Interpersonal Influence as Psycho Social Stressor, Stress, and Impulsive Buying: An Empirical Study in the Perspective of Islamic Guidelines on Consumption

Abstract

Stressors are a real concern for the literature relevant to marketing in view of the implications they have for individual consumers. This study explores the effect of psychosocial stressor 'interpersonal influence' on impulsive buying behavior with moderating role of consumers' emotional intelligence and mediating role of stress. The study also looks into the Islamic perspective of consumption as prescribed by Qur'ān and Sunnah. The results are discussed while comparing the practice by Muslim consumers in Pakistan with the relevant tenets provided by Islamic Sharī'ah. Data were collected through survey questionnaires from 202 consumers living in the Capital city of Pakistan. PROCESS (Hayes, 2012) was used to check the main effects and moderated mediation for the study variables. The study results reveal that people who faced high interpersonal influence depicted more impulsive buying due to the stress generated by the psychosocial stressor, but consumers with high emotional intelligence were less prone to stress which, in turn, led to low impulsive buying. Findings of the study have great implications for psychologist, marketing researchers and practitioners who could help stressful consumers, push them to develop alternative mechanisms to handle the problem or engage them into coping mechanisms relevant to impulsive buying.

Muslim Consumers Style Inventory: A Case from Pakistan

“…The scale which is endorsed and enhanced in this study will act as a helping mechanism to future researchers who might be interested in identifying variables relevant to Muslim consumers in other parts of the world. As highlighted by Zia and Shahzad (2017) Muslim consumers are different from other consumers and should be gauged with specialized research approach, and this study contributes to this argument implementation in research methodology.…”

Apakah Romantic Breakup Berperan terhadap Perilaku Impulsive Buying? : Studi Korelasional pada Mahasiswa

“…Koefisien regresi yang diperoleh menunjukkan pula bahwa distress akibat romantic breakup ini sangat kecil perannya terhadap impulsive buying. Hasil dari penemuan ini tidak sejalan dengan penelitian-penelitian serupa yang mengungkapkan bahwa stressful life-events, yaitu stres yang disebabkan oleh suatu peristiwa, seperti stres akademik, pengalaman bencana alam, dan pandemi Covid-19 ditemukan berkaitan dengan pada impulsive buying individu (Choiriyah, 2021;Sneath dkk., 2009;Zia & Shahzad, 2017;Wang dkk., 2021).…”

“…Stressful lifeevents dapat menimbulkan tekanan emosi yang menyebabkan individu untuk kehilangan atas kontrol dirinya sehingga dapat melakukan perilaku berisiko dan impulsif, seperti bunuh diri dan menggunakan zat-zat berbahaya (Tice, Bratslavsky, Baumeister, 2001;Field dkk., 2009;Norona dkk., 2017;Vaziri dkk., 2021). Hal ini terjadi karena emotional distress yang dirasakan akan mendorong mereka untuk memilih jalan tercepat yang dapat mengatasi perasaannya yang disebut gratifikasi segera, walaupun ternyata jalan tersebut tidak efektif dan tidak sesuai dengan kebutuhannya (Tice dkk., 2001;Zia & Shahzad, 2017;Vaziri dkk., 2021).…”

“…Salah satu bentuk perilaku impulsif yang diharapkan dapat memberikan gratifikasi segera yaitu impulsive buying. Impulsive buying dianggap sebagai cara yang efektif dalam meregulasi afektif dengan meningkatkan mood dan diharapkan dapat menghilangkan emotional distress (Verplanken & Herabadi, 2001;Zia & Shahzad, 2017;Fenton-O'Creevy, Dibb, & Furnham, 2018). Selain itu, perilaku impulsive buying dilakukan sebagai bentuk strategi adaptif atau koping karena dipersepsikan sebagai perilaku impulsif yang relatif aman dan mudah dibanding perilaku lainnya, seperti berkendara dengan agresif, merusak properti, atau menggunakan zat berbahaya (Sneath dkk., 2009).…”

The impact of social exclusion on impulsive buying behaviour of consumers on online platforms: Samples from China

“…However, there are relatively few studies on social exclusion as a cause contributing to impulsive buying [ 15 , 16 ]. On the other hand, in these limited studies, the influences of social exclusion on individuals' impulsive behaviors (such as impulsive buying behaviour) are mostly discussed from the perspectives of stress level [ 17 , 18 ], cognitive dysfunction [ 19 ] and personality characteristics [ 20 ]. Few scholars have explored the relationship between social exclusion and impulsive buying behaviour from the perspective of individuals' emotional belonging-need.…”