Normative Influences on Impulsive Buying Behavior

Abstract

Although consumer researchers have investigated impulse buying for nearly 50 years, almost no research has empirically examined its normative aspects. This article presents conceptual and empirical,evidence that consumers' normative evaluations (Le., judgments about the appropriateness of engaging in impulse buying behavior) moderate the relationship between the impulse buying trait and consumers' buying behaviors. Specifically, the relationship between the buying impulsiveness trait and related buying behaviors is significant only when consumers believe that acting on impulse is appropriate. The findings from two studies across student and retail customer samples converge and support the hypothesized moderating role of consumers' normative evaluations.

The propagation of self-control: Self-control in one domain simultaneously improves self-control in other domains.

“…1-she will buy the socks only 2-she will want the sweater but not buy it 3-she will decide not to buy the socks, and buy the sweater instead with a credit card 4-she will buy both the socks and the sweater with a credit card 5-she will buy both the socks and the sweater, plus matching pants and a shirt, also with a credit card (Rook & Fisher, 1995;Vohs & Faber, 2007) Inhibition Depletion…”

“…1-she will only buy the food 2-she will buy food and the warm socks 3-she will buy food and the warm socks, and crave the sweater but not buy it 4-she will buy the food, but no socks, and will buy the sweater with a credit card 5-she will buy both the food and the socks, and will buy the sweater with a credit card 6-she will buy both the food and the socks, and the sweater, plus matching pants and a shirt, also with a credit card (Based on Rook & Fisher, 1995;Vohs & Faber, 2007) Study 12 n = 52 Lab study Dutch participants…”

Prevalence and construct validity of compulsive buying disorder in shopping mall visitors

“…As an impulse-control disorder, CBD is marked by irresistible impulses to perform harmful behaviours that are beyond the individual's control (i.e., debts that create problems at home or in work life). CBD also has obsessive-compulsive aspects based on harm-avoidance behaviour, which is mostly triggered by internal stimuli such as mounting tension (Faber and O'Guinn, 2008;Hollander and Allen, 2006;McElroy et al, 1994;Ridgway et al, 2008;Rook and Fisher, 1995). However, in a study by Phau and Woo (2008), no differences between compulsive and non-compulsive buyers were found in terms of distrust and general anxiety which are otherwise known to be strong indicators of obsession-compulsion (Foa et al, 1998).…”

Personality Antecedents of Online Buying Impulsiveness

“…In a more enjoyable shopping environment and with increased disposal incomes, consumers tend to shop more impulsively [1]. Moreover, impulse buying would be higher online compared to store shopping due to the normal evaluations of consumers are less of an inhibited factor [2].…”

“…In a more enjoyable shopping environment and with increased disposal incomes, consumers tend to shop more impulsively [1]. Moreover, impulse buying would be higher online compared to store shopping due to the normal evaluations of consumers are less of an inhibited factor [2].As to the determinants of consumers" online behavior, demographics variables and more mutable personal factors like individual attitudes and personal perceptions have been frequently studied, personality variables like traits, on the other hand, have been under-investigated [3]. Since personality studies have long been an important research tool for examining human behavior [4] and trait-factor theory became the primary basis of marketing personality research [5], some personality traits related to online buying impulsiveness will be examined in this study.…”