In recent years, the sales promotion techniques provided by marketing strategies has increased and has become an important factor in the fashion industry. In todays society customers have more knowledge and easier access to information online. Due to the growth of consumer awareness, businesses need to gain insight on how limited-time promotion techniques affect consumers.  Accordingly, the purpose is to gain insight and understand how millennials' impulse buying is influenced by limited-time promotion when purchasing fashion products online, and explore if hedonic and utilitarian motivation appear and lead millennials to a purchase decision. The aim is to develop a more recent and essential knowledge within this topic due to the poverty of recent studies on if limited-time promotion influences millennials impulse buying behavior.  The empirical findings that were collected using a multiple-method qualitative study of four focus-groups and six semi-structured interviews with people originated from Sweden. The findings were analyzed and discussed with the literature that have been presented to determine their similarities or differences.  The conclusion of this thesis demonstrates millennials in Sweden's awareness of businesses marketing strategies, and that they are detached to the process. Throughout the thesis, millennials' attitudes towards the businesses promotions in the market is saturated, and that they are not influenced by limited-time promotion online since the knowledge that there will soon occur a discount again. Although the increased awareness of millennials in Sweden, utilitarian and hedonic motivations tend to create impulse-buying behavior online. Furthermore, to attract millennials in Sweden some factors have been identified.

Influencer marketing has become a significant marketing tool for companies since the profession as an influencer is emerging. Especially on Instagram as it is one of the biggest social media platforms for influencers. This results in a change for followers also being consumers since more products are being marketed through Instagram. Further, the easy access of mobile devices makes it effortless to purchase products endorsed by influencers. Previous research exists about Influencer marketing, m-shopping and impulse buying behavior. However, an opportunity was found to study the relation of these. Thus, this paper focus on investigating factors on consumers mobile impulse buying behavior affected by influencers, in the context of Instagram. The purpose of this thesis was to investigate influencers impact on consumers mobile impulse buying behavior, analyzing through the social media platform of Instagram. A study with mixed method research design was conducted to carry out the purpose of this thesis. The qualitative data was collected through semi-structured interviews with the aim to discover in what way Instagram influencers affect consumers mobile impulse buying behavior. The themes and codes acquired from the findings of the qualitative study were tested with a questionnaire through a quantitative study, this to identify which factors impact the consumer’s mobile impulse buying behavior the from Instagram influencers. The empirical evidence suggests that the Relation to influencers content, Perception of influencer, Conscious spontaneous purchase and Cause of purchase are factors that have an impact on consumers mobile impulse buying behavior by influencers on Instagram. The empirical evidence further implies an influential process between the different factors. Tough, it was not tested how they were related as the study did not aim to compare the interrelation between the factors.

Digital utveckling de senaste två decennierna har påverkat samhället och lett till en växande digital livsstil som kräver aktivitet på sociala medier och uppmärksamhet på trender. Ett marknadsföringsfenomen som blivit allt mer populärt de senaste åren är influencer-marknadsföring. Genom att företag, marknadsförare och andra aktörer ingår betalda samarbeten med influencers, kan de få sin produkt eller tjänst exponerad till en bred publik av konsumenter i form av följare till influencers. Genom trovärdigheten som influencers har bland sina följare kan de påverka konsumtionsbeteendet bland följarna vilket kan leda till impulsköp. Samtidigt som konsumenters scrollningsbeteende, och hur hedoniskt det kan beskrivas som, även identifierats som en påverkande faktor till impulsköp. En enkätundersökning genomfördes som riktade sig till respondenter som följer en influencer på Instagram, som resulterade i 555 giltiga svar som senare utgjorde grund för resultatet i studien. I resultatdelen har data från den kvantitativa undersökningen presenterats i form av en deskriptiv analys och användandet av korrelations- och regressionsanalyser. Diskussionen har därefter förts där resultatet har analyserats i relation till den teoretiska referensramen. Studien bekräftar ej tidigare forskning då korrelationskoefficienterna samt förklaringsgraden (justerade R2) var låg i samtliga tester vad gäller sambandet mellan hedoniskt scrollningsbeteende, influencers upplevda trovärdighet och konsumenters impulsköpbeteende. / The digital evolution over the past two decades has profoundly impacted society, leading to an emerging digital lifestyle that demands engagement on social media platforms and attention to trends. One marketing phenomenon that has gained substantial popularity in recent years is influencer marketing. By establishing paid collaborations with influencers, companies, marketers, and other stakeholders can expose their products or services to a wide audience of consumers through the followers of these influencers. Through the credibility that influencers have among their followers, they can influence consumption behavior among their followers, which can lead to impulse purchases. At the same time, consumers' scrolling behavior, and how hedonic it can be described as, has also been identified as an influencing factor for impulse purchases. A survey was conducted targeting respondents who follow an influencer on Instagram, which resulted in 555 valid responses that later formed the basis for the results of the study. In the results section, data from the quantitative survey has been presented in the form of a descriptive analysis and the use of correlation and regression analyses. The discussion has then been conducted where the results have been analyzed in relation to the theoretical framework. The study does not confirm previous research as the correlation coefficients and the explanatory power (adjusted R-squared) were low in all tests regarding the relationship between hedonic scrolling behavior, influencers' perceived credibility and consumers' impulse buying behavior.

