Determinants of Planned and Impulse Buying: The Case of the Philippines

Asia Pacific Management Review 2004, 9(6), 1061-1078

AUTHOR:
Ben Paul B. Gutierrez

ABSTRACT:

The paper investigates factors influencing planned and impulse purchases in six personal care product categories. This study utilizes a behavioral measure, rather than an attitudinal measure of planned/impulse purchase. Data consist of 982 product purchases of 502 consumers in urban Philippines. Results show that product category, purchase frequency, brand comparison, and age are significant factors influencing planned and impulse purchases. There is no relationship found between planned/impulse purchases and attitudinal shopping values, surrogates for retail search strategies. Implications for retail management are identified.

Keywords: Planned/impulse buying; Epistemic/hedonic search strategies; Retailing

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