumer Research , 9, 132-140. Holbrook, M.B., O‘ Shaughnessy, J., & Bell, S. (1990). "Actions and Reactions in the Consumption Experience: The Complementary Roles of Reasons and Emotions in Consumer Behaviour". Research in Consumer Behaviour , 4, 131-163. Howard, J.A and Sheth J.N. (1969), The Theory of Buyer Behaviour, New York, John Wiley & Sons, pp. 1 – 50. Howard, John A. and J. Sheth (1969), The Theory of Buyer Behavior. New York: John Wiley & Sons.  
Huffman, C., Mick, D.C., & Ratneshwar, S. (2000). The Why of Consumption: Contemporary perspectives on consumer motives, goals and desires. London and NY: Routledge. Isen, A., Shalker, T., Clark.M., & Karp,L. (1978). Affect, accessibility of material in memory, and behaviour: A cognitive loop? Journal of Personality and Social Psychology , 36 (1), 1-12. Isen, Alice M. (1984), Toward Understanding the Role of Affect in Cognition, in Handbook of Social Cognition, Robert Wyer, Jr. and Thomas Srull, eds. Hillsdale, NJ: Lawrence Erlbaum, 179-236., Iyer, E. S. (1989). "Unplanned Purchasing: Knowledge of Shopping Environment and Time Pressure". Journal of Retailing , 65 (1), 40-57. Jackson, D.N. (1974). Personality Research Form Manual (3rd ed.). Port Huron, MI: Research Psychologist Press. Jeon, Jung-Ok. (1990). "The Empirical Investigation of the Relationship Between Affective States, In-Store Browsing and Impulse Buying". Tuscaloosa, University of Albama: Unpublished Ph.D dissertation. Jones, M.A., Reynolds, K. E., Weun, S. and Beatty, S.E. (2003) ―The Product- Specific Nature of Impulse Buying Tendency‖, Journal of Business Research, 56, 505– 511. Jones, M.A., Reynolds, K.E., Weun, S. and Beatty, S.E. (2003), ―The-product-specific nature of impulse buying tendency‖, Journal of Business Research, Vol. 56 No. 7, pp. 505-11. Kacen, J. J., & Lee, J. A. (2002). The influence of culture on consumer impulsive buying behavior. Journal of Consumer Psychology, 12(2), 163-176. Kaplan, A. (1964). The Conduct of Enquiry. San Francisco Chandler Katona, George and Eva Mueller (1955), The Dynamics of Consumer Reactions, New York: New York University Press. Kempf, D. S. (1999). Attitude formation from product trial: Distinct roles of cognition and affect for hedonic and functional products. Psychology & Marketing, 16, 35–50. Ko, S. (1993), ―The study of impulse buying of clothing products‖, unpublished Master‘s thesis, Seoul National University, Seoul.  
Kollat, D.T., & Willett, R.P. (1969). Is impulse purchasing really a useful concept for marketing decisions? Journal of Marketing , 33, 79-83. Kollat, David T & Ronald P. Willett (1967). "Customer Impulse Purchasing Behaviour". Journal of Marketing Research , 4 (February), 21-31. Kotler, P. and Keller, K.L., (2006), Marketing Management (12th ed.), New York: Pearson Education, pp.163 – 193. Kroeber – Riel, Werner (1979), ―Activation Research: Psychobiological Approaches in Consumer Behavior,‖ Journal of Consumer Research, 5, 240 – 250. KSA Technopak report- India Retail Report (2005)Cognitive neuroscience of emotion: Series in affective science. New York: Oxford University Press. Lazarus, R.S., & Folkman, S. (1984). Stress, appraisal and coping. New York: Springer Lerner, J.S., & Tetlock, P.E. (1999). Accounting for the effects of accountability. Psychological Bulletin, 125, pp. 255-275. Levy, S.J. (1959). Symbols for Sale. Harvard Buisness Review , 37, 117-124. Lin, Chien-Huang and H. M. Lin (2005), ―An Exploration of Taiwanese Adolescents‘ Impulsive Buying Tendency,‖ Adolescence, 40(157), 215-223. Loudon, David L. &.Albert J. Della Bitta (1984). Consumer Behaviour: Concepts and Applications (2nd ed.). McGraw-Hill Book Co. Loudon, David L. &.Albert J. Della Bitta (2009). Consumer Behaviour: Concepts and Applications (4th ed.). McGraw-Hill Book Co. Luo, X. (2005). How does shopping with others influence impulsive purchasing?/o.r.i./ of Consumer Psychology, 15(4), pp. 288-294. MacInnis Deborah J. and Patrick Vanessa M (2006) Spotlight on Affect: Affect and Affective Forecasting in Impulse Control; 16(3), 224–231 Malhotra, N.K. (2007) Marketing Research: An Applied Orientation. Pearson Prentice Hall.  
