WordNet
- the act of applying force suddenly; "the impulse knocked him over" (同)impulsion, impetus
- the act of buying; "buying and selling fill their days"; "shrewd purchasing requires considerable knowledge" (同)purchasing
PrepTutorEJDIC
- 衝動買い
- 〈U〉〈C〉(心の)『衝動』,一時の感情,でき心 / 〈C〉『衝撃』,推進力(push);刺激 / 〈C〉インパルス(短時間だけ続く電流) / 〈C〉(神経細胞が起こす)衝動
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An impulse purchase or impulse buying is an unplanned decision to buy a product or service, made just before a purchase.[1] One who tends to make such purchases is referred to as an impulse purchaser or impulse buyer. Research findings suggest that emotions and feelings play a decisive role in purchasing, triggered by seeing the product or upon exposure to a well crafted promotional message.[1]
Marketers and retailers tend to exploit these impulses which are tied to the basic want for instant gratification. For example, a shopper in a supermarket might not specifically be shopping for confectionery. However, candy, gum, mints and chocolate are prominently displayed at the checkout aisles to trigger impulse buyers to buy what they might not have otherwise considered.[2] Alternatively, impulse buying can occur when a potential consumer spots something related to a product that stirs a particular passion in them, such as seeing a certain country's flag on the cover of a certain DVD. Sale items are displayed in much the same fashion.
Impulse buying can also extend to more expensive items such as automobiles and home appliances. Automobiles in particular are as much an emotional purchase as a rational one. This in turn leads auto dealers all over the world to market their products in a rapid-fire, almost carnival-like manner designed to appeal to emotion over reason.
Impulse buying disrupts the normal decision making models in consumers' brains. The logical sequence of the consumers' actions is replaced with an irrational moment of self gratification. Impulse items appeal to the emotional side of consumers. Some items bought on impulse are not considered functional or necessary in the consumers' lives. Preventing impulse buying involves techniques such as setting budgets before shopping and taking time out before the purchase is made.[3]
A study published in the June 2008 issue of the Journal of Consumer Research suggests that consumers are more susceptible to making impulsive purchases for one brand over another if they are distracted while shopping. In the study, Central Michigan University Psychology professor Bryan Gibson surveyed college students by measuring their preference for a variety of soft drinks, including Coke and Pepsi. Results of Gibson's study found that implicit attitudes, or those that people may not be conscious of and able to verbally express, predicted product choice only when participants were presented with a cognitive task, suggesting that implicit product attitudes may play a greater role in product choice when the consumer is distracted or making an impulse purchase.[4]
While impulse purchasing happens at almost every retail chain, Walmart in particular has gained a well-known reputation for individuals making impulse purchases.[5]
See also
- clearance
- Considered purchase
- Decision fatigue
- Impulsivity
References
- ^ a b "What is impulse buying?". Businessdictionary.com. Retrieved 2011-12-22.
- ^ "Tempting Shopping, Children and Impulse Buying - David Vernon, March 2007". Kindredcommunity.com. Retrieved 2011-12-22.
- ^ Are you an impulse buyer? Accessed May 2010.
- ^ Study Shows Consumers May be Swayed by Distraction Newswise, Retrieved on July 16, 2008.
- ^ http://articles.businessinsider.com/2012-05-14/news/31696231_1_gas-prices-shopper-skymall
UpToDate Contents
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English Journal
- 'Impulsive compulsivity' in obsessive-compulsive disorder: A phenotypic marker of patients with poor clinical outcome.
- Kashyap H, Fontenelle LF, Miguel EC, Ferrão YA, Torres AR, Shavitt RG, Ferreira-Garcia R, do Rosário MC, Yücel M.SourceMelbourne Neuropsychiatry Centre, Department of Psychiatry, University of Melbourne and Melbourne Health, Australia.
- Journal of psychiatric research.J Psychiatr Res.2012 Sep;46(9):1146-52. Epub 2012 May 28.
- Although traditionally obsessive-compulsive disorder (OCD) and impulse control disorders (ICD) have represented opposing ends of a continuum, recent research has demonstrated a frequent co-occurrence of impulsive and compulsive behaviours, which may contribute to a worse clinical picture of some psy
- PMID 22647523
- Addictive behaviors and Parkinson's disease.
- Witjas T, Eusebio A, Fluchère F, Azulay JP.SourceService de neurologie et pathologie du mouvement, hôpital de la Timone, 254, rue Saint-Pierre, 13385 Marseille cedex 05, France. Electronic address: tatiana.witjas@ap-hm.fr.
- Revue neurologique.Rev Neurol (Paris).2012 Aug;168(8-9):624-33. doi: 10.1016/j.neurol.2012.06.014. Epub 2012 Aug 24.
- INTRODUCTION: In Parkinson's disease, the degeneration of the dopaminergic system and the longstanding exposure to dopamine replacement therapy (DRT) may cause, in a group of vulnerable patients, dysregulation of the brain reward system. STATE OF THE ARTS: These patients develop DRT-related compulsi
- PMID 22921247
Japanese Journal
- 後悔は衝動買いをやめされられるか? : 制御資源と後悔想起が衝動買いの抑制に及ぼす効果
- 社会的自己制御とBIS/BAS・Effortful Controlによる問題行動の弁別的予測性
- 原田 知佳,吉澤 寛之,吉田 俊和
- パーソナリティ研究 19(1), 76-78, 2010
- … The study tested the hypothesis that the direct effect of SSR on problem behaviors in social settings, such as antisocial behavior, is stronger than temperament facets (BIS/BAS, EC), whereas the direct effect of temperament facets on personal problem behaviors, such as eating disorder and impulse buying, are stronger than SSR. …
- NAID 130000309272
- 衝動買い行動に対する遅延強化の馴化による衝動コントロールの試み
Related Links
- Spur of the moment, unplanned decision to buy, made just before a purchase. Research findings suggest that emotions and feelings play a decisive role in purchasing ... I knew he practiced impulse buying and would buy things that ...
- Impulse buying is a common behavior today. Our culture of consumption enables us to succumb to temptation and purchase something without considering the consequences of the buy. Is that a bad thing? In my view, yes, it can ...
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- 刺激、(心の)衝動、一時の感情、はずみ、でき心、衝動、行動の原因、推進力、鼓舞、欲求