Araştırma Makalesi
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İTKİSEL (DÜRTÜSEL) SATIN ALMA DAVRANIŞININ NEDENLERİ VE SONUÇLARI: TURİZM VE KONAKLAMA SEKTÖRÜNDE BİR ÇALIŞMA

Yıl 2018, Cilt: 11 Sayı: 2, 17 - 45, 26.12.2018

Öz

İtkisellik daha çok sosyoloji ve psikoloji alanında araştırılan bir konu iken son yıllarda pazarlama alanındaki çalışmaların da yapıldığı görülmektedir. İtkisellik ile ilgili çalışmalarla eşgüdümlü olarak itkiselliğin ve itkisel satın alma davranışının da toplum genelinde hızla arttığı görülmektedir. Çalışmalara bakıldığında itkisel satın alma davranışının toplam satın alma kararlarının %95’ine kadar ulaştığı görülmektedir. Bu nedenle çalışmada tüketicileri itkisel satın alma davranışına iten faktörler ve itkisel satın alma davranışının sonuçları incelenmiştir.

Araştırma kapsamında araştırmaya katılmayı kabul eden Uşak’ta 247, İzmir’de 76, İstanbul’da 105, Akhisar’da 50, Merzifon’da 21, Ankara’da 41 ve Balıkesir’de 18 kişi olmak üzere 558 kişiden veri toplanmıştır. Araştırma verilerine nicel araştırma deseninde anket ile kolayda örnekleme yöntemi kullanılarak ulaşılmıştır. Araştırma sonuçlarına bakıldığında para ve zaman müsaitliği tüketicileri itkisel olarak tatil paketi satın alma eğilimine sevk etmektedir. Buna karşın tüketicilerin duygudurum düzeyi, sebatsızlık, tatil ihtiyacının şiddeti, bilişsellik ihtiyacı, para ve miktar indiriminin itkisel satın alma eğilimine etkisi bulunmamaktadır. Son olarak saf ve planlı olarak satın alınan tatil paketinden sonra tüketiciler aldıkları hizmetten tatmin olurken öneri ve hatırlama yoluyla itkisel satın alma davranışında bulunan tüketiciler ise aldıkları mal veya hizmetlerden memnun olmamaktadırlar. İleride yapılacak araştırmalarda itkisel satın alınan mal veya hizmetlere karşı tüketicilerin farklı tutumları incelenmelidir.


