Controlling Adolescent Purchases: The Role of Authoritative Parenting in Reducing Impulsive and Compulsive Buying

Purpose This paper aims to examine the presence of impulsive and compulsive buying among consumers. It studies the various factors that affect and moderate the impulsiveness and compulsiveness of buying. Design/methodology/approach Literature review resulted in four constructs – social media influence, social media preferences, hedonic motivation and shop in COVID-19. On conducting factor analysis in statistical package for the social sciences, the variables were divided under the influence of social media, social commerce, electronic word of mouth (EWOM) of social commerce, hedonic happiness, hedonic fun and shopping in times of COVID-19. Structural equation modeling is conducted in AMOS (statistical software) for a diagrammatic representation of the relationship between the variables. Regression analysis is used to re-affirm the above relationship. Testing of hypotheses is done with the help of the chi-square test. Findings All six latent variables are significantly related to impulsive and compulsive buying. However, the regression analysis shows social media influence as the strongest predictor for impulse buying and hedonic happiness for compulsive buying. Also, the presence of the pandemic COVID-19 leads to impulsive buying as well as compulsive buying in the apparel and accessory segment. Practical implications Marketers should capitalize on spontaneous buying in both forms – impulsive buying and compulsive buying. Social media influencers, as well as more consumer engagement on social media, can promote impulsive buying. However, compulsive buyers will be more attracted towards great in-store experiences or hedonically driven advertisements, as they do not just shop for buying the product; they shop for the experience of shopping. Originality/value This study uncovers the difference in factors that affect impulsive and compulsive buying. Though both behaviours seem points of the same scale, they are inherently different and can be predicted with social media influence and hedonic happiness.

Introduction Compulsive buying refers to a condition where consumers make purchases repetitively and excessively (Ridgway, Kukar-Kinney & Monroe, 2008; Japutra, Ekinci & Simkin, 2017). Previous literature shows that two types of behaviors characterize compulsive buying: impulsive buying and obsessive-compulsive buying (Ridgeway et al, 2008). Impulsive buying refers to unplanned purchase due to consumers’ inevitable impulse (Kacen & Lee, 2002), and obsessive-compulsive buying reflects a preoccupation in buying to reduce anxiety (Ridgway et al, 2008). Compulsive buying behaviors have been analyzed under the framework of motivation theory (McGuire, 1976). Nevertheless, research is still needed to understand more on the phenomena of compulsive buying (e.g., Kukkar-Kinney et al., 2016; Japutra et al., 2017). This study aims to explore the antecedents of compulsive buying behaviors using implicit theories. According to the implicit theories, mindset shapes the motivation of consumer behaviors (Dweck, 2000; Murphy & Dweck, 2016). Mindset refers to the beliefs about the nature of human characteristics, and individuals may possess two types of mindset – fixed and growth mindset (Murphy & Dweck, 2016). People with a fixed mindset believe that individuals’ qualities such as intelligence and competence are set and hard to change, whereas those with a growth mindset tend to believe that all individuals are able to change and develop through efforts and experiences. We argue that mindsets influence compulsive buying, and we propose that deal proneness mediates the relationship between mindset and compulsive buying. In doing so, we aim to enhance our knowledge in understanding how mindset affects compulsive buying behavior. Literature review and hypotheses According to the implicit theories, consumers with fixed mindsets believe that one’s abilities are fixed and hard to improve, and thus feel the need to prove, to themselves and others, that they have the abilities and/or they are successful (Murphy & Dweck, 2016). Thus, fixed mindset consumers tend to demonstrate their worth by using image-enhancing products and brands (Park & John, 2012). Deals, such as free gifts and offer of coupons, reduce the transaction cost and increase the perceived value of these image-enhancing purchases. In particular, since fixed mindset consumers favor success with little effort (Murphy and Dweck, 2016), deals can help them achieve their goal of image enhancement with lower cost. Thus, we hypothesize that: H1 Fixed mindset is positively related to deal proneness. For consumers with growth mindsets, a major motivation for their consumer behavior is to learn and improve (Murphy & Dweck, 2016). As the research by Blackwell et al. (2007) shows, growth mindset consumers