Manifestations of compulsiveness in the consumer‐marketplace domain

Nataraajan, Rajan; Goff, Brent G.

doi:10.1002/mar.4220090105

Cited by 42 publications

(29 citation statements)

References 28 publications

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“…As such, demographic variables, such as gender, are consistent with the gender-role hypothesis. Third, with respect to the consequences of self-expressiveness in shopping, past research has focused on the dark side of shopping, such as compulsive shopping (e.g., Hosch and Loewenstein, 1991;Hirschman, 1992;Kwak et al, 2003;Mowen and Spears, 1999;Nataraajan and Goff, 1992;O'Guinn and Faber, 1989;Rindfleisch et al, 1997;Roberts et al, 2003;Roberts and Tanner, 2005). Future research may test the hypothesis that compulsive shopping moderates the relationship between perceived shopping contribution to life satisfaction and subjective well-being.…”

Section: Discussionmentioning

confidence: 99%

Self-expressiveness in shopping

Sirgy

Lee

et al. 2016

Journal of Retailing and Consumer Services

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Keywords:Self-expressiveness in shopping Perceived impact of shopping on overall life satisfaction Life satisfaction a b s t r a c t Some people experience self-expressiveness in shopping. Self-expressiveness in shopping is defined as the degree to which consumers they think shopping activity is an important part of their self-concept. This paper reports on the testing of a model dealing with antecedents and consequences of self-expressiveness in shopping. Based on eudaimonistic identity theory, we hypothesized that feeling of self-expressiveness in shopping is influenced by consumers' flow experiences in shopping activities, self-realization potential through shopping, and effort expended through shopping. We also hypothesize that self-expressiveness in shopping increases overall life satisfaction, mediated by perceived impact of shopping on life satisfaction. The model was tested using a panel of 5440 shoppers. The results provide good support for the model. Managerial implications are discussed in addition to avenues for future research.

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Section: Discussionmentioning

confidence: 99%

Self-expressiveness in shopping

Sirgy

Lee

et al. 2016

Journal of Retailing and Consumer Services

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“…Nataraajan and Goff (1992) indicated that terms such as spending, buying, and shopping have been used interchangeably; yet, as they indicate, distinctions between these various forms of aberrant consumer behavior exist.…”

Section: Compulsiw Buying Behaviormentioning

confidence: 97%

Compulsive buying: An examination of the consumption motive

1996

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Recently, attempts to define the scope of compulsive consumption, a form of aberrant consumer behavior, have resulted in a proliferation of consumption behaviors identified as manifestations of compulsive consumption. However, Nataraajan and Goff (1992) indicated that this proliferation of studies has been marred by definition and measurement inconsistencies and proposed a typology that more appropriately distinguished various forms of compulsive consumption. There has also been a concomitant increase in research into the characteristics that distinguish compulsive from noncompulsive consumers (e.g., d'Astous, 1990; Faber & O'Guinn, 1988; Scherhorn, 1990). The current study adopts the definition framework presented by Nataraajan and Goff (1992) to generate and test hypotheses concerning one particular form of compulsive consumption: compulsive buying. Specifically, the study examined consumption behaviors, hypothesized to be exhibitive of consumers' consumption motives, as a method of differentiating compulsive from noncompulsive buyers. Consistent with the hypotheses, it was found that compulsive buyers were more likely to return products, to exhibit greater concern for store return policies, and to report higher return volumes than noncompulsive buyers. In addition, the compulsive buyer was not found to have significantly higher levels of nonstore purchases (i.e., teleshopping, direct mail, and direct sales) than noncompulsives. These findings were supportive of the Nataraajan and Goff (1992) assertion that various manifestations of compulsive consumption can be distinguished on the basis of the consumption motive. © 1996 John Wiley & Sons, Inc.

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“…However, it is well known that rigorous and highly organized processing may characterize only part of consumer behavior in the marketplace. In reality, consumers are also found to be impulsive (Beatty & Ferrell, 1998;Cobb & Hoyer, 1986;Dholakia, 2000;Rook & Fisher, 1995), distractible (AriasBolzmann, Chakraborty, & Mowen, 2000;Lord & Burnkrant, 1993), reliant on incomplete and/or irrelevant information (Johnson & Levin, 1985;Kivetz & Simonson, 2000;Meyvis & Janiszewski, 2002;Ross & Creyer, 1992), and in some cases, addicted to compulsive shopping (Nataraajan & Goff, 1992;O'Guinn & Faber, 1989). Impulses may be moderated by cognitive evaluation (Dholakia, 2000), unless self-control failure enables unplanned, spontaneous purchases to occur (Baumeister, 2002).…”

Section: Introductionmentioning

confidence: 99%

Unfolding consumer impulsivity: An existential–phenomenological study of consumers with attention deficit disorder

Kaufman‐Scarborough

Cohen

2004

Psychology and Marketing

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This article attempts to unfold consumer impulsivity by gathering in-depth stories from persons whose impulsivity is a lifetime trait because of their attention deficit disorder (ADD/ADHD). The manuscript provides overviews of impulsivity, ADD, and impulsive consumer behavior. Insights into possible consumer-behavior challenges are offered from an information-processing perspective. Through thematic analysis of the respondents' lifetime stories, this study helps illuminate the black box of the consumer's mind with respect to impulsive consumption, by relating impulsive consumer behavior to specific problems in information processing. As such, it not only contributes to understanding of the consumer behavior of those with ADD, but also presents a kinder and gentler picture of consumers who are dealing with information overload and frustration, rather than what might be a more common stereotype of consumers who are simply out of control.

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Manifestations of compulsiveness in the consumer‐marketplace domain

Cited by 42 publications

References 28 publications

Self-expressiveness in shopping

Self-expressiveness in shopping

Compulsive buying: An examination of the consumption motive

Unfolding consumer impulsivity: An existential–phenomenological study of consumers with attention deficit disorder

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