Malhotra, Naresh and Dash, Satabhusan (2010). Marketing Research, Pearson Publications Mansfield, Phylis; Mary Beth Pinto, and Diane H Parente (2003), ―Self Control and credit card use among college students‘. Psychological Reports, 92 (2), 1067 – 1078. March, J., & Simson, H. (1958). Organizations. NY: Wiley. Martin, W. K., Weun, S., & Beatty, S. E. (1993). Validation of an impulse buying tendency scale. Advances in Consumer Research , 20. Paper Merriam-Webster. (1993). Merriam Webster's Collegiate Dictionary (10th ed.). Merriam-Webster Inc. Miranda, M. J.; Jegasothy, K. (2008): Malaysian grocery shoppers' behavioural response to stock-outs, Asia Pacific Journal of Marketing and Logistics, 20(4), pp. 396-412. Mogelonsky, M., Poorand, (1998). Unschooled, but a Smart Shopper, Journal of American Demographics, 16 (7), pp1415, Mukopadhyay, Anirban and Gita Venkatramani Johar (2007), "Tempted or Not? The Effect of Recent Purchase History on Responses to Affective Advertising," Journal of Consumer Research, 33 (March), pp. 445-53. Navarick, Douglas J. (1987). "Reinforcement Probability and Delay as Determinants of Human Impulsiveness". The Psychological Record , 37, 219-226. Nesbitt, S. (1959) ―Today‘s Housewives Plan Menus as They Shop‖, Nesbitt Associates Release, 2-3. In Piron, F. (1991) ―Defining Impulse Purchasing‖, Advances in Consumer Research, 18, 509-514. Netemeyer, R.G., Bearden, W.O. and Sharma S. (2003). Scaling Procedures: Issues and Applications. Thousand Oaks, Sage Publications. Nunally, J.C. (1978). Psychometric theory. New York: McGraw-Hill. Omar, O. and Kent, A. (2001) ―International Airport Influences on Impulsive Shopping: Trait and Normative Approach‖, International Journal of Retail & Distribution Management, 29(5), 226-235. O'Shaughnessy, J. (1987). Why people buy. Oxford, NY: Oxford University Press.   
Parboteeah Veena D. Valacich Joseph S and Wells John D. (2009). The Influence of Website characteristics on a Consumer‘s Urge to Buy Impulsively, Information Systems Research, Vol. 20, No. 1, pp. 60–78 Park J. and Lennon S.J. Psychological and environmental antecedents of impulse mind tendency in the multi channel shopping context, Journal of consumer marketing 23 (2) 58-68 Parrott, G., & Sabini, J. (1989). On the ..emotional‘‘ qualities of certain types of cognition: A reply to arguments for the independence of cognition and affect. Cognitive Therapy and Research, 13, 49 - 65. Pattan, Jim H., Matthew S. Stanford and Ernest S Barratt (1995), Factor Structure of the Barratt Impulsiveness Scale, Journal of Clinical Psychology, 51 (6), 768 – 774. Patterson, L. W. (1963) In-Store Traffic Flow, New York: Point-of-Purchase Advertising Institute. Patton, Jim H., Matthew S. Stanford and Ernest S. Barratt (1995). "Factor Structure of the Barratt Impulsivenss Scale". Journal of Clinical Psychology , 51 (6), 768-774. Pawar, B. S., (2009), Theory Building for Hypothesis Specification in Organizational Studies, Sage publications. Peter, J.P., & Olson, J.C. (1999). Consumer Behaviour and Marketing Strategy. Boston Irwin: Mc Graw-Hill. Pham, M. T., Cohen, J. B., & Pracejus, J.W., & Hughes, G. D. (2001). Affect Monitoring and the primacy of feelings in judgment. Journal of Consumer Research,28, 167–188. Pham, Michel Tuan (2004), "The Logic of Feeling," Journal of Consumer Psychology, 14 (4), pp. 360-69. Pham, Michel Tuan (2007), "Emotion and Rationality: A Critical Review and Interpretation of Empirical Evidence," Review of General Psychology, 11 (2), pp.155- 78. Phelps, E. (2004). The human amygdala and awareness: Interactions between emotion and cognition. In M. Gazzaniga (Ed.), The cognitive neurosciences (3rd ed., pp. 1005 - 1015). Cambridge, MA: MIT Press.  
