Impulse purchases of new products: an empirical analysis

Nükhet Harmancioǧlu · R. Zachary Finney · Mathew Joseph

128 citations0/0 files storedJournal of Product & Brand Management

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Consumer Retail Behavior Studies Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

Abstract

Purpose This paper aims to examine consumers' cognitive processes and motivations for making impulse purchases of new products. Design/methodology/approach A total of 157 consumer surveys were collected and these were analyzed using structural equations modeling. Findings There are two major findings: new product knowledge and consumer desire for excitement and esteem promote impulse buying intention and behavior. Originality/value The paper is among the first to determine how impulse purchases of new products differ from impulse purchases of other types of products. In doing so, the paper builds on the substantial body of work surrounding impulse purchases.

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1975Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research 1988On the Evaluation of Structural Equation Models 1980Understanding Attitudes and Predicting Social Behavior 1979A Paradigm for Developing Better Measures of Marketing Constructs 1982The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun 1999Use of partial least squares (PLS) in strategic management research: a review of four recent studies 1988An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment

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