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The Buying Impulse
Abstract
Self-regulation is a complex process that involves consumers’ persistence, strength, motivation, and commitment in order to be able to override short-term impulses. In order to be able to pursue their long-term goals, consumers typically need to forgo immediate pleasurable experiences that are detrimental to reach their overarching goals. Although this sometimes involves resisting to simple and small temptations, it is not always easy, since the lure of momentary temptations is pervasive. In addition, consumers’ beliefs play an important role determining strategies and behaviors that consumers consider acceptable to engage in, affecting how they act and plan actions to attain their goals. This dissertation investigates adequacy of some beliefs typically shared by consumers about the appropriate behaviors to exert self-regulation, analyzing to what extent these indeed contribute to the enhancement of consumers’ ability to exert self-regulation.
Purpose
The popularisation of user-generated content has boosted the integration of social media with online retail, especially in the emerging context of interest-based e-commerce (IBEC). As the content brings new incentives for consumers’ impulsivity in consumption, it remains unclear understanding of the mechanism of impulse buying in IBEC from the current literature. This study aims to examine how content creativity encourages impulse buying intention though attitude, and whether the effect is moderated by consumers’ online shopping experience.
Design/methodology/approach
This study administered a two-wave online survey to a purposive sample of 286 consumers with shopping experience in Douyin. The hypotheses and a moderated-mediation effect were tested using structural equation modelling in Mplus8.3.
Findings
The empirical results revealed that content creativity, including dual dimensions of relevance and divergence, can drive positive attitude towards platforms through the direct effect of subjective norm and mediation effect through perceived usefulness, which induces an urge to buy impulsively. The mediation effect is further moderated by consumers’ online shopping experience in IBEC.
Originality/value
This study expands the stream of impulse buying research in retailing by proposing a context of IBEC and bringing empirical evidence of the relationship between content and consumers’ urge to buy. The study provides strategic insights for retailers to achieve marketing value by managing consumers’ impulse purchases in IBEC.
Purpose
This study aimed to examine consumers’ impulse purchases of luxury products in the metaverse, specifically by exploring how consumers’ motivational and emotional experiences affect virtual luxury product purchases in the metaverse.
Design/methodology/approach
An online survey was administered to a total of 230 users of various metaverse platforms in China. The data were analysed using partial least squares structural equation modelling (PLS-SEM) disjoint two-stage approach.
Findings
The findings indicated that motivational experience (goal importance and goal interest) and positive emotion (fantasy, feeling and fun) have positive effects on impulse buying of luxury products in the metaverse, but none for negative emotions (loneliness and isolation).
Practical implications
This study indicated that understanding and leveraging consumers’ motivational experiences and positive emotions can drive their impulse buying behaviour of luxury products in the metaverse, hence providing virtual and brand retailers with a testbed for their products before they launch in the physical market.
Originality/value
This study enriches our comprehension of consumers’ metaverse luxury purchases by delving into the impacts of motivational and emotional experiences on impulse buying behaviours.
Purpose
This study investigates the impact of perceived ease of use on mobile shoppers’ inclination to make impulsive purchases in the context of mobile commerce. The authors employ a technology acceptance model to examine how perceived ease of use affects the impulsive tendencies of smartphone users. Additionally, we utilise a motivation orientation framework to understand the moderating effect of utilitarian and hedonic values in the relationship between perceived ease of use and impulsive buying behaviour.
Design/methodology/approach
A self-administered online survey was conducted on 427 users of mobile commerce applications. Structural equation modelling was employed through SPSS AMOS 26 to analyse the collected data.
Findings
According to the findings, perceived ease of use has a substantial negative connection with impulsive buying behaviour. This inverse relationship is interesting as it shows that user-friendliness alone may not be enough to drive spontaneous buying. However, hedonic and utilitarian values moderated the connection between perceived ease of use and impulsive buying behaviour.
Research limitations/implications
The study’s findings will help marketers, policymakers, organisations and academicians comprehend the significance of hedonic and utilitarian values in driving IBB and making rational decisions.
Originality/value
This study contributes to the technology acceptance model and motivation orientations by determining the crucial role of utilitarian-hedonic values in triggering impulsive purchases in the mobile commerce sector of a non-tech savvy developing country.
The purpose of this study was to explore the impacts of brand awareness, price promotion, and impulsive buying traits on Taiwanese high mountain tea purchase intentions. A quota sampling design was employed to collect information. A total of 700 questionnaires were distributed to 10 tourist areas in Alishan Township, Chiayi, Taiwan (70 questionnaires in each tourist area) with an effective response rate of 98.3%. Structural equation modeling was employed to verify the relationships among the proposed models. The results showed that brand awareness and price promotion had positive influences on purchase intention. Impulsive buying traits did not moderate the relationship between brand awareness and purchase intention but moderated the relationship between price promotion and purchase intention. Based on the results and discussion, suggestions are given for tourists, business operators, and future researchers.
The article synthesizes online impulse buying research conducted through a systematic literature review (SLR) approach. The present review covers the diverse range of literature, from 2001 to 2024, conducted using the SPAR‐4‐SLR protocol. Drawing upon the theory‐context‐characteristics‐method (TCCM) framework, a literature synthesis provides an overview of article's descriptives, underpinning theories, contextual overview and methodological aspects. The review also highlights the variables related to the antecedents, mediators, moderators and consequences of online impulse buying and proposes the integrated conceptual framework of the concept. Lastly, the review highlights the gap in the literature and offers insightful directions to advance research in online impulse buying domain. Overall, this review is an attempt to make significant theoretical and practical contributions to the field of online impulse buying research.
Grounded in the established Stimulus-Organism-Response framework, the present research conducts empirical inquiry into the multifaceted impact of various promotional factors on online impulse buying behaviour. Additionally, this study delves into the mediating role of impulse buying tendency, bridging the link between diverse promotional variables and online impulse buying behaviour. The investigation centrally revolves around the contemporary promotional strategies prevalent among online retailers, notably Online Campaigns (inclusive of shopping festivals), Product Recommendations, and Limited Time Deals. Partial Least Squares Structural Equation Modelling (PLS-SEM) approach was employed to scrutinize the hypothesized associations within the research model. The findings unveil that both Product Recommendations and Limited Time Deals significantly influence online impulse buying behavior. However, Online Campaigns do not exhibit a direct influence on online impulse buying behavior; instead, the mediating presence of impulse buying tendency fully mediates this relationship. Furthermore, the research provides valuable insights into the positive association between impulse buying tendency and online impulse buying behaviour.