Kaynakça

  • Abrahams, B. (1997). "It's All in the Mind". Marketing, March 27, 31-33.
  • Anić, Ivan-Damir; Radas, Sonja (2006). “The Impact of Situational Factors on Purchasing Outcomes in the Croatian Hypermarket Retailer”. Ekonomski Pregled, 57(11), 730-752.
  • Badgaiyan, Anant Jyoti; Anshul, Verma (2015). “Does Urge to Buy Impulsively Differ from Impulsive Buying Behaviour? Assessing the Impact of Situational Factors”. Journal of Retailing and Consumer Services, 22, 145-157.
  • Bagozzi, P. Richard; Youjae, Yi. (1988). “On the Evaluation of Structural Equation Models”. Journal of the Academy of Marketing Science, 16(1), 74–94.
  • Baumeister, F. Roy (2002). “Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior”. Journal of Consumer Research, 28(4), 670-676.
  • Beatty, E. Sharon; Ferrell, M. Elizabeth (1998). “Impulse Buying: Modeling Its Precursors”. Journal of Retailing, 74(2), 169-191.
  • Bell, R. David; Corsten, Daniel; Knox, George (2011). “From Point-of-Purchase to Path-to-Purchase: How Preshopping Factors Drive Unplanned Buying”. Journal of Marketing, 75(1), 31-45.
  • Boz, Hakan (2015). “Turistik Ürün Satın Alma Karar Sürecinde İtkiselliğin Rolü: Psikonörobiyokimyasal Analiz”, (Yayınlanmamış Doktora Tezi), Balıkesir Üniversitesi, Sosyal Bilimler Enstitüsü, Balıkesir.
  • Boz, Hakan; Arslan, Aytuğ; Koç, Erdoğan (2017). “Neuromarketing Aspect of Tourism Pricing Psychology”. Tourism Management Perspectives, 23, 119-128.
  • Boz, Hakan; Köse, Utku (2018). "Emotion Extraction from Facial Expressions by Using Artificial Intelligence Techniques”. BRAIN. Broad Research in Artificial Intelligence and Neuroscience, 9.1, 5-16.
  • Bratko, Denis; Butkovic, Ana; Bosnjak, Michael (2013). “Twin Study of Impulsive Buying and its Overlap with Personality”. Journal of Individual Differences, 34(1), 8-14.
  • Cacioppo, John T.; Petty, E. Richard (1982). “The Need for Cognition”. Journal of Personality and Social Psychology, 42(1), 116-131.
  • Cacioppo, T. John; Petty, E. Richard (1984). “The Need for Cognition: Relationship to Attitudinal Processes”. Social Perception in Clinical and Counseling Psychology, 2, 113-140.
  • Clover, T. Vernon (1950). “Relative Importance of Impulse-Buying in Retail Stores”. The Journal of Marketing, 15(1), 66-70.
  • Crawford, G.; Melewar, T. C. (2003). “The Importance of Impulse Purchasing Behaviour in the International Airport Environment”. Journal of Consumer Behaviour, 3(1), 85-98.
  • Damasio, Antonio (1994). Descartes' Error: Emotion, Reason, and the Human Brain. New York: Grosset/Putnam.
  • Dantoni, S. Joseph; Shenson, Howard L. (1973). “Impulse Buying Revisited: A Behavioral Typology”. Journal of Retailing, 49(1), 63-76.
  • Demirci, Esra; Özmen, Sevgi; Öztop, Behice Didem (2016). “Relationship between Impulsivity and Serum Oxytocin in Male Children and Adolescents with Attention-Deficit and Hyperactivity Disorder: A Preliminary Study”. Nöro Psikiyatri Arşivi, 53(4), 291.
  • DeNardin, Tom; Cole, Henry S.; Clow, E. Kenneth (2015). “Are Consumers Willing to Pay a Price Premium to Shop Locally?”. International Journal of Business, Marketing & Decision Science, 8(1), 86-99.
  • Dittmar, Helga; Drury, John (2000). “Self-Image–Is It in the Bag? A Qualitative Comparison between “Ordinary” and “Excessive” Consumers”. Journal of Economic Psychology, 21(2), 109-142.
  • Donovan, J. Robert; Rossiter, R. John; Marcoolyn, Gilian; Nesdale, Aandrew (1994). “Store Atmosphere and Purchasing Behavior”. Journal of Retailing, 70(3), 283–294.
  • Evenden, L. John (1999). “Varieties of Impulsivity”. Psychopharmacology, 146(4), 348-361.
  • Fornell, Claes; Larcker, David F. (1981). “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error”. Journal of Marketing Research, 18 February, 39–50.
