WHAT MOTIVES CONSUMERS TO SPEND?: A STUDY ON IMPULSIVE PURCHASES

Salim, Muhartini (2017) WHAT MOTIVES CONSUMERS TO SPEND?: A STUDY ON IMPULSIVE PURCHASES. Pertanika Journal of Social Sciences & Humanities, 25. pp. 321-335.

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Abstract

This research is based on Rook and Fisher’s (1995) theory of taxonomy that explains the reasons for impulsive purchase. The aim of this study was to understand the motivations for hedonic expenditure and utilitarian expenditure physical environment, personality and culture as moderating variables on impulsive purchases. A total of 400 respondents who shopped at a souvenir store in Bengkulu, Indonesia were interviewed.The SmartPLS 2.0, a statistical technique, was used to identify the variables. Results showed physical environment,personality, and culture partially and positively affected impulsive purchases. Lifestyle however, has no effect on impulsive purchases. Second, there was the difference between hedonic expenditure motivation and utilitarian expenditure motivation. Third, motivation for hedonic expenditure was stronger.

Item Type: Article
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: Faculty of Economy > Journal
Depositing User: 161 Septi Septi
Date Deposited: 31 Jan 2019 02:33
Last Modified: 31 Jan 2019 02:33
URI: http://repository.unib.ac.id/id/eprint/17453

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