This study investigates the role of communication factors in influencer marketing communication in influencing trust in influencer’s branded posts, subsequently impacting the urge to buy impulsively (UBI). In addition, the study also examines the role of persuasion knowledge as a moderator and product affection as a mediator in the relationship between trust and UBI. The study integrates signalling theory and (SOR) framework to develop a model to be tested through SEM. Results of the data of 481 followers of the influencers unveiled that the credibility of the communication factors plays an essential role in developing trust in influencers ‘posts, which ultimately induces UBI. Product affection mediates the relationship between trust and UBI and people with low levels of persuasion knowledge were found to have more chances of developing UBI. This study provides valuable insights to the markets and advertisers, enabling them to understand the importance of the credibility of the influencer marketing communication factors, which result in favourable consumer attitudinal and behavioural outcomes. Additionally, it addresses the existing knowledge gap concerning the factors that precede trust formation and examines their subsequent influence on UBI.
Dürtüsel alışveriş, tüketicinin mantıklı düşünme ve planlama süreçlerini göz ardı ederek, anlık tatmin arayışı içinde, içgüdülerinin hâkimiyetiyle kontrolsüz olarak gerçekleştirdiği bir alışveriş eylemidir. Dürtüsel satın alma davranışı çevresel, durumsal ve içsel tetikleyiciler aracılıyla gerçekleşmektedir. Mobil ortam ve özellikle mobil alışveriş uygulamalarının, mekân ve zaman sınırını ortadan kaldırarak sağladığı alıveriş kolaylığı günümüz tüketicisini dürtüsel alışverişe karşı daha savunmasız hale getirmektedir. Bu araştırmanın amacı, mobil alışveriş uygulamalarının dürtüsel satın alma davranışı üzerindeki etkisini S-O-R ve P-A-D modelleri çerçevesinde yapılandırılmış kapsamlı bir model önerisi ile açıklamaktır. Araştırma evreni mobil uygulamalar ile alışveriş deneyimine sahip 18 yaş ve üzeri tüketicilerden oluşturmaktadır. Araştırma bulgularına göre; zevk ve uyarılma duyguları dürtüsel alışveriş davranışı üzerinde önemli etkiye sahiptir. Alışverişten alınan zevk üzerinde algılanan mobilite, satış geliştirme çabaları, hedonik alışveriş değeri etkilidir. Kıtlık mesajları, zaman uygunluğu, hedonik alışveriş değeri ve normatif sosyal etki değişkenleri algılanan uyarılma üzerinde etkilidir. Bulgular ayrıca, tüketicinin alışverişten hissettiği uyarılmanın algıladığı zevk üzerinde etkili olduğu tespit edilmiştir.
In the dynamic realm of online commerce, the phenomenon of Online Impulse Buying (OIB) has become a focal point of extensive research. Despite the multitude of studies exploring antecedents, mediators, and moderating factors, inconsistencies in findings have hindered generalization. To bridge this gap, we conducted a comprehensive meta-analysis, synthesizing data from 84 empirical results across 75 research articles up to December 2023. Encompassing a cumulative sample size of 139,545 participants and 341 effects, our analysis aimed to evaluate the strength and significance of associations with OIB. Results revealed substantial influences on OIB, with Situational stimuli (ESr = 0.477), Marketing stimuli (ESr = 0.433), Customer related factors (ESr = 0.388), and Platform related factors (ESr = 0.362) emerging as key contributors. The heightened impact of situational and marketing stimuli reflects the evolving landscape of OIB. Additionally, we explored six potential moderators—culture, sample type, sampling method, online commerce type, and data collection technique—uncovering statistically significant effects on some aggregated correlations. By shedding light on the changing dynamics of OIB, our findings provide valuable insights for both researchers and practitioners navigating the intricate landscape of online impulse buying. Finally, we outline future research directions to guide ongoing exploration in this rapidly evolving field.
This study investigated the effects of competitive attitudes on in-game impulse purchase behaviors, focusing on the mediating role of the need for popularity and the moderating effect of social competence. Data collected from 234 participants via broadcasters on Discord and Twitch platforms was analyzed using Partial Least Squares Structural Equation Modeling (PLS-SEM). The findings confirm that the need for popularity fully mediates the relationship between competitive attitudes and in-game impulse purchases. Moreover, social competence was found to moderate this relationship negatively, indicating that individuals with lower social competence are more influenced by their need for popularity when making in-game impulse purchases. These insights highlight the significant impact of social dynamics and individual psychological traits on consumer behavior in gaming environments. Furthermore, these results emphasize the ethical imperative for game developers to implement protective measures to safeguard consumers from the potential negative effects of in-game impulse purchases.
This study investigates the impact of e-commerce live streaming on consumer purchasing behavior, focusing on the current market size, the promotion efforts of mainstream media and businesses, and conversion rates. The results show that the market for live streaming is expanding rapidly, with businesses and media viewing it as a key traffic source and marketing tool. The conversion rate of live stream content is also higher than traditional e-commerce marketing methods. However, the influence of live streaming is not entirely positive, highlighting the need for increased regulation and more rigorous market standards. E-commerce platforms and influencers must also deepen their understanding of consumer needs to build trust and optimize their content to suit purchasing behavior.
The advent of streaming services, like Netflix and Prime Video by Amazon, has led to the expectation that demand for offline movie consumption is likely to die (i.e., consumers will simply stop going to the movies). We study this question in our work, and instead, we find that although streaming services provide value to customers in terms of comfort, convenience, and price, they do not lead to a reduction in offline movie consumption. Instead, we show that the offline movie consumption actually increases because streaming services do not fully substitute for the social aspects of going to the movies or the pleasure that is received from watching movies on the “big screen.” Our work thus speaks to the policies implemented in some countries where streaming platforms have been restricted given the concerns about disruption of the offline movie industry. We believe that these policies are potentially misguided because they assume perfect substitution between the two services. Our work also helps inform managers of movie theaters and streaming platforms by providing arguments for the specific types of service offerings that are more likely to be enjoyed at home versus at the movie theater. As we show in the paper, social and hedonic needs are more likely to be met at the movie theater rather than through streaming services. We reiterate the sentiments expressed by Steven Spielberg from 2019: “I hope all of us really continue to believe that the greatest contributions we can make as filmmakers are to give audiences the motion picture theatrical experience. I am a firm believer that movie theaters need to be around forever.”
Product quality is essential for companies' success because it is integral to meeting customers' expectations. In this context, blockchain technology (BT) offers potential solutions for tracking products' origins and flows, eliminating or reducing fraudulent activities efficiently and effectively. Drawing upon signaling theory, this study investigates how BT's traceability and transparency attributes can enhance consumers' urge to buy impulsively and impulsive buying behavior. The results reveal that transparency positively affects perceived product quality and trust in BT‐enabled e‐commerce platforms. Moreover, traceability positively affects perceived product quality and product affection. The study also identifies that perceived product quality positively affects the urge to buy impulsively and product affection. In addition, product affection and consumers' trust positively affect the urge to buy impulsively and impulsive buying behavior. Furthermore, the urge to buy impulsively positively affects impulsive buying behavior. Finally, consumers' situations moderate the relationship between the urge to buy impulsively and impulsive buying behavior. The findings provide insight for e‐commerce platforms and sellers to refine marketing strategies by providing BT‐related signals.
