Unravelling the Impact of Visual Merchandising on Consumer Impulse Buying Behaviour in Hypermarket
DOI:
https://doi.org/10.21834/e-bpj.v9i28.5874Keywords:
Consumer Impulse Buying Behaviour, Visual Merchandising, Consumer Self-Control, HypermarketAbstract
In the Malaysian retail landscape today, hypermarkets face stiff competition from various establishments like supermarkets and department stores. To stand out, hypermarket retailers employ Visual Merchandising (VM) techniques, in collaboration with product manufacturers. This study, entrenched in the Stimulus-Organism-Response (S-O-R) model, explores how VM influences Consumer Impulse Buying Behaviour (CIBB) in Malaysian hypermarkets, considering the mediating role of Consumer Self-Control (CSC). Data from 265 respondents reveal significant impacts of VM elements like cleanliness, product packaging, and digital media on CIBB. This study emphasizes the importance of VM strategies, in collaborating the effort between retailers and manufacturers to enhance impulse buying in hypermarkets and engage in more VM contemporary practices.
References
Achtziger, A., Hubert, M., Kenning, P., Raab, G., & Reisch, L. (2015). Debt Out of Control: The Links between Self-control , Compulsive buying , and Real debts. Journal of Economic Psychology, 49, 141–149. https://doi.org/10.1016/j.joep.2015.04.003 DOI: https://doi.org/10.1016/j.joep.2015.04.003
Ali, A., & Muhammad, K. (2021). Impact of Promotional Tools on Consumer Buying Behavior: A Case of FMCG Industry. Journal of Marketing Strategies, 3(1), 44–67. https://doi.org/10.52633/jms.v3i1.34 DOI: https://doi.org/10.52633/jms.v3i1.34
Amos, C., Holmes, G. R., & Keneson, W. C. (2014). A meta-analysis of consumer impulse buying. Journal of Retailing and Consumer Services, 21(2), 86–97. https://doi.org/10.1016/j.jretconser.2013.11.004 DOI: https://doi.org/10.1016/j.jretconser.2013.11.004
Anne, J. A., & Kacen, J. J. (2008). Cultural Influences on Consumer Satisfaction with Impulse and Planned Purchase Decisions. Journal of Business Research, 61, 265–272. https://doi.org/10.1016/j.jbusres.2007.06.006 DOI: https://doi.org/10.1016/j.jbusres.2007.06.006
Babin, B. J., & Harris, E. G. (2015). CB (6th Ed.). Cencage Learning.
Balaji, K., & Babu, M. K. (2015). The Theoritical Framework On Factors Affecting Consumer Impulsive Buying Behaviour In Retail Environment. International Journal of Scientific Research and Management, 3(3), 2389–2396. www.ijsrm.in
Baumeister, R. F. (2013). Self-control, fluctuating willpower, and forensic practice. The Journal of Forensic Practice, 15(2), 85–96. https://doi.org/10.1108/14636641311322278 DOI: https://doi.org/10.1108/14636641311322278
Beneke, J., Floyd, V., Rono, C., & Sherwood, K. (2015). Chocolate, Colour and Consideration: An Exploratory Study of Consumer Response to Packaging Variation in the South African Confectionery Sector. International Journal of Marketing Studies, 7(1), 55–65. https://doi.org/10.5539/ijms.v7n1p55 DOI: https://doi.org/10.5539/ijms.v7n1p55
Clow, K. E., & Baack, D. (2016). Integrated Advertising, Promotion, and Marketing Communications (7th Ed.). Pearson Education Limited.
