Antecedents of Offline Impulsive Buying Behaviour

Abstract

Paper Impulsive purchases are defined as those purchase decisions that are unplanned. Sellers are constantly attempting to understand the triggers to impulsive purchases as it provides them with a leverage to increase sales. The current study has identified literature in the area of Impulsive Buying Behaviour and consolidated the findings in order to arrive at a list of possible antecedents to Impulsive Buying Behaviour. The studies chosen were based in the offline context and sourced from ProQuest, ensuring reliability of the findings. The findings were consolidated using Meta-Analysis, carried out in the SPSS software package. The analysis revealed that Brand Preferences, Demographics, Buyer Emotions, Promotions, Store Atmospherics and Buyer Traits had statistically significant relations with Offline Impulsive Buying Behaviour. The findings of this study provide insights into the factors that drive impulsive purchases. The study adds value to the literature in the area of Marketing by consolidating research findings across time and geography.