  • Gladwell, Malcolm (2005). The Power of Thinking without Thinking. New York: Little, Brown and Cie.
  • Han, Doug Hyun; Yoo, Hee Jeong; Kim, Boung Nyun; McMahon, William; Renshaw, F. Perry (2014). “Brain Activity of Adolescents with High Functioning Autism in Response to Emotional Words and Facial Emoticons”. PloS One, 9(3), e91214.
  • Harrison, A. Amanda; Barry, J. Everitt; Robbins, Trevor W. (1997). “Central 5-HT Depletion Enhances Impulsive Responding without Affecting the Accuracy of Attentional Performance: Interactions with Dopaminergic Mechanisms”. Psychopharmacology, 133(4), 329-342.
  • Hausman, Angela (2000), “A Multi-Method Investigation of Consumer Motivations in Impulse Buying Behavior”. Journal of Consumer Marketing, 17(15), 403-419.
  • Hendriks, Aa Jolijn; Willem, K. B. Hofstee; Boele, De Raad (1999). “The Five-Factor Personality Inventory (FFPI)”. Personality and Individual Differences, 27, 307-325.
  • Duncan, J. Herrington; Capella, Louis M. (1995). “Shoppers Reactions to Perceived Time Pressure”. International Journal of Retail & Distribution Management, 23(12), 13-20.
  • Hoch, J. Stephen; Loewenstein, George F. (1991). “Time-Inconsistent Preferences and Consumer Self-Control”. Journal of Consumer Research, 17(4), 492-508. Hubert, Marco; Hubert, Mirja; Riedl, Rene; Kenning, Peter (2014). “How Consumer Impulsiveness Moderates Online Trustworthiness Evaluations: Neurophysiological Insights,” Proceedings of the 35th International Conference on Information Systems, M. D. Myers, D. W. Straub (Eds.), Auckland, New Zealand. December 14-17.
  • Imam, Fatıma (2013). “Gender Differences in Impulsive Buying Behavior and Post-Purchasing Dissonance under incentive Conditions”. Journal of Business Strategies, 7(1), 23-29.
  • Iyer, S. Easwar (1989). “Unplanned Purchasing: Knowledge of Shopping Environment and Time Pressure”. Journal of Retailing, 65(1), 40-57.
  • Jain, Sheetal; Mohammed, Naved Khan; Sita, Mishra (2015). “Factors Affecting Luxury Purchase Intention: A Conceptual Framework Based on an Extension of the Theory of Planned Behavior”. South Asian Journal of Management, 22(4), 136-163.
  • Jeon, J. O. (1990). “An Empirical Investigation of the Relationship between Affective States. In-Store Browsing, and Impulse Buying”, (Unpublished Doctoral Thesis), The University of Alabama, Tuscaloosa.
  • Johnson, Burke; Christensen, Larry (2004). Educational Research: Quantitative, Qualitative, and Mixed Approaches. Boston: Pearson.
  • Jones, A. Michael; Reynolds, E. Kristy; Weun, Seungong; Beatty, E. Sharon (2003). “The Product-Specific Nature of Impulse Buying Tendency”. Journal of Business Research, 56(7), 505-511.
  • Kacen, J. Jacqueline; Julie, Anne Lee (2002). “The Influence of Culture on Consumer Impulsive Buying Behavior”. Journal of Consumer Psychology, 12(2), 163–176.
  • Kahnemann, Daniel; Tversky, Amos (1979). “Prospect Theory: An Analysis of Decision under Risk”. Econometrica, 47(2), 263-291.
  • Karbasivar, Alireza; Hasti, Yarahmadi (2011). “Evaluating Effective Factors on Consumer Impulse Buying Behavior”. Asian Journal of Business Management Studies, 2(4), 174-81.
  • Koç, Erdoğan; İlgün, Ayşe (2010). “An investigation into the Discourse of Political Marketing Communications in Turkey: The Use of Rhetorical Figures in Political Party Slogans”. Journal of Political Marketing, 9(3), 207-224.
  • Koç, Erdoğan; Boz, Hakan (2014). “Psychoneurobiochemistry of Tourism Marketing”. Tourism Management, 44, 140-148.
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CAUSES AND CONSEQUENCES OF IMPULSIVE BUYING BEHAVIOUR: A STUDY IN THE TOURISM AND HOSPITALITY SECTOR