Pirog III, S. F., & Roberts, J. A. (2007). Personality and credit card misuse among college students: The medaiting Role of impulsiveness. Jouranl of Marketing Theory and Practice , 15 (1), 65 - 77. Piron, Francis. (1989). "A Definition and Empirical Investigation of Impulse Purchasing". University of South Carolina. Unpublished P.hD. Piron, Francis (1990), "Defming Impulse Purchasing," in Advances in Consumer Research, Vol. 18. eds. Rebecca H. Holman and Michael R. Solomon. Provo, UT.: Association for Consumer Research. 509-514. Piron, Francis. (1991). "Defining Impulse Purchasing,". Advances in Consumer Research , 18, 509-514. Piron, Francis. (1993). "A Comparision of Emotional Reactions Experienced by Planned, Unplanned and Impulse Purchasers". Advances in Consumer Research , 20, 341-344. POPAI/ DuPont Studies (1978), ―Marketing Emphasis‖, Product Marketing, 61 - 64 POPAI/ DuPont Studies. (1965). Marketing emphasis. Product Marketing,61-64. Point of Purchase Advertising Institute (1995). The 1995 POPAI Buying Consumer Habits Study, Englewood, NJ: Point of Purchase Advertising Institute. Prasad, V. K. (1975). Unplanned buying in two retailing settings. Journal of Retailing , 51 (3), 3-12. Puri, Radhika (1996). "Measuring and Modifying Consumer Impulsiveness: A Cost Benefit Accessibility Framework". Journal of Consumer Psychology , 5 (2), 87-113. Roediger, H. L., Gallo, D., & Geraci, L. (2002). Processing approaches to cognition: The impetus from the levels-of-processing framework. Memory, 10, 319 - 332. Ronald P. Hill, Meryl P. Gardner (1987), The Buying Process: Effects Of And On Consumer Mood States, In Advances in Consumer Research Volume14, eds. Melanie Wallendorf and Paul Anderson, Provo, UT: Association for Consumer Research, Pages: 408-410. Rook, D. &.Hoch S.J. (1985). ―Consuming Impulses‖. Advances in Consumer Research, 12, 23-27. Rook, D. W & Fisher R.J. (1995). Normative influences on impulsive buying behaviour. Journal of Consumer Research , 22 (3), 305-313.  
Rook, D. W. and Gardner, M. P. (1988) ―Effects of Impulse Purchases on Consumers‘ Affective States‖, Advances in Consumer Research, 15, 127-130. Rook, Denis W.& Gardner M.P.(1993). "In the Mood: Impulse Buying's Affective Antecedents". Research in Consumer Behaviour , 6, 1-28. Rook, Dennis W. (1987). "The Buying Impulse". Journal of Consumer Research , 14 (September), 189-199. Russell, J. A. and G. Pratt (1980), ―A Description of the Affective Quality Attributed to Environments,‖ Journal of Personality and Social Psychology, 38, 311-322. Scarabis Martin, Florack Arnd and Gosejohann Stefanie (2006) When Consumers Follow Their Feelings: The Impact of Affective or Cognitive Focus on the Basis of Consumers‘ Choice, Journal of Psychology & Marketing, Vol. 23(12), pp. 1015–1034 Schalling, Daisy, Gunnar Edman, & Marie Asberg (1983). ―Impulsive Cognitive Style and Inabillity to Tolerate Boredom: Psychobiological Studies of Temperamental Vulnerability‖ . In Biological Bases of Sensation Seeking, M.Zuckerman (Ed.), Impulsivity and Anxiety (pp. 123-145). Hillsdale, NJ: Lawrence Erlbaum Associates. Schiffman, L.G &. Kanuk, L.L.(2000). Consumer Behaviour. Upper Saddle River, NJ: Prentice Hall. Schwarz, Norbert and Gerald L. Clore (2007), "Feelings and Phenomenal Experiences," in Social Psychology: A Handbook of Basic Principles. 2nd ed., ed. E. Tory Higgins and Arie W. Kruglanski, New York: Guilford. Sfiligoj, E. (1996). Helping the little guy to merchandise. Periscope, 20. Shapiro, D. (1965), Neurotic styles, New York: Basic Books Shapiro, I. J. (Eds.). (1973). Marketing Terms: Definitions, Explanations and /or Aspects. West Long Beach, NJ: S-M-C. Shapiro, J. M. (1992). Impulse Buying: A new framework. Developments in Marketing Science , 15, 76-80. Sharma P., Bharadhwaj S., Marshall R. (2010). Exploring Impulse Buying and variety seeking by retail shoppers: towards a common conceptual framework, Journal of marketing management, VoL 26. Nos. 5-6, pp. 473 – 494.  
