Exploring the Psychological and Environmental Triggers of Impulse Purchases in Retail Markets

Abstract

This study examines the influence of personal determinants, namely, financial availability, temporal availability, and familial influence, on the impulse buying behavior of consumers in Pakistan’s retail sector. It further investigates the impact of in-store determinants, including the store environment, promotional initiatives, and product characteristics, on this behavior. Data were collected via an online survey administered in Karachi, Pakistan, yielding responses from 305 participants. The hypotheses were tested using statistical techniques such as SPSS and PLS-SEM. The findings revealed a significant association between the examined determinants—financial availability, temporal availability, familial influence, store environment, promotional initiatives, and product characteristics—and impulse buying behavior. All hypotheses were supported, indicating that both personal and in-store determinants significantly affect impulse purchasing. This research advances the comprehension of impulse buying within the context of Pakistan’s retail industry. By identifying critical personal and in-store determinants that stimulate impulse purchases, the study provides valuable insights for retail marketers. These insights may inform strategies designed not only to attract but also to retain consumers, thereby enhancing overall business performance. These results offer actionable guidance for experienced retail managers to enhance competitive retail strategies effectively.