Yıl 2018, Cilt: 11 Sayı: 2, 17 - 45, 26.12.2018

Öz

While impulsivity is a subject that has been explored more in sociology and psychology, it seems that in recent years there has been a considerable increase in the field of marketing. At the same time, it seems that the impulsivity/impulsive buying behavior are rapidly increasing in society as a whole. According to the literature, impulsive buying behavior can accounts up to 95% of all purchases. For this reason, the main purpose of the study were investigated the factors affecting the tendency to impulsive buying behavior and the results of impulsive buying behavior.

Data were collected from 558 participants who agreed to participate in the research, including 247 in Uşak, 76 in İzmir, 105 in Istanbul, 50 in Akhisar, 21 in Merzifon, 41 in Ankara and 18 in Balıkesir. The research data were collected by means of questionnaire. According to the study results, the availability of money and time leads consumers to tend to impulsive buy holiday packages. On the other hand, consumers' mood level, impatience, severity of holiday need, need for cognition, amount of money and quantity discount have no statistically effect on the tendency to impulsive buying. Consumers who have a tendency to impulsive buying are buying impulsive. Finally, after a holiday package purchased in a pure and planned impulsive buying, consumers are satisfied with the service they receive, while consumers who are in the behavior of purchasing by recommendation and reminder impulsive buying behavior are not satisfied with the service they receive. Future research should examine the attitudes of consumers towards goods or services that are purchased impulsive.


