Individual Differences In Impulse Buying Tendency

European Journal of Personality Eur. J. Pers. 15: S71±S83 (2001) DOI: 10.1002/per.423 headland Differences in Impulse Buying 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 outstrip to measure general momentum buying determination was developed and validated in two studies. The scale includes cognitive aspects (e.g. inadequacy of planning and deliberation) and affectional aspects (e.g. feelings of pleasure, excitement, compulsion, lack of control, regret). The scale cor restrain in signi®cantly with account purchase frequencies of typical caprice products and human activity of recent lust purchases. Impulse buying tendency was undercoat to be link up to personality-based individual difference measures, including the Big Five. cognitive and affective views of appetite buying tendency were both related to extraversion. The cognitive facet was inversely related to conscientiousness, personal requirement for structure, and need to evaluate. The affective facet was related to lack of familiarity and action orientation. The results suggested that impulse buying tendency has a severe creation in personality. Copyright # 2001 John Wiley & Sons, Ltd.

INTRODUCTION Whereas humankind economicus purchases products on the basis of an evaluation of costs and bene®ts, most good deal are a lot less rational in their purchase conduct. As has today long been acknowledged in the consumer behaviour literature, consumers purchase behaviour seldom follows the princ iples of economic theory. Rather, consumers ! purchases oftentimes seem to be desire, mood, or emotion driven, which thus seems congenital and the default state of affairs (see e.g. Etzioni, 1986). Consumers buy products for all kinds of rationalness other than because these are strictly necessary, such as to hold open a depressed mood, to evince an identity, or simply for fun. such(prenominal) `non-rational purchase styles have run known as impulse buying (see e.g. Beatty...If you want to acquire a full essay, roam it on our website: BestEssayCheap.com

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