The widespread use of the internet has made online shopping an integral part of modern digital life for people. However, the emergence of compulsive online buying in China has further led to psychological distress among residents. Online compulsive buying cannot be considered a homogeneous group. In response, based on the theory of false needs and the empty-self, a cross-sectional online survey was conducted in China with 860 respondents to investigate the population’s online compulsive buying and psychological distress as well as latent profiles. The results of the survey indicated a modest correlation between compulsive buying and psychological distress. Latent profile analysis was employed, and three latent profiles were identified: “low compulsive - low distress”, “high compulsive - low distress”, and “high compulsive - high distress”. The results of the multiple regression analysis showed that the frequency of online shopping, average monthly spending on online shopping, sex and marital status had significant effects on the different latent profiles. This study offers new insights from an interdisciplinary perspective and provides empirical evidence on the typology of online compulsive buying-related psychological distress. We also advocate for a heightened focus on the mental health of residents and a critical reflection on Chinese social policy, particularly in the current context where economic development and the expansion of domestic demand are prioritized.
Background
Impulsivity symptoms have been studied thoroughly in adults with ADHD, including hasty actions and decisions without considering possible consequences. The objective of our study was to investigate impulsive buying and deferment of gratification among adults with ADHD and a comparison group.
Method
The participants were 225 adults with ADHD and 121 university students who completed the Buying Impulsiveness Scale (BIS), the Deferment of Gratification Questionnaire (DOGQ), the Adult ADHD Rating Scale—IV (ADHD-RS), as well as background questions.
Results
Significant differences were found between the two groups on the three scales, the ADHD group showing more ADHD symptoms, more frequent impulsive buying behaviour and less ability to defer gratification. Mediation analyses yielded significant indirect effects in both samples, which suggests that the relationship between ADHD symptoms and impulsive buying is mediated by the ability to defer gratification.
Conclusion
The results suggest that placing emphasis on improving the capacity of adults with ADHD to defer gratification might be beneficial in treatment.
The surge in digital platforms has revolutionized how consumers purchase, favoring online shopping. Despite its popularity, customer loyalty in this sphere requires enhancement. Companies are striving to augment loyalty and repurchase intention among consumers. However, the factors driving repurchase intention through shopping well-being in the online context, particularly in Vietnam, remain incompletely understood. This study examines shopping value components, including utilitarian and hedonic values, while exploring their relationships with customer trust and impulsive buying, influencing repurchase intention through customer’s shopping well-being on digital platforms. Employing a mixed-method approach, the study conducts qualitative interviews with online shoppers, marketers, and researchers to refine assessment scales for the Vietnamese context. A quantitative survey will gather data and use Covariance-based Structural Equation Modeling (CB-SEM) to test proposed hypotheses. In addition, the PRISMA model is applied in the systematic evaluation of literature reviews. This research offers a theoretical model for understanding consumer behavior in the Vietnamese online shopping landscape. Additionally, it furnishes valuable insights for digital platform sellers aiming to improve customers’ repurchase intention by refining the shopping experience and well-being.
Building on the literature on trust and Persuasion Knowledge Theory, this study examines the mediating role of trust in the relationship between algorithm performance expectancy and impulse buying in online retailing. Furthermore, it examines how impulse buying among online shoppers is influenced by the number of product recommendations displayed on a retailer's website (a small vs. large number of recommendations), along with the presence or absence of recommendation ratings. A survey-based study and an experiment indicated that consumer trust in algorithm-driven product recommendations correlates with heightened impulse buying of a recommended product, particularly when a large number of recommendations are presented. However, the presence (vs. absence) of recommendation ratings had no impact on impulse buying. This study extends literature on the impact of product recommendation design. This contributes to a deeper understanding of how product recommendation formats influence consumer behavior and offers insights for retailers regarding the strategic presentation of personalized product recommendations to enhance impulse buying.
As digital content increasingly moves away from free access, microtransactions may provide an alternative. There is a need for research on microtransactions as a general digital content payment mechanism. Businesses can capitalize on this technological advancement by expanding their paid digital content offerings without resorting to subscription-based services. This study examines a taxonomy for microtransactions based on consumer buying behavior, presents business models for microtransaction payment processing, and examines issues with its implementation. Data collected from 180 consumers were analyzed using quantitative and qualitative analyses to assess the receptiveness and perception of microtransactions. The results indicate that consumers are receptive to the concept of microtransactions and are willing to spend on five distinct digital content categories. This study concludes with a discussion of issues that consumers foresee with digital content microtransactions and implications for interested businesses.
COVID-19 outbreak has psychologically affected consumers in Turkey, and it reflects to consumer behavior. The purpose of the study is to examine the relationship between impulse buying behavior and anxiety levels in the COVID-19 epidemic process and to determine the changes in consumer responses as well as the role of traditional media and social media. The secondary purpose of the study is to determine whether consumers differentiate regarding impulse buying behaviors and anxiety levels on the basis of their socio-demographic characteristics. Online questionnaires were conducted with 776 consumers throughout Turkey. The results revealed that approximately 42% of the consumers bought and stored large amounts of products. Consumers bought products mostly in the fresh food category, as well as in the personal hygiene and household cleaning categories. Consumers preferred brands and intermediaries that they thought were healthy and hygienic. Official statements and TV news were the most important source motivating people to shop beyond normal. It is determined that more than 20% of the consumers followed COVID-19 news from social media groups. It was found that the level of anxiety was higher in young, women, and singles. During the COVID-19 outbreak, there has been a positive correlation between impulse buying behavior and anxiety level.
Coping and enhancement motives are theoretically implicated in the risks associated with compulsive buying, yet there is a paucity of empirical support. The current study aimed to (1) develop and validate a psychometrically sound measure of coping and enhancement buying motives and (2) assess the unique association of coping/enhancement buying motives with Yi and Baumgartner’s (2023) four dimensions of compulsive buying. Two samples collected by online panel companies were used for measurement development (N = 859) and for validity and hypothesis testing (N = 1157). A seven-item Affective Buying Motives Questionnaire (ABMQ) consisting of coping and enhancement motives was supported. Path analyses identified coping motives as a stronger positive predictor of the financial and interpersonal problems dimensions of compulsive buying. However, both motives were equivalent positive predictors of the excessive buying and phenomenology of pathological buying dimensions of compulsive buying. Our findings point to the unique compulsive buying risks associated with the coping and enhancement motives of buying.
This study explores the effectiveness of gamified strategies in addressing impulsive e-buying behaviors and mitigating subsequent product returns. Impulse buying in apparel e-tailers is a prevalent phenomenon with significant implications for both consumers and businesses. While impulse purchases contribute to e-tailers' sales, they also result in undesired consequences such as regret, dissatisfaction, and high return rates. This research investigates the potential of gamification, specifically distraction and substitution strategies, in counteracting impulsive online purchase decisions. Through online experimental and field studies involving participants from the United States and a European apparel e-tailer, respectively, we examine the impact of gamified interventions on impulse buying behavior and product return rates. The findings indicate that gamified distraction strategies are more effective than substitution strategies in reversing impulse e-buying behavior. Additionally, the field experiment demonstrates a significant reduction in product return rates among customers exposed to distraction interventions. These results highlight the potential of gamification as a nonpunitive approach to intervene in the e-decision-making process of consumers, offering practical implications for e-tailers seeking to minimize returns and enhance customer satisfaction.
