The Psychology of Impulse Buying: An Integrative Self-Regulation Approach

Verplanken, Bas; Sato, Ayana

doi:10.1007/s10603-011-9158-5

Cited by 242 publications

(243 citation statements)

References 69 publications

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“…Previous research, however, suggests that self-images are involved in impulsive consumption to a larger extent than in "ordinary" buying (Dittmar and Bond, 2010;Dittmar and Drury, 2000;Verplanken and Sato, 2011;Zhang and Shrum, 2009). Dittmar and colleagues argue that self-images play a role in the occurrence of impulses and desires to consume.…”

Section: #1203mentioning

confidence: 91%

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Lades¹

2014

Journal of Economic Psychology

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The paper deals with impulsive consumption and highlights the roles that cognitive and motivational aspects of reflexive thought (namely self-control and self-image motives, respectively) play in intertemporal decisions. While self-control inhibits individuals from consuming impulsively, self-image motives can induce impulsive consumption. Based on recent neuroscientific findings about 'wanting'-'liking' dissociations, the paper presents a potential motivational mechanism underlying such impulsive consumption decisions. Utilizing the knowledge of this mechanism and acknowledging both cognitive and motivational aspects of reflexive thought, the paper expands on three libertarian paternalistic means to foster an ethical way of impulsive consumption: strengthening willpower, reducing impulsive desires to consume, and guiding impulsive behavior in ethical directions by making salient certain self-images that favor ethical consumption.

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Section: #1203mentioning

confidence: 91%

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Lades¹

2014

Journal of Economic Psychology

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“…Verplanken and Sato (2011) further stress that impulsive buying orientation is produced based on a product or the environment the product exists to arouse joy or excitement with less information processing and cognitive reactions. It should be noted that a lot of research have been done in terms of the influence of shopping enjoyment on impulsive-buying orientation in physical store environment (De Farias et al, 2014).…”

Section: Organism (Cognitive States): Shopping Enjoymentmentioning

confidence: 99%

Drivers of online purchase intention on Singles' Day: a study of Chinese consumers

Zhao¹,

Hooi

2017

IJEMR

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Abstract:The purpose of the present study is to understand the drivers of Chinese consumers online purchase intention on Singles' Day. Data were collected from 214 Chinese consumers who have online purchase experience on Singles' Day. The results show that consumers online purchase intention is positively related to promotion, e-store atmosphere, word of mouth, and advertising and consumption rituals with either direct or indirect relationship with mediators such as perceived value, shopping enjoyment, impulsive buying orientation, and browsing. More specifically, advertising and consumption rituals exhibit a stronger influence among all drivers. The empirical evidence of this study will contribute to the literature in online shopping purchase intention as little research has addressed drivers of consumers online purchase intention on Singles' Day.

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“…Ou seja, era esperado que compradores compulsivos geralmente buscassem a compra como forma de compensar a sua baixa autoestima, vivenciando sentimentos positivos de bem-estar, prazer, satisfação e alegria associados ao ato de consumir (Dittmar, 2005b;Verplanken & Sato, 2011). No entanto, neste estudo, essa hipótese foi refutada nas duas averiguações feitas (modelo normal linear e modelo gama linear).…”

Section: Discussão Dos Resultadosunclassified

“…Contudo é importante perceber que as compras feitas por impulso estão associadas não apenas aos sentimentos positivos. Vergonha, tristeza, culpa e desespero também podem ser resultado delas, ou seja, elas se relacionam também com as emoções negativas (Dittmar, 2005b;Verplanken & Sato, 2011).…”

Section: Autoestimaunclassified

Influência de Estresse, Materialismo e Autoestima na Compra Compulsiva de Adolescentes

et al. 2015

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ResumoO comportamento relacionado à compra compulsiva se caracteriza por um impulso incontrolável e irracional que tende a manifestar-se quando os indivíduos vivenciam sentimentos negativos. Apesar de ser intensamente pesquisada, ainda restam dúvidas sobre os fatores influenciadores da compra compulsiva, em especial em públicos potencialmente vulneráveis, como é o caso do público adolescente. Ao considerar tal lacuna, este artigo analisa o comportamento de compra compulsiva, assim, buscando compreender os condicionantes oriundos dos níveis de autoestima, materialismo, estresse e prazer em comprar especificamente de consumidores adolescentes. A partir da revisão de literatura, foram definidas quatro hipóteses, que foram testadas a partir de dados coletados junto a uma amostra de 153 sujeitos. No teste das hipóteses, foi utilizada a técnica de regressão da família gama de modelos lineares generalizados, operacionalizados no software R. Os resultados demonstraram que fatores como estresse, materialismo e prazer em comprar influenciam o comportamento de compra compulsiva dos adolescentes, tendo-se constatado ainda que a autoestima não teve influência na compulsividade dos respondentes da pesquisa. A pesquisa inova na operacionalização dos dados e avança no conhecimento acadêmico sobre compulsividade no consumo, gerando conhecimento que pode servir para formuladores de políticas públicas e organizações sociais orientadas ao interesse do consumidor.

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The Psychology of Impulse Buying: An Integrative Self-Regulation Approach

Abstract: Impulse buying, Compulsive buying, Self-regulation, Consumer policy,

Cited by 242 publications

References 69 publications

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Impulsive consumption and reflexive thought: Nudging ethical consumer behavior

Drivers of online purchase intention on Singles' Day: a study of Chinese consumers

Influência de Estresse, Materialismo e Autoestima na Compra Compulsiva de Adolescentes

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