The Shopping Experience and its Effect on Impulsive Buying: A Qualitative Approach

This study aims to understand the impulse buying experience, which allows us to identify the factors that contribute to the construction of a gratifying shopping experience that subsequently triggers impulse buying, the consequences that result from this experience and to propose a conceptual model explaining the content of the impulse buying experience in a longitudinal perspective. By using a qualitative approach, this study considers the opinion of 21 buyers. The results show that there are many factors that contribute to impulse buying such as atmospheric factors, motivations and emotions. The results show also the consequences and their effect on future behavioral intentions.