Gender as a moderator of temperamental causes of impulse buying tendency

Abstract

Stern, 1962). The behavioural approach to consumer decision-making treats the impulse buying tendency as an individual trait, which in certain circumstances can lead to an act of impulse buying (e.g. AbstractThe behavioural approach to consumer decision-making focuses on impulse buying tendency as an individual trait that (in certain circumstances) leads to an act of impulse buying. Many authors believe that this trait is related to general impulsiveness as a temperamental factor. However, there is no precise data on the temperamental background of impulsive buying. Furthermore, even if it is agreed that men and women differ in terms of shopping style, there are only a few studies showing the nature of these differences when it comes to impulse buying. This research aims to verify the hypothesis on different temperamental determinants of impulse buying tendency for both genders in a Polish sample. For females, impulse buying tendency was positively related to optimum level of stimulation and also to reactivity. For males, this tendency was related, according to the Regulation Theory of Temperament, to formal characteristics of behaviour, especially to low briskness, sensory sensitivity and perseverance. Formal characteristics of behaviourThe formal attributes of behaviour were understood here as the dimensions of temperament postulated by RTT, and were measured with The Formal Characteristics of Behaviour -Temperament Inventory (FCB-TI), which was constructed specifically to verify this theory. FCB-TI is based on the assumption that temperament refers to formal attributes of behaviour expressed in energetic and temporal characteristics. This is a standardised psychological 120-item inventory, with "yes" and "no" as answers. It consists of six subscales representing six dimensions of formal attributes Journal of Customer Behaviour, Volume 10 JCB 130

The Impact of Situational, Demographic, and Socioeconomic Factors on Impulse Buying in the Republic of Macedonia

“…According to Gąsiorowska (2011), three groups of factors stimulating impulsive buying can be distinguished. The first group consists of individual characteristics that influence the impulse buying tendency; the second group consists of individual and situational factors that trigger impulses while shopping; and the third group consists of moderating factors that restrain or stimulate impulse buying behavior.…”

“…Mihić and Kursan (2010a) find that there are no statistically significant differences between males and females regarding their impulse buying behavior. Gąsiorowska (2011) finds that males and females differ in terms of psychological drivers of impulse buying. As most of the performed studies in this field showed that gender affects impulsive purchasing, Hypothesis 1 has been formulated: H1: Impulsive buying behavior varies according to gender.…”

Influence of personality on buying behaviour: a cross- cultural study comparing Poland and the UK

“…The behaviour of impulse buying is a result of the impact of marketing-mix strategy and the personal attributes and traits of the consumer (Gąsiorowska, 2011). With regard to the fi ve personality traits of consumers discussed above; Neuroticism is positively correlated with a risk-aversive behaviour because it is linked to the feeling of anxiety, while Openness to Experience positively predicts impulsive behaviour (Dowd & McElroy, 2007).…”

Identificando os factores de influência da compra por impulso em adolescentes portugueses

“…Segundo Gąsiorowska (2011), o sexo de pertença exerce um papel moderador na relação entre as diferenças individuais e a tendência à compra por impulso. Um estudo realizado por Silvera, Lavack e Kropp (2008) mostrou que as mulheres tendem a comprar mais por impulso do que os homens, corroborando outros estudos que obtiveram resultados semelhantes (Alagöz & Ekici, 2011;.…”