Kaynakça

  • Abrahams, B. (1997). "It's All in the Mind". Marketing, March 27, 31-33.
  • Anić, Ivan-Damir; Radas, Sonja (2006). “The Impact of Situational Factors on Purchasing Outcomes in the Croatian Hypermarket Retailer”. Ekonomski Pregled, 57(11), 730-752.
  • Badgaiyan, Anant Jyoti; Anshul, Verma (2015). “Does Urge to Buy Impulsively Differ from Impulsive Buying Behaviour? Assessing the Impact of Situational Factors”. Journal of Retailing and Consumer Services, 22, 145-157.
  • Bagozzi, P. Richard; Youjae, Yi. (1988). “On the Evaluation of Structural Equation Models”. Journal of the Academy of Marketing Science, 16(1), 74–94.
  • Baumeister, F. Roy (2002). “Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior”. Journal of Consumer Research, 28(4), 670-676.
  • Beatty, E. Sharon; Ferrell, M. Elizabeth (1998). “Impulse Buying: Modeling Its Precursors”. Journal of Retailing, 74(2), 169-191.
  • Bell, R. David; Corsten, Daniel; Knox, George (2011). “From Point-of-Purchase to Path-to-Purchase: How Preshopping Factors Drive Unplanned Buying”. Journal of Marketing, 75(1), 31-45.
  • Boz, Hakan (2015). “Turistik Ürün Satın Alma Karar Sürecinde İtkiselliğin Rolü: Psikonörobiyokimyasal Analiz”, (Yayınlanmamış Doktora Tezi), Balıkesir Üniversitesi, Sosyal Bilimler Enstitüsü, Balıkesir.
  • Boz, Hakan; Arslan, Aytuğ; Koç, Erdoğan (2017). “Neuromarketing Aspect of Tourism Pricing Psychology”. Tourism Management Perspectives, 23, 119-128.
  • Boz, Hakan; Köse, Utku (2018). "Emotion Extraction from Facial Expressions by Using Artificial Intelligence Techniques”. BRAIN. Broad Research in Artificial Intelligence and Neuroscience, 9.1, 5-16.
  • Bratko, Denis; Butkovic, Ana; Bosnjak, Michael (2013). “Twin Study of Impulsive Buying and its Overlap with Personality”. Journal of Individual Differences, 34(1), 8-14.
  • Cacioppo, John T.; Petty, E. Richard (1982). “The Need for Cognition”. Journal of Personality and Social Psychology, 42(1), 116-131.
  • Cacioppo, T. John; Petty, E. Richard (1984). “The Need for Cognition: Relationship to Attitudinal Processes”. Social Perception in Clinical and Counseling Psychology, 2, 113-140.
  • Clover, T. Vernon (1950). “Relative Importance of Impulse-Buying in Retail Stores”. The Journal of Marketing, 15(1), 66-70.
  • Crawford, G.; Melewar, T. C. (2003). “The Importance of Impulse Purchasing Behaviour in the International Airport Environment”. Journal of Consumer Behaviour, 3(1), 85-98.
  • Damasio, Antonio (1994). Descartes' Error: Emotion, Reason, and the Human Brain. New York: Grosset/Putnam.
  • Dantoni, S. Joseph; Shenson, Howard L. (1973). “Impulse Buying Revisited: A Behavioral Typology”. Journal of Retailing, 49(1), 63-76.
  • Demirci, Esra; Özmen, Sevgi; Öztop, Behice Didem (2016). “Relationship between Impulsivity and Serum Oxytocin in Male Children and Adolescents with Attention-Deficit and Hyperactivity Disorder: A Preliminary Study”. Nöro Psikiyatri Arşivi, 53(4), 291.
  • DeNardin, Tom; Cole, Henry S.; Clow, E. Kenneth (2015). “Are Consumers Willing to Pay a Price Premium to Shop Locally?”. International Journal of Business, Marketing & Decision Science, 8(1), 86-99.
  • Dittmar, Helga; Drury, John (2000). “Self-Image–Is It in the Bag? A Qualitative Comparison between “Ordinary” and “Excessive” Consumers”. Journal of Economic Psychology, 21(2), 109-142.
  • Donovan, J. Robert; Rossiter, R. John; Marcoolyn, Gilian; Nesdale, Aandrew (1994). “Store Atmosphere and Purchasing Behavior”. Journal of Retailing, 70(3), 283–294.
  • Evenden, L. John (1999). “Varieties of Impulsivity”. Psychopharmacology, 146(4), 348-361.
  • Fornell, Claes; Larcker, David F. (1981). “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error”. Journal of Marketing Research, 18 February, 39–50.
  • Gladwell, Malcolm (2005). The Power of Thinking without Thinking. New York: Little, Brown and Cie.
