Individual differences in impulse buying tendency: feeling and no thinking

Abstract

A 20-item scale to measure general impulse buying tendency was developed and validated in two studies. The scale includes cognitive aspects (e.g. lack of planning and deliberation) and affective aspects (e.g. feelings of pleasure, excitement, compulsion, lack of control, regret). The scale correlated signi®cantly with reported purchase frequencies of typical impulse products and number of recent impulse purchases. Impulse buying tendency was found to be related to personality-based individual difference measures, including the Big Five. Cognitive and affective facets of impulse buying tendency were both related to extraversion. The cognitive facet was inversely related to conscientiousness, personal need for structure, and need to evaluate. The affective facet was related to lack of autonomy and action orientation. The results suggested that impulse buying tendency has a strong basis in personality.

The relationships between behavioral addictions and the five-factor model of personality

“…It was also found that Extroversion was associated with compulsive buying. This finding is consistent with previous studies as well as providing evidence to support the notion that Extroverts may purchase certain types of products excessively as means to express themselves or a group identity (Verplanken & Herabadi, 2001). …”

“…Conscientiousness was negatively and significantly related to Facebook addiction, video game addiction, Internet addiction, and compulsive buying, and positively and significantly related to exercise addiction and study addiction. The fact that Conscientiousness was negatively associated with Facebook addiction is in line with previous studies (Andreassen, Torsheim et al, 2012;Wilson et al, 2010), as are the findings concerning the negative association between Conscientiousness and video game addiction (Peters & Malesky, 2008), the negative association between Conscientiousness and Internet addiction (Gnisci et al, 2011), and the negative association between Conscientiousness and compulsive buying (Mowen & Spears, 1999;Rodriguez-Villarino et al, 2006;Verplanken & Herabadi, 2001;Wang & Yang, 2008). These findings can been explained based on low priority of duties and obligations (Andreassen, Griffiths et al, 2012), lack of planning ability (Verplanken & Herabadi, 2001), low self-control, weakness for temptations (Wang & Yang, 2008), and procrastination (Lee, Kelly & Edwards, 2006) that typically characterizes people with low scores on Conscientiousness.…”

“…Later studies have found compulsive buying to be positively related to Extroversion (Verplanken & Herabadi, 2001) and negatively related to Conscientiousness (Rodriguez-Villarino, Gonzalez-Lorenzo, Fernandez-Gonzalez, LameirasFernandez & Foltz, 2006;Verplanken & Herabadi, 2001;Wang & Yang, 2008). Studies on workaholism have shown the obsessive drive component of workaholism is positively related to Neuroticism (Andreassen et al, 2010;Burke, Matthiesen & Pallesen, 2006;Clark, Lelchook & Taylor, 2010), Conscientiousness (Andreassen et al, 2010;Aziz & Tronzo, 2011;Burke et al, 2006), and Openness (Aziz & Tronzo, 2011), and negatively related to Agreeableness (Andreassen et al, 2010) and Openness (Burke et al, 2006).…”

Kepemilikan Kartu Pembayaran Elektronik Tidak Memoderasi Gaya Hidup Hedonis Terhadap Perilaku Impulse buying

“…Impulse buying sendiri adalah pembelian yang tidak rasional dan diasosiasikan dengan pembelian yang cepat dan tidak direncanakan, kemudian diikuti dengan adanya konflik pada pikiran dan dorongan emosional (Verplanken & Herabadi, 2001). Pembelian tanpa rencana merupakan kegiatan menghabiskan uang yang tidak terkontrol, terutama pada barang-barang yang tidak diperlukan.…”

“…Kegiatan belanja saat ini tidak hanya untuk membeli barang yang dibutuhkan atau untuk memenuhi kebutuhan saja, tetapi belanja telah menjadi aktivitas gaya hidup, kesenangan, dan pemenuhan kebutuhan psikologis (Verplanken & Herabadi, 2001 Menurut Ma'aruf (Anjani, 2012) kebanyakan konsumen di Indonesia saat ini berorientasi rekreasi yang mementingkan aspek kesenangan, kenikmatan, dan hiburan saat berbelanja. Perilaku pembelian impulsif maupun motivasi yang bersifat emosional memiliki keterkaitan satu sama lain.…”