Does buyer-seller personality match enhance impulsive buying? A green marketing context

Wang, Xuhui; Tauni, Muhammad Zubair; Zhang, Qilin; Ali, Ayaz; Ali, Fayaz

doi:10.1080/10696679.2020.1780137

Cited by 13 publications

(11 citation statements)

References 59 publications

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“…However, other authors disagree (Tedone and Bruk-Lee, 2021), arguing that conscientious individuals could avoid speaking out on work-related aspects, as they are likely to evaluate the risks involved. This could be related to knowledge hiding (Rao et al, 2021), caused by a lack of impulsiveness (Wang et al, 2020). In addition, conscientious employees have a certain orientation to be practical and proactive, so they may try to solve a given problem or situation themselves before sharing it with their supervisors, thus avoiding employee voice behaviour.…”

Section: Conscientiousnessmentioning

confidence: 99%

“…Thus, individuals who exhibit a low level of conscientiousness or a lack of direction could have more diverse thoughts and take risks, which would foster the contribution of original and valid suggestions for implementation. Highly conscientious employees' underlying lack of impulsiveness (Wang et al, 2020) could be also a reason for knowledge hiding (Rao et al, 2021) since they are in a position to have a longer period of time to analyse the potential rewards of knowledge disclosure.…”

Section: Analysis Of Receptionists' Personalitymentioning

confidence: 99%

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Frontline employee-driven change in hospitality firms: an analysis of receptionists’ personality on implemented suggestions

González-González

García-Almeida

Viseu

2021

IJCHM

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Purpose Frontline employees’ suggestions are relevant for employee-driven organisational change because their knowledge is partially constructed from direct contact with customers and indirectly with competitors. The employee’s personality is a paramount individual characteristic that can exert a major potential influence on the proposal and implementation of those suggestions. This study aims to discuss the impact of the personality dimensions in the Big Five model (i.e. extraversion, neuroticism, conscientiousness, agreeableness and openness to experience) on suggestions generated by frontline employees and implemented in their firms. Design/methodology/approach A questionnaire was prepared based on a review of the academic literature. The 5 presented hypotheses were tested with data from 167 frontline employees from hotels in Tenerife (Spain). Findings Results show the relevance of frontline employees’ three characteristics of personality regarding the employee-driven organisational change. Thus, their extraversion, neuroticism and lack of direction tend to be relevant drivers of the suggestion and implementation of change. Practical implications Frontline employees act as change agents in hospitality firms. Managers should develop recruitment processes that allow to select individuals prone to proposing innovative suggestions and creating a friendlier system for submitting and defending them. Originality/value Employee-driven organisational change becomes crucial for the survival and growth of hospitality firms. Relatively few studies have been conducted on the role of frontline employees as change facilitators in the sector. This study contributes to shedding light on this research gap from a personality approach and the study also provides practical implications to increase valid suggestions in the hospitality sector.

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Section: Conscientiousnessmentioning

confidence: 99%

Section: Analysis Of Receptionists' Personalitymentioning

confidence: 99%

Frontline employee-driven change in hospitality firms: an analysis of receptionists’ personality on implemented suggestions

González-González

García-Almeida

Viseu

2021

IJCHM

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“…In recent years, more and more scholars have begun investigating this issue (e.g., [34][35][36]). While some studies found that demographic characteristics can influence impulsive buying behavior (e.g., [37][38][39]), others observed that personality also has a significant influence on impulsive buying behavior, most often based on the big-five model (e.g., [40][41][42][43][44]). Specifically, conscientiousness and agreeableness in the big-five model are found negatively correlated with impulsive buying behavior (e.g., [40,44]), whereas neuroticism and openness are positively correlated with impulsive buying behavior (e.g., [25,45]).…”

Section: Introductionmentioning

confidence: 99%

The Determinants of Impulsive Buying Behavior in Electronic Commerce

Wang

Pan

et al. 2022

Sustainability

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Consumers’ online impulsive buying behavior has become more and more frequent in the digital era. There is increasing concern regarding the adverse consequences that impulsive buying has generated for consumer wellbeing and the sustainability of our society and environment. In search of a way to decreasing impulsive consumption, this article proposes a comprehensive framework to explore the potential determinants of online impulsive buying behavior from the perspective of consumer characteristics grounded on the literature on sustainability, psychology and consumer behavior. Through an online survey, a total of 425 valid responses were obtained. Extroversion and neuroticism in personality, negative emotions, collectivism in culture and the cognitive and affective factors of impulsive buying tendency are found to be positively correlated with impulsive buying behavior, whereas self-control shows a negative impact on impulsive buying behavior. Furthermore, this study identifies the mediating roles that negative emotions and collectivism play. Specifically, in addition to the direct routes, neuroticism, self-control and the affective factor of impulsive buying tendency can indirectly influence impulsive buying behavior through the mediation of negative emotions, whereas extroversion can indirectly affect impulsive buying behavior with collectivism as the mediator. To conclude, theoretical and practical implications of this research are elaborated to promote sustainable consumption from both the micro and macro perspectives.

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“…In a simple word, it also means that they are too easy to buy impulsively just by seeing other people panic (doing rush-shopping) without feeling any fear, especially during crises like COVID-19. Previous studies from Dedeoglu & Ventura (2017) Wang, Tauni, Zhang, Ali, & Ali (2020) highlighted this issue by stating that the low degree (or even the insignificancy) of fear appeals during a crisis were mainly caused by rumors, conflicting word of mouth communication, hoaxes stories, fake news, and misinformation. At the beginning of the crisis period, people tend to believe the information they read and hear without validating and checking with alternative sources of information.…”

Section: Discussionmentioning

confidence: 99%

Exploring the Determinant Factors of Impulsive Buying Behavior during the COVID-19 Pandemic among Indonesian Consumers

Rahmawati

Primanto

2021

Minds

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The COVID-19 pandemic has ravaged the global economy, igniting much fear and panic that disrupted buying patterns and behavior. This study aims to investigate the phenomenon of impulsive buying behavior during the COVID-19 crises by exploring the influences of panic buying, perceived scarcity, and the mediation role of fear appeals. This study uses path analysis which is processed by using the Preacher-Hayes technique. A total of 243 respondents participated in the study. The result of this study revealed that perceived scarcity and panic buying were successfully proved to be significant predictors of impulsive buying behavior. However, the direct effect of fear appeals and the mediation role of fear appeals and panic buying on the relationship between perceived scarcity and impulsive buying behavior were failed to prove in this study.

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Does buyer-seller personality match enhance impulsive buying? A green marketing context

Cited by 13 publications

References 59 publications

Frontline employee-driven change in hospitality firms: an analysis of receptionists’ personality on implemented suggestions

Frontline employee-driven change in hospitality firms: an analysis of receptionists’ personality on implemented suggestions

The Determinants of Impulsive Buying Behavior in Electronic Commerce

Exploring the Determinant Factors of Impulsive Buying Behavior during the COVID-19 Pandemic among Indonesian Consumers

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