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Modelling the Factors of Store Environment on Impulse Buying Behavior Using TISM

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Advances in Materials Research (ICAMR 2019)

Part of the book series: Springer Proceedings in Materials ((SPM,volume 5))

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Abstract

The paper aims at identifying and studying all the major factors of the store environment that affect the impulse buying behavior of customers in Indian supermarkets, using the total interpretive structural modelling (TISM) technique. This paper also describes the network of relationships among various factors along with their positions of importance in causing impulse buying behavior, using analyses of their dependent and driving power. Lighting, merchandizing display, temperature, scent, and music are found to be the most important driving factors of the store environment that influence impulse buying behavior. The dependent factors are found to be degree of socialization, layout, and in-store promotional activities. Managers would do well to focus more on the driving factors to drive impulse buying behavior. Understanding the impact of the driving factors upon the dependent factors is also a key in executing an impulse buying strategy.

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Author information

Authors and Affiliations

  1. Amrita School of Business, Amrita Vishwa Vidyapeetham, Coimbatore, India

    M. Suresh & R. Dev Abhishek

Authors
  1. M. Suresh
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  2. R. Dev Abhishek
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Correspondence to M. Suresh .

Editor information

Editors and Affiliations

  1. Bannari Amman Institute of Technology, Erode, Tamil Nadu, India

    G. Kumaresan

  2. Department of Mechanical Engineering, National Institute of Technology Tiruchirappalli, Tiruchirappalli, Tamil Nadu, India

    N. Siva Shanmugam

  3. Centre for Applied Research, Chennai Institute of Technology, Chennai, Tamil Nadu, India

    V. Dhinakaran

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Suresh, M., Abhishek, R.D. (2021). Modelling the Factors of Store Environment on Impulse Buying Behavior Using TISM. In: Kumaresan, G., Shanmugam, N.S., Dhinakaran, V. (eds) Advances in Materials Research. ICAMR 2019. Springer Proceedings in Materials, vol 5. Springer, Singapore. https://doi.org/10.1007/978-981-15-8319-3_74

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