Cuong, P. H. (2019). Antecedents of store management strategies and visual merchandising on the in-store engagement of consumer good buyers: An empirical study. Global Business and Finance Review, 24(4), 76–89. https://doi.org/10.17549/gbfr.2019.24.4.76 DOI: https://doi.org/10.17549/gbfr.2019.24.4.76
Garrido-Morgado, Á., & González-Benito, Ó. (2015). Merchandising at the point of sale: Differential effect of end of aisle and islands. BRQ Business Research Quarterly, 18(1), 57–67. https://doi.org/10.1016/j.brq.2013.11.004 DOI: https://doi.org/10.1016/j.brq.2013.11.004
Ghaffarkadhim, K., Harun, A., & Othman, B. A. (2019). Hypermarkets in malaysia: Issues of expansion, distribution and corporate social responsibility. International Journal of Psychosocial Rehabilitation, 23(2), 659–670. https://doi.org/10.37200/IJPR/V23I2/PR190322
Hassan, H., Mahdee, J., Sade, A. B., & Rahman, M. S. (2015). Hypermarket retailing expansion as a hub of socio-economic development in Malaysia. Journal of Business in Developing Nations, 14, 33–49. http://irep.iium.edu.my/44161/
Hoch, S. J., & Loewenstein, G. F. (1991). Time-Inconsistent Preferences and Consumer Self- Control Time-inconsistent Preferences and Consumer Self-Control. Journal of Consumer Research, 17, 492–507. DOI: https://doi.org/10.1086/208573
Iyer, G. R., Blut, M., Xiao, S. H., & Grewal, D. (2018). A meta-analysis of consumer impulse buying. Journal of the Academy of Marketing Science, 48(2020), 384–404. https://doi.org/10.1016/j.jretconser.2013.11.004
Iyer, G. R., Blut, M., Xiao, S. H., & Grewal, D. (2019). Impulse buying : a meta-analytic review. Journal of the Academy of Marketing Science, 48, 384–404. DOI: https://doi.org/10.1007/s11747-019-00670-w
Kacen, J. J., & Lee, J. A. (2002). The Influence of Culture on Consumer Impulsive Buying Behavior. Journal of Consumer Psychology, 12(2), 163–176. https://doi.org/10.1207/S15327663JCP1202_08 DOI: https://doi.org/10.1207/153276602760078686
Khuong, M. N., & Tran, T. B. (2015). Factors Affecting Impulse Buying toward Fashion Products in Ho Chi Minh City — A Mediation Analysis of Hedonic Purchase. International Journal of Trade, Economics and Finance, 6(4), 223–229. https://doi.org/10.7763/IJTEF.2015.V6.473 DOI: https://doi.org/10.7763/IJTEF.2015.V6.473
Kouchekian, M., & Gharibpoor, M. (2012). Investigation the Relationship between Visual Merchandising and Customer Buying Decision Case Study: Isfahan Hypermarkets. International Journal of Academic Research in Economics and Management Sciences, 1(2), 2226–3624. www.hrmars.com
Luniya, P. (2015). A Study on Impulse Buying and its Determinants : A Literature Review. Pacific Business Review International, 8(1), 66–69.
Minton, E. A. (2018). Affective and cognitive religiosity: Influences on consumer reactance and self-control. Journal of Consumer Behaviour, 17(2), 175–186. https://doi.org/10.1002/cb.1702 DOI: https://doi.org/10.1002/cb.1702
Moser, C. (2020). Impulse Buying: Designing for Self-Control with E-commerce.
Murali, R., Arunkumar, S., & Mahalakshmi, V. (2022). Effect of visual merchandising techniques on the impulsive buying behavior of apparel customers in the Tiruchirapalli city. AIP Conference Proceedings, 2473(July). https://doi.org/10.1063/5.0096815 DOI: https://doi.org/10.1063/5.0096815
Niazi, U., Haider, T., & Hayat, F. (2015). Visual Merchandising : Does it Matter for Your Brands ? Journal of Marketing and Consumer Research, 18, 80–85.
Sachitra, V., & Konara, S. (2023). Role of Interior and Exterior Stores Visual Merchandising on Consumers’ Impulsive Buying Behaviour: Reference to Apparel Retail Stores in Sri Lanka. Asian Journal of Education and Social Studies, 40(1), 16–29. https://doi.org/10.9734/ajess/2023/v40i1863 DOI: https://doi.org/10.9734/ajess/2023/v40i1863
Sahari, N., Othman, A. A., Elias, S., Manshor@Mansor, Shahrinizam, & M.Ali, N. (2023). Moving Beyond Visual Merchandising at Hypermarket: A Practice-Based View of Practitioners. Proceedings of the 1st Perbanas International Seminar of Economics, Business, Management, Accounting and IT (PROFICIENT) 2023, 1(1), 143–152. https://journal.perbanas.id/index.php/Proficient/article/view/692/404
Strömbäck, C., Lind, T., Skagerlund, K., Västfjäll, D., & Tinghög, G. (2017). Does self-control predict financial behavior and financial well-being? Journal of Behavioral and Experimental Finance, 14, 30–38. https://doi.org/10.1016/j.jbef.2017.04.002 DOI: https://doi.org/10.1016/j.jbef.2017.04.002
Tinne, W. (2011). Factors Affecting Impulse Buying Behavior of Consumers at Superstores in Bangladesh. ASA University Review, 5(1), 209-220. http://www.asaub.edu.bd/data/asaubreview/v5n1sl13.pdf
Downloads
Published
How to Cite
Issue
Section
License
Copyright (c) 2024 Norshahniza Sahari, Akmal Aini Othman, Norlina M.Ali, Atik Djajanti, Noraishah Kamarolzaman
This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.
