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Paper Information

Journal:   NEW MARKETING RESEARCH JOURNAL   SPRING 2017 , Volume 7 , Number 1 (24) ; Page(s) 75 To 92.
 
Paper: 

IDENTIFYING THE RELATIONSHIP BETWEEN SOCIABILITY FEATURES OF SELLERS, STORE INTERIOR AND IMPULSE BUYING BEHAVIOR OF CUSTOMERS (CASE STUDY: SHAHRVAND CHAIN STORES IN TEHRAN)

 
 
Author(s):  SHAPOURI LEILA, YAZDANI NASER, GHAZIZADEH MOSTAFA
 
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Abstract: 

Nowadays, as a result of growing competitive environment, identifying and understanding the importance of factors affecting customer’s buying behavior is considered as a powerful tool which can be used in order to be distinguished from competitors and attract customers, subsequently. Since most buyers are often involved in impulse purchases and more than half of them make impulse buying in the shopping centres, this paper is aimed to identify the relationship between sociability features of sellers, store interior and impulse buying behavior of customers. The research methodology was descriptive- survey and data were collected using questionnaire. Furthermore, the research sample size is equal to 398 customers out of all customers of Shahrvand Chain Stores in Tehran, using convenience sampling method.
Moreover, data were analyzed via the two softwares of SPSS22 and Smart PLS2. The research results showed that the sociability features of sellers and store interior have a positive effect on impulse buying behavior. Also, the results indicated that two situational factors including spot cash and purchase intention moderate the emotional positive states of customers and impulse buying behavior, while the uptime variable is not able to play the role of moderator variable.

 
Keyword(s): IMPULSE BUYING BEHAVIOR, SOCIABILITY FEATURES OF SELLERS, STORE INTERIOR, SITUATIONAL FACTORS
 
 
References: 
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Click to Cite.
APA: Copy

SHAPOURI, L., & YAZDANI, N., & GHAZIZADEH, M. (2017). IDENTIFYING THE RELATIONSHIP BETWEEN SOCIABILITY FEATURES OF SELLERS, STORE INTERIOR AND IMPULSE BUYING BEHAVIOR OF CUSTOMERS (CASE STUDY: SHAHRVAND CHAIN STORES IN TEHRAN). NEW MARKETING RESEARCH JOURNAL, 7(1 (24) ), 75-92. https://www.sid.ir/en/journal/ViewPaper.aspx?id=570180



Vancouver: Copy

SHAPOURI LEILA, YAZDANI NASER, GHAZIZADEH MOSTAFA. IDENTIFYING THE RELATIONSHIP BETWEEN SOCIABILITY FEATURES OF SELLERS, STORE INTERIOR AND IMPULSE BUYING BEHAVIOR OF CUSTOMERS (CASE STUDY: SHAHRVAND CHAIN STORES IN TEHRAN). NEW MARKETING RESEARCH JOURNAL. 2017 [cited 2021May11];7(1 (24) ):75-92. Available from: https://www.sid.ir/en/journal/ViewPaper.aspx?id=570180



IEEE: Copy

SHAPOURI, L., YAZDANI, N., GHAZIZADEH, M., 2017. IDENTIFYING THE RELATIONSHIP BETWEEN SOCIABILITY FEATURES OF SELLERS, STORE INTERIOR AND IMPULSE BUYING BEHAVIOR OF CUSTOMERS (CASE STUDY: SHAHRVAND CHAIN STORES IN TEHRAN). NEW MARKETING RESEARCH JOURNAL, [online] 7(1 (24) ), pp.75-92. Available: https://www.sid.ir/en/journal/ViewPaper.aspx?id=570180.



 
 
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