  • Han, Doug Hyun; Yoo, Hee Jeong; Kim, Boung Nyun; McMahon, William; Renshaw, F. Perry (2014). “Brain Activity of Adolescents with High Functioning Autism in Response to Emotional Words and Facial Emoticons”. PloS One, 9(3), e91214.
  • Harrison, A. Amanda; Barry, J. Everitt; Robbins, Trevor W. (1997). “Central 5-HT Depletion Enhances Impulsive Responding without Affecting the Accuracy of Attentional Performance: Interactions with Dopaminergic Mechanisms”. Psychopharmacology, 133(4), 329-342.
  • Hausman, Angela (2000), “A Multi-Method Investigation of Consumer Motivations in Impulse Buying Behavior”. Journal of Consumer Marketing, 17(15), 403-419.
  • Hendriks, Aa Jolijn; Willem, K. B. Hofstee; Boele, De Raad (1999). “The Five-Factor Personality Inventory (FFPI)”. Personality and Individual Differences, 27, 307-325.
  • Duncan, J. Herrington; Capella, Louis M. (1995). “Shoppers Reactions to Perceived Time Pressure”. International Journal of Retail & Distribution Management, 23(12), 13-20.
  • Hoch, J. Stephen; Loewenstein, George F. (1991). “Time-Inconsistent Preferences and Consumer Self-Control”. Journal of Consumer Research, 17(4), 492-508. Hubert, Marco; Hubert, Mirja; Riedl, Rene; Kenning, Peter (2014). “How Consumer Impulsiveness Moderates Online Trustworthiness Evaluations: Neurophysiological Insights,” Proceedings of the 35th International Conference on Information Systems, M. D. Myers, D. W. Straub (Eds.), Auckland, New Zealand. December 14-17.
  • Imam, Fatıma (2013). “Gender Differences in Impulsive Buying Behavior and Post-Purchasing Dissonance under incentive Conditions”. Journal of Business Strategies, 7(1), 23-29.
  • Iyer, S. Easwar (1989). “Unplanned Purchasing: Knowledge of Shopping Environment and Time Pressure”. Journal of Retailing, 65(1), 40-57.
  • Jain, Sheetal; Mohammed, Naved Khan; Sita, Mishra (2015). “Factors Affecting Luxury Purchase Intention: A Conceptual Framework Based on an Extension of the Theory of Planned Behavior”. South Asian Journal of Management, 22(4), 136-163.
  • Jeon, J. O. (1990). “An Empirical Investigation of the Relationship between Affective States. In-Store Browsing, and Impulse Buying”, (Unpublished Doctoral Thesis), The University of Alabama, Tuscaloosa.
  • Johnson, Burke; Christensen, Larry (2004). Educational Research: Quantitative, Qualitative, and Mixed Approaches. Boston: Pearson.
  • Jones, A. Michael; Reynolds, E. Kristy; Weun, Seungong; Beatty, E. Sharon (2003). “The Product-Specific Nature of Impulse Buying Tendency”. Journal of Business Research, 56(7), 505-511.
  • Kacen, J. Jacqueline; Julie, Anne Lee (2002). “The Influence of Culture on Consumer Impulsive Buying Behavior”. Journal of Consumer Psychology, 12(2), 163–176.
  • Kahnemann, Daniel; Tversky, Amos (1979). “Prospect Theory: An Analysis of Decision under Risk”. Econometrica, 47(2), 263-291.
  • Karbasivar, Alireza; Hasti, Yarahmadi (2011). “Evaluating Effective Factors on Consumer Impulse Buying Behavior”. Asian Journal of Business Management Studies, 2(4), 174-81.
  • Koç, Erdoğan; İlgün, Ayşe (2010). “An investigation into the Discourse of Political Marketing Communications in Turkey: The Use of Rhetorical Figures in Political Party Slogans”. Journal of Political Marketing, 9(3), 207-224.
  • Koç, Erdoğan; Boz, Hakan (2014). “Psychoneurobiochemistry of Tourism Marketing”. Tourism Management, 44, 140-148.
  • Koç, Erdoğan (2016a). Tüketici Davranışı ve Pazarlama Stratejileri: Global ve Yerel Yaklaşım: Pazarlama ve Tüketici Davranışı Kavramlarının İngilizceleriyle. İstanbul: Seçkin Yayıncılık.
  • Koç, Erdoğan (2016b). Hizmet Pazarlaması ve Yönetimi. Ankara: Seçkin Yayıncılık.
  • Koç, Erdoğan; Boz, Hakan (2017). “Development of Scales to Measure Customers’ Willingness to Have Control and the Control Offered by Service Businesses”. Ecoforum Journal, 6(3).
