Trait Predictors of Online Impulsive Buying Tendency: A Hierarchical Approach

Sun, Tao; Wu, Guohua

doi:10.2753/mtp1069-6679190307

Cited by 118 publications

(104 citation statements)

References 34 publications

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“…The impulse buying tendency has been thoroughly studied in the traditional shopping context (Rook and Fisher, 1995). This study confirmed that it impulse buying is also strongly related to shopping intention in an online environment (Sun and Wu, 2011). Another trait construct that originated from traditional retail marketing, value consciousness, was first tested in e-commerce and proved to have good predictive power.…”

Section: Discussionmentioning

confidence: 55%

“…The behavior of shoppers weak in will power (Hoch and Loewenstein, 1991) to outside stimuli may be due to the more neurotic, i.e. lower in mood, and higher arousal need of the individuals (Sun and Wu, 2011). Need for arousal was a construct conceptualized by Mowen (2000) as one of the elemental traits and defined as the desire for stimulation and excitement.…”

Section: Research Model and Hypothesesmentioning

confidence: 99%

“…Moreover, an empirical study concerning materialism and money spending attitudes showed that materialism is related to impulse buying (Sun and Wu, 2011). Those who had higher materialism scores are also high on impulse buying (Troisi et al, 2006).…”

Section: Research Model and Hypothesesmentioning

confidence: 99%

See 2 more Smart Citations

Personality Traits Hierarchy of Online Shoppers

Chen¹

2011

IJMS

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Over the past decade, B2C e-commerce has flourished and enjoyed a growth rate unrivaled by the traditional retail business. This study is meant to contribute to the underdeveloped area of traits study concerning online shoppers. Specifically, the hierarchical trait theory of the 3M Model is applied as the theoretical foundation of the research. SEM was employed to analyze the relationships between research constructs. Major findings include: (1) all five middle level traits, i.e. Innovativeness, Need for Cognition, Trust, Value Consciousness, and Buying Impulsiveness are related to Online Purchase Intention, (2) The Elemental Traits of Openness to Experience, Conscientiousness, Need for Arousal, and Need for Material are related to one or two middle level traits respectively. Moreover, this study empirically validated the Four-level Traits Hierarchical Model and demonstrated that traits can be the driving force behind human motivation and intention.

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Section: Discussionmentioning

confidence: 55%

Section: Research Model and Hypothesesmentioning

confidence: 99%

See 1 more Smart Citation

Personality Traits Hierarchy of Online Shoppers

Chen¹

2011

IJMS

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“…The study followed positivist paradigm, deductive approach and quantitative techniques as adopted by few other studies in the similar domain [4,39,40]. Data were collected at one point in time so time horizon was cross sectional.…”

Section: Methodsmentioning

confidence: 99%

Impact Of Perceived Risk On Online Impulse Buying Tendency: An Empirical Study In The Consumer Market Of Pakistan

Abrar¹,

Naveed²,

Ramay³

2017

J Account Mark

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The purpose of this paper was to investigate influence of perceived risk (financial risk, product risk, convenience risk and non-delivery risk) on online impulse buying tendency. Web-based survey was conducted for data collection using online questionnaire distributed through stratified random sampling technique from online consumers of Pakistan. A total of 200 valid responses were gathered and the data was analyzed by using SPSS software and demographic statistics, correlation and regression tests. The proposed hypotheses were confirmed through data analysis results. Overall perceived risk, financial risk and product risk were found to have a moderately negative association with online impulse buying tendency whereas convenience risk and non-delivery risk had negative but weaker association with online impulse buying tendency.

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“…Segev et al (2015) corroborated this claim upon testing and confirming a positive relationship between materialism and time spent on a purchase. This interpretation is strengthened to the extent that there are numerous studies confirming the proposed results for a positive relationship between materialism and impulsive buying (Arocas et al, 2004;Sun & Wu, 2011;Cakarnis & D'Alessandro, 2015) and compulsive shopping (Reeves et al, 2012;Moschis et al, 2013;Lee et al, 2014 …”

Section: Impulsive Buying and Compulsive Shoppingmentioning

confidence: 80%

Meta-analysis of the antecedent and consequent constructs of materialism

Santini¹,

Ladeira²,

Sampaio³

et al. 2017

RBGN

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Purpose -Materialism has been gaining ground in the academic field, especially from the 1980s on, given the relevance of understanding sentiments connected to possessing and acquiring goods. Thus, this meta-analysis was carried out to assess the antecedents and consequents of materialism.Design/methodology/approach -Based on a systematic review, we gathered a total 77 articles that examined those aspects, generating 99 effects-sizes and a cumulative sample of 40,288 studied individuals.Findings -The antecedents of materialism that showed a significant relationship with this construct were: perceived hedonic value, interpersonal influence, life satisfaction, and income. As for the consequents, we observed significance for purchase intention, impulsive buying, compulsive buying, conspicuous consumption, status consumption, and consumer involvement. Regarding the moderating effect, we observed that small samples produce greater effects. Furthermore, for the relationship between materialism and purchase intention, there are stronger effects for surveys conducted in Western countries.Originality/value -Based on the methodology applied in this study, we expected a solid and generalizable contribution regarding construct materialism.

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Trait Predictors of Online Impulsive Buying Tendency: A Hierarchical Approach

Cited by 118 publications

References 34 publications

Personality Traits Hierarchy of Online Shoppers

Personality Traits Hierarchy of Online Shoppers

Impact Of Perceived Risk On Online Impulse Buying Tendency: An Empirical Study In The Consumer Market Of Pakistan

Meta-analysis of the antecedent and consequent constructs of materialism

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