are eager to participate in the self-improving process and achieve mastery. Thus, growth mindset consumers may perceive the information of discounts, free gifts and coupons as part of the adventurous process where they make the cost-benefit analysis and improve their abilities as wiser consumers. Thus, we propose: H2 Growth mindset is positively related to deal proneness. Previous studies show that compulsive buying is associated with high deal proneness (Kukar-Kinney et al, 2012). Deals may imply perceived value of the purchase and enhanced shopping enjoyment (Grewal, Monroe, & Krishnan, 1998), and thus serve as an effective contextual factor in inducing compulsive behaviors (Kukar-Kinney et al, 2016). Furthermore, deals provide an excuse and rationale for the purchase, which can be used to overcome the sense of guilt compulsive buyers often experience after their compulsive buying behavior (O’Guinn & Faber, 1989). Thus, we make the following hypotheses. H3 Deal proneness is positively related to impulsive buying. H4 Deal proneness is positively related to obsessive-compulsive buying. Finally, we argue that deal proneness mediates the relationship between consumer mindsets and compulsive buying behavior. According to the implicit theories, consumer mindsets inspire how consumption goals are pursued (Murphy & Dweck, 2016). Consumers with a fixed mindset pursue a performance goal, and they tend to use brands to feel positive about themselves and improve impression on others (Park & John, 2010). In contrast, consumers with a growth mindset hold that people can always learn and improve and thus are tuned to learning goals (Murphy & Dweck, 2016). Hence, for fixed mindset consumers, deal offers suggest lower costs for image-enhancing purchases, and provide an excuse for the compulsive buying behavior. For growth mindset consumers, deal offers can imply a learning and adventurous process .These consumers may feel that they can make better purchasing decisions by taking advantage of various deals. We thus hypothesize that: H5 Deal proneness mediates the relationship between fixed mindset and impulsive buying (H5a), between fixed mindset and obsessive-compulsive buying (H5b), between growth mindset and impulsive buying (H5c), and between growth mindset and obsessive-compulsive buying (H5d). Method A questionnaire was developed to gather responses and test the hypotheses. All of the items to measure the constructs were developed from existing scales based on previous research. Fixed and growth mindsets were measured using scales developed by Park and John (2012). Deal proneness was measured using items following Lichtenstein et al. (1997). Impulsive buying and obsessive-compulsive buying were measured using items developed by Ridgway et al. (2008). All items were rated on a 7-point Likert scale, ranging from “strongly disagree” (1) to “strongly agree” (7). The questionnaire was administered using an online survey (N=421 respondents). Of these, 57.7% were female, 71.5% had a university degree, 50% were 31-40 years old, 41% were 26-30 years old, and 46.3% had a monthly income of 5,001-10,000 RMB. Results and discussion To test the hypotheses within the research model, a Structural Equation Modeling (SEM) approach was employed, using AMOS 18.0. First, a measurement model was created to assess the validity and reliability of the scales. The distribution of the data was checked. The absolute value of the skewness and kurtosis of each items were within +/- 1, suggesting normal distribution was achieved. The measurement model produced good fit (Hair et al., 2010): χ2(109) = 281.21, χ2/df = 2.58, GFI = .93, NFI = .93, CFI = .96, and RMSEA = .06. All values representing the AVE were greater than 0.5 and greater than the squared inter-constructs correlations, indicating convergent and discriminant validity were achieved (Fornell & Larcker, 1981). Cronbach’s alpha values exceeded .70, indicating the constructs were reliable (Hair et al., 1995). The results of the checking common-method variance problem through exploratory factor analysis (EFA) test revealed 3 factors with Eigen values greater than 1. The results accounted for 64.67% of the total variance, where the first factor accounted for 27.55% of the total variance, suggesting that common-method variance did not pose a significant problem since there was no general factor in the un-rotated structure (Podsakoff et al., 2003). Next, a structural model was created. The structural model produced good fit (Hair et al., 2010): χ2(114) = 476.15, χ2/df = 4.18, GFI = .89, NFI = .89, CFI = .91, and RMSEA = .09. Table 1 displays the results of SEM. The results support H1 and H2. Both fixed and growth mindsets are positively associated with deal proneness. The results support H3 and H4, which shows that deal proneness are positively associated with impulsive and obsessive-compulsive buying. The results support