The challenge posed by climate change has prompted researchers to investigate the mechanisms underlying ecological values and behaviors, emphasizing the pivotal role of connectedness to nature in responsible consumption. Beyond its environmental aspect, responsible consumption embraces a social dimension marked by conscientious behaviors minimizing negative societal impacts. This study pioneers a comprehensive approach by simultaneously exploring the roles of Connectedness to Nature (CN) and Connectedness to Humanity (CH) in fostering biospheric and altruistic values, which further promote eco and socio-responsible consumption. Using a structural equation modeling analysis, the mutual effects of CN and CH were controlled, thereby isolating their specific contributions. Results derived from a sample of 474 participants revealed that CN and CH significantly contributes to both facets of responsible consumption. In addition, findings confirm the biophilia hypothesis by demonstrating the substantial role of CN in shaping biospheric values and promoting eco-responsible consumption. Similarly, altruistic values mediate the association between CH and socio-responsible consumption. Post-hoc analyses highlight the positive influence of CN on altruistic values, promoting socio-responsible consumption. Surprisingly, CH shows a negative correlation with biospheric values, hindering eco-responsible consumption. Our results are discussed within the Connectedness Continuum Model and in-group/out-group dynamics, indicating that CN fosters connection with the broader natural world and the human species. Conversely, an exclusive focus on CH may result in perceiving nature as an out-group and potentially rejecting its values. Practical implications are discussed, particularly with mindfulness and contact with others and nature as avenues to enhance both connectedness and, consequently, responsible consumption.
Social media live streaming has gained popularity among small sellers for real-time selling. Although favourable facets of live streaming have been studied, the potential for these advantages to result in negative outcomes is unexplored. The surge in small businesses embracing live streaming has led to a corresponding increase in product returns, impacting the profitability of these sellers. Therefore, this study aims to investigate how the shopping experience, particularly the sense of flow generated by live streaming, shapes the inclination to return the products. This impact is elucidated through the mediating role of impulse buying and regret (process and outcome regret). Moreover, the research examines the moderating role of flow consciousness in these relationships. A cross-sectional study was conducted using self-administered questionnaire from 463 participants in India. Data was then analysed using covariance-based structural equation model. Additionally, the impact of flow consciousness as a moderator was examined using process macro. The findings highlight three aspects: first, live streaming attributes induce a state of flow for users; second, impulse buying serially mediates with its sequential parallel mediators’ process and outcome regret, the relationship between flow and return intention. Third, heightened awareness of the flow intensifies customer’s regret. This study offers valuable insights to online retailers, as it provides insights into diverse tactics for mitigating the adverse effects of shopping encounters arising from live streaming. The study provides novel perspectives by delving into the path that influences customer in deciding whether to return products they have purchased through live streaming on social media platforms.
One of the most dispersed topics in marketing and consumer behavior literature is impulsive buying behavior. Several scholars have investigated and analyzed the influence of various factors on impulse buying behavior. The primary goal of this review article is to comprehend and gather many research papers in the subject of retailing in impulsive behavior via offline retail establishments, and therefore conduct a study on the factors that consumer impulse buying behavior in the kingdom of Bahrain due to the recent and ongoing growth in the population, as well as the growth in the country’s economy and retail markets. This review study will be highly beneficial to researchers working to better understand consumer impulse buying in retail.
The purpose of this study was to explore the motivations and contexts that prompt consumers' impulse self‐gifting behaviors (ISGB). A thematic analysis of interview data collected from 20 consumers revealed that motivations for ISGB were prompted by specific contexts and that attempts to avoid ISGB through self‐control were typical among the participants. Mood states and marketing promotions also emerged as contexts prompting ISGB. Findings were viewed through the conceptual lens of stimulus‐organism‐response to frame the experience of ISGB as a process. This study expands the literature by considering the implications of impulse purchasing for self‐gifting and offering strategic insights for practitioners.
Many brands have employed virtual advertising strategies as their main technique of advertising. In the recent years, many brands used Social Media Influencers (SMIs) to help them to change the customer attitudes. SMIs aimed to convey authenticity and belonging feelings to their followers; however, the fear of missing out (FOMO) has been seen more within the followers and the impact of it on impulsive buying. The trust of SMIs’ followers has a considerable role in the increase of Urge-to-Buy (UTB).
Dinh and Lee (2021) argued that influencer imitation has a significant impact on social comparison, captured in the fear of missing out (FOMO) effect, which affects the purchase intention of the endorsed product. Furthermore, followers of SMIs have shown impulsive purchases of fashion and cosmetic products (Prihana Gunawan & Permadi Iskandar, 2020). The trust gained by SMIs has a significant role in enhancing the urge-to-buy (UTB) impulsively on social networking sites (Shamim & Islam, 2022). On the other hand, SMIs are considered role models with a high impact on their follower’s behaviour, and they are also responsible for any ethical and unethical behaviour they exhibit on their platform. For instance, some SMIs end up using fake authenticity campaigns or unsustainable consumption which leads to fast fashion and impulsive purchases. This chapter will focus on exploring the impact of the virtual world on UTB and impulsive behaviour because of FOMO.
Tea is the second most widely used beverage globally, behind water, and has the potential to enhance health and well-being for those who consume it. Tea has been used in China for around 5000 years, and Chinese people have been involved in planting, harvesting, processing, and consuming tea from ancient times. Tea is widespread in the everyday routines of Chinese people. The rise of live-streaming e-commerce has led to a growing trend among Chinese tea consumers to buy tea products through interactive video platforms rather than traditional brick-and-mortar stores. Live-streaming e-commerce promotes more authenticity and engagement in online purchasing compared to web-based e-commerce, leading to increased impulse purchases by consumers. Streamers are pivotal figures in live-streaming business and may significantly influence customers. Current research on impulsive purchasing in live streaming has mostly neglected the personal features of streamers and has conducted even fewer investigations on specific items, like Chinese tea, in a particular location. This study aims to investigate how streamer characteristics such as attractiveness, popularity, expertise, credibility, and interactivity influence impulsive buying of Chinese tea in live-streaming E-commerce in Yichun City, using a partial least squares structural equation model based on the SOR model integrated with parasocial interaction theory and flow theory. Data was gathered via an online survey and processed via SPSS and Smart PLS 4.0. The study shows that streamers’ characteristics such as attractiveness, popularity, expertise, credibility, and interactivity have a positive effect on consumers’ parasocial interaction and flow state. These, in turn, significantly influence Chinese tea consumers’ online impulsive buying and response to sales promotion. Additionally, parasocial interaction and flow states moderate the relationship between parasocial interaction and impulse buying, as well as between consumers’ flow state and impulsive purchase behaviour in live-streaming e-commerce. This research adds to the current body of knowledge and offers valuable recommendations for Chinese tea vendors operating online, live-streaming e-commerce businesses, and legislators in China.
