Factors of Impulse Selling In Online Shopping

Abstract

The purpose of this paper is to investigate the internal and external factors of impulse selling in online shopping. In the USA, impulse-buying sales account for $4 billion annually and make up 80 per hundred of all purchases from certain merchandise categories (Abrahams, 1997).

 

Chapter I

Introduction

Most shoppers occasionally engage in impulse selling and buying (Welles, 1986). More than half of mall shoppers were discovered to purchase on impulse, and over one third of all department store purchases have been made on impulse, indicating that impulse purchases are critical to a retailer's profit. US consumers have been discovered to engage in impulse selling and buying more than British or South African consumers. According to The Economist (2000), almost a quarter of Amazon.com's sales were made by encouraging impulse purchases through merchandise recommendations. Given the globalization of the internet and an increasing number of shoppers from all over the world accessing international retail world broad web sites like Amazon.com, impulse buying online is not confined to a specific homeland, but is a global phenomenon. One assisting factor to the development of international shopping is the present weak US dollar.

 

Purpose of Study

The purpose of this paper is to investigate the internal and external factors of impulse selling in online shopping.

 

 

 

Chapter II

Literature Review

The consumption impulse formation enactment (CIFE) form Dholakia,is used to understand consumers's impulse-buying behaviors in online shopping. The form begins with the impulse-formation process: evolving the “consumption impulse” characterised as the “irresistible advocate to consume”. The three antecendents in the form encompass marketing stimuli, situational factors, and impulsivity trait. When one or more of these three antecendents are present to an adequate grade, the consumption impulse is formed (an irresistible advocate to consume). Once the consumption impulse is formed, possible constraints to enactment are automatically evaluated. ...