The influence of trait affect and the five-factor personality model on impulse buying

Thompson, Edmund R.; Prendergast, Gerard P

doi:10.1016/j.paid.2014.12.025

Cited by 97 publications

(90 citation statements)

References 59 publications

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“…Moreover, the current study has not addressed the link between CBB and consumer personality traits. Following work by Mikolajczak‐Degrauwe et al (), Andreassen et al (), and Thompson & Prendergast (), the positive links between CBB and both extroversion and neuroticism could be examined further in future research.…”

Section: Discussionmentioning

confidence: 99%

Compulsive buying behavior: Re‐evaluating its dimensions and screening

Maccarrone-Eaglen

Schofield

2017

J of Consumer Behaviour

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Despite the significant research in the consumer behavior literature on compulsive buying behavior (CBB), there is still no general agreement about the dimensionality or diagnostic screening of the disorder. Previous studies have identified two principal dimensions: compulsivity and impulsivity, although more recent strands of theory characterize CBB with reference to loss of self-control and behavioral addiction. This study challenges the impulsive-compulsive paradigm by validating a new model with compulsive and self-control impaired spending dimensions. The model more closely reflects the disorder's ego-dystonic character, routed in an anxiety-based reactive mechanism with uncontrollable buying and an inability to rationalize the behavior and its consequences. The study also develops and cross-validates a new seven-item CBB screening tool, using a comparative analysis with three existing screeners and an independent sample. The findings indicate that compulsive buying results from both compulsive and self-control impaired impulsive elements, which are characteristic of behavioral addiction. KEYWORDScompulsive purchasing, screening tool, self-control, spending | INTRODUCTIONResearch has shown that compulsive buying behavior (CBB) is typified by an inability to resist a strong inner urge to make repeated purchases in order to provide relief from mental disquiet (d'Astous, 1990;Dittmar, 2005;Elliott, 1994;Kwak, Zinkhan, & Lester-Roushanzamir, 2004;Lejoyeux, Tassain, & Ades, 1995;Monahan, Black, & Gabel, 1996;Roberts, Manolis, & Pulling, 2014), and it is also characterized by a loss of control over these purchasing actions (Achtziger, Hubert, Kenning, Raab, & Reisch, 2015;Baumeister, 2002;Baumeister, Sparks, Stillman, & Vohs, 2008;Schlosser, Black, Repertinger, & Freet, 1994;Tangney, Baumeister, & Boone, 2004). The underpinning psychological strain is caused by anxiety, low self-esteem (De Sarbo & Edwards, 1996;Faber & O'Guinn, 1989;Valence, d'Astous, & Fortier, 1988

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Section: Discussionmentioning

confidence: 99%

Compulsive buying behavior: Re‐evaluating its dimensions and screening

Maccarrone-Eaglen

Schofield

2017

J of Consumer Behaviour

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“…Uma das principais determinantes das diferenças entre as pessoas é a personalidade, que traduz padrões e traços consistentes e duradouros sobre o comportamento, a percepção, o pensamento e o sentimento, os quais fornecem identidade única a cada indivíduo (Feist, Feist, & Roberts, 2015). Assim, a personalidade é uma variável importante para análise do comportamento do consumidor (Haugtvedt, Petty, & Cacioppo, 1992;Thompson & Prendergast, 2015;Wu & Ke, 2015).…”

Section: A Compra Por Impulso E a Personalidadeunclassified

“…(Blackwell, Miniard, & Engel, 2005;Castro, 2016). A instabilidade emocional é uma característica comum tanto desse fator da personalidade quanto do comportamento de compra por impulso, tornando os indivíduos com elevados níveis de Neuroticismo mais propensos a comprar impulsivamente, confirmando estudos anteriores (e.g., Bratko, Butkovic, & Bosnjak, 2013;Olsen, Tudoran, Honkanen, & Verplanken, 2015;Shahjehan, Qureshi, Zeb, & Saifullah, 2012;Thompson & Prendergast, 2015 e mais casos de compra compulsiva, ou oneomania (Brougham, Jacobs-Lawson, Hershey, & Trujillo, 2011;Dittmar, 2005;Mowen & Spears, 1999); então a compra por impulso é um fator que merece atenção sob esses aspectos, especificamente por aumentar a frequência do estado de oneomania (Vohs & Faber, 2007). Além disso, o grau de suscetibilidade à influência interpessoal pode demonstrar o quanto o gênero e/ou fatores de personalidade são moderados por influências informacionais ou normativas (Taute & McQuitty, 2004 (Taute & McQuitty, 2004).…”