Purpose
The main purpose of this study is to investigate the mediating role of fashion clothing involvement in the relationship between body appreciation and maladaptive consumption, namely fashion-oriented impulse and compulsive buying. The second purpose of this study is to investigate if this mediation varies based on gender.
Design/methodology/approach
A quantitative approach was adopted in this study, and data were collected via Amazon Mechanical Turk from 255 consumers located in the U.S. aged 18 and above. The collected data were analyzed using the least partial square and multi-group analysis of the structural equation model.
Findings
The results revealed that the relationship between body appreciation and maladaptive consumption is established through fashion clothing involvement. Results also showed that the mediating role of fashion clothing involvement in this relationship does not significantly differ across gender.
Originality/value
This study reports the fully mediating role of fashion clothing involvement in the relationship between body appreciation and maladaptive consumption, highlighting the importance of studying positive body image in the context of fashion and consumption. While previous research findings indicate the negative consequences of negative body image, this research reveals that positive body image can also lead to negative outcomes through possible mediators. Furthermore, this study finds fashion clothing involvement does not differ in mediating the relationship between body appreciation and maladaptive consumption behavior based on gender.
Impulsive buying behavior is crucial for understanding the psychological dynamics of consumer purchasing in the online marketplace. Identifying antecedents and moderating factors is vital to comprehensively understanding impulsive buying behavior. This research explores the influence of the Big Five personality traits on impulsive buying behavior in e-commerce settings and investigates the moderating effects of time pressure and emotions on these relationships. Data was collected through online questionnaires from 342 Indonesian participants with e-commerce purchasing experience. Structural Equation Modeling was utilized to validate the research hypotheses. The findings reveal that personality traits such as agreeableness, openness to experience, extroversion, and conscientiousness significantly drive impulsive buying behavior in e-commerce. Additionally, the study highlights that the interaction between emotions and neuroticism, as well as time pressure and agreeableness, significantly impacts impulsive buying behavior. The findings contribute valuable theoretical insights by demonstrating how specific Big Five personality traits influence impulsive buying behavior, while also providing practical implications for e-commerce platforms to effectively manage and leverage time pressure and emotional triggers to enhance consumer engagement and drive impulsive purchases.
With the development of e-commerce, impulse buying behavior has transitioned from offline to online, presenting significant exploration value. This study aims to provide a comprehensive knowledge map and in-depth analysis of research on impulsive purchase behavior, helping readers understand the latest global trends in this field from 1967 to September 30, 2023. The study offers a visual analysis using CiteSpace, encompassing 704 academic articles on impulsive buying behavior published over 55 years. The status is revealed through collaboration networks, co-citation networks, and trend analysis. Researchers explore impulsive buying behavior in various contexts, with “e-commerce” being a primary focus. Notable new keywords include technology, customer satisfaction, perceived value, and virtual reality, among others. These terms contribute to future research directions. Overall, this pioneering research combines visual analysis to provide valuable insights and research recommendations for academics studying impulsive buying behavior.
Resumo O objetivo deste estudo é apresentar as evidências de validade da Escala de Proteção e Risco de Superendividamento (EPRIS). O instrumento foi construído para avaliar aspectos atitudinais (comportamentais, cognitivos e afetivos) que previnem ou estimulam o superendividamento, considerado um grave problema social. Participaram 444 adultos na modalidade online. A análise Fatorial Exploratória revelou a presença de dois fatores: proteção ao superendividamento (13 itens) e risco de superendividamento (21 itens), com bons níveis de ajuste. A validade de critério mostrou que ambos os fatores diferenciaram grupos quanto ao estresse autopercebido, preocupação financeira, presença/ausência de dívidas e perfil de consumo. Considera-se que a EPRIS tem o potencial de contribuir na formulação de políticas públicas voltadas à abordagem do fenômeno do superendividamento.
This study aims to present evidence for the validity of the Over-indebtedness Protection and Risk Scale (OPRIS). The instrument was constructed to assess attitudinal aspects (behavioral, cognitive, and affective) that prevent or encourage over-indebtedness, considered a serious social problem. Four hundred and forty-four adults participated in the online version. Exploratory Factor Analysis revealed the presence of two factors: protection against over-indebtedness (13 items) and risk of over-indebtedness (21 items), with good levels of adjustment. Criterion validity showed that both factors differentiated groups in terms of self-perceived stress, financial concern, presence/absence of debt, and consumption profile. OPRIS is considered to have the potential to help formulate public policies aimed at addressing the phenomenon of over-indebtedness.
The growing wealth of the Polish population noted in the recent years has led to a significant change in the behaviour of Poles as consumers. Increasingly often, the type and volume of purchases are dictated not only by real and objective reasons but also by impulse buying. In consequence, any retail outlet frequented by consumers to make purchases is no longer a place where thoroughly planned purchases are made, but a site where consumer needs are created by marketing activities. They are therefore a significant instrument of creating some influence on the consumer at the point of sale and multiplying the entrepreneur’s revenue, which is particularly important in large retail grocery shops, where an average Pole buys most groceries. The study showed that the most significant determinants of impulse buying are the age and sex of consumers. Young people display quite a high level of impulse consumption. Because of their age, they do not attach much importance to planning expenses, which frequently leads to irrational spending. Impulse purchases are more often made by women, who most often do grocery shopping. Women also spend more time in shops than men do. As a result, they are more exposed to merchandising activities carried out in retail outlets. It has been noticed that the atmosphere in a shop and the consumer’s mood while shopping have a significant impact on how much the consumer will buy. The amounts of products bought tend to increase when the consumer’s mood is extreme (very good / very bad). It was alsoobserved that a higher level of unplanned and impulse purchases is achieved by households with higher income, which in general allows them to buy more. The volume of unplanned and impulse purchases is distinctly higher in supermarkets and hypermarkets, which implicates much greater opportunities to use marketing strategies stimulating this type of purchases in such large shops than in small local shops.
The contribution addresses a highly researched topic that will always remain relevant. The trend towards online shopping is growing, and personality characteristics are important factors in shopping and consumer behavior. The aim of the contribution is to examine personality traits and their influence on compulsive online shopping. The analysis is conducted using SmartPLS from a sample of 203 Slovak consumers. These findings have important implications for the field of marketing and consumer behavior, where they can be utilized to formulate targeted strategies and interventions aimed at managing and reducing compulsive shopping. The results may also contribute to guiding further research efforts.
