IMPULSIVE AND COMPULSIVE BUYING IN RETAIL BUSINESS: AN OVERVIEW OF CONSUMER BEHAVIOR IN INDONESIA

Abstract

The presence of pick-up service has caused a shifting in the pattern of consumer behavior. This happens particularly in the retail sector so that the growth of this business is increased. This paper aims to explain the relationship between impulsive and compulsive buying behavior in the retail sector. Previous studies showed that product characteristics and purchasing behavior of the retail sector are strongly related to the impulsive and compulsive buying behavior. The shifting model of conventional to online retail business demands retail management to design various strategies. One of which is to develop a creative retail mix. As a response to the trend of online retail, the management must redefine the understanding of such retail mix so as to develop a retail mix based on information technology.

Keywords

• Retail mix
• impulsive buying
• compulsive buying
• business