Personal Goals and Their Role in Consumer Behavior: The Case of Compulsive Buying

Roberts, James A.; Pirog, Stephen F.

doi:10.1080/10696679.2004.11658525

Cited by 46 publications

(53 citation statements)

References 34 publications

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“…Selain dari faktor-faktor tersebut, terdapat juga pengaruh dari personal goals pada compulsive buying. Roberts and Pirog (2004) …”

Section: Pendahuluanunclassified

“…Assael (2004) juga menyatakan tujuan adalah sesuatu hal yang dapat menggerakkan perilaku konsumen dalam rangka memenuhi kebutuhannya. Tujuan yang dimiliki seorang konsumen dapat mempengaruhi dorongan untuk berperilaku dalam rangka untuk memuaskan dirinya (Roberts and Pirog, 2004). Assael (2004) juga menyatakan bahwa semakin besar hasrat yang dimiliki seorang konsumen untuk mencapai tujuan, maka semakin tinggi juga motivasi untuk memuaskan kebutuhannya.…”

Section: Personal Goalsunclassified

“…Perilaku yang tidak konsisten atau kontraproduktif dengan pencapaian tujuan secara umum dipandang sebagai sesuatu yang tidak rasional dan dapat menimbulkan perasaan yang buruk. Roberts and Pirog (2004) …”

Section: Personal Goalsunclassified

“…Seseorang yang fokus pada intrinsic goals biasanya mempunyai tingkah laku yang baik, bahagia, puas dengan kehidupannya, mempunyai citra diri yang tinggi, tidak egois dan kecil kecenderungannya untuk kecanduan alkohol dan obatobatan (Roberts and Pirog, 2004).…”

Section: Intrinsic Goals Dan Compulsive Buyingunclassified

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Pengaruh Self-Acceptance Importance, Affiliation Importance, dan Community Feeling Importance terhadap Compulsive Buying

Soliha¹

2010

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This study focused on phenomenon behavior of compulsive buying. The study examined how Self-Acceptance Importance, Affiliation Importance, and Community Feeling Importance influenced on Compulsive Buying. Population in this research was students in Kota Semarang, and 104 students become samples. To answer problem that is accurate, researcher applies econometrics Logit model. Result of research indicates that there were negativity influence Self-Acceptance Importance, Affiliation Importance and Community Feeling to Compulsive Buying. Result of this supports all hypothesis and consistent with theory.Keywords: compulsive buying, self-acceptance Importance, affiliation Importance, community feeling Importance, Logit Model PENDAHULUAN Perilaku pembelian yang kompulsif (compulsive buying) dalam literatur pemasaran telah menjadi suatu fenomena yang makin meluas dan terus berkembang. Penelitian-penelitian yang mempelajari fenomena perilaku pembelian yang negatif ini sangatlah penting dalam perkembangan dunia pemasaran, khususnya terhadap ilmu perilaku konsumen. Compulsive buying menjadi masalah yang penting dalam pemasaran dan perilaku konsumen karena perilaku ini dapat menimbulkan pengaruh yang negatif pada individu dan masyarakat (Gwim, et. al., 2005). Dampak yang kemungkinan besar dapat muncul dari compulsive buying meliputi berbagai aspek, misalnya dari sisi finansial adalah tingginya hutang kartu kredit dan rendahnya dana yang bisa ditabung. Sementara dari sisi psikologis muncul rasa gelisah, depresi, frustasi, dan bahkan konflik interpersonal (Roberts, 1998). Compulsive buying didefinisikan sebagai suatu kondisi kronis, dimana seseorang melakukan aktivitas pembelian berulang sebagai akibat dari adanya peristiwa yang tidak menyenangkan ataupun perasaan yang negatif (Faber and O'Guinn, 1989). Bagi sebagian besar orang, membeli sesuatu atau berbelanja merupakan kegiatan yang normal dan rutin dilakukan sehari-hari. Namun untuk mereka yang memiliki kecenderungan sebagai compulsive buyers, ketidakmampuan mengendalikan hasrat untuk membeli sesuatu akan mendorong mereka untuk melakukan apa saja asalkan hasrat tersebut dapat terpenuhi.Dampak positif dari compulsive buying dalam jangka pendek adalah kepuasan yang langsung dapat dirasakan dari aktivitas pembelian tersebut. Compulsive buyers tidak melakukan pembelian sematamata hanya untuk mendapatkan suatu produk tertentu, melainkan lebih kepada hasrat untuk mencapai kepuasan melalui proses pembelian itu sendiri. Dampak jangka panjang compulsive buying adalah kebangkrutan, hutang yang menumpuk,