Indonesia memiliki penggemar K-Pop dengan persentase 23% yang artinya masyarakat di Indonesia merupakan salah satu penggemar K-Pop terbanyak di dunia. Jaemin merupakan Most Popular Member NCT Dream di Indonesia yang memiliki banyak basis penggemar. Perilaku impulsive buying merupakan kebiasaan pembelian tanpa perencanaan yang dilakukan oleh konsumen secara spontan. Penelitian ini dengan tujuan untuk menganalisis apakah terdapat pengaruh pada celebrity worship terhadap perilaku impulsive buying. Penelitian ini berjenis penelitian kuantitatif dengan metode penelitian yang menggunakan metode korelasional. Sampel pada penelitian ini sebanyak 125 responden. Teknik analisis data dalam penelitian ini menggunakan analisis regresi sederhana. Berdasarkan hasil analisis data taraf signifikansi yaitu P=0,000 (P<0,05) dengan nilai R square 0.222 dan berkorelasi sebesar 0.472 (P < 0,001). Hal ini menunjukkan bahwa celebrity worship memiliki pengaruh positif secara signifikan terhadap impulsive buying pada penggemar pembeli merchandise Jaemin NCT Dream, sehingga dapat diartikan bahwa semakin tinggi celebrity worship maka akan semakin tinggi juga perilaku impulsive buying dan sebaliknya semakin rendah celebrity worship maka akan semakin rendag juga perilaku impulsive buying dan sebaliknya semakin rendah celebrity worship maka akan semakin rendag juga perilaku impulsive buying.
Many studies have considered online consumer behaviour topics. The growth of e-commerce and social media leads us to examine their effects on online customer behaviour, especially online impulsive buying behaviour. In addition, online customers buying commercial and social enterprise (SE) products are likely to be different, as they have different attitudes towards organisations and brands. Thus, this study investigates the association between SE customers’ attitudes towards online platforms (e-commerce and social media) and impulsive buying behaviour and examines the effect of SE customers’ altruism on such behaviour. Furthermore, it evaluates whether the tendency to buy impulsively mediates the association between SE customers’ attitudes to e-commerce and online impulsive buying behaviour. This study tests the mediating effect of impulse buying tendency on SE customers’ attitudes to social media and impulse buying behaviour. It also examines the role of impulse buying tendency as a mediator between SE customers’ altruism and impulse buying behaviour. We researched 423 SE customers in Thailand using survey data. The analysis method is structural equation modelling with AMOS. Results are discussed regarding the hypothesised relationships and mediating effects. The guidelines for academia and their implications are outlined.
In the last decade, Korean culture has progressively facilitated the assimilation of appearance-related norms established by modern Korean society among young generations in Vietnam. Of note, Vietnamese consumers residing in Korea, under the influence of diverse sociocultural factors, are aligning themselves with an ideal standard of Korean beauty through cultural adaptation. This study explores how Vietnamese students internalize Korean beauty standards and the resultant negative behavioral reactions. We investigated the effects of sociocultural pressures (media, in-group, and out-group pressure) on risky appearance management and irrational purchase behavior by mediating sociocultural internalization toward appearance. We tested how the mechanism underlying these variables differs based on how long one has resided in Korea. A total of 213 female participants were surveyed online. The research model was tested using structural equation modeling through AMOS 22.0. The findings show that media and out-group pressure significantly increased sociocultural internalization, which led to consumer behavior in the form of risky appearance management and irrational purchases. The influence of internalization on consumption behavior was stronger for short-term residents of Korea. This study contributes to the literature on acculturation by investigating how foreign consumers accept the host country's ideal beauty standards.
İşletmelerin yoğun rekabet ortamlarında varlıklarını sürdürmeleri için tüketicilerin davranış kalıplarını iyi analiz etmesi gerekmektedir. Seçenek sayısının fazla olması tüketiciler için bir avantaj olarak görülmekteyken bu durum işletmeler için dezavantajlı bir durum oluşturmaktadır. Bu yüzden pazarlama yöneticileri tüketicilerin çeşitli satın alma davranışlarının öncüllerinin belirlenmesine önem vermektedir. Ürünlerin kıt olduğu durumlarda tüketicilerin nasıl tepki verdiğinin belirlenmesi de bu kapsamda önemli bir konudur. Ayrıca plansız satın alma da günümüz tüketicisinin sıklıkla uyguladığı bir satın alma şeklidir. Mevcut gerçeklerden hareketle bu çalışmanın amacı algılanan kıtlığın tüketicilerin plansız satın alma davranışlarına olası etkilerinin araştırılmasıdır. Materyalizm ve moda liderliği özellikle beğenmeli ürün kategorisindeki ürünlere yönelik tüketici tepkilerinin belirlenmesi açısından önemli kavramlardır. Bu yüzden materyalizm ve moda liderliğinin de algılanan kıtlık ile plansız satın alma davranışı arasındaki ilişkide düzenleyici bir etkiye sahip olup olmadığı araştırılmıştır. Çalışma hipotez test etmeye dayalı olarak yürütüldüğü için niceliksel araştırma yaklaşımı benimsenmiş ve anket tekniği ile 348 katılımcıdan veri toplanmıştır. Betimsel analizler ve hipotez test tekniklerinden yararlanılarak veriler analiz edilmiştir. Araştırma sonuçlarına göre algılanan kıtlığın plansız satın alımlarda etkili olduğu, başarı odaklı materyalizm, sahiplik odaklı materyalizm ve moda liderliğinin de algılanan kıtlık ve plansız satın alma davranışı ilişkisinde düzenleyici rolü olduğu ortaya konmuştur. Düzenleyici etki değişkenlerinin düşük ya da yüksek olduğu durumlardaki değişimin ortaya konması için de slope (eğim) analizi uygulanmıştır. Sonuçlara göre başarı odaklı materyalizm, sahiplik odaklı materyalizm ve moda liderliği düzeyi düşük olan tüketicilerde algılanan kıtlığın plansız satın almalara neden olmadığı, düzenleyici etki değişkenlerinin düzeyi yüksek olan tüketicilerde ise kıtlık algısının plansız satın almalara neden olduğu ortaya konmuştur. Çalışma sonuçları düzenleyici etki değişkenlerinin önemini ortaya koymaktadır.
Based on the consumption impulse formation enactment (CIFE) model, this paper explores the role mechanism of tourism cultural and creative product scarcity on tourists’ impulsive consumption intention through experiments. The findings reveal that supply scarcity (vs. demand scarcity) is more likely to stimulate tourists’ impulsive consumption intention of tourism cultural and creative products. Moreover, perceived uniqueness and perceived value mediate that process. Furthermore, creative performance is an effective moderator, with tourists responding more enthusiastically to supply scarcity when creative performance is high and, conversely, responding more sensitively to demand scarcity. Our study highlights product scarcity on the controversy over the scarcity effect and contributes to creative marketing in tourism cultural and creative products.
Although many economists, most notably Strotz, have discussed dynamic inconsistency and precommitment, none have dealt directly with the essence of the problem: self-control. This paper attempts to fill that gap by modeling man as an organization. The Strotz model is recast to include the control features missing in his formulation. The organizational analogy permits us to draw on the theory of agency. We thus relate the individual's control problems with those that exist in agency relationships.
