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A Qualitative Insight Into the Personal Factors Impacting Online Impulse Behavior
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Author(s): Harish Kumar (BML Munjal University, India), Ruchi Garg (BML Munjal University, India), Payal Kumar (BML Munjal University, India)and Ritu Chhikara (BML Munjal University, India)
Copyright: 2020
Pages: 13
Source title:
Strategies and Tools for Managing Connected Consumers
Source Author(s)/Editor(s): Ree Chan Ho (Taylor's University, Malaysia)
DOI: 10.4018/978-1-5225-9697-4.ch016
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Abstract
The purpose of the chapter is to have a deeper understanding of impulse buying and find out the different personal factors that affect the impulse behavior of the consumer in the online context. Phenomenology methodology was used by conducting 12 in-depth interviews with Gen Y as the main respondents. The interview transcripts were analyzed through the method of thematic analysis. This study found that factors such as sudden urge to buy, haptics, risk factors, persuasion, convenience, monotony and boredom, and trust were the dominant personal factors. These factors act as the triggers for consumers to make impulse purchase decisions. This study differentiates the personal and market-oriented factors and broaden the understanding of impulse buying behavior. The findings will enable the marketers to make effective strategies and help the business organizations to increase their revenues.
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