Shiv, B., & Fedorikhin, A. (2002). Spontaneous versus controlled influences of stimulus-based affect on choice behaviour. Organizational Behavior and Human Decision Processes, 87, 342–370 Shiv, Baba & Alexander Fedorikhin (1999). "Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making". Journal of Consumer Research , 26 (3) (December), 278-292. Silvera, D.H., Lavack, A.M. and Kropp, Fredric (2009), Impulse buying: the role of affect, social influence, and subjective wellbeing, Journal of Consumer Marketing 25/1 pp. 23–33 Smith, Don (1996), "The Joy of Candy," National Petroleum News Supplement, (February), S2. Smith, E. R., & DeCoster, J. (2000). Dual-process models in social and cognitive psychology: Conceptual integration and links to underlying memory systems. Personality & Social Psychology Review, 4, 108–131. Smith, Ruth Belk & Elaine Sherman (1993). "Effects of Store Image and Mood on Consumer Behaviour: A Theoretical and Empirical Analysis". Advances in Consumer Research , 20, 631. Solomon, Michael, (2009). Consumer Behavior - Buying, having and Being, (8th ed.) U.S.A : Pearson Prentice Hall, Soman, D. (2001). Effects of Payment mechanism on spending behavior : The Role of rehearsal and immediacy of payments. Journal of Consumer Research , 27, 460- 474. Stern, Hawkins (1962). "The Significance of Impulse Buying Today". Journal of Marketing , 26 (April), 59-62. Stilley K.M, Inman J.J., and Wakefield K.L. (2010), Planning to Make Unplanned Purchases? The Role of In-Store Slack in Budget Deviation, Journal of Consumer Research, 37(August), pp. 264-278. Storbeck Justin Clore and Gerald L (2007), ―On the interdependence of cognition and emotion‖, Journal of Cognition and Emotion, 21 (6), 1212 – 1237. Strack Fritz, Werth Lioba and Deutsch Roland (2006) Reflective and Impulsive Determinants of Consumer Behavior, Journal Of Consumer psychology, 16(3), 205– 216  
 Strack, F.,& Deutsch, R. (2004). Reflective and impulsive determinants of social behavior. Personality and Social Psychology Review, 8, 220–247 Sykes, Gresham M. and David Matza (1957), ―Techniques of Neutralization: A Theory of Delinquency,‖ American Sociological Review, 22(6), 664-670. Thaler, Richard H. and H.M. Shefrin (1981), ―An Economic Theory of Self – Control‖, Journal of Political Economy, 89 (2), 392 – 406. The Great Indian Retail Story, (2006) Ernst & Young Report; 2006  Thompson, Craig J., William B. Locander, and Howard R Pollio (1990), ―The Lived Meaning of Free Choice: An Existential – Phenomenological Description of Everyday Consumer Experiences of Contemporary Married Women,‖ Journal of Consumer Research, 17 (December), 346 – 361. Tirmizi, M. A; Kashif, U.; Iqbal, S. M. (2009): An Empirical Study of Consumer Impulse Buying Behavior in Local Markets. European Journal of Scientific Research, 28 (4), pp. 522-532. Troisi, Jordan D., A. N. Christopher, and Pam Marek (2006), ―Materialism and Money Spending Disposition as Predictors of Economic and Personality Variables,‖ North American Journal of Psychology, 8(3), 421-436. UK Trade and Investment Report (2009).Why we buy: the science of shopping. New York: Simon & Schuster. Unplanned buying at Traditional retail in India (2009). A research report by Insight in Store - (1996). Why switch? Product categorylevel explanations for true variety seeking behavior. Journal of Marketing Research, 38, pp. 281-292. Verplanken, B. and Herabadi, A. (2001) ―Individual Differences in Impulse Buying Tendency: Feeling and no Thinking‖, European Journal of Personality, 15, 71-83.  
