Are humans rational? Exploring factors influencing impulse buying intention and continuous impulse buying intention

Chen, Yi‐Fen; Wang, Ruo–Yu

doi:10.1002/cb.1563

Cited by 72 publications

(56 citation statements)

References 72 publications

(125 reference statements)

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“…Combined with the fact that markets provide ever-present opportunities for impulsive buying, such as mobile commerce and online shopping, which allow consumers to buy instantaneously (Mintel Reports, 2018), it is important to ask if consumers who are more accepting of Western consumption-related values may be more susceptible to impulsive buying. The focus of the vast amount of published research on impulsive buying has mostly concentrated on revealing psychological antecedents, sociodemographical correlates, and outcomes of impulsive buying (Amos, Holmes, & Keneson, 2014;Chen & Wang, 2016). Yet, examining the influence of cultural factors on impulsive buying can provide additional insights into this behavior and shed light on the cultural antecedents of such behavior (Kacen & Lee, 2002;Shoham, Gavish, & Segev, 2015;Zhang, Winterich, & Mittal, 2010).…”

Section: Impulsive Buyingmentioning

confidence: 99%

How values of individualism and collectivism influence impulsive buying and money budgeting: the mediating role of acculturation to global consumer culture

Czarnecka

Schivinski

Keles

2020

J of Consumer Behaviour

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This study examined the effects of individual‐level cultural values of individualism and collectivism on impulsive buying and money budgeting and the mediating role of acculturation to global consumer culture. By applying the person‐environment fit theory and acculturation theory, we argue that people who hold cultural values congruent with the culture they come into contact with are more likely to acculturate to it, and that those who acculturate to global consumer culture (GCC) are more likely to display consumption behaviors stimulated by GCC, namely impulsive buying and poor money budgeting. The findings show that consumers acculturated to GCC report higher impulsive buying and lower money budgeting, and that it is not the distinction between individualism and collectivism, but rather between the vertical and horizontal values that determines the acceptance of GCC and the studied consumption behaviors. Results revealed that vertical individualists (those who believe in competition between individuals and who prioritize their needs over the needs of others) and vertical collectivists (those who believe in the subordination of individuals to groups) were more likely to be acculturated to GCC. Thus, the acceptance of inequality between individuals among other individuals, or within groups, is related to the acceptance of GCC and impulsive buying and money budgeting. The level of acculturation to GCC mediates the relations between vertical individualism and collectivism values and impulsive buying and money budgeting. Theoretical contributions to the research on horizontal/vertical individualism/collectivism, acculturation to GCC, and person‐environment fit theory, as well as practical implications for marketers are discussed.

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Section: Impulsive Buyingmentioning

confidence: 99%

How values of individualism and collectivism influence impulsive buying and money budgeting: the mediating role of acculturation to global consumer culture

Czarnecka

Schivinski

Keles

2020

J of Consumer Behaviour

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“…Interactions between dispositional and situational factors appear to have the largest explanatory power in predicting impulse buying (Amos, Holmes & Keneson, 2014). Positive emotional states (Flight, Rountree & Beatty, 2012), positive social influence (Rook & Fisher, 1995), store environment (Mohan, Sivakumaran & Sharma, 2013), promotions (Chen & Wang, 2015), and information overload are common facilitators (Hausman, 2000;Vohs & Faber, 2007). In addition to the facilitating antecedents, psychological traits including price consciousness, self-control and self-monitoring are effective inhibitors (Amos, Holmes & Keneson, 2014).…”

Section: Branching Out To the Distal Literaturementioning

confidence: 99%

Compensatory consumption and consumer compromises: a state-of-the-art review

Köles

Wells

Tadajewski

2017

Journal of Marketing Management

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Compensatory consumption has been an increasingly researched yet widely debated area of consumer behaviour over the last 20 years. Extant research formulates the term as overwhelmingly negative, largely due to the simplistic and fragmented conceptualisations assumed in prior work. The purpose of the current paper is to present a comprehensive review of the umbrella term of compensatory consumption, incorporating a continuum of behaviours and accounting for the pre-and post-consumption periods including both positive and negative viewpoints. In addition, expanding upon the theory of need satisfaction, the current paper introduces a novel conceptual distinction between compensation and compromise. Finally, a proposed theoretical framework is presented that differentiates between compensatory and compromisory consumption based on the extent of consumer consciousness, rationality and rationalisation. Future research directions are offered.

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“…Another big five-personality trait agreeableness was found to have an insignificant effect on IBT (Bratko et al, 2013;Verplanken & Herabadi, 2001;Webster & Crysel, 2012;Olsen et al, 2016). However, existing studies by Jones et al (2003) and Chen and Wang (2016) have stated that impulsive tendencies vary with product categories and hence future studies must be undertaken to account for the product-specific impulsive tendency. This would enable better predictability of impulsive purchases.…”

Section: Personality Traits and Ibtmentioning

confidence: 92%

Comparing between Product-specific and General Impulse Buying Tendency: Does Shoppers’ Personality Influence their Impulse Buying Tendency?

Parsad

Prashar

Vijay

2019

AAMJ

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The sudden urge to buy, referred to as impulsive buying, is triggered by both a gamut of extraneous, market-related stimuli and internal psychological factors. The extant literature on this has majorly focused on the antecedents of impulsive shopping, prominent among these include traits (like sensation-seeking and impulse buying tendency or IBT), motives (utilitarian, hedonic), shoppers' resources (time and money), and marketing stimuli. Although personality is a key determinant of consumer decision-making, the role of personality traits, specially extraversion, neuroticism, and conscientiousness, in impulse buying is not conclusive. Also, there exists a need for analysing impulse buying behaviour with respect to product-specific situations rather than general IBT. The present study fills this gap by analysing the role of three personality traits on impulse buying. A scenariobased online experiment was conducted, and the sample respondents were randomly categorised into two groups. The former group had respondents with an instrument to measure their IBT in general, while the later had respondents for whom the instrument was shared with a scenario built around the product category of apparel. With the data set of 386 respondents, the study reveals that the relationships between the two personality Chandan Parsad et al. 42 traits-extraversion and neuroticism, and IBT-are independent of the product category. However, the influence of conscientiousness on impulsive buying tendency depends on the product category. The study concludes with managerial implications.

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Are humans rational? Exploring factors influencing impulse buying intention and continuous impulse buying intention

Cited by 72 publications

References 72 publications

How values of individualism and collectivism influence impulsive buying and money budgeting: the mediating role of acculturation to global consumer culture

How values of individualism and collectivism influence impulsive buying and money budgeting: the mediating role of acculturation to global consumer culture

Compensatory consumption and consumer compromises: a state-of-the-art review

Comparing between Product-specific and General Impulse Buying Tendency: Does Shoppers’ Personality Influence their Impulse Buying Tendency?

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