Factors Influencing Impulse Buying Behavior among Working Ladies in Selangor, Malaysia
Keywords:Apparels, Extrinsic Cues, Impulse Buying Behavior, Working Ladies, Selangor
The objective of this research is to determine the effect of extrinsic cues on impulse buying behavior amongst working ladies. The extrinsic cues are measured based on price, store atmosphere, brand reputation, country of origin and social influence. 400 full-time working ladies aged between 16 to 35 years old, who are selected based on purposive sampling technique, are surveyed at One Utama shopping mall, Selangor. The data collected are then analyzed using SPSS (Statistical Packages for the Social Science). The findings revealed that price (β = -0.407, p < 0.05), store atmosphere (β = 0.359, p < 0.05) and social influence (β = -0.331, p < 0.05) significantly influence impulse buying behavior of working ladies. However, brand reputation (β = -0.170, p > 0.05) and country of origin (β = -0.106, p > 0.05) of the product do not significantly influence impulse buying behavior of working ladies. In conclusion, this research provides useful information and insight to the marketers about the working ladies market segment. Accordingly, marketers should prepare their marketing strategies based on price, store atmosphere and social influence to attract more working ladies.
Afzal, H., Khan M. A., Rehman, K., Ali I., & Wajahat, S. (2010). Consumer's Trust in the Brand: Can it Be Built through Brand Reputation, Brand Competence and Brand Predictability, International Business Research, 3(1), 43-51.
Akram, U., Peng H., Khan, M. K., Hashim, M. & Rahseed, S. (2016). Impact of Store Atmosphere on Impulse Buying Behaviour: Moderating Effect on Demographic Variables, International Journal of U and E Service, Science and Technology. 9(7), 43-60.
Angel, J. F., Kollat, D. T. & Blackwell, R. D. (1968). Consumer behavior. Illinois: Dryden Press.
Aragoncillo L. & Orus, C. (2018). Impulse buying behaviour: an online-offline comparative and the impact of social media. Spanish Journal of Marketing – ESIC, 22(1).
Amos, C., Holmes, G. R. & Keneson, W. C. (2014), A meta-analysis of consumer impulsive buying. Journal of Retailing and Consumer Services, 21(2), 86-97.
Babić-Hodović, V., Mehić, E., & Arslanagić, M. (2011). Influence of banks’ corporate reputation on organizational buyers perceived value. Procedia-social and Behavioral sciences, 24, 351-360.
Bademci, V. (2014). Cronbach s Alpha is not a measure of unidimensionality or homogeneity. Journal of Computer and Educational Research, 19-27.
Bain, M. (2017). Why It’s So Hard For Women To Figure Out What To Wear To Work In 2017. Retrieved March 20, 2019 from https://quartzy.qz.com/995484/why-its-so-hard-for-women-to-figure-out-what-to-wear-to-work-in-2017/
Bellenger, D. N., Robertson, D. H., & Hirschman, E. C. (1978). Impulse buying varies by product. Journal of advertising research, 18(6), 15-18.
Cho, J., Ching, G. S., & Luong, T. H. (2014). Impulse buying behavior of Vietnamese consumers in supermarket setting. International Journal of Research Studies in Management, 3(2), 33-50.
Duarte, P., Raposo, M. & Ferraz, M. (2013). Drivers of snack foods impulse buying behavior among young consumers. British Food Journal, 115(9), 1233-1254.Stern, A. (1962). The Significance of Impulse Buying Today. Journal of Marketing, 26(2), 59-62.
Durmaz, Y. (2014). The Influence of Cultural Factors on Consumer Buying Behaviour and Application in Turkey. Global Journal of Management and Business Research: E-Marketing, 14(1).
Geetha, M., & Bharadhwaj, S. (2016). Impulse buying behavior in India-an overview. Asian Journal of Business Research, 6(1).
Graa, A., Dani-Elkebir, M. & Bensaid, M. (2014). The impact of Environmental Factors on Impulse Buying Behavior Using the Mehrabian and Russell’s Framework, Leonardo Journal of Sciences, 13(24), 101-114.
Gurbuz, E. (2008). Retail store branding in Turkey: Its effect on perceived quality, satisfaction and loyalty. EuroMed Journal of Business, 3(3), 386-304.
Gutierrez, B. (2004). Determinants of Planned and Impulse Buying: The Case of The Philippines, Asia Pacific Management Review, 9(6), 1061-1078.