Verplanken, B., Herabadi, A.G., Perry, J.A. and Silvera, D.H. (2005), ―Consumer style and health: the role of impulsive buying in unhealthy eating‖, Psychology and Health, Vol. 20, pp. 429-41. Vohs, K.D., & Faber, R.J. (2007). Spent resources: Self-regulatory resource availability affects impulse buying. Journal of Consumer Research, 33(4), pp. 537- 547. Wansink, Brian (1994). The dark side of consumer behaviour: empirical examinations of impulsive and compulsive consumption. Advances in Consumer Research , 21, 508. Weinberg, Peter & Wolfgang Gottwald (1982). Impulsive consumer buying as a result of emotions. Journal of Business Research , 10, 43-57. Welles.G. (1986, May 21). We are in the habit of Impulsive Buying. USA Today , 1. Wells William D., and Prensky, David, (1996), Consumer Behaviour, New York: John Wiley, pp. 1 – 34. Wells, W., and Tigert, D (1997). Activities, Interests and Opinions, Journal of Advertising Research, 11(August), pp. 27 – 35. West, C. John (1951). Communications: Results of two years of study into impulse buying. Journal of Marketing , 15, 262-263. Weun, S., Jones, M. A., & Beatty S.E. (1998). Development & validations of the impulse buying tendency scale. Psychological Reports , 82, 1123-1133. Williams, J., & Dardis, R. (1972). Shopping behaviour for soft goods and marketing strategies. Journal of Retailing , 48 (3), 32-41, 126. Wilson,T. D., Lindsey, S., & Schooler,T.Y. (2000). A model of dual attitudes.Psychological Review, 107, 101–126. Wolman, Benjamin (1973), Dictionary of Behavioral Science, New York: Van Noslrand Reinhold. (1989) Wolman, Benjamin B. (1989). Dictionary of Behavioural Science (2nd ed.). NY: Academic Press. Wood, M. (1998) ―Socio-economic Status, Delay of Gratification, and Impulse Buying‖, Journal of Economic Psychology, 19, 295-320.  
 Wyer, R. S., Clore, G. L., & Isbell, L. M. (1999). Affect and information processing.In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 31,pp. 3–78). San Diego: Academic Press. Yamauchi, Kent and Donald Templar (1982), ―The development of a money attitude scale‖, Journal of Personality Assessment, 46, 5 (October), 522 – 528. Youn, S. and Faber, R.J. (2002) ―The Dimensional Structure of Consumer Buying Impulsivity: Measurement and Validation‖, Advances in Consumer Behaviour, 29, 280. Youn, S. H. (2000). The dimensional structure of consumer buying Impulsivity: Measurement and Validation. Unpublished Doctoral Dissertation, Minneapolis: University of Minnesota . Youn, S.H. (2000). The Dimensional Structure of Consumer Buying Impulsivity:Measurement and Validation. Unpublished doctoral dissertation, University of Minnesota, Minneapolis. Youn, Seounmi and Ronald J. Faber (2000). "Impulse Buying: Its Relation to Personality Traits and Cues". Advances in Consumer Research , 27, 179-185. Zeithaml, Valarie A. (1985), "The New Demographics and Market Fragmentation," Journal of Marketing, 49 (Summer), pp. 64-75. Zikmund, W.G., and d‘ Amico, M., (2001), Marketing – Creating and keeping customers in an e – commerce world, Ohio: South Western College Publishing, pp. 152 – 183.  
APPENDICES  
 Appendix A: Chronological Overview of the Evolution of Impulse Buying Definitions  
 AUTHOR SUMMARISED DEFINITIONS   Stern, 1962 Truly impulsive buying, the novelty or escape purchases which break the normal buying pattern.   Kollat and Willett, 1967 The cell in the intention-outcomes matrix that corresponds to the situation where no explicit recognition of a need for such a purchase existed prior to entry into the store.   D.Antoni & Shenson, 1973 Impulse buying can be distinguished from other types of consumer behavior in terms of the rapidity or impulsiveness, which the consumer movers through the decisional period for purchase of goods. “A decision in which the .bits of information. processed and thru the time taken relative to the normal decisional time lapse are significantly less with respect to the same or quite similar products or services.   Bellenger, Robertson, Hirschman, 1978 Purchases resulting from a decision to buy after the shopper entered the store.   Weinberg & Gottwald 1982 Impulse buying is characterized as encompassing purchases with high emotional activation, low cognitive control, and largely reactive behavior.   Rook & Hoch 1985 Behavior which involves a sudden and spontaneous desire to act, representing a clear departure from the previous ongoing behavior stream followed by psychological disequilibrium and psychological conflict and struggle.    