  • Koç, Erdogan; Hakan, Boz (2018). "How Can Consumer Science Be Used for Gaining Information About Consumers and the Market?: The Role of Psychophysiological and Neuromarketing Research." Case Studies in the Traditional Food Sector, Alessio Cavicchi Cristina Santini (Der.), Woodhead Publishing, 129-152.
  • Kollat, T. David; Willett, P. Ronald (1967). “Customer Impulse Purchasing Behavior”. Journal of Marketing Research, 6, 21–31.
  • Koskinen, Tiina; Antti, Haapalinna; Jouni, Sirvi (2003). “α‐Adrenoceptor‐Mediated Modulation of 5‐HT2 Receptor Agonist Induced Impulsive Responding in a 5‐Choice Serial Reaction Time Task”. Pharmacology & Toxicology, 92(5), 214-225.
  • Liang, Ying-Ping (2012). “The Relationship between Consumer Product Involvement, Product Knowledge and Impulsive Buying Behavior”. Procedia-Social and Behavioral Sciences, 57, 325-330.
  • Lejoyeux, Michel; Tassain, Valerie; Solomon, Jackuelyn; Ades, Jean (1997). “Study of Compulsive Buying in Depressed Patients”. Journal of Clinical Psychiatry, 58(4), 169-173.
  • Levy, Shalom; Gendel-Guterman, Hanna (2012). “Does Advertising Matter to Store Brand Purchase Intention? A Conceptual Framework”. Journal of Product & Brand Management, 21(2), 89-97.
  • Lin, Pei-Chun; Lin, Zhou-Hern (2013). “Buying Impulse Triggered by Digital Media”. The Service Industries Journal, 33(9-10), 892-908.
  • Lucas, Margery; Koff, Elissa (2014). “The Role of Impulsivity and of Self-Perceived Attractiveness in Impulse Buying in Women”. Personality and Individual Differences, 56, 111-115.
  • Luo, Xueming (2005). “How Does Shopping with Others Influence Impulsive Purchasing?”. Journal of Consumer Psychology, 15(4), 288-294.
  • Mick, David Glen; DeMoss, Michelle (1990). “Self-Gifts: Phenomenological Insights from Four Contexts”. Journal of Consumer Research, 17(3), 322–32.
  • Moeller, F. Gerard; Barratt, S. Ernest; Dougherty, M. Donald; Schmitz, M. Joy; Swann, C. Alan (2001). “Psychiatric Aspects of Impulsivity”. American Journal of Psychiatry, 158(11), 1783-1793.
  • Mowen, C. John (2000). The 3M Model of Motivation and Personality: Theory and Empirical Applications to Consumer Behavior. Boston: Kluwer Academic Press. Mulhern, J. Francis; Padgett, Daniel T. (1995). “The Relationship between Retail Price Promotions and Regular Price Purchases”. Journal of Marketing, 59, 83-90.
  • Muruganantham, Ganesan; Ravi, Shankar Bhakat (2013). “A Review of Impulse Buying Behavior”. International Journal of Marketing Studies, 5(3), 149-160
  • Naylor, Gillian; Bardi Kleiser, Susan (2002). “Exploring the Differences in perceptions of Satisfaction across Lifestyle Segments”. Journal of Vacation Marketing, 8(4), 343-351.
  • Parboteeah, Dhanila Veena (2005). “A Model of Online Impulse Buying: An Empirical Study”. (Unpublished Doctoral Thesis). Washington State University: Washington.
  • Peterson, A. Robert; Matthew, Sauber (1983). A Mood Scale for Survey Research. American Marketing Association’s Educators’ Conference, Chicago: AMA.
  • Piron, Francis (1991). “Defining Impulse Purchasing”. Advances in Consumer Research, 18, 509–513.
  • Polat, Ruşen Hayat (2008). “Sınıf Öğretmenliği Öğrencilerinin Bazı Sosyo-Demografik Özellikleri ve Düşünme İhtiyacına Göre Problem Çözme Becerilerinin İncelenmesi”. (Yayınlanmamış Yüksek Lisans Tezi), Çukurova Üniversitesi, Sosyal Bilimler Enstitüsü, Adana.
  • Pornpitakpan, Chanthika; Jie, Hui Han (2013). “The Effect of Culture and Salespersons’ Retail Service Quality on Impulse Buying”. Australasian Marketing Journal, 21(2), 85-93.
  • Rook, W. Dennis; Hoch, Stephen J. (1985). “Consuming Impulse”. Advances in Consumer Research, 12, 23-27.
  • Rook, W. Dennis (1987). “The Buying Impulse”. Journal of Consumer Research, 14, 189-199.
  • Rook, W. Dennis; Fisher, J. Robert (1995). “Normative Influences on Impulsive Buying”. Journal of Consumer Research, 22(3), 305-313.