Hair, J. F., Babin, B., Money, A. H. & Samouel, P. (2007). Essential of business research methods. NY, USA: John Wiley & Sons.
Hauke, J., & Kossowski, T. (2011). Comparison of Values of Pearson's and Spearman's Correlation Coefficients on The Same Sets of Data. Quaestiones Geographicae, 30(2), 87-93.
Hor, C. Y. & Ng, B. N. (2019). Examining Factors influencing Consumer Choice of Shopping Malls: A Case Study of Shopping Mall in Klang Valley, Malaysia. Berjaya Journal of Service and Management, 11, 81-102.
Husnain, M. & Akhtar, M. W. (2016). Impact of Branding on Impulse Buying Behavior: Evidence from FMCG’s Sector Pakistan. International Journal of Business Administration, 7(1), 59-68.
Iqbal, A., Akhtar, S. & Lodhi, R. N. (2014). Determinants of Impulsive Buying for Clothing in Pakistan. British Journal of Marketing Studies, 2(8), 33-44.
Ju, J. & Ahn, J. (2016). The Effect of Social and Ambient Factors on impulse Purchasing Behavior in Social Commerce, Journal of Organizational Computing and Electronic Commerce, 26(4), 285-306.
Kacen, J. J., Hess, J. D. & Walker, D. (2012). Spontaneous selection: the influence of product and retailing factors on consumer impulse purchases. Journal of Retailing and Consumer Service, 19(6), 578–588.
Karbasivar, A. & Yarahmadi, H. (2011), Evaluating Effective Factors on Consumer Impulse Buying Behavior. Asian Journal of Business Management Studies, 2(4), 174-181.
Krejcie, R. V. & Morgan, D. W. (1970). Determining sample size for research activities. Educational and Psychological Measurement, 30(3), 607-610.
Lee, H. J., Kumar, A., & Kim, Y. K. (2010). Indian consumers’ brand equity toward a US and local apparel brand, Journal of Fashion Marketing and Management, 14(3), 469-485.
Lee, J. & Johnson, K. K. P. (2010). Buying Fashion Impulsively: Environmental and Personal Influences, Journal of Global Fashion Marketing, 1(1), 30-39.
Lim, P. Y. & Dr. R. Yazdanifard (2015). What Internal and External Factors Influence Impulsive Buying Behaviour in Online Shopping, Global Journal of Management and Business Research, 15(5), 25-32.
Madhavi S. & Leelavati T. S. (2013). Impact of visual merchandising on consumer behaviour towards women apparel. International Journal of Management Research & Business Strategy, 2(4).
Malaysian Investment Development Authority. (2018). Industries. MIDA. Retrieved April 5, 2019 from http://www.mida.gov.my/home/industries/posts/
Maymand, M. M. & Ahmadinejad, M. (2011). Impulse buying: the role of store environmental stimulation and situational factors (An empirical investigation). African Journal of Business Management, 5(34). 13057 – 13065.
Mayuri, M. L. & Boo, S. (2015). High household debt could lead to Malaysia’s financial ruin, financial planner says. The Malay Mail Online. Retrieved February 10, 2019 from http://www.themalaymailonline.com/malaysia/article/high-household-debt-could-lead-to-malaysians-financial-ruin-financial-plann#fY6Z8uMZeO32kdOV.97
Mcgrath, M. (2016). The World’s Largest Apparel Companies 2016: Christian Dior, Nike and Inditex Top the List. Forbes. Retrieved February 10, 2019 from https://www.forbes.com/sites/maggiemcgrath/2016/05/26/the-worlds-largest-apparel-companies-2016-christian-dior-nike-and-inditex-top-the-list/#6b30c16d1fc3
Mendenhall, C. (2014). The Phenomenon of Impulse Buying, Artifacts, (11).
Muruganantham, G. & Bhakat, R. S. (2013), A Review of Impulse Buying Behavior, International Journal of Marketing Studies, 5(3), 149-160.
Nick. (2017). Malaysia’s Textile and Apparel Industry Expects Another Strong Year of Growth. BizVibe.
Pooja, K. (2018). A Study of Consumer Behavior towards Organized Apparel Retail Industry with reference to Gujarat. Doctor of Philosophy’s Thesis, Gujarat Technological University).