Rook, 1987 Impulse buying occurs when a consumer experiences a sudden, often powerful and persistent urge to buy something immediately. The impulse to buy is hedonically complex and may stimulate emotional conflict. Also, impulse buying is prone to occur with diminished regard for its consequences.   Han, 1987 Customers. purchasing behavior on unplanned basis along with the four aspects of the “impulse buying mix” (proposed by Stern, 1962)   Jeon, 1990 A sudden and immediate purchase with no preshopping intentions either to buy the specific product category or to fulfill a specific buying task.   Holbrook, O.Shaughnessy & Bell, 1990. Recent approaches to consumer research have tended to regard consumer behavior either as a mode of reasoned action or as a repository of emotional reactions. We (Holbrook, O.Shaughnessy & Bell) argue that a one-side focus on either aspect by itself – actions or reactions – provides a distorted view of the consumption experience. It therefore proposed an integrative overview of the consumption experience that attempts to provide a synthesis by tying together the complementary roles of reasons and emotions in consumer behavior.   Piron, 1991 A purchase that is unplanned, the result of an exposure to a stimulus, decided “on the spot.” Five crucial elements that distinguishes impulsive from non-impulsive: feeling a sudden and spontaneous desire to act, being in a state of psychological disequilibrium, experiencing a psychological conflict and struggle, reducing cognitive evaluation and consuming without regard for the consequences.    
Hoch & Loewenstein,1991 A Struggle between the psychological forces of desire and willpower. Two psychological processes of emotional factors which are reflected in the reference-point model of deprivation and desire and cognitive factors which are reflected in the deliberation and self-control strategies are by no means independent of one another. A change in either desire or willpower can cause the consumer to shift over the buy line, resulting in a purchase. Emotions influence cognitive factors (e.g., desire motivating a rationalization of the negative consequences of a purchase) and vice versa (e.g., cost analysis reducing a desire).   Rook & Fisher, 1995 Buying impulsiveness is a unidimensional construct that embodies consumers. tendencies both to think and to act in identifiable and distinctive ways. Specifically, buying impulsiveness is defined as a consumer.s tendency to buy spontaneously, unreflectively, immediately, and kinetically. Highly impulsive buyers are more likely to experience spontaneous buying stimuli; their shopping lists are more “open” and receptive to sudden, unexpected buying ideas.   Burroughs, 1996 Impulsive buying behavior can be characterized as a type of holistic information processing whereby a match is recognized between the symbolic meanings of a particular product and a consumer.s self-concept. When such a match is recognized, the resulting urge to purchase the item will be instant, compelling and affectively charged. So, powerful, perhaps, that it overrides any more analytic assessments of the purchasing situation.   Beatty & Ferrell, 1998 Impulse buying is a sudden and immediate purchase with no pre-shopping intentions either to buy the specific product category or to fulfill a specific buying task. The behavior occurs after experiencing an urge to buy and it tends to be spontaneous and without a lot of reflection.    
 Weun, Jones, & Beatty,1998; Rook, 1987; Rook & Fisher, 1995 Impulse buying occurs when an individual makes an unintended, immediate, and unreflective purchase.   Wood, 1998 He defines akratic (weakness of will) impulse buying as unplanned purchases, undertaken with little or no deliberation, accompanied by effectual or mood states, which furthermore are not compelled, and which finally, are contrary to the buyer.s better judgment.   Youn, 2000 An irresistible desire to buy competes with the willpower to delay immediate gratification. When an individual lacks adequate control over his buying desires, impulse buying takes place.   Youn & Faber, 2000 Impulse buying may be influenced by internal states or traits experienced by consumers, or by environmental factors/sensory stimuli. Lack of control, stress reaction, and absorption are the main general personality factors that underlie the tendency the buy impulsively   Dholakia, 2000 Introduces a model examining cognitive and volitional processes and makes distinction between consonant (harmonious) impulses and dissonant (conflicting) impulses and elaborates on the role of the impulsivity trait, situational variables, and constraining factors in enactment or resistance of the consumption impulse.   Vohs, K.D & Faber R.J (2007) Self - regulation is a significant determinant of situational impulsive spending. Using a model that depicts self-control abilities as being governed by a global, but limited, resource that becomes depleted with use, they found that temporarily low self-regulatory resources predicted heightened impulsive spending tendencies.    
