Antecedents of impulsive buying behaviour of FMCG customers: a case study from India
Shivangi Gupta, Manish Kumar Srivastava, Rukmani Jaiswal, Pankaj Singh, Vipin Vihari Ram TripathiPurpose
This study investigates the determinants of impulsive buying behaviour (IBB) in India's fast-moving consumer goods (FMCG) sector through an integrative framework.
Design/methodology/approach
This study employed partial least squares structural equation modelling technique for data analysis. Analysing responses from 506 Indian consumers, using Hawkins Stern theory, we identify 6 key drivers: visual displays, utilitarian motivation, promotional strategies, product variety, pricing and self-service formats.
Findings
By extending the Hawkins Stern framework in IBB contexts, findings reveal that while all factors significantly influence impulsive purchases, utilitarian motivation emerges as the strongest driver, with product variety showing an unexpected negative correlation.
Research limitations/implications
This research offers valuable strategic implications for FMCG firms to optimise store layouts, enhance promotions and improve competitive positioning.
Practical implications
The study also provides policymakers with insights to balance economic growth with sustainable consumption patterns in India's evolving retail landscape. It is particularly relevant given the sector's projected growth and the increasing importance of understanding localised consumer behaviour in emerging markets.
Originality/value
This study provides novel insights into relevant literature by validating the negative correlation between product variety and IBB.