Exposing consumers to persuasive cues can cause them to make impulse purchases. Persuasive cues can be heuristic cue or systematic cue. Heuristic cue uses simple rules to process the information such as identity of the source or other non-content cues. Systematic cue emphasizes detailed processing of message content and uses messagerelevant content or arguments to assist in decision making. The...

This paper studies the effects of psychological, individual, product strategy, and situational factors on the impulse purchase behavior of customers in all Refah stores located in Tehran. The paper uses Betty and Ferrell Model to set forward and to test 4 hypothesis. All four hypothesis were confirmed. The results indicated that the selected factors had impact on the impulse behavior of the con...

This paper studies the effects of psychological, individual, product strategy, and situational factors on the impulse purchase behavior of customers in all Refah stores located in Tehran. The paper uses Betty and Ferrell Model to set forward and to test 4 hypothesis. All four hypothesis were confirmed. The results indicated that the selected factors had impact on the impulse behavior of the con...

This paper reports an ongoing study related to the design of conceptual design model of interactive television (iTV) advertisement towards impulse purchase tendency. Despite many studies have been proposing factors of impulse purchase in many different advertising medium like website, mobile, traditional retail store, and traditional television; none of the impulse purchase model is dedicated t...

This paper investigates the influence of situational factors on the impulse buying behavior using a Mehrabian and Russell's (1974) framework (Stimulus & response model). The results suggest that a consumer's emotions can be a mediating factor in the impulse purchase process. In this study, we identify and explore how situational factors and emotional states may influence various dimensions of i...

Group buying websites are getting increasingly popular in the recent years. These websites typically work with merchants to offer group deals at attractive prices. They need a pre-determined minimum number of buyers for a deal before that deal is on. It is therefore important for marketers to understand how they can encourage consumers to buy these online group deals early. Using the right pers...

Various studies have proposed factors of impulse purchase in different advertising mediums like website, mobile, traditional retail store and traditional television. However, to the best of the researchers’ knowledge, none of the impulse purchase model is dedicated towards impulse purchase tendency for interactive TV (iTV) advertising. In addition, through systematic review analysis, this study...

This study examines factors thought to influence consumers' planned and impulse purchase decisions including subjective culture (individualist or collectivist consumers) and the presence of another person at the time of purchase. Data was collected in four countries — the USA, Australia, Singapore, and Malaysia. The results indicate that overall, consumers are differentially influenced by other...