The Covid-19-pandemic has had a profound impact on people's everyday lives, disrupting routines and forcing individuals to adapt to new challenges and restrictions. One of the somewhat significant changes brought with the pandemic has been in consumption behavior, whereas many people were altering their purchasing habits in response to the crisis. Such as impulse buying behavior. Accordingly, the purpose of the study was to examine how individuals’ impulse buying behavior changed during as well as after the pandemic in Sweden. Additional purpose was to investigate which factors that influenced the changed behavior with a focus on contentment, loneliness, fear and boredom. Empirical data was collected through a qualitative study with focus groups divided into three different age intervals, where the participants answered and discussed a series of questions. The results of the study indicate that the majority of individuals did not experience a significant increase or decrease in their impulse consumption habits during the pandemic, but with a notable shift in the types of products being purchased. Fear as a factor appeared as to the risk of infection, as well as towards the stores running out of stock. Online consumption was also the chosen alternative way to consume, yet consumption of food continued to be purchased through physical stores. Findings also showed that various emotions appeared with impulse consumption and variated throughout the groups. While positive feelings arise with an impulse purchase, the feeling then turns into anxiety. Boredom and loneliness was identified as a motivating factor, however not for all participants. As the pandemic was established to have reached its end, individuals reverted back to their pre-pandemic purchasing ways once physical stores reopened and social interactions resumed as normal. Overall, the study wants to contribute to further knowledge and understanding of what can influence individuals' consumption behavior. This research study will be written in swedish. / Covid-19-pandemin har haft en djupgående inverkan på människors vardag, hindrat rutiner och tvingat individer att anpassa sig till nya utmaningar och restriktioner. Till följd av pandemin visade konsumtionsbeteenden på en markant förändring, dock snarare en omdirigering av vad som konsumeras. Syftet med studien var således att undersöka hur konsumtionsbeteenden, med fokus på impulsköp, har förändrats under såväl som efter pandemin i Sverige. Syftet var även att undersöka vilka faktorer som påverkade det förändrade konsumtionsbeteendet med en inriktning på tillfredsställelse, ensamhet, rädsla och tristess. En kvalitativ studie genomfördes via fokusgrupper genom en uppdelning i tre olika åldersintervall där informanterna svarade och diskuterade ett antal frågor. Resultatet av studien visar att majoriteten av individerna inte upplevde någon signifikant ökning eller minskning i sina impulskonsumtionsvanor under pandemin, men med en anmärkningsvärd förändring i de typer av produkter som köptes. Rädsla som faktor förekom vid smittorisk samt vad gäller att produkter ska ta slut. Onlinekonsumtionen var också det alternativ som valdes, men livsmedel fortsatte att köpas i fysiska butiker. Resultaten visade även att olika känslor förekom i samband med impulskonsumtion och varierade mellan grupperna. Medan positiva känslor uppstår vid ett impulsköp övergår känslan sedan i ångest. Tristess och ensamhet identifierades som en motiverande faktor, dock inte för alla deltagare. När pandemin konstaterades ha nått sitt slut återgick individerna till sitt köpbeteende före pandemin när de fysiska butikerna öppnade igen och det sociala samhället återupptogs som vanligt. Slutligen vill studien bidra till ytterligare kunskap och förståelse om vad som kan påverka individers konsumtionsbeteenden.