H5a, which states that deal proneness mediates the relationship between fixed mindset and impulsive buying. However, the results do not support H5b, H5c and H5d. Conclusion Using the implicit theories, this research aims to gain better insight into compulsive buying behavior. Our findings, obtained from a sample of respondents in China, show that deal proneness serves as a mediator between fixed mindset and compulsive buying behaviors. According to the implicit theories, consumer mindsets inspire how consumption goals are pursued (Murphy & Dweck, 2016). For instance, consumers with a fixed mindset pursue a performance goal. They tend to use brands to feel positive about themselves and improve impression on others (Park & John, 2010). Thus, it is likely that fixed mindset consumers buy compulsively to signal and communicate their “self” to others. In particular, for fixed mindset consumers, deals may increase the perceived value of image-enhancing purchases. Thus, deals provide an excuse for the compulsive purchase where fixed mindset consumers can improve self-image and demonstrate their worth with lower costs. Given this mediating role of deal proneness between fixed mindset and compulsive buying, it will be interesting to test further how consumers with a fixed mindset respond to different types of deals in future research. For firm managers and public policy makers, our findings imply that, to lessen consumers’ overspending, firms should reduce excessive number of deals, and governments should also regulate firms’ advertisement so that it will not overly promote deals.

PurposeThis study aims to explore the global issues of impulse buying, compulsive purchasing and materialism. It examines how materialism relates to self-esteem and the tendencies for impulsive and compulsive buying. In addition, the study delves into the impact of religiosity on self-esteem and materialistic values in an Islamic country.Design/methodology/approachEnumerators visited universities, distributing 415 questionnaires and receiving 397 in return. Due to the unavailability of a sample frame for the target population, the study used nonprobability sampling for statistical analysis, which included assessments of normality, reliability, validity and bootstrapping for the structural model, the researchers used Smart PLS.FindingsThe study confirmed 13 hypotheses while rejecting four. The unsupported hypotheses are: (i) materialism negatively impacts impulsive purchasing behavior, (ii) impulsive purchasing does not mediate the relationship between materialism and compulsive purchasing, (iii) materialism does not mediate the relationship between religiosity and impulsive purchasing and (iv) in an Islamic country, neither materialism nor impulsive purchasing significantly mediates the relationship between religiosity and compulsive purchasing.Research limitations/implicationsThis study was conducted in a city within a developing Islamic nation, focusing on college students. It suggests that future research could include more cities, a diverse population segments and multicultural perspectives. The research primarily examined the direct relationships between religiosity and factors such as self-esteem, materialism and impulsive purchasing. Future studies could explore religiosity as a mediating factor. This study highlights that materialism (M), impulsive buying (IB) and compulsive buying (CB) are not only closely interconnected but also adversely affect individual, family and societal well-being, raising global concerns. While occasional impulsive behavior is common among individuals in Islamic nations, repeated indulgences in the same behavior could lead to an obsession with excessive purchasing.Practical implicationsThis study holds significant implications for consumers and retailers. Excessive and unnecessary spending can increase financial burden and adversely affect family welfare. Often, families and acquaintances inadvertently teach children to engage in extreme purchasing behaviors. To combat this, families and religious leaders should educate individuals about the detrimental effects of impulsive and compulsive purchasing. In addition, colleges and other institutions should organize seminars and workshops to address these issues. Retailers, whose sales largely depend on impulsive and compulsive consumers, should employ interpersonal influencers and brand advocates to connect with this customer segment effectively.Originality/valueThis study examined the relationship between religiosity, materialism, self-esteem and impulsive and compulsive purchasing behaviors. This study thoroughly tested 17 hypotheses, encompassing direct, mediating and multimediating relationships. The findings reveal that materialism’s impact on impulsive behavior is negligible compared to previous research, corroborating the findings presented in the cited literature.

The main subject of this