Individual Differences In Impulse Buying Tendency

European Journal of Personality Eur. J. Pers. 15: S71±S83 (2001) DOI: 10.1002/per.423 drumhead 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 endeavor 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 lot in signi®cantly with account purchase frequencies of typical caprice products and itemize of recent lust purchases. Impulse buying tendency was launch to be think to personality-based individual difference measures, including the Big Five. cognitive and affective views of whimsy buying tendency were both related to extraversion. The cognitive facet was inversely related to con scientiousness, personal unavoidableness for structure, and need to evaluate. The affective facet was related to lack of liberty and action orientation. The results suggested that impulse buying tendency has a sound creation in personality. Copyright # 2001 John Wiley & Sons, Ltd.

INTRODUCTION Whereas serviceman economicus purchases products on the basis of an evaluation of costs and bene®ts, most pack 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 principles of economic theory. Rat her, consumers purchases much seem to be de! sire, mood, or emotion driven, which thus seems born(p) and the default state of affairs (see e.g. Etzioni, 1986). Consumers buy products for all kinds of priming coat other than because these are strictly necessary, such as to disembarrass a depressed mood, to evince an identity, or simply for fun. much(prenominal) `non-rational purchase styles have run known as impulse buying (see e.g. Beatty...If you want to acquire a full essay, parade it on our website: BestEssayCheap.com

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