Introduction – Shopping groceries online has had an explosive growth in relation with Covid-19 pandemic, where consumers have been restricted and has had to re-prioritize how and where they shop, which has forced new habits and consumer behaviors. Grocery stores are constantly trying to influence consumers’ buying behaviors through a number of different promotional tools to get a response from consumers. Purpose – The purpose of our study is to examine how the adoption process is affected when consumers start shopping groceries online and gain a deeper understanding of how consumer behavior has changed. Theoretical frame of references – The theoretical frame of reference is based on previous research on food trade via the internet and factors that influence consumer behavior. The areas that we have identified as important for analyzing our empirical data with theories are: The adoption process, perceived customer values, online promotion and impulse buying behavior. Methodology – Based on the purpose of the study, we have chosen to do a qualitative study with a deductive approach. The collected material consisted 6 personal interviews where we chose a semi-structured interview method. The collected material has been transcribed and analyzed based on the thematic analysis method. Results – The results of the study showed that there are several factors that affect the respondents’ consumer behavior. However, our results show the importance of situational factors in understanding why consumers start and interrupt their online grocery shopping. Furthermore, our results indicate that online grocery shopping has attracted a wider range of consumers in relation with Covid-19 pandemic, thus affecting consumers by various factors depending on the type of buying behavior consumers have. Contribution – The study contributes both practically and theoretically where we have developed a new model that grocery stores can use to strength the motivation and influence consumers’ buying behavior through a dynamic marketing strategy. / Inledning - Att handla livsmedel via nätet har haft en explosionsartad tillväxt i samband med Covid-19 pandemin där konsumenter har blivit begränsade och har fått omprioriterat hur och var de handlar, vilket har tvingat fram nya vanor och konsumentbeteenden. Livsmedelsbutiker försöker ständigt påverka konsumenternas köpbeteenden genom ett antal olika promotionverktyg för att få en respons från konsumenterna. Syfte - Syftet med denna studie är att förklara hur adoptionsprocessen påverkas när konsumenter börjar handla livsmedel via nätet och få en djupare förståelse för hur konsumentbeteendet förändrats. Teoretisk referensram - Den teoretiska referensramen är uppbyggd på tidigare forskning om handel av livsmedel via nätet och faktorer som påverkar konsumentbeteendet. De områden som vi har identifierat som viktiga för att analysera vår empiri med teorier är: Adoptionsprocessen, upplevda kundvärden, online promotion och impulsköpbeteendet. Metod - Utifrån studiens syfte har vi valt att göra en kvalitativ studie med en deduktiv ansats. Det insamlade materialet bestod av 6 personliga intervjuer där vi valde en semistrukturerad intervjumetod. Det insamlade materialet har transkriberats och analyserats utifrån den tematiska analysmetoden. Resultat - I studiens resultat framkom att det finns flera faktorer som påverkar respondenternas konsumentbeteende. Dels visar vårt resultat situationsfaktorernas betydelse för att förstå varför konsumenter börjar och avbryter sin handel av livsmedel via nätet. Vidare tyder vårt resultat på att handel av livsmedel via nätet har tilldragit sig ett bredare spektrum av konsumenter i samband med Covid-19 pandemin, således påverkas konsumenterna av olika faktorer beroende på vilken typ av köpbeteende konsumenterna har. Bidrag - Studien bidrar både praktiskt och teoretiskt där vi har tagit fram en ny modell som livsmedelsbutiker kan använda för att stärka motivationen och påverka konsumenternas köpbeteende genom en mer dynamisk marknadsföringsstrategi.

With growing social media usage, social media influencers’ (SMIs) are getting more popular within the realm of social media marketing and are widely used by brands. Previous studies have shown SMI marketing influences consumers’ impulsive buying behavior in prominent ways such as by SMI-generated content, trust in SMI and SMI credibility, SMIs’ emotional appeal, SMI visual attractiveness and SMI expertise. Thus, to further elaborate on current knowledge, the purpose of this study is to describe the influence of social media influencers’ on consumers' impulsive buying behavior. A qualitative study including features of both a cross-sectional and a case study approach was conducted. It was found that SMIs’ individual characteristics and personal connections with consumers as well as SMI-generated content and SMIs’ demonstrated knowledge enhance trust and further influence impulsive buying behavior (IBB). Further, key patterns identified the interplay between SMI appearance, inspiration and trust showing that visually attractive SMIs increase trust, thus influencing impulsive buying behavior among consumers. Findings emphasize how characteristics influence each other to influence IBB as well as, how each characteristic recognized, independently influences IBB among consumers.

Impulse purchases on mobile applications are an important source of income for clothing companies in today's society. Thoughtful store communication on shopping apps is therefore necessary in the competitive clothing industry. Environmental elements are various communication tools in online visual merchandising (OVM) which have a great influence on consumers' purchasing behavior but whose impact on impulse purchases separately has not yet been explored. The purpose of the study is therefore to elucidate which environmental elements stimulate impulse buying behavior online on mobile shopping apps in the clothing industry. To investigate this, a qualitative study was conducted in the form of semi-structured interviews. According to the study, all environmental elements besides audio on video stimulate online impulse buying behavior on mobile shopping apps within the clothing industry. However, certain conditions exist for the execution of these environmental elements for this stimulus to occur. The study's results therefore show a problem that exists in securing which environmental elements stimulate impulse buying behavior when there are many embodiments of environmental elements that are experienced in different ways depending on who is exposed to them that causes an element to be able to stimulate but also prevent impulse purchases depending on this. / Försäljning genom impulsköp via mobilappar är en viktig inkomstkälla för klädföretag i dagens samhälle. Behovet av genomtänkt butikskommunikation på shoppingappar är därför stort i den konkurrenssatta klädbranschen. Miljömässiga element är olika kommunikationsredskap inom online visual merchandising (OVM) som har stort inflytande på konsumenters köpbeteende men vars påverkan på impulsköp var för sig ännu inte har utforskats. Syftet med studien är därför att belysa vilka miljömässiga element som stimulerar impulsköpbeteende online på mobila shoppingappar inom klädbranschen.  För att undersöka detta har en kvalitativ studie genomförts i form av semistrukturerade intervjuer. Enligt gällande studie stimulerar alla miljömässiga element förutom ljud till video till impulsköpbeteende online på mobila shoppingappar inom klädbranschen. Dock förekommer vissa premisser för utförandet av dessa miljömässiga element för att denna stimulans ska ske. Studiens resultat visar således en problematik som förekommer vid säkerställandet av vilka miljömässiga element som stimulerar till impulsköpbeteende då det förekommer många utföranden av miljömässiga element, som i sin tur upplevs på olika vis beroende på vem som exponeras för dem att det gör att ett element många gånger verkar kunna stimulera men också förhindra impulsköp beroende av detta.