Parboteeah Veena D, Valacich Joseph S., & Wells John D. (2009) The impulsive behavior.s likelihood and magnitude was directly influenced by varying the quality of task relevant and mood-relevant cues.   Sharma, P. , Bharadhwaj S, & Marshall R (2010) They demonstrate that impulse-buying and variety-seeking bebaviours have a common psychological origin in the state of low arousal (or stimulation).    
 Appendix B: Questionnaire used for the Research  
Questionnaire for Consumers Dear Consumers, You are invited to participate in a research study examining the various aspects of your buying behavior. The Study is being conducted by Ms. Kiran Sharma of the K.J.Somaiya Institute of Management Studies and Research, Mumbai as part of her Doctoral dissertation. The purpose of the study is to identify the various factors that affect your purchase behavior in a day to day setting. The study also aims to examine the buying behavior with regard to various products. If you agree to participate, you will be one of the approximately 1000 participants who will participate in this research. The survey will take approximately 20 minutes to complete. There are no risks or penalties for your participation in this research study. Your participation in completing this survey is voluntary and you may decline to answer any question that makes you uncomfortable. However, information published as a result of this study will be published in aggregate form so that no individual research participant may be identified. Your answers, therefore, remain confidential under all circumstances. For any further queries about this study you may contact the researcher: Ms.Kiran Sharma at 91-22-67283029.  
I. Personal Details  1. Name: _________________________________________ 2. Please specify your gender . Female . Male  3. Kindly indicate your age-group. (Tick the appropriate) . Less than 20 . 21-40 . 41-60 . 60+ 4. What is the highest educational level you have achieved? . Did not complete schooling . Completed schooling . Completed graduation . Completed post-graduation . Others ____________________ 5. What is your occupation?  . Service . Self Employed . Professional . Housewives . Students . Others _______________ 6. Into which of the following categories does your total annual household income (before taxes) fall? Please combine all members of your household and include wages of salary, pensions, interest and all other sources. . Up to 3,00,000 . Rs. 3,00,001 to Rs. 5,00,000 . Rs. 5,00,001 to Rs. 10,00,000 . Rs. 10,00,001 to Rs. 15,00,000 . Above 15,00,000  7. What is your marital status? . Married . Unmarried 8. Kindly indicate the size of your household. (Tick the appropriate) . Up to 2 . 3-5 . 6-8 . More than 8 9. Location: Mumbai Any Other: __________________________  
 II. Impulse Buying Behavior  10. For each of the statements given below, I’d like to know how much you agree or disagree. Please circle the number that best describes your behavior using the scale given below:  (1) I strongly disagree with the statement (2) I somewhat disagree with the statement (3) I neither agree nor disagree with the statement (4) I somewhat agree with the statement (5) I strongly agree with the statement  Sr. No. Statement Strongly disagree Somewhat disagree Neither agree nor disagree Somewhat agree Strongly agree 1) I enjoy the sensation of buying products impulsively 1 2 3 4 5 2) I tend to think about alternatives a great deal before I buy things 1 2 3 4 5 3) Buying things on impulse gives me a sense of joy 1 2 3 4 5 4) I buy things even though I can't afford them 1 2 3 4 5 5) The urge to buy something just comes over me all at once and I am overwhelmed 1 2 3 4 5 6) I feel a sense of thrill when I buy something impulsively 1 2 3 4 5 7) Even when I see something attractive, I usually think about the consequences before I buy it 1 2 3 4 5 8) When I go shopping, I buy things that I had not intended to purchase 1 2 3 4 5 9) When making impulse purchases, I find myself delighted, amused and enthusiastic 1 2 3 4 5 10) I am a person who makes unplanned purchases 1 2 3 4 5   
