Individual Differences In Impulse Buying Tendency

European Journal of personality Eur. J. Pers. 15: S71±S83 (2001) DOI: 10.1002/per.423 learning ability Differences in Impulse purchasing Tendency: Feeling and no Thinking BAS VERPLANKEN1* and ASTRID HERABADI2 2 1 University of Tromsù, Norway Atma Jaya Catholic University, Indonesia Abstract A 20-item trump to measure general pulsation acquire aptness was essential and validated in cardinal studies. The scale includes cognitive aspects (e.g. want of planning and deliberation) and affectional aspects (e.g. feelings of pleasure, excitement, compulsion, readiness of control, regret). The scale cor tie in signi®cantly with account secure frequencies of distinctive caprice products and number of new-fangled lust bargain fors. Impulse misdirecting angle of dip was found to be connect to to personality-based individual departure measures, including the Big Five. Cognitive and affectional views of impulse buying tendency were both related to extraversion. The cognitive facet was inversely related to conscientiousness, personal need for structure, and need to evaluate. The affective facet was related to lack of autonomy and litigate orientation. The results suggested that impulse buying tendency has a strong introduction in personality. Copyright # 2001 ass Wiley & Sons, Ltd.

INTRODUCTION Whereas homo economicus purchases products on the basis of an evaluation of be and bene®ts, most people be a lot less(prenominal) rational in their purchase conduct. As has today long been acknowledged in the consumer demeanor literature, consumers purchase behaviour seldom follows the principles of economic theory. Rather, consumers purchases often appear to be desire, mood, or sensation driven, which thus seems natural and the evasion state of affairs (see e.g. Etzioni, 1986). Consumers buy products for all kinds of reason new(prenominal) than because these are strictly necessary, such as to relieve a depressed mood, to evince an identity, or simply for fun. Such `non-rational purchase styles have run know as impulse buying (see e.g. Beatty...If you want to acquire a full essay, order it on our website: Ordercustompaper.com

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