...Exchange School Donghua University Undergraduate Research Project: Motivations for impulsive buying behavior and the effective marketing strategies selling grocery products Case: CITY SHOP By: Ilja Khanan Nationality: Germany Major Business Administration Student ID: 113110246 Supervisor: Nikola Zivlak Date: June 2014 Abstract For over sixty years, marketers and consumer researchers have studied Impulsive-buying behavior. Today, 30 to 60% of all purchases are impulsive in the USA (Crawford & Melewar 2003) for different product categories and it is considered to have a $4.2 billion annual volume. That’s why it is becoming more important for marketers to understand how people can be influenced when shopping in order to increase revenues and profits. Millions of dollars are spent on in-store marketing efforts. Over the years, different models have been created for marketers to better understand the key drivers that lead to impulsive buying. This dissertation is written for the retailer or marketer who will adjust their marketing strategies to capture the opportunities of the consumer impulse purchases. This dissertation focuses on City shop and the strategies they use to encourage impulsive buying behavior. The thesis will cover the following topics in regard to impulsive buying: - Factors and influences that lead to impulsive buying behavior? - The different promotional approaches used by marketers? - What personal traits...
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...friends and family discounts … free shipping if you spend over $150! For an estimated 6% of Americans with compulsive buying tendencies, this is a tough time of the year. "The whole culture conspires against us in the holiday season," says April Lane Benson, a Manhattan psychologist who has treated compulsive shoppers for 15 years. Besides tempting sales, pressure to top last year's gifts and the urge to shop for oneself, she says, "the holidays bring up a lot of unfulfilled longing for some people—and that's one reason why they shop, as a salve for disappointment." While the stereotypical compulsive shopper is traditionally a woman in her 30s, experts say the ease and speed of Internet shopping is luring more men and more young people. Over Black Friday weekend, men outspent women $484 to $317, on average, according to the National Retail Federation. Men also spent an average of $200 online—twice as much as the average woman. In a 2005 survey of 195 U.K. teenagers, who grew up with the Internet, 44% showed signs of compulsive shopping habits, according to research published in the British Journal of Psychology. "The Internet is dangerous for compulsive buyers in two ways," says psychiatrist Elias Aboujaoude, director of the Impulse Control Disorders Clinic at Stanford University School of Medicine. Transactions move so quickly, it is hard to pause to reassess the buying urge, he says. The Internet also lets people dissociate from reality and assume a grandiose alter-ego fueled by virtual...
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...Many people have only witnessed hoarding via television shows that brought the phenomenon to the public eye, but for me, it was a long-lived reality. For those who are unfamiliar with the concept of compulsive hoarding, it is defined as: (a) the acquisition of, and failure to discard, a large number of possessions; (b) clutter that preludes activities for which living spaces were designed; and (c) significant distress or impairment in functioning caused by the hoarding” (Frost & Hartl, 1996). My sister and I lived with a hoarder from the moment we were born, until we were old enough to move out on our own. Naturally, we grew up believing that it was normal for families to live in clutter. We started to question the condition of our household however, when our parents adamantly refused to have company over, whether it was family or friends. This “rule” would lead to many years of arguments and fights within the family, and I grew distant and angry with my parents as time passed. To this day, I am embarrassed and disgusted with my parents and the way they live. It is because of what I experienced that I decided to research hoarding and illustrate the detrimental effects faced by families living with a hoarder. As I mentioned previously, my parents were strictly against inviting people over. While hoarders may be willing to meet friends and family members outside of their homes, for example at restaurants or at the other person’s home, they generally refuse to allow anyone who does...
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...every 30 adults suffer from compulsive shopping, it can be described as the human mentality of compulsive consumption, whether or not it is crucial for their needs or not. It is also stated as a mental disorder, referred to as oniomania, buying mania, compulsive consumption, compulsive shopping and addictive or impulsive buying. Marketers have always emphasized on how to encourage this consumption pattern among all consumers. A recent search has shown that in the area of disease theories, a model that is dominant metaphor used to increase both the drug addiction and alcoholism in many treatment program such as Alcoholics Anonymous. Within the market three characteristics have showed the common symptom of compulsive shopping that includes the presence of a drive, impulse, or urge to engage in the behavior, denial of the harmful consequences of engaging in the behavior and repeated failure in attempts to control or alter the behavior. The primary criterion to determine whether buying behavior is innocuous or potentially compulsive buying is whether or not such behavior is causing disruption in the normal life of the individual. One aspect of looking this is that it is an impact of marketer who is putting up such deals that their urge to buying the products is increasing. This can be explained by taking an example, a company is offering an exchange offer on a product and the extra payment has to be made through EMI than it is easier for any individual to buy as the payment has...
