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  • 1.
    Hultén, Peter
    et al.
    Hull University Business School, Hull, UK and ESC Rennes School of Business, Rennes, France.
    Vanyushyn, Vladimir
    Umeå University, Faculty of Social Sciences, Umeå School of Business.
    Impulse purchases of groceries in France and Sweden2011In: Journal of Consumer Marketing, ISSN 0736-3761, E-ISSN 2052-1200, Vol. 28, no 5, p. 376-384Article in journal (Refereed)
    Abstract [en]

    Purpose – The purpose of this paper is to identify similarities and differences with regard to factors affecting consumers' impulse purchases of groceries in France and Sweden.

    Design/methodology/approach – Data were collected by a random survey of 202 Swedish and 368 French households. MANCOVA is the principal analytical technique.

    Findings – The analysis indicates that, while Swedish shoppers make more impulse purchases, the French consumers appear to be more attentive to special in-store displays and two-for-the-price-of-one offerings. Contrary to expectations, the impulse purchases of French and Swedish shoppers are not predicted by gender.

    Research limitations/implications – Further studies should incorporate situational variables such as outline of stores and supermarkets and the specific country's food culture, since these factors affect shoppers' choices and shopping habits.

    Practical implications – The findings help practitioners to understand how market-specific factors affect shoppers' impulse purchases. These insights are important in the light of the increased internationalization of the supermarket chains' operations.

    Originality/value – This study contributes to the current knowledge on consumers' impulse purchase behavior by demonstrating that, although the behavior as such is universal, there may be differences between countries with regard to the number of impulse purchases that shoppers make and how they respond to special in-store displays and discount offerings.

  • 2.
    Hultén, Peter
    et al.
    Umeå University, Faculty of Social Sciences, Umeå School of Business and Economics (USBE), Business Administration.
    Vanyushyn, Vladimir
    Umeå University, Faculty of Social Sciences, Umeå School of Business and Economics (USBE), Business Administration.
    Promotion and shoppers’ impulse purchases: the example of clothes2014In: Journal of Consumer Marketing, ISSN 0736-3761, E-ISSN 2052-1200, Vol. 31, no 2, p. 94-102Article in journal (Refereed)
    Abstract [en]

    Purpose – This paper draws attention to the fact that impulse buying is common behavior among modern shoppers and that a consumer’s impulse purchases of items such as clothes may be a result of the retailers’ promotional activities. The purpose of this paper is therefore to investigate how promotion through channels such as direct-mail marketing, TV commercials and special in-store displays affect consumers’ impulse purchases of clothes.

    Design/methodology/approach – Data for the testing of five hypotheses was collected by distributing a questionnaire to randomly selected households in North Western France and Northern Sweden. The data collection rendered 493 complete questionnaires, of which 332 were from France and 161 from Sweden. Seemingly unrelated regression (SUR) is the principal estimation technique.

    Findings – The results suggest that shoppers with a positive attitude towards direct-mail marketing and TV commercials also respond positively to in-store promotion. Hence, there are interactive effects between the three promotional channels increase shoppers’ general impulse purchase tendency. Furthermore, the findings demonstrate that the frequency of exposure to in-store promotion has a significant effect on this tendency.

    Originality/value – This paper contributes to extant knowledge on impulse buying behavior by examining the product-specific impulse tendency, which is defined as the degree to which consumers make impulse purchases of a particular product category.

  • 3.
    Jansson, Johan
    et al.
    Umeå University, Faculty of Social Sciences, Umeå School of Business.
    Marell, Agneta
    Umeå University, Faculty of Social Sciences, Umeå School of Business.
    Nordlund, Annika
    Umeå University, Faculty of Social Sciences, Department of Psychology.
    Green consumer behavior: Determinants of curtailment and eco-innovation adoption2010In: Journal of Consumer Marketing, ISSN 0736-3761, E-ISSN 2052-1200, Vol. 27, no 4, p. 358-370Article in journal (Refereed)
    Abstract [en]

    Purpose – Knowledge of green consumer behavior is important for environmental and business reasons. The purpose of this study is to examine thedeterminants of green curtailment behaviors and consumer adoption of innovations marketed as green (eco-innovations), and to analyze factorsexplaining these two types of green behaviors.

    Design/methodology/approach – The results from a survey on adopters and non-adopters (N = 1,832) of alternative fuel vehicles (AFVs) arereported. Regression analysis on willingness to curtail car use and willingness to adopt a so-called environmentally friendly car are used to identifysignificant determinants across the behavioral categories.

    Findings – The results show that values, beliefs, norms, and habit strength determine willingness to curtail and willingness for eco-innovationadoption. Personal norms have a strong positive influence on willingness for the behaviors and habit strength has a negative influence. The otherdeterminants have varying influence depending on type of behavior.

    Research limitations/implications – A limitation of this study concerns the focus on only one eco-innovation. However, since the adoption of AFVs isa high involvement behavior, the results carry implications for other high involvement products as well.Practical implications – Attitudinal factors and habits in combination prove to be effective determinants for curtailment behaviors and willingness toadopt eco-innovations. In addition, previous adoption is found to be a strong determinant of future willingness to adopt.

    Originality/value – The contribution of the paper is the two-sided approach on green consumer behavior and the result that values, beliefs and normsnot only predict low involvement post-purchase behaviors but also adoption of high involvement eco-innovations.

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