TY  - JOUR
AB  - Purpose The purpose of this paper is to examine the relationship between personality factors (i.e. neuroticism, agreeableness, extroversion, conscientiousness and openness), cultural factors (individualism and collectivism) and store stimuli (window display and sales promotion) on impulsive buying behavior.Design/methodology/approach The sample size for the study was 350 with a response rate of 96 percent. The questionnaire was adapted from the established scale and measures. SmartPLS was used for statistical analysis. After reliability and validity analysis, the structural model was tested, and it fitted very well.Findings Of the nine hypotheses, five were accepted, and the other four were rejected. The results suggest that neuroticism, openness, individualism, collectivism and sales promotion significantly affect impulsive buying behavior. Marketers can use these results in developing appropriate marketing strategies.Research limitations/implications Implications for managers were drawn from the results. In this study, only two cultural factors were considered. Future studies could use all the cultural factors in their model. Additionally, the developed model can be extended for comparative studies.Originality/value Impulsive buying behavior, on the one hand, is problematic for consumers, but, on the other hand, is used as a tool by retailers for increasing sales. Comparatively, this study examined the effects of personality factors, cultural factors and store stimuli on impulsive buying behavior. These three factors have rarely been used together in one study.
VL  - 32
IS  - 1
SN  - 1355-5855
DO  - 10.1108/APJML-09-2018-0377
UR  - https://doi.org/10.1108/APJML-09-2018-0377
AU  - Miao Miao
AU  - Jalees Tariq
AU  - Qabool Sahar
AU  - Zaman Syed Imran
PY  - 2019
Y1  - 2019/01/01
TI  - The effects of personality, culture and store stimuli on impulsive buying behavior: Evidence from emerging market of Pakistan
T2  - Asia Pacific Journal of Marketing and Logistics
PB  - Emerald Publishing Limited
SP  - 188
EP  - 204
Y2  - 2024/04/26
ER  -