Question

Which consumer behavior model BEST explains impulse purchases of fashion accessories?

Accepted Answer

The Stimulus-Organism-Response (SOR) model BEST explains impulse purchases of fashion accessories. The SOR model posits that environmental stimuli (S) influence an individual&#x27;s internal states (O), which in turn lead to specific responses (R). In the context of impulse buying of fashion accessories, the &#x27;stimuli&#x27; can include factors like attractive displays, promotional offers, appealing store atmosphere, and social media influences. These stimuli affect the &#x27;organism,&#x27; which refers to the consumer&#x27;s internal psychological states, such as emotions, cognitive evaluations, and arousal levels. For example, a brightly lit display of discounted scarves might trigger positive emotions (e.g., excitement, happiness) and a feeling of &#x27;getting a good deal.&#x27; This heightened emotional state, combined with a reduced assessment of the purchase risk (since accessories are typically lower-priced), can lead to an immediate impulse purchase, the &#x27;response.&#x27; The SOR model emphasizes the role of emotions and cognitive processes in driving unplanned buying behavior. It explains why consumers might purchase a fashion accessory they did not initially intend to buy, simply because they were exposed to compelling stimuli that triggered an emotional response. While other models like the Theory of Planned Behavior address more deliberate purchasing decisions, the SOR model is particularly well-suited for explaining the spontaneous and emotionally driven nature of impulse buys.

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Which consumer behavior model BEST explains impulse purchases of fashion accessories?