Title: What Motivates Impulse Buying? | Psychology Today
Headings: What Motivates Impulse Buying?
Ian Zimmerman Ph.D.
What Motivates Impulse Buying?
Personality, pleasure, and product connections can all lead to impulse buys.

Content: This raises the question, “How are connections with products formed?” A physical connection with a product is created when we’re close to it and when we’re able to touch it. A temporal connection with a product is created when we’re able to purchase it immediately. Finally, a social connection with a product is created when we see someone using it and compare ourselves to that person. How do all these factors interact? Well, consider the following hypothetical example: The impulse buyer may feel unhappy, and may think that being seen with an expensive new purchase will bring respect and happiness. This perceived road to happiness motivates the impulse buyer to go shopping. Once in the retail environment a product catches the impulse buyer’s eye. S/he looks at it, probably picks it up and inspects it, and maybe thinks of a friend who owns it.