What’s going on in my mind? The effects of cognitive differences on buying impulsiveness, cognitive dissonance, and price consciousness

Özyörük, Hüseyin Erbil

doi:10.1111/ijcs.12735

Cited by 11 publications

(7 citation statements)

References 163 publications

(368 reference statements)

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“…However, this assertion was not supported by research and data. An exploratory hypothesis‐testing study conducted by Özyörük (2021) demonstrated that future‐oriented thinking was negatively related to impulse buying.H3 Future‐oriented thinking mediated the effect of maximising mindset on impulse buying.…”

Section: Hypothesis Developmentmentioning

confidence: 99%

Exploring the inhibitory effect of maximising mindset on impulse buying

Ding

Guo

2023

J of Consumer Behaviour

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Although impulse buying could temporarily increase sales, it is essential to explore how to curb impulse buying because impulse buying leads to negative consequences for both consumers and enterprises in the long run. Previous research investigated the negative correlation between impulse buying and situational factors or personal traits. However, these factors were complicated for marketers or consumers to manipulate, so the research gap was that a lack of research focused on how to curb impulse buying through external intervention. This study aimed to find an effective external intervention to curb impulse buying and thus fill the blanket. This study introduced maximising mindset, a mindset that could be manipulated externally and used effectively by consumers and marketers to curb impulse buying. Data were collected online from 1106 participants in China through the research platform Sojump.The results demonstrated that maximising mindset negatively correlated with impulse buying, and future-oriented thinking played a role as a mediator. This study contained theoretical for future research on impulse buying and practical value in helping consumers achieve better decisions and helping companies achieve long-term growth.

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Section: Hypothesis Developmentmentioning

confidence: 99%

Exploring the inhibitory effect of maximising mindset on impulse buying

Ding

Guo

2023

J of Consumer Behaviour

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“…The measurement of impulsive buying behavior was designed by referring to the scale by Pei and Paswan (2018) [16], Chen et al (2020) [10], and Özyörük (2021) [56], which measured the selective tendency of consumers in the decision-making process of compliance purchase without involving the influence of consumers' subjective moral factors. There are 4 items in the scale, for example, "I sometimes spend more than my budget on online shopping", "I sometimes buy things on impulse", etc.…”

Section: Questionnaire Designmentioning

confidence: 99%

The Impact of Information Overload of E-Commerce Platform on Consumer Return Intention: Considering the Moderating Role of Perceived Environmental Effectiveness

Lv¹,

Liu²

2022

IJERPH

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The increasingly serious problem of consumers returning goods on e-commerce platforms has brought high costs to the Internet economy, carbon pollution to the environment, and waste of social resources. E-commerce platforms can provide useful information to assist consumers to make rational decisions, but they are often filled with useless, repetitive, and even false excessive information, which will lead to information overload and impulsive decision-making of consumers. Most of the previous literature focuses on reverse logistics, return policy, and consumer behavior tendency, etc. From the perspective of consumers’ perception of information displayed on e-commerce platforms, there are few research endeavors on the formation mechanism of perceived information overload on consumers’ return intention. Taking perceived information overload as an independent variable and consumers’ perceived environmental effectiveness as a moderation variable, this study constructs a chain mediation model that affects consumers’ online return intention. Based on the analysis of the mediating effects of impulsive buying behavior and cognitive dissonance, this study explored the moderating mechanism of consumers’ perceived environmental effectiveness on the chain mediation model. The results show that perceived information overload has a positive influence on online return intention through impulsive buying behavior, and perceived information overload has a positive influence on online return intention through cognitive dissonance. Perceived information overload also positively affects cognitive dissonance through impulsive buying behavior and thus has a significant positive chain mediating effect on consumers’ online return intention. More importantly, this research shows that consumers’ perceived environmental effectiveness can significantly moderate the chain mediation path by reducing the positive effect of the cognitive dissonance on online return intention. On this basis, this study put forward the corresponding managerial implications from the perspectives of consumers and e-commerce platforms.

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“…However, the moderation on discount attribution requires further investigation. Cognitive style is a stable personal attribute that reflects the consistent way in which individuals organize and process information, and ultimately take decisions and act (Hunt et al, 1989;Kozhevnikov, 2007;Messick, 1984;Özyörük, 2021;Sagiv et al, 2010). The intuitive (or experiential) style and systematic (or rational) style are two major cognitive styles (Allinson & Hayes, 1996;Epstein et al, 1996;Sagiv et al, 2010).…”

Section: Ta B L Ementioning

confidence: 99%

Impact of mixed bundling type on consumers’ value perception

Song

2022

Int J Consumer Studies

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A discount through bundling can harm consumers’ perception of the reference price of, and willingness to pay for, the bundled products. This study investigates how types of bundling such as mixed‐leader and mixed‐joint bundling affect the value perception of a primary product. Three experiments were developed and used to test theoretical hypotheses. Data were collected and analyzed using multivariate analyses of variance and mediation analysis with the bootstrapping procedure. Results show that leader bundling is more efficient in protecting the value perception of the primary product than joint bundling. The bundling type effect is mediated by consumers’ discount attribution and is strengthened in a low product similarity scenario. Further, cognitive style and attention level significantly mediate the relationship between product similarity and consumers’ discount attribution, especially under leader bundling. These findings provide a deeper understanding of the bundling type effect. The moderating effects of product similarity show the conditions for the bundling type effect. Additionally, the mediating effect of discount attribution is very meaningful since attribution is the most frequently mentioned theory in bundling research, while no study has directly examined it to date. The findings also provide useful implications for retailers to design efficient bundling promotion.

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What’s going on in my mind? The effects of cognitive differences on buying impulsiveness, cognitive dissonance, and price consciousness

Cited by 11 publications

References 163 publications

Exploring the inhibitory effect of maximising mindset on impulse buying

Exploring the inhibitory effect of maximising mindset on impulse buying

The Impact of Information Overload of E-Commerce Platform on Consumer Return Intention: Considering the Moderating Role of Perceived Environmental Effectiveness

Impact of mixed bundling type on consumers’ value perception

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