Differences in horizontally individualist and vertically collectivist consumers' environmental behaviour: a regulatory focus perspective

Rahman, Saleem ur

doi:10.1504/ijbem.2019.10018648

Cited by 3 publications

(2 citation statements)

References 63 publications

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“…As different cultures are associated with different chronic regulatory foci [ 28 , 57 ], one obvious implication for marketing is that providing impulse buying opportunities is more likely to reap dividends in developed countries (which tend to be promotion-oriented) than developing countries (which tend to be prevention-oriented). Other, more specific cultural values such as collectivism or individualism can also predict chronic regulatory focus, allowing for more fine-grained application of this recommendation to specific countries [ 58 ]. However, the unique contribution of these experiments lies in the potential regulatory fit effects they illuminate.…”

Section: Discussionmentioning

confidence: 99%

State-trait interactions in regulatory focus determine impulse buying behavior

Krishna¹,

Ried²,

Meixner³

2021

PLoS ONE

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Little research has focused on motivational state-trait interactions to explain impulse buying. Although the trait chronic regulatory focus has been linked to impulse buying, no evidence yet exists for an effect of situational regulatory focus and no research has examined whether the fit of chronic and situational regulatory focus can influence impulse buying with actual consumptive consequences rather than purchase intentions. Two laboratory experiments (total N = 250) manipulated situational regulatory focus before providing opportunities for impulse buying. In addition, cognitive constraint was manipulated as a potential boundary condition for regulatory focus effects. Situational promotion focus increased impulse buying relative to situational prevention focus in participants with strong chronic promotion, consistent with regulatory fit theory and independently of cognitive constraint. Surprisingly, situational promotion focus also increased impulse buying in participants with strong chronic prevention, but only under low cognitive constraint. These results may be explained by diverging mediating cognitive processes for promotion vs. prevention focus’ effect on impulse buying. Future research must focus more on combining relevant states and traits in predicting consumer behavior. Marketing implications are discussed.

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Section: Discussionmentioning

confidence: 99%

State-trait interactions in regulatory focus determine impulse buying behavior

Krishna¹,

Ried²,

Meixner³

2021

PLoS ONE

View full text Add to dashboard Cite

show abstract

“…As different cultures are associated with different chronic regulatory foci [28,57], one obvious implication for marketing is that providing impulse buying opportunities is more likely to reap dividends in developed countries (which tend to be promotion-oriented) than developing countries (which tend to be prevention-oriented). Other, more specific cultural values such as collectivism or individualism can also predict chronic regulatory focus, allowing for more finegrained application of this recommendation to specific countries [58]. However, the unique contribution of these experiments lies in the potential regulatory fit effects they illuminate.…”

Section: Marketing Implicationsmentioning

confidence: 99%