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“…Selain dari faktor-faktor tersebut, terdapat juga pengaruh dari personal goals pada compulsive buying. Roberts and Pirog (2004) …”

Section: Pendahuluanunclassified

Section: Personal Goalsunclassified

Section: Intrinsic Goals Dan Compulsive Buyingunclassified

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Pengaruh Self-Acceptance Importance, Affiliation Importance, dan Community Feeling Importance terhadap Compulsive Buying

Soliha¹

2010

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“…They reported that the money attitudes power prestige, distrust, and anxiety were closely associated with CB and that credit card use often moderates these relationships. Roberts and Pirog III (2004) performed an investigation on personal goals and their role in consumer behavior. Shahjehan et al (2012) investigated the effect of personality (Big Five Personality Traits) on buying behavior (impulsive and compulsive buying).…”

Section: Introductionmentioning

confidence: 99%

An exploration study to detect important factors influencing on compulsive buy: A case study of Shahrvand chain stores

Alikhani¹,

Sadaghiani²,

Jabbarzadeh³

et al. 2013

10.5267/j.msl

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Consumer behavior plays an important role on purchasing goods and services from food chain stores. In this paper, we present a study to detect important factors impacting consumer behavior on Iranian food industry, named Shahrvand. The proposed study selects 384 customers who made some purchases during the year of 2012. Structural equation modeling has been performed to detect important factors influencing compulsive buying including emotional instability, attractive appearance, social recognition, financial success. Cronbach alphas have been calculated for these four mentioned items were well above 0.80, which validated the overall questionnaire of the survey. The results of our survey have confirmed that all four independent variable influenced positively on compulsive buy, significantly.

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Mindsets, shopping motivations and compulsive buying: Insights from China

Japutra

Song

2020

J of Consumer Behaviour

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This study investigates how mindsets (i.e., the beliefs that individuals have about the nature of human characteristics) are associated with compulsive buying behavior (i.e., the tendency to buy impulsively and obsessively). In particular, we test the relationships between consumer mindsets, three shopping motivations (deal proneness, social comparison, and hedonic motives) and compulsive buying. Based on a survey of 421 respondents conducted in China, our findings reveal the mechanism through which mindsets affect compulsive buying. The results show that when consumers believe in the consistency of personal traits (fixed mindset), they tend to be more vulnerable to deal offers and social comparison. These motivations increase the desire to seek hedonic pleasure, which is associated with a greater propensity for compulsive buying. However, when consumers believe that personal traits can be changed and developed (growth mindset), they seek hedonic pleasure in shopping, which result in a greater tendency to engage in compulsive buying. The present study adds to the existing body of knowledge by unveiling how different mindsets are associated with compulsive buying. In terms of practical implications, this study provides policy makers and marketers with a better understanding of the different motivations that lead to compulsive buying.

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Personal Goals and Their Role in Consumer Behavior: The Case of Compulsive Buying

Cited by 46 publications

References 34 publications

Pengaruh Self-Acceptance Importance, Affiliation Importance, dan Community Feeling Importance terhadap Compulsive Buying

Pengaruh Self-Acceptance Importance, Affiliation Importance, dan Community Feeling Importance terhadap Compulsive Buying

An exploration study to detect important factors influencing on compulsive buy: A case study of Shahrvand chain stores

Mindsets, shopping motivations and compulsive buying: Insights from China

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