A conceptual framework is presented that depicts both the mediating role of mood states and their potential importance in consumer behavior. Reviewing findings from the psychological literature indicates that mood states have direct and indirect effects on behavior, evaluation, and recall. The scope and limitations of these effects are addressed, and the implications for consumer behavior in three areas—service encounters, point-of-purchase stimuli, and communications (context and content)—are examined. Finally, the potential feasibility and viability of mood-related approaches to marketing research and practice are discussed.
The research agendas of psychologists and economists now have several overlaps, with behavioural economics providing theoretical and experimental study of the relationship between behaviour and choice, and hedonic psychology discussing appropriate measures of outcomes of choice in terms of overall utility or life satisfaction. Here we model the relationship between values (understood as principles guiding behaviour), choices and their final outcomes in terms of life satisfaction, and use data from the BHPS to assess whether our ideas on what is important in life (individual values) are broadly connected to what we experience as important in our lives (life satisfaction).
In a choice among assured, familiar outcomes of behavior, impulsiveness is the choice of less rewarding over more rewarding alternatives. Discussions of impulsiveness in the literature of economics, sociology, social psychology, dynamic psychology and psychiatry, behavioral psychology, and "behavior therapy" are reviewed. Impulsiveness seems to be best accounted for by the hyperbolic curves that have been found to describe the decline in effectiveness of rewards as the rewards are delayed from the time of choice. Such curves predict a reliable change of choice between some alternative rewards as a function of time. This change of choice provides a rationale for the known kinds of impulse control and relates them to several hitherto perplexing phenomena: behavioral rigidity, time-out from positive reinforcement, willpower, self-reward, compulsive traits, projection, boredom, and the capacity of punishing stimuli to attract attention. (31/2 p ref)
Investigated the effects of 3 treatments on 90 2nd and 3rd grade disadvantaged and nondisadvantaged children's choices between an immediate smaller and a deferred larger reward. In 1 condition, Ss earned the larger reinforcement by working during the delay period. A 2nd group received pretraining delay experiences and a control condition involved only the criterion choice. As expected, disadvantaged Ss made more nondelay decisions than middle-class Ss on the criterion choice, and the multiple pretraining experience was most effective in overcoming this nondelay tendency. However, disadvantaged Ss were found to select a larger delayed reinforcement in situations involving a relatively short waiting period. Findings were related to social responsibility, locus of control, and time perspective. (23 ref.)
USED THE ASSUMPTION THAT PERSONAL FUTURE TIME PERSPECTIVE (FTP) IS RELATED TO THE OUTCOME OF THE SOCIALIZATION PROCESS TO TEST THE HYPOTHESIS THAT NONDELINQUENT (ND) AND DELINQUENT (D) BOYS WOULD BE SIGNIFICANTLY DIFFERENT IN THE EXTENT OF FTP. 100 NDS AND 100 DS MATCHED FOR AGE, SOCIAL STATUS, RACE, AND INTELLIGENCE WERE ADMINISTERED THE FUTURE EVENTS TEST. THE NDS ACHIEVED A SIGNIFICANTLY GREATER EXTENT OF FTP THAN THE DS. RESULTS WERE REPLICATED ON A RANDOM SAMPLE OF 100 NDS AND 100 DS. THE RESULTS WERE ALMOST IDENTICAL TO THOSE FOUND IN THE MATCHED GROUPS. AN ANALYSIS OF THE 36 TEST ITEMS REVEALED THOSE ITEMS WITH (1) DIFFERENTIAL ENDORSEMENT BETWEEN ND AND D SAMPLES, (2) SIGNIFICANTLY DIFFERENT MEAN FUTURE AGE SCORES BETWEEN GROUPS, AND (3) DIFFERENTIAL VARIABILITY BETWEEN THE NDS AND DS. GENERALLY THE NDS ENDORSED THE MORE PROSOCIAL ITEMS, WERE MORE HOMOGENEOUS IN FTP SCORES, AND WERE MORE REALITY ORIENTED WITH REGARD TO THE FUTURE. (21 REF.)
A battery of procedures for assessing ego functions was administered to 34 normal elementary school boys and 38 institutionalized emotionally disturbed boys, subdivided into 3 age levels. Orderly, predictable developmental differences in ego functioning were found within the normal sample, but there was little regularity or consistency within the abnormal sample. Comparison of the normal and abnormal groups revealed no differences in motor manipulation or level of aspiration, but the disturbed Ss were less able to inhibit motor responsivity, less accurate in time estimation, and less willing to seek delayed gratification in preference to immediate reward. Findings are in keeping with expectations based on psychoanalytically oriented theories of ego development. Implications for early diagnosis, prevention, and education were discussed. (23 ref.)
This paper represents an attempt to relate findings obtained from three independent studies. Using a story completion technique to assess time orientation in imaginal processes, no difference was found between adolescent delinquent boys and adolescent delinquent girls. The measures of time orientation were practically identical with findings in a previous study of adolescent delinquent boys. Moreover, time orientation in the delinquents was very similar to time orientation evidenced by much younger emotionally disturbed boys and normal boys." The delinquent children were found to be more present-oriented than nondelinquent adolescent boys.
Yielding to temptation, in a situation in which attainment of achievement rewards is contingent upon deviant (cheating) behavior, was conceptualized to be a function of (a) the strength of the motivation to attain the prohibited gratification, and (b) the inability to delay immediate gratification. 6th-grade boys participated in an experimentally controlled "shooting gallery" game of skill in which attainment of achievement rewards (prizes) was contingent upon the child's falsifying his own scores. Motivation for the prohibited gratification was inferred from "n Achievement" scores: preference for immediate, smaller (ImR) or delayed, larger (DelR) rewards in choice situations was the index of the ability to delay gratification. Achievement motivation was related to the S's producing sufficiently deviant scores to obtain an achievement reward, and preference for DelR was related negatively to the amount of cheating and positively to the latency of cheating, i.e., the number of trials before the occurrence of the 1st deviation.
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Impulse purchasing is an important aspect of customer in-store behavior as discussed in the previous article. The authors of this paper indicate that the concept, as presently employed, has limited usefulness as a basis for marketing decisions. They outline the problems marketers must confront in order to make the unplanned purchasing concept operational for marketing decisions.
The theoretical and research literature on self-imposed postponement of gratifications or satisfactions is reviewed with emphasis on the relation of such a "Deferred Gratification Pattern" (DGP) to social class and social mobility. Three hypotheses growing out of this review were tested on 338 male high school students. The hypothesis of a deferred gratification pattern received some support from the fact that scales with reproducibilities from .92 to .96 were developed for deferment of five adolescent needs (affiliation, aggression, consumption, economic independence, and sex); and by the intercorrelation of these scales. The hypothesis of positive correlation between socioeconomic status and DGP was not supported. The hypothesis of positive correlation between the DGP scales and achievement role-performance and role-orientation was supported. These relationships were not eliminated by controls for socioeconomic status and intelligence. Findings are interpreted as supporting the theory that need deferment is functional for social mobility in American society.
