Exploring the internal antecedents that prompt consumers’ impulsive behaviour in experiential retail contexts

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dc.contributor.author Retief, Miriam-Miri
dc.contributor.author Erasmus, Alet C. (Aletta Catharina)
dc.contributor.author Petzer, Daniël Johannes
dc.date.accessioned 2018-10-29T14:08:29Z
dc.date.available 2018-10-29T14:08:29Z
dc.date.issued 2018-07-30
dc.description.abstract ORIENTATION : Experiential settings are becoming more popular to differentiate conventional brick-and-mortar retailing which now faces fierce competition from multiple other retail platforms. RESEARCH PURPOSE : The study aims to identify and explain the internal driving forces that positively predict consumers’ impulsive behaviour in experiential retail settings. RESEARCH DESIGN, APPROACH AND METHOD : This quantitative investigation entailed a retrospective assessment of consumers’ experiences at diverse experiential retailers. An electronic survey approach enabled the collection of 402 usable questionnaires based on a purposive sampling technique whereby a heterogeneous sample of consumers 18 years and above who have visited one of the identified experiential retailers were recruited. Stepwise regression analyses were conducted to test the hypothesised relationships between the independent and dependent variables. MAIN FINDINGS : Results suggest that consumers’ mood and emotions, adventure, gratification and social shopping motives as well as their desire for recreation are conducive to certain impulsive behavioural outcomes, namely irresistible desire creation, impulsive purchases and impulsive participation. A significant finding is that impulsive actions are not necessarily preceded by an irresistible urge. However, the urge to act on impulse is regarded a separate impulsive behavioural outcome. PRACTICAL/MANAGERIAL IMPLICATIONS : Impulsive behaviour should be regarded as a valuable outcome in terms of an understanding of consumers’ behaviour in experiential retail contexts. Not only does it offer retailers competitive advantage possibilities but it also constitutes more satisfying experiences for consumers. CONTRIBUTION/VALUE-ADD : A theoretical contribution is made in terms of an integration of literature on experiential retail and impulsive behaviour. en_ZA
dc.description.department Consumer Science en_ZA
dc.description.department Gordon Institute of Business Science (GIBS) en_ZA
dc.description.librarian am2018 en_ZA
dc.description.sponsorship In part by the National Research Foundation (NRF) of South Africa and Tshwane University of Technology per the grant, Unique Grant No. 94039. en_ZA
dc.description.uri http://www.actacommercii.co.za en_ZA
dc.identifier.citation Retief, M-M., Erasmus, A.C., & Petzer, D.J., 2018, ‘Exploring the internal antecedents that prompt consumers’ impulsive behaviour in experiential retail contexts’, Acta Commercii 18(1), a597. https://DOI.org/10.4102/ac.v18i1.597. en_ZA
dc.identifier.issn 2413-1903 (print)
dc.identifier.issn 1684-1999 (online)
dc.identifier.other 10.4102/ac.v18i1.597
dc.identifier.uri http://hdl.handle.net/2263/67100
dc.language.iso en en_ZA
dc.publisher AOSIS Open Journals en_ZA
dc.rights © 2018. The Authors. Licensee: AOSIS. This work is licensed under the Creative Commons Attribution License. en_ZA
dc.subject Retail en_ZA
dc.subject Hypothesised relationships en_ZA
dc.subject Impulsive behaviour en_ZA
dc.subject Consumers en_ZA
dc.title Exploring the internal antecedents that prompt consumers’ impulsive behaviour in experiential retail contexts en_ZA
dc.type Article en_ZA


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