In the changing business landscape in retail and e-commerce, impulsive buying behaviour has played a significant role in the field of marketing and consumer psychology. The study aims to compare the impulsive buying behaviour in brick-and-mortar stores and e-commerce platforms. To execute the research, the primary data was collected through a structured questionnaire—the data from collected from 300 respondents who were living in urban Bengaluru. The findings revealed that the physical stores stimulate impulsive buying through the sensory cues, through various internal promotional activities, and also through product gratification. The e-commerce also triggers impulsive buying with the help of recommendations, which are driven by algorithms, with limited-period offers, lucrative deals, discounts, and bundle offers. On the other hand, the demographic variables also have an impact on impulsive buying behavior. The research highlights the ever-evolving nature of consumer behaviour in the digital era and provides quality information that would be used as tactics to trigger impulsive buying. The research paper concludes with practical inputs for companies and marketing agencies. The research can be further extended to various other Omni-channel.

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A Study on the Impact of Brick and Mortar Stores and e-Commerce on Impulsive Buying Behaviour of Consumers

  • Devarajanayaka Kalenahalli Muniyanayaka,
  • Syed Kazim,
  • K. A. Dave,
  • M. Z. Ashfaque,
  • Kotigari Reddi Swaroop,
  • K. P. Jaheer Mukthar

摘要

In the changing business landscape in retail and e-commerce, impulsive buying behaviour has played a significant role in the field of marketing and consumer psychology. The study aims to compare the impulsive buying behaviour in brick-and-mortar stores and e-commerce platforms. To execute the research, the primary data was collected through a structured questionnaire—the data from collected from 300 respondents who were living in urban Bengaluru. The findings revealed that the physical stores stimulate impulsive buying through the sensory cues, through various internal promotional activities, and also through product gratification. The e-commerce also triggers impulsive buying with the help of recommendations, which are driven by algorithms, with limited-period offers, lucrative deals, discounts, and bundle offers. On the other hand, the demographic variables also have an impact on impulsive buying behavior. The research highlights the ever-evolving nature of consumer behaviour in the digital era and provides quality information that would be used as tactics to trigger impulsive buying. The research paper concludes with practical inputs for companies and marketing agencies. The research can be further extended to various other Omni-channel.