¿Cómo funciona el autocontrol? Un análisis de la compra por impulso

Abstract

tudies in everyday life show that people resist against impulses that tempt them to go back to sleep, eat delicious snack foods, engage in inappropriate sexual behavior and impulse buying (Baumeister, Vohs, & Tice, 2007; Hagger, Wood, Stiff, & Chatzisarantis, 2010; Vohs & Faber, 2007). "From a self-control researcher's perspective, one challenge is to make sure that the research does indeed address how people deal with temptation, successfully or unsuccessfully" (Hofmann & Kotabe, 2012, p. 711). Much progress in this field has been made by the application of theories from social psychology (see Hagger et al., 2010; Hofmann, Friese, & Wiers, 2008a). In this regard, consumer psychology also can be considered as an appealing sphere because many purchases and consumption decisions involve an interpersonal conflict and consumers attempt to control their unwanted consumption impulses (see Baumeister, Sparks, Stillman, & Vohs, 2008). It is based on the premise that, "an important goal for consumer psychology is to understand when and why consumer behavior is driven by impulses versus rational decisions" (Hofmann, Strack, & Deutsch, 2008b, p. 22). However, consumer psychology has not received enough attention in this respect (Baumeister et al., 2008). More especially, in spite of existing significant role of self-control in all the areas of life, we still know little about the influence of self-control on spending behavior, such as impulse buying behavior [1] (Roberts & Manolis, 2012). To address the abovementioned concern, this paper firstly highlights the importance of self-control as the main part of impulse buying definition. Second, self-control and its ingredients are described to identify which factors systematically diminish the strength of self-control. Then, the current self-control approaches in impulse buying studies are explained. Finally, a general framework of self-control, with a special interest in impulse buying, is proposed.

The Effect of Thematic Store Atmosphere on Impulse Buying Behavior Mediated by Affection and Impulse Buying Tendency

“…This means that an individual who has a tendency to buy impulsively will create an impulsive buying behavior in another individual. This study is in accordance with the previous research by Moayery, Narvaiza Cantín, and Gibaja Martíns (2019) where the tendency to buy impulsively is the most influential factor in determining an individual's impulsive buying behavior. Atulkar & Kesari (2018) also revealed that impulse buying tendencies are closely related to consumer impulse buying behavior, where high impulse buying tendencies can make consumers decide to make purchases spontaneously, without any hesitation, and unexpectedly.…”

Exploring the inhibitory effect of maximising mindset on impulse buying

“…For example, there was evidence that reduction strategies and interventions could reduce impulse purchases (Dholakia, 2000). The literature on resistance to impulse buying demonstrated that several personality variables could restrain impulse buying, such as self‐control (Efendi et al, 2019; Iyer et al, 2020; Moayery et al, 2019; Sultan et al, 2012), prevention focus (Freitas da Costa et al, 2018), mindfulness (Dhandra, 2020), self‐monitoring (Sharma et al, 2010; Sultan et al, 2012) and dignity (Bandyopadhyay, 2020; Dhandra, 2020). Some of the situation variables that prevented impulse buying had a continuous mitigating impact (Dholakia et al, 2005; Sultan et al, 2012), experiences after impulse purchase (Mittal et al, 2018; Spiteri Cornish, 2020), and crowding in space (Bandyopadhyay, 2020).…”

Commentary: Two Ways of Thinking About Self-Control

“…Therefore, conflict monitoring can be deemed as a fundamental cognitive function supporting the process through which control is recruited (Yeung, 2014). In this regard, prior research has shown that self-monitoring is associated with a wide range of behaviors including improved weight management, healthy dietary change (see Spring et al, 2020), and spending behaviors (for a review, see Moayery et al, 2019a). Nevertheless, a person may temporarily fail to experience a self-control conflict (i.e., self-monitoring failure; Hofmann and Kotabe, 2012).…”

“…However, this commentary argues that these methods do not explain how impulses emerge or how researchers can measure them. To address this issue, I encourage researchers to follow a growing body of psychological literature that aims to conceptualize selfcontrol as a psychological process and not as a unitary phenomenon (Hofmann and Kotabe, 2012;Hofmann et al, , 2014Moayery et al, 2019a). More especially, this body of research aims to shed light on the underlying psychological process rather than focusing on the ultimate outcome variable (e.g., food consumption) (Hofmann et al, , 2014.…”

“…Interestingly, impulse formation is the starting point of this conceptualization of self-control. For instance, Moayery et al (2019a) explained how impulses are driven by internal context (i.e., personality, homeostatic dysregulations, and habit) and external stimuli. Thus, this conceptualization provides opportunities for measuring impulses through selfreport measures (e.g., Everyday Temptation Study) or implicit measures (Hofmann et al, , 2014.…”