Impulse buying: Modeling its precursors

Abstract

A model of the precursors of impulse buying is presented and empirically tested with data drawn at 2 points in time (during pre- and post-shopping interviews) from a regional shopping mall setting. Analysis of the data, utilizing LISREL 8, supported most of the predictions. Situational variables (time available and money available) and individual difference variables (shopping enjoyment and impulse buying tendency) were found to influence a set of endogenous variables, including positive and negative affect, browsing activity, felt urge to buy impulsively, and ultimately, whether or not an impulse purchase occurred. Future research and managerial implications are addressed.