The effect of deals and moods on compulsive buying in young adults: A comparison of an indulgence culture and a restraint culture

Pandey, Shivendra Kumar; Devasagayam, Raj

doi:10.1362/147539215x14441363630918

Cited by 10 publications

(7 citation statements)

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“…The presence of utilitarian value is irrelevant to them, unlike non-compulsive shoppers. In fact, Horv ath and Adıg€ uzel (2018) found that in emerging markets where consumers are more utilitarian value conscious (Pandey and Devasagayam, 2015), there is a negative relationship between value shopping and compulsive behaviour. Thus, compulsive and non-compulsive shoppers differ in terms of how strongly they seek utilitarian value, which ultimately affects their sense of well-being at the end of the shopping process.…”

Section: Moderating Effect Of Compulsive Shoppingmentioning

confidence: 99%

The impact of mall personality and shopping value on shoppers' well-being: moderating role of compulsive shopping

Ali

Mishra

Javed

2021

IJRDM

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PurposeThe purpose of this study is to examine the association between mall personality, hedonic and utilitarian shopping value, and shoppers' well-being. The moderating effect of compulsive shopping on the association between both hedonic and utilitarian shopping value, and shoppers' well-being is also investigated.Design/methodology/approachThis study is quantitative in nature, and a purposive sampling technique is used. Data was collected through mall intercept survey. The authors collected 431 usable responses from respondents at two different malls in Lahore, Pakistan. PLS-SEM was employed to test the proposed hypotheses.FindingsResults indicate that mall personality significantly and positively influences both hedonic and utilitarian shopping value and shoppers' well-being. Similarly, hedonic shopping value has a significant and positive impact on shoppers' well-being, while utilitarian shopping value has a non-significant relationship with shoppers' well-being. Moreover, while compulsive shopping behaviour moderates the positive relationship between hedonic shopping value and shoppers' well-being, it does not moderate the relationship between utilitarian shopping value and shoppers' well-being.Originality/valueDespite the extant studies on brand and store personality on numerous retail outcomes, no study has examined the association between mall personality and shoppers' well-being. Another key contribution of this study is to examine moderation effect of compulsive shopping on the association between shopping value and shoppers' well-being. Additionally, this study enlightens mall administration to emphasise upon mall personality and hedonic shopping value so as to enhance shoppers' well-being, more so if its product assortment encourages compulsive shopping.

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Section: Moderating Effect Of Compulsive Shoppingmentioning

confidence: 99%

The impact of mall personality and shopping value on shoppers' well-being: moderating role of compulsive shopping

Ali

Mishra

Javed

2021

IJRDM

View full text Add to dashboard Cite

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“…Moreover, these consumers may fear uncertainties in terms of quality of the products (Erguncu and Yildirim, 2015). Therefore, they tend to give higher importance to product value than its price (Cayla andArnould, 2008, Pandey andDevasagayam, 2015), and use price as a signal to perceive quality (D'Andrea et al, 2010). In addition, most of the young Chinese consumers are students and have less purchasing power which implies that they may need to think more wisely before they make a purchase decision and maximize the returns (Pandey and Devasagayam, 2015).…”

Section: Resultsmentioning

confidence: 99%

Young Buyers: Shopping Enjoyment and Obsessive-Compulsive Buying

2019

EJBM

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The purpose of this paper is to evaluate the relationship between hedonic shopping motivations and obsessivecompulsive shopping behavior from youngsters' perspective. The study is based on the survey of 615 young Chinese buyers (mean age=24) and analyzed through Structural Equation Modelling (SEM). The findings show that adventure seeking, gratification seeking, and idea shopping have a positive effect on obsessive-compulsive buying, whereas role shopping and value shopping have a negative effect on obsessive-compulsive buying. However, social shopping is found to be insignificant to obsessive-compulsive buying. The study has a number of implications. Marketers should display more information about latest trends and fashions, as young buyers are found to shop for ideas and information. Managers should design the layouts with more exciting and impressive features, as these buyers are found to shop for adventure and gratification. Salesmen should take greater care into consideration while offering them to buy products such as gifts, souvenir etc. for their dear ones, as these buyers are less likely to enjoy buying for others. Moreover, business managers should less rely on discount promotions, as this consumer segment is found to be less likely to shop for discounts and bargains. This study contributes to the literature by investigating the relationship between hedonic shopping motivations and obsessive-compulsive buying of young Chinese buyers, which is found to be lacking in the literature so far according to the best of authors' knowledge.

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“…Individuals from restrained cultures have been found to be more pessimistic, feel more guilt, and be afraid of losses (Hofstede, Hofstede, and Minkov 2010), which is thought to prevent them from seeking new or alternative options as they tend to be more cynical (Koç, Ar, and Aydin 2017). Thus, restraint as a cultural dimension is associated with lower spending, thrift, and the requirement of rational inducements (Koç, Ar, and Aydin 2017; Pandey and Devasagayam 2015). Therefore, we posit that those from restrained cultures will display CEBs that evidence the requirement of rational inducements to purchase, such as financial deals or positive customer reviews.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Customers from indulgent cultures have been found to spend more as they will justify purchases to themselves on the basis of the gratification of their own desires as opposed to need (Broeder and Wildeman 2020). Moreover, Pandey and Devasagayam (2015) identified that indulgent cultures are more prone to compulsive purchasing, in which consumers make purchases even though they may lack the money or the need. Impulsive buying behavior has been linked to compulsive buying behavior, involving the spontaneous or repeated act of buying, often unplanned, with these two constructs widely considered to overlap (Flight, Rountree, and Beatty 2012).…”

Section: Indulgence Versus Restraint and Cebsmentioning

confidence: 99%

The Effect of Cross-Cultural Dimensions on the Manifestation of Customer Engagement Behaviors

Connell¹,

Marciniak²,

Carey³

2022

Journal of International Marketing

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Today’s technology-enabled customer and their instant access to a global marketplace has led to firms facing intense competition from around the world. Resultantly, engaging customers has emerged as an important marketing strategy and for more than a decade has fuelled intense attention from academe and professionals on the construct of customer engagement (CE). However, despite this focus to date there is a paucity of research considering CE in a cross-cultural context. This exploratory study provides empirical clarification as to whether culture at a national level impacts the manifestation of specific customer engagement behaviours (CEBs) exhibited by customers engaged with a brand. A conceptualisation of CEBs for Hofstede’s six dimensions of culture is presented and a netnographic study focusing on an online brand community (OBC) reveals that whilst national culture exerts no impact on the behaviours of engaged customers, the culture associated with a brand does. These findings serve as a foundation for future academic inquiry and present the opportunity to managers to foster and nurture a brand culture that encourages CE.

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The effect of deals and moods on compulsive buying in young adults: A comparison of an indulgence culture and a restraint culture

Cited by 10 publications

References 0 publications

The impact of mall personality and shopping value on shoppers' well-being: moderating role of compulsive shopping

The impact of mall personality and shopping value on shoppers' well-being: moderating role of compulsive shopping

Young Buyers: Shopping Enjoyment and Obsessive-Compulsive Buying

The Effect of Cross-Cultural Dimensions on the Manifestation of Customer Engagement Behaviors

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