Consumer behavior depth interviews are grouped with other kinds of story telling-fairy tales, novels, psychological test responses, and myths-as imaginative statements that can be qualitatively interpreted for their functional and symbolic content. Drawing upon the Claude Lévi-Strauss approach to the analysis of myths, a structuralist interpretation illustrates application to the age, sex, and social status dimensions of food consumption.
S TUDIES of customer behavior in re-tail stores usually deal with (i) identification of customers and (2) their buying behavior patterns. The aim of such studies is to ascertain who buys where, what, when and how. In addition, such studies endeavor to learn about customer response to sales promotion de-vices. The results of these studies are useful in the solution of an array of marketing problems. These studies are gaining importance in marketing research. It is safe to pre-dict that interest in them will increase greatly in the next decade. This paper summarizes the writer's experience with such studies in grocery stores.^ However, the principles and techniques discussed here are also applicable to other types of retail stores. The "why" of customer behavior is a separate and very difficult subject; it is not treated here. A knowledge of cus-tomer behavior must precede any con-sideration of the reasons for the behavior. The terms customer and consumer are not synonymous. A customer is a purchaser of a product or a service; a consumer is a user of a product or a service. Bed-ridden invalids in hospitals are food consumers but hardly food store customers. Purchasers of rat poison are not the consumers of the product. The buying behavior of the customer ^ In so far as the author himself has developed or le-fined the ideas and techniques dealt with in this paper, by far the major part of the pioneer research work was dene between 1932-38 vriiile IK wai in du: employ a(Tht Kroger Company.
This article tests the hypotheses that food product sales are responsive to changes in shelf space and that "impulse" items are relatively more responsive than staples.
Two studies are reported that examine the relationships between optimum stimulation level (OSL), selected personality traits, demographic variables, and exploratory behavior in the consumer context. The results show several significant correlations between OSL and the other variables examined. Research and managerial implications of the results are outlined.
It is argued that the long debate concerning the scientific credentials of marketing has been couched in terms of an idealized notion of science as the ultimate source of objectively certified knowledge. A review of contemporary literature in the philosophy, sociology, and history of science reveals that this canonical conception of science cannot be supported. The implications of this literature for the marketing-as-science debate are developed, and practical measures for the enhancement of scientific practice in marketing are discussed.
This paper defines hedonic consumption as those facets of consumer behavior that relate to the multisensory, fantasy and emotive aspects of product usage experience. After delineating these concepts, their theoretical antecedents are traced, followed by a discussion of differences between the traditional and hedonic views, methodological implications of the latter approach, and behavioral propositions in four substantive areas relevant to hedonic consumption-mental constructs, product classes, product usage and individual differences. Conclusions concern the usefulness of the hedonic perspective in supplementing and extending marketing research on consumer behavior.
Only recently have marketing scientists become concerned with issues in the philosophy of science. This paper points to one neglected area- the implications of a theoretical tradition for the selection of research methods (design, data collection, and data analysis). It is argued that marketing has been relying primarily on only one theoretical tradition. The dominance of this philosophy has led to marketing science growing more rapidly in the area of hypothesis testing than in the development of new, rich explanatory theories. Several suggestions are made to achieve a balance in theory construction and testing, with implications for reducing methods bias by a process of triangulating methodologies.
In past studies of impulse buying, the customer usually was ignored. This article attempts to explain customer differences in unplanned purchasing behavior. Thus serious questions are raised about the meaning and significance of impulse buying.
Psychology has typically regarded imagination as a special mental activity, and there has been a search for a factor of creativity independent of intelligence and for distinctive mechanisms of thinking. A phenomenological perspective shows that imagination is simultaneously an expression of being and an articulation of the world. Imagination is thus the fulfillment of pre-reflective intelligence, in which thought, feeling, and language have yet to emerge as separate categories of experience. Psychology distorts the nature of imagination by treating it as a special mental capacity and by denying the fundamental unity of experience. Phenomenology recovers the true meaning of imagination as the unity of cognition and feeling that allows both self-expression and the articulation of reality. (43 ref) (PsycINFO Database Record (c) 2012 APA, all rights reserved)
This paper argues for the recognition of important experiential aspects of consumption. Specifically, a general framework is constructed to represent typical consumer behavior variables. Based on this paradigm, the prevailing information processing model is contrasted with an experiential view that focuses on the symbolic, hedonic, and esthetic nature of consumption. This view regards the consumption experience as a phenomenon directed toward the pursuit of fantasies, feelings, and fun.
This paper empirically examines the effects of discriminatory fees on ATM investment and welfare, and considers the role of coordination in ATM investment between banks. Our main findings are that foreign fees tend to reduce ATM availability and (consumer) welfare, whereas surcharges positively affect ATM availability and the different welfare components when the consumers’ price elasticity is not too large. Second, an organization of the ATM market that contains some degree of coordination between the banks may be desirable from a welfare perspective. Finally, ATM availability is always higher when a social planner decides on discriminatory fees and ATM investment to maximize total welfare. This implies that there is underinvestment in ATMs, even in the presence of discriminatory fees.
The use of documentary evidence such as historical records, novels, existing advertisements, and photographs has been little used in consumer research. This paper presents an exposition of content analysis methodology and, tangentially, reviews the existing studies in consumer behavior using this rich approach.
Phase transitoire du cycle de vie, l’adolescence se caractérise par une période de construction de l’identité. En permettant aux individus de transmettre un message sur soi aux autres, la consommation symbolique participe à la construction identitaire des 12-18 ans. Afin d’optimiser les campagnes publicitaires à leur intention, il convient alors de déterminer les capacités respectives de la marque et du produit à véhiculer les signes que les adolescents souhaitent diffuser auprès des tiers. Ce papier apporte des éléments de réponse à cette problématique grâce à la présentation d’un cadre théorique et des résultats d’une étude qualitative et d’une étude quantitative menées respectivement auprès de 12 et de 208 adolescents.
The time orientation of a group of 26 delinquent boys is compared with that of a matched control group of non-delinquents by obtaining stories from all Ss and scoring them in terms of the length of time covered by the action of the stories. The delinquent boys produce stories with significantly shorter time spans than do the control boys.
Self-regulation is a complex process that involves consumers’ persistence, strength, motivation, and commitment in order to be able to override short-term impulses. In order to be able to pursue their long-term goals, consumers typically need to forgo immediate pleasurable experiences that are detrimental to reach their overarching goals. Although this sometimes involves resisting to simple and small temptations, it is not always easy, since the lure of momentary temptations is pervasive. In addition, consumers’ beliefs play an important role determining strategies and behaviors that consumers consider acceptable to engage in, affecting how they act and plan actions to attain their goals. This dissertation investigates adequacy of some beliefs typically shared by consumers about the appropriate behaviors to exert self-regulation, analyzing to what extent these indeed contribute to the enhancement of consumers’ ability to exert self-regulation.