Sr. No. Statement Strongly disagree Somewhat disagree Neither agree nor disagree Somewhat agree Strongly agree 11) I experience a helpless feeling when I see something attractive in store 1 2 3 4 5 12) I buy a product to change my mood 1 2 3 4 5 13) When I buy things, I am more likely to be slow and reflective than to be quick and careless 1 2 3 4 5 14) I am a very cautious shopper 1 2 3 4 5 15) I experience mixed feelings of pleasure and guilt from buying something on impulse 1 2 3 4 5 16) I feel the desire to buy an item as quickly as possible so as to terminate the pain of not buying 1 2 3 4 5 17) I experience some emotional conflict when buying impulsively 1 2 3 4 5 18) I have difficulty getting control over my buying impulses 1 2 3 4 5 19) Buying is a way of reducing the stress of my daily life 1 2 3 4 5 20) I buy things on impulse when I am upset 1 2 3 4 5 21) When faced with purchase decision, I usually take time to consider and weigh all aspects 1 2 3 4 5 22) Sometimes I regret buying things on impulse 1 2 3 4 5 23) I sometimes find myself in a state of tension as I buy things on impulse 1 2 3 4 5 24) I tend to spend money as soon as I earn it 1 2 3 4 5 25) Sometimes I feel sorry about buying something on impulse 1 2 3 4 5  
Sr. No. Statement Strongly disagree Somewhat disagree Neither agree nor disagree Somewhat agree Strongly agree 26) Sometimes, I buy something in order to make myself feel better 1 2 3 4 5 27) When I'm feeling down, I go out and buy something impulsively 1 2 3 4 5 28) When walking through stores, I can't help but buy an attractive item that catches my eye 1 2 3 4 5 29) I often buy a product that I don’t need, while knowing that I have very little money left 1 2 3 4 5  III. Frequency of Purchase for Specific Products  11. Kindly indicate the frequency of your purchase for the products given below. (Tick in the relevant column)  Sr.No. Type of Product Never Yearly Seasonal Monthly Weekly 1) Clothes(e.g. t-shirts, trousers/jeans, evening wear, dressing gowns)      2) Food Items      3) Electronics      4) Footwear      5) Body Care Items (eg: shampoo, lotion)      6) Toys      7) Books, magazines & newspapers      8) Jewellery      9) Sports Goods      10) Entertainment Media (eg: Movies/Music CDs or DVDs)      11) Cosmetics      12) Kitchen Items (eg: knives, pans)        
 IV. Factors Influencing Purchase Decisions  12. For each of the statements given below, I’d like to know how much you agree or disagree. Please circle the number that best describes factors influencing your purchase decisions using the scale given below:  (1) To a very slight extent (2) To a slight extent (3) To some extent (4) To a large extent (5) To a very large extent  Sr.No. Statement To a very slight extent To a slight extent To some extent To a large extent To a very large extent 1) I consider price as a major reason for my brand selection 1 2 3 4 5 2) I tend to buy the same brand (for the chosen product category) again and again 1 2 3 4 5 3) I prefer a particular brand only (for the chosen product category) 1 2 3 4 5 4) I pick the first brand that I see (for the chosen product category) 1 2 3 4 5 5) I shop a lot for specials (products on sale/discounts/offers) when purchasing 1 2 3 4 5 6) I examine a large number of packages before finally deciding on one of them. 1 2 3 4 5 7) I spend considerable time in locating my brand or during in-store search 1 2 3 4 5 8) Advertised brands are better than nonadvertised brands 1 2 3 4 5   
 V. General Purchase Behavior  13. What time of the day do you usually go for shopping?  . Anytime . Morning . Afternoon . Evening . At Night . No particular time 14. What day of the week do you prefer for shopping?  . Any day . No particular day . Any Weekday . Only on weekend 15. Do you go for shopping with a shopping list? (Tick the appropriate)  . Never . Rarely . Sometimes . Often . Always 16. For each of the statements given below, I’d like to know how much you agree or disagree. Please choose the option that best describes your behavior using the scale given below: (1) I strongly disagree with the statement (2) I somewhat disagree with the statement (3) I neither agree nor disagree with the statement (4) I somewhat agree with the statement (5) I strongly agree with the statement   Sr. No. Statement Strongly disagree Somewhat disagree Neither agree nor disagree Somewhat agree Strongly agree 1) When you think about your buying behavior in general, do you consider yourself to be an impulse buyer? 1 2 3 4 5 2) Would people who know you consider you to be an impulse buyer? 1 2 3 4 5 3) Do you think you tend to purchase on an impulse because you pay by credit card. 1 2 3 4 5   Thank You!