Section: Método Participantesunclassified

“…Verplanken e Herabadi (2001) demonstraram diferenças individuais na propensão de comprar por impulso e sugerem que tais diferenças estão ligadas à personalidade, usando várias medidas individuais de personalidade, inclusive o modelo CGF. Extroversão, Realização e Neuroticismo explicam o comportamento de compra por impulso(Thompson, & Prendergast, 2015), bem como a Abertura a Experiências(Shahjehan, Qureshi, Zeb, & Saifullah, 2012). Além de serem variáveis antecedentes do comportamento de compra por impulso, também já foi possível traçar um perfil do consumidor que seja mais propício a comprar impulsivamente, utilizando o modelo CGF(Shahjehan et al, 2012).…”

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Sua personalidade vai ao shopping? Relações entre personalidade e a compra por impulso

Aquino

Natividade

Lins³

2019

Psico

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Este estudo teve o objetivo de testar o poder preditivo dos cinco grandes fatores de personalidade, da influência interpessoal e de variáveis sociodemográficas sobre a compra por impulso. Participaram do estudo 1.296 brasileiros, média de idade de 35,8 anos (DP = 12,8), escolaridade mínima de Ensino Médio incompleto. Os resultados mostraram relações da compra por impulso com variáveis sociodemográficas, hábitos de consumo e personalidade. O modelo de regressão explicou 23% da variância da compra por impulso, sendo os maiores poderes preditivos o da influência interpessoal normativa e o do fator de personalidade neuroticismo, ambos preditores positivos; seguidos do hábito de fazer lista de compra e do fator conscienciosidade, como negativos. Os resultados confirmam o poder preditivo de fatores de personalidade, hábitos de consumo e variáveis sociodemográficas sobre o comportamento de compra por impulso.

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“…Konsumen yang sangat impulsif cenderung tidak memikirkan sesuatu, gampang tertarik terhadap sesuatu, dan menginginkan kepuasan segera. Konsumen semacam ini sering tidak terlalu memperhatikan akibat negatif yang mungkin timbul akibat tindakan yang mereka lakukan (Thompson & Prendergast, 2015).…”

Section: Impulse Buyingunclassified

Analisis Hedonic Shopping Motives Terhadap Impulse Buying Toko Daring pada Masyarakat Kota Kediri

Purnomo¹,

Riani²

2018

Ekspektra J. Bisnis dan Manaj.

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AbstrakPenelitian ini mengacu pada karakter hedonic shopping motives seseorang dalam melakukan suatu pembelanjaan dengan spontan tanpa memikirkan kegunaannya dalam jangka panjang. Adakalanya seseorang yang berbelanja tanpa mau bersusah payah untuk ke toko untuk mendapatkan barang yang mereka inginkan, dengan teknologi yang canggih seseorang bisa melihat barang-barang yang mereka inginkan dengan sistem online store. Tujuan penelitian ini untuk mengetahui pengaruh adventure shopping, gratification shopping, idea shopping, role shopping dan value shopping sebagai komponen hedonic shopping motives terhadap impulse buying dalam pembelian online store pada masyarakat Kota Kediri. Penelitian ini menggunakan pendekatan kuantitatif. Metode pengambilan sampel menggunakan kombinasi teknik sampling snow ball dan purposive sampling dengan jumlah sampel 80 responden. Teknik analisis data yang digunakan yaitu analisis deskriptif, uji asumsi klasik, analisis regresi linier berganda, uji koefisien determinasi dan uji hipotesis dengan bantuan program SPSS for windows Versi 23. Hasil penelitian ini adalah secara parsial adventure shopping dan role shopping berpengaruh signifikan, dan social shopping, gratification shopping, idea shopping dan value shopping tidak berpengaruh signifikan terhadap impulse buying, sedangkan secara simultan adventure shopping, gratification shopping, idea shopping, role shopping dan value shopping, secara bersama-sama berpengaruh positif signifikan terhadap impulse buying online store.

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The influence of trait affect and the five-factor personality model on impulse buying

Cited by 97 publications

References 59 publications

Compulsive buying behavior: Re‐evaluating its dimensions and screening

Compulsive buying behavior: Re‐evaluating its dimensions and screening

Sua personalidade vai ao shopping? Relações entre personalidade e a compra por impulso

Analisis Hedonic Shopping Motives Terhadap Impulse Buying Toko Daring pada Masyarakat Kota Kediri

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