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...Are You a Shopaholic? 3 Steps To Fixing Your Addiction 1 Posted June 26, 2012 by Danica Saarah Nelson in Advice “The first step to recovering is admitting you have a problem,” is a cliché we hear all the time. But do you see overspending on constant shopping trips as a crucial life issue that’s nearly as harmful as drugs or alcohol? It can be! Spending your disposable income on unnecessary items (especially when they’re charged to your credit card) is a surefire way to an unsuccessful and unhappy future. Below are the first three steps you can take to curing your illness. Step 1 – Remove Yourself From ALL Mailing Lists It’s hard, but it’s the easiest way to avoid succumbing to the temptations of spending money on something you wouldn’t have otherwise if you weren’t victim to that specific e-mail. If you REALLY want to get exclusive information on a sale or get your hands on a coupon code, a simple Google Search will do the trick. Removing yourself from every mailing list you’ve subscribed to is your first step towards curing your spending habits! Step 2 – Ditch the Plastic. Adopt the Paper! This one is pretty simple. All you have to do is take your Credit and Debit Cards out of your wallet. People essentially spend less when they’re using cash because they can see for themselves how quickly it can decrease as opposed to when you’re using plastic, you just swipe and go. Ever change your mind about purchasing something because you don’t want to break your $20? Then...
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...committed to cultivating a spectacular wardrobe and could spend thousands of dollars on a pair of shoes or a designer dress without a gram of guilt. Going shopping was part of the routine for the protagonists of the program and Carrie became a fashion icon that illustrated the relationship between women and shopping. Is it true that we shop more than men, that shopping pleases us on a bad day or we have this uncontrollable urge? Researchers agree that its much more than opening the wallet and removing the card. In fact, women complete many of the visits to a store or mall without purchasing anything. That’s because for women these visits also symbolize entertainment, creativity, pleasure and independence. Which matters much more than just buying, says Patricia Huddleston, consumer specialist at the University of Michigan, in her book behavior Consumer Behavior: Women and Shopping. But is there such thing as too much shopping? Shopping addiction is characterized by an uncontrollable urge to buy unnecessary and superfluous products and when the wild and compulsive consumption exceeds the financial capacity of the person it is when the problems begins. In this post we will see what is Compulsive Shopping Disorder, its main problems and how we can overcome it. What is shopping addiction? As mentioned earlier, shopping addiction is an uncontrollable impulse to buy products that a person does not need. This disorder ends up creating a relationship of dependency and tolerance...
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...Shopaholic Tomas Garcia Newberry College Submitted in partial fulfillments of the requirements for BUA 311-Business Ethics Octuber 2, 2015 Semester and Year: Fall, 2015 Address: 2100 College Street City, State, Zip: Newberry SC, 29108 Email: tomas.garcia@newberry.edu Instructor: Gerald Seals Abstract This paper discusses how compulsive spending fits the ethical issue of compulsive behaviors and describes the different ways compulsive consumption can be manifested. Addictive behaviors are characterized by the ability to produce immediate satisfaction or relief from any discomfort. Addictions begin as pleasant behavior but later in variable term for each of them, enslave the subject who feels compelled to repeat, despite the discomfort that you are causing, and may provoke some conflicts. If the person is caught in this repetitive behavior, he finally created a real addiction. We talk about addiction when an addictive behavior so largely it involves the subject that leads to a dependency. Conspicuous consumption is becoming a cultural problem in the society, leading to crippling consumer debt and our consumption is unsustainable both economically and environmentally. Consumerism goes hand-in-hand with a compulsive attitude. This compulsive attitude is a pathological behavior and is considered as physiological dependence, or a behavior addiction. It is considered a recurring behavior, which despite attempts to resist the urge occurs. A behavior is considered...
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