Purpose

The study examines the extrinsic variables, namely store environment, promotional activities (PA), product features and stimulation factors that encourage compulsive purchasing in emerging markets.

Design/methodology/approach

The data were collected from customers with recent compulsive shopping experiences at an online retail store. This study collected 469 original survey responses employing purposive sampling and data analyzed with covariance-based structural equation modeling and used segmentation analysis.

Findings

The study results indicated that extrinsic (stimulus) factors, such as shop environment, PA and stimulation factors positively impacted shoppers’ impulsive buying tendency (IBT), whereas product characteristics did not affect shoppers’ IBT. Similarly, IBT (organism) influenced compulsive purchase, as did a favorable mediating relationship between extrinsic factors (stimulus factors) and shoppers’ compulsive purchase (response factor). Moreover, segmentation results showed that female consumers had more IBT and compulsive buying behavior than male respondents.

Originality/value

This research adds to the corpus of information concerning impulsive and compulsive buying behavior. As this study incorporates the Stimulus-Organism-Response paradigm, new findings emerge; using this paradigm allows for the testing of new linkages to better understand consumers’ impulsive and compulsive behavior.

中文翻译：

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外在因素是否会促使消费者强迫性购买？店面环境及产品特点

目的

该研究考察了外部变量，即商店环境、促销活动（PA）、产品功能和鼓励新兴市场强迫性购买的刺激因素。

设计/方法论/途径

这些数据是从最近在一家在线零售商店有过强迫性购物经历的顾客那里收集的。本研究采用有目的抽样收集了 469 份原始调查回复，并使用基于协方差的结构方程模型和分段分析对数据进行了分析。

发现

研究结果表明，商店环境、PA和刺激因素等外在（刺激）因素对购物者的冲动购买倾向（IBT）产生正向影响，而产品特性并不影响购物者的IBT。同样，IBT（有机体）影响强迫性购买，外在因素（刺激因素）和购物者强迫性购买（反应因素）之间的有利中介关系也是如此。此外，细分结果显示，女性消费者比男性受访者有更多的IBT和强迫性购买行为。

原创性/价值

这项研究增加了有关冲动和强迫性购买行为的信息库。由于这项研究结合了刺激-有机体-反应范式，新的发现出现了；使用这种范式可以测试新的联系，以更好地了解消费者的冲动和强迫行为。