Consumer attitudes towards the future and some purchase patterns

Abstract

The research detailed in this paper had two objectives. First, to carry out an exploratory analysis and a measurement of consumer attitudes towards the future (CATF). Secondly, to check whether a stronger or weaker attitude permits the detection of differences in some purchase patterns. After a review of the literature, an empirical study, representative of the Spanish population, is presented. A two-dimensional structure of CATF and its acceptable goodness-of-fit with the statistical Weibull function were found. Hypotheses related to the adoption of purchasing patterns were also contrasted. The results disclose that a higher CATF is found when consumers have a clear idea of what they want to buy, are loyal to their usual outlets, prefer to pay cash and are not spendthrift. Finally, several future research directions are proposed.

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

“…The findings reveal that the effects of future orientation on buying impulsiveness and post‐purchase cognitive dissonance are negative, whereas the effect of the variable on price consciousness is positive. The results of the analysis support the claim made by Sarabia‐Sanchez (2005) that consumers with low levels of attitude towards the future have higher buying impulsiveness. Yoon and Kim (2016) found that long‐term goal commitment, a term similar to future orientation, negatively affected impulsive spending, consistent with the research findings.…”

“…However, very few studies have investigated the relationship between future orientation and buying impulsiveness. Sarabia-Sanchez (2005) claimed that consumers with low levels of attitude towards the future tend to have a higher buying impulsiveness and prefer to decide to purchase during the consumption process, but this claim was not tested using data. To empirically test this relationship, the first hypothesis of this study is as follows:…”

“…Price‐conscious consumers focus on spending less for their needs and saving more. Individuals who perceive the future in a pessimistic way tend to restrict their spending and save more, whereas those who perceive it in an optimistic way tend to spend rather than save more (Sarabia‐Sanchez, 2005). According to Kees (2011), potential negative outcomes of future events are considered more by individuals with higher future orientation, and such individuals tend to take protective action to minimize loss.…”

Exploring the inhibitory effect of maximising mindset on impulse buying

“…However, very few studies had explored the correlation between future‐oriented thinking and impulse buying. Sarabia‐Sanchez (2005) claimed that consumers with low future‐oriented thinking were more likely to buy impulsively and preferred to make purchases during consumption. However, this assertion was not supported by research and data.…”

Perceived Risk of Internet Theft Victimization

“…Indeed, evidence suggests that the perceptions of such negative consequences are to a large extent the result of one's experiences with either getting away with, or not getting away with, risky behavior in the past (Paternoster, 1987;Pratt et al, 2006). Instead, impulsive individuals are less able to resist certain temptations (e.g., purchasing something that will bring them enjoyment) even if they are convinced that doing so might be bad for them in the long run (Norvilitis et al, 2006;Sarbaria-Sanchez, 2005). Accordingly, we predict that although one's level of financial impulsivity influences one's perceptions of the risk of Internet theft, impulsive people are unlikely to engage in risk-avoidant behaviors online.…”