Personality and Consumer Behaviour: An Operational Approach

Albanese, Paul J.

doi:10.1108/03090569310042918

Cited by 9 publications

(7 citation statements)

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“…The literary review of personality and consumer behavior can be divided into two great ages (Albanese, 1993): the Dark Ages and the Renaissance. The Dark Ages refers to the negative attitude within the marketing field towards the area of personality and its relationship with consumer behavior, represented notably by Kassarjian and Sheffet (1991).…”

Section: Personality In Consumer Behaviormentioning

confidence: 99%

Influence of personality traits on satisfaction, perception of relational benefits, and loyalty in a personal service context

Vázquez‐Carrasco

Foxall

2006

Journal of Retailing and Consumer Services

111

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Section: Personality In Consumer Behaviormentioning

confidence: 99%

Influence of personality traits on satisfaction, perception of relational benefits, and loyalty in a personal service context

Vázquez‐Carrasco

Foxall

2006

Journal of Retailing and Consumer Services

111

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“…Additional support for these ideas, in terms of personality and marketing, comes from research which relates these to a general pattern of behaviour in consumers (Albanese, 1993). There is further evidence in findings relating the personal characteristics of marketing managers, in terms of constructs such as trust and conflict, to perceived relationship effectiveness (Arnott et al, 2007;Tuan, 2012;Jones and Farquhar, 2003).…”

Section: Introductionmentioning

confidence: 99%

Marketing in a time of toxic leadership

Boddy

Croft

2016

Qualitative Market Research: An International Journal

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Purpose – The purpose of this paper is to make a contribution to knowledge by examining what happens to marketing in a time of toxic leadership, embodied in a corporate psychopath, in response to a call for marketers to seek a broader understanding of how marketing operates within organisations. Design/methodology/approach – Commentators have suggested that concepts outside the usual marketing domain may aid in the gaining of an intra-organisational understanding of how marketing operates. Here, the concept of corporate psychopathy was used to identify a psychopathic UK board director and chief executive officer (CEO) via a constructivist approach to research involving six in-depth interviews. A CEO and a main board director who were measurably psychopathic were studied via these reports. Findings – The paper examines how corporate psychopaths, as archetypal toxic leaders, are detrimental to marketing. Overseeing the marketing function within the UK part of an established and well-branded multi-national services company, corporate psychopaths capriciously dismantled the marketing initiatives that were in place and needlessly abandoned future marketing plans. Marketing services, marketing ethics, product quality and corporate reputation declined. Good marketers left. Practical implications – The research demonstrates the dangers to marketing of toxic leadership. The paper also suggests that marketing may be uniquely qualified to deal with toxic leaders because it can, through research, identify them through their effects and behaviour. The results illustrate the value of longitudinal qualitative market research in investigating complex organisational situations. Originality/value – The paper makes a unique contribution to the marketing field by empirically investigating, for the first time, the influence of a corporate psychopath director and a psychopathic CEO on the marketing function and practice. The research was conducted longitudinally using qualitative market research techniques via in-depth interviews over a two-year period. Longitudinal research aids in establishing causality, and this was evident in this research, as the negative influence of psychopathic leadership was monitored over time.

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“…The topic of the relation between the personality of a person and its consumer behavior has been very much debated since the past century (Kassarjian, 1971;Raju, 1980;Foxall, Goldsmith, 1988;Albanese, 1993). Despite the fact that for a long time several studies have been done, the relation between a consumer's personality and its behavior can still give new insights in different specific topics and therefore several authors consider that it should be revitalized (Bosnjak, Bratko, et al, 2007;Solomon, Bamossy, et.al.…”

Section: Introductionmentioning

confidence: 99%

The influence of personality types on the impulsive buying behavior of a consumer

Pelău

Şerban

Chinie

2018

Proceedings of the International Conference on Business Excellence

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The relation between the personality of consumers and their buying behavior has been a very much debated topic in the field of marketing researches. Several studies have shown that personality has a significant influence on the way consumer behave in their social and economic environment, in the way they approach and accept innovations and new developed products or even in their shopping behavior. This paper presents the influence of the Myers-Briggs personality dichotomies on the impulsive consumer behavior and the openness to buy newly launched products. Discriminant analysis was used to evaluate primary collected data and the core results show that extroverted, feeling-based decision-makers and perception oriented persons have more frequently an impulsive buying behavior at shopping sessions. Extroverts and intuition based consumers are more open to new products. The temptation to buy attractive unplanned products is higher for extroverts, feeling based decision makers and perceiving persons. Despite of this, none of the personality dichotomies influences the amount and care for spending in stores, this being influenced by other independent factors, mainly economic ones.

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Personality and Consumer Behaviour: An Operational Approach

Cited by 9 publications

References 0 publications

Influence of personality traits on satisfaction, perception of relational benefits, and loyalty in a personal service context

Influence of personality traits on satisfaction, perception of relational benefits, and loyalty in a personal service context

Marketing in a time of toxic leadership

The influence of personality types on the impulsive buying behavior of a consumer

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