BB FINAL EXAM IMPULSE & COMPULSIVE BUYING

What is impulse buying?

Spontaneous, unplanned purchases made without fully considering the consequences of the decision.

What is instant gratification in impulse buying?

Consumers want immediate pleasure or satisfaction.

What are emotional triggers in impulse buying?

Emotions such as joy, excitement, stress, sadness, or boredom that encourage impulsive purchases.

What are situational triggers in impulse buying?

Environmental/store-related factors that encourage purchases.

Give examples of situational triggers.

• In-store displays

• Store atmosphere

• Limited-time offers

• Sales promotions

What are social triggers in impulse buying?

Peer influence, trends, or social pressure affecting buying behavior.

What happens in the brain reward system during impulse buying?

Seeing a desirable product activates the brain’s reward system and releases dopamine, making the purchase feel rewarding.

How do retailers encourage impulse buying?

• Price discounts

• Checkout displays

• Limited-time offers

• Free shipping thresholds

• Attractive visual merchandising/product placement

What is compulsive buying?

A destructive or excessive shopping behavior in which individuals shop frequently and unnecessarily, often as a way to cope emotionally.

How is impulse buying different from compulsive buying?

• Impulse buying = sudden and occasional

• Compulsive buying = repetitive and difficult to control

Impulse buying is usually triggered by what?

The moment or immediate situation.

Compulsive buying is often tied to what?

Emotional or psychological issues.

Which is less severe: impulse or compulsive buying?

Impulse buying.

Which type of buying can become harmful or addictive?

Compulsive buying.