Pun., W. M. & Maya. (2014). Store environment effects on impulse buying behavior of international streetwear flagship store. Polyu.edu.hk.
Rajput, N., Kesharwani, S. & Khanna, A. (2012). Dynamics of Female Buying Behaviour: A Study of Branded Apparels in India. International Journal of Marketing Studies, 4(4).
Ranjitham, S. M. (2016). Customers Buying Attitude Towards Branded Apparel on Showrooms at Tirunelveli Dist, Tamilnadu. Indian Journal of Applied Research, 6(2), 480-483.
Ramankutty, S., Babu, D., & Venugopal, B. (2014). Value of Seconds - Impulsive Buying Behavior and Its Antecedents. Abhinav Publication Abhinav International Monthly Refereed Journal of Research in Management & Technology, 3(3).
Ruxyn, T. (2017). These Global Factories in Malaysia Will All Shut Down By The End Of 2017, Says. Retrieved February 10, 2019 from http://says.com/my/news/foreign-companies-that-have-shut-down-their-factories-in-malaysia
Samli, A. C. (1995). International Consumer Behavior: Its Impact on Marketing Strategy Development, New York, NY: Quorum Books.
Seinauskiene, B., Mascinskiene, J. & Jucaityte, I. (2015). The relationship of happiness, impulse buying and brand loyalty, Social and Behavioral Sciences, 213, 687-693.
Sirgy, M. J., Johar, J. S., Samli, A. C. & Claiborne, C. B. (1991). Self-congruity versus functional congruity: predictors of consumer behavior, Journal of the Academy of Marketing Science, 19, 363-376.
Silverstein, M. J. & Sayre, K. (2009). Women Want More: How to Capture More than Your Share of the Female Economy. New York: Haper Collins Publishers.
Silverstein, M. J. & Sayre, K. (2009). The Female Economy, Harvard Business Review.
Sivakumaran B. & Sharma P. (2015). Store Environment and Impulse Buying Behavior: A Super-Market Perspective. Spotts H. (eds) Marketing, Technology and Customer Commitment in the New Economy. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham.
Social-economic & Environmental Research Institute (2007). Malaysian Textile and Apparel Industry. Penang Economic Monthly: May 2007, 9(5).
Sultan, A., Joireman, J., & Sprott, D. (2012). Building consumer self-control: The effect of self-control exercises on impulse buying urges. Marketing Letters, 23(1), 61-72.
Sundstrom, M., Balkow, J., Florhed, J., Tjernstrom, M. & Wadenfors, P. (2013). Impulsive Buying Behaviour: The Role of Feelings When Shopping for Online Fashion, Swedish Institute for Innovative Retailing, School of Business and IT, Allegatan, 1-22.
Syahrivar, J. & Ardianto, R. (2016). The Impact of Credit Card, Shopping Discount, Promotion Approach, and Store Layout Towards Impulse Buying Behavior, Imperial Journal of Interdisciplinary Research, 2(11), 865-870.
Tan, R. S. & Yazdanifard, T. (2015). The Review of Physical Store Factors That Influence Impulsive Buying Behavior. International Journal of Management, Accounting and Economics, 2(9), 1048-1054.
Tigli, M., Pirtini, S. & Erdem, Y. C. (2010). The perceived country of origin images in Turkey. International Business & Economics Research Journal, 9, 127-134.
Wall, M., Leifield, J. & Heslop, L. A. (1991). Impact of country-of-origin cues on consumer judgments in multi-cue situations: a covariance analysis. Journal of the Academy of Marketing Science, 19(2), 105-113.
Xiang, L., Zheng, X., Lee, M. K. & Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: the role of parasocial interaction. International Journal of Information Management, 36(3), 333-347.
Yeboah, A. & Owusu-Prempeh V. (2017). Exploring the Consumer Impulse Buying Behaviour from a Range of Consumer and Product Related Factors. International Journal of Marketing Studies, 9(2), 146-159.
Yeh, C., Chen, C. & Sher, P. J. (2010). Investigation on perceived country image of imported food. Food Quality and Preference, 21(7). 849-856.
Yiing Z. (2018). Top 10 Largest Shopping Mall in Malaysia. Retrieved February 10, 2019 from https://tallypress.com/fun/top-10-largest-shopping-malls-in-malaysia/
How to Cite
Copyright (c) 2022 Chan Yuen Yue, Ahmad Zainal Abidin Abd Razak
This work is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License.