An Empirical Study on Impulsive Buying Behavior

Abstract

There is a wealth of research on Impulsive Buying Behavior in the developed countries. However, dearth of research on this issue in Pakistan was the motivating factor for undertaking this research. The purpose of this research was to (1) identify the variables related to impulsive buying; (2) identify the relationships of these variables; (3) ascertain their validity in Pakistan; (4) empirically test the derived hypothesis. Based on literature survey, the variables identified for this study were individualism, collectivism, mood, and proximity. A questionnaire based on the above variables was developed and administered in one of the affluent areas of Karachi i.e. Clifton and Defence. The sample size was 120. Four different hypotheses were derived that were tested through regression, F- and T-tests.