Pure and suggestive impulse buying in mobile shopping app: shopping pattern of young consumers

Abstract

Purpose

This study differentiates pure impulse buying behaviour from suggestive impulse buying behaviour in using mobile shopping applications (apps). This study aims to assess the moderating effects of instant discount and cashback promotional offers along with the mediating effects of impulse buying intention (IBI) and user satisfaction (US), using the app stimuli (performance expectancy, effort expectancy, layout, atmosphere, privacy and security).

Design/methodology/approach

The study was done in three stages: analysis of variance, followed by structural equation modelling (SEM) and paired t-tests.

Findings

The results showed that instant discounts and cashback offers are different from each other for the mediating variable IBI. The SEM results for pure impulse buying showed that, except for layout, the remaining variables have a positive relationship with IBI. For suggestive impulse buying, effort expectancy and layout were significantly related to both the mediating variables. Finally, pure and suggestive impulse buying behaviour showed significant differences.

Originality/value

Previous studies have looked into impulse buying in its generic sense and not through the “types” of impulse buying they were measuring. As impulse buying behaviour is a predominant theme for discussion today, marketing professionals and researchers must comprehend the impact of app stimuli in the context of select types of impulse buying behaviour.

Citation

Gupta, P., Prashar, S. and Parsad, C. (2024), "Pure and suggestive impulse buying in mobile shopping app: shopping pattern of young consumers", Young Consumers, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/YC-11-2023-1911