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Determinants of personal factors in influencing the buying behavior of consumers in sales promotion: a case of fashion industry

Fazal ur Rehman (Department of Technology Management, Universiti Tun Hussein Onn Malaysia, Batu, Pahat, Malaysia)
Rosman Bin Md Yusoff (PPUK, Universiti Tun Hussein Onn Malaysia, Batu, Pahat, Malaysia)
Shafie Bin Mohamed Zabri (FPTP, Universiti Tun Hussein Onn Malaysia, Batu, Pahat, Malaysia)
Fadillah Binti Ismail (Department of Technology Management, Universiti Tun Hussein Onn Malaysia, Batu, Pahat, Malaysia)

Young Consumers

ISSN: 1747-3616

Article publication date: 20 November 2017

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Abstract

Purpose

This study aims to investigate the influence of personal factors on the buying behavior of consumers with the intentions of sales promotion in the fashion industry. Precisely, it focuses on the marketing techniques and practices in sales promotion activities to influence the buying intentions of consumers in personal ways.

Design/methodology/approach

Based on a comprehensive literature review of personal factors, sales promotion and buying behavior, this study has applied a positivist approach to collect data in quantitative way through questionnaires-based survey. The study has analyzed the collected data using structural equation modeling through smart partial least square.

Findings

Personal factors and its sub-dimensions such as market maven, stability and open minded have demonstrated a positive relationship in the conceptual construct. In the same manner, sales promotion and its sub-dimensions like social factors and physical layout have also positive effects.

Research limitations/implications

This study is only limited to the fashion industry of Pakistan and future research may be conducted in other services and manufacturing industries. Future research may assess the role of moderating variables like gender.

Practical implications

This study clarifies the influence of personal characteristics on consumers buying behavior in sales promotion activities in the fashion industry to achieve business objectives.

Originality/value

By integrating personal factors and sales promotion literature, the main contribution of this paper is the analysis of personal characteristics and promotional practices in the fashion industry of Pakistan, during Eid-ul-Fitter holidays to enhance the consumers buying behavior. Precisely, this study has assessed the effect some unique characteristics of consumers like market maven, stable, open minded and agreeable on their buying behavior in sales promotion activities. This study has apprised marketing professionals to apply the conception of personal characteristics in sales promotion activities to boost up the buying behavior of consumers in enthusiastic way.

Keywords

Citation

Rehman, F.u., Bin Md Yusoff, R., Bin Mohamed Zabri, S. and Binti Ismail, F. (2017), "Determinants of personal factors in influencing the buying behavior of consumers in sales promotion: a case of fashion industry", Young Consumers, Vol. 18 No. 4, pp. 408-424. https://doi.org/10.1108/YC-06-2017-00705

Publisher

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Emerald Publishing Limited

Copyright © 2017, Emerald Publishing Limited

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