  • Stern, Hawkins (1962). “The Significance of Impulse Buying Today”. Journal of Marketing, April, 59-62.
  • Swann, C. Alan; Bjork, M. James; Moeller, F. Gerard; Dougherty, M. Donald (2002). “Two Models of Impulsivity: Relationship to Personality Traits and Psychopathology”. Biological Psychiatry, 51(12), 988-994.
  • Tendai, Mariri; Chipunza, Crispen (2009). “In-Store Shopping Environment and Impulse Buying”. African Journal of Marketing Management, 1(4),102-108.
  • Turley, W. Lou; Milliman, Ronald E. (2000). “Atmospheric Effects on Shopping Behavior: A Review of the Experimental Evidence”. Journal of Business Research, 49(2), 193–211.
  • Tversky, Amos; Kahneman, Daniel (1991). “Loss Aversion in Riskless Choice: A Reference-Dependent Model”. The Quarterly Journal of Economics, 106(4), 1039-1061.
  • Underhill, Paco (1999). Why We Buy: The Science of Shopping. New York: Simon and Schuster.
  • Verplanken, Bas; Herabadi, Astrid (2001). “Individual Differences in Impulse Buying Tendency: Felling and No Thinking”. European Journal of Personality, 15, 71-83.
  • Villi, Bilge; Kayabaşı, Aydın (2013). “Kozmetik Ürünlerde Kadınların Dürtüsel Satın Alma Davranışlarını Etkileyen Faktörlerin Analizi”. AİBÜ-İİBF Ekonomik ve Sosyal Araştırmalar Dergisi, 9(1), 143-165.
  • Vohs, Kathleen D.; Faber, Ronald J. (2007). “Spent Resources: Self-Regulation and Impulse Buying”. Journal of Consumer Research, 33, 537-547.
  • Weinberg, Peter; Gottwald, Wolfgang (1982). “Impulsive Consumer Buying as a Result of Emotions”. Journal of Business Research, 10 (1), 43-57.
  • Wells, John D.; Parboteeah, Veena; Valacich, Joseph S. (2011). “Online Impulse Buying: Understanding the Interplay between Consumer Impulsiveness and Website Quality”. Journal of the Association for Information Systems, 12(1), 32-56.
  • Whiteside, Stephen P.; Lynam, Donald R. (2001). “The Five Factor Model and Impulsivity: Using a Structural Model of Personality to Understand Impulsivity”. Personality and Individual Differences, 30(4), 669-689.
  • Wood, Michael (1998). “Socio-Economic Status, Delay of Gratification, and Impulse Buying”. Journal of Economic Psychology, 19(3), 295-320.
  • Xiao, Sarah Hong; Nicholson, Michael (2011). “Mapping Impulse Buying: A Behaviour Analysis Framework for Services Marketing and Consumer Research”. The Service Industries Journal, 31, 2515-2528.
  • Xiao, Sarah Hong; Nicholson, Michael (2012). “A Multidisciplinary Cognitive Behavioural Framework of Impulse Buying: A Systematic Review of the Literature”. International Journal of Management Reviews, 15, 333–356.
  • Yang, Zhiyong; Kim, Chankon; Laroche, Michel; Lee, Hanjoon (2014). “Parental Style and Consumer Socialization among Adolescents: A Cross-Cultural Investigation”. Journal of Business Research, 67(3), 228-236.
  • Yargıç, İlhan; Ersoy, Elif; Batmaz Oflaz, Serap (2011). “UPPS Dürtüsel Davranış Ölçeği ile Psikiyatri Hastalarında Dürtüselliğin Ölçümü”. Bulletin of Clinical Psychopharmacology, 21(2), 139-46.
  • Youn, Seounmi; Faber, Ronald J. (2000). “Impulse Buying: Its Relation to Personality Traits and Cues”. Advances in Consumer Research, 27, 179-185.
  • Zhang, Yinlong; Shrum, L. J. (2009). “The Influence of Self-Construal on Impulsive Consumption”. Journal of Consumer Research, 35(5), 838-850.
Toplam 85 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Bölüm Makaleler
Yazarlar

Hakan Boz

Erdoğan Koç Bu kişi benim

Yayımlanma Tarihi 26 Aralık 2018
Gönderilme Tarihi 17 Haziran 2018
Yayımlandığı Sayı Yıl 2018 Cilt: 11 Sayı: 2

Kaynak Göster

APA Boz, H., & Koç, E. (2018). İTKİSEL (DÜRTÜSEL) SATIN ALMA DAVRANIŞININ NEDENLERİ VE SONUÇLARI: TURİZM VE KONAKLAMA SEKTÖRÜNDE BİR ÇALIŞMA. International Journal of Social Inquiry, 11(2), 17-45.

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