Title:Psychological and environmental antecedents of impulse buying tendency in the

multichannel shopping context

Author(s):Jihye Park, (Hankuk University of Foreign Studies, Seoul, South Korea), Sharron J.
Lennon, (Department of Consumer and Textile Sciences, The Ohio State University, Columbus,
Ohio, USA)
Citation:Jihye Park, Sharron J. Lennon, (2006) "Psychological and environmental antecedents of
impulse buying tendency in the multichannel shopping context", Journal of Consumer
Marketing, Vol. 23 Iss: 2, pp.56 – 66
Keywords:Buying behaviour, Consumer psychology, Teleshopping, United States of America
Article type: Research paper
DOI:10.1108/07363760610654998 (Permanent URL)
Publisher: Emerald Group Publishing Limited

Abstract:

Purpose – The purpose of this study is to examine the effect of psychological traits and shopping
environmental factors on impulse buying tendency via television shopping programs and to
reflect the inherent nature of the impulsive television shopping environment in the USA as well
as the traditional retail channel.

Design/methodology/approach – A total of 154 questionnaires were returned from multichannel

customers who purchased apparel from television shopping programs and traditional retail stores.

Findings – Five causal relationships among impulse buying and interaction tendencies in both
television and retail settings and TV shopping program browsing duration proposed in this study
were confirmed through structural equation modeling.

Research limitations/implications – This study adds valuable empirical findings to the literature
on the distribution channel relationship by examining buying behavior of multichannel
customers as well as some theoretical implications for impulse buying-related theories.

Originality/value – This study provides insights for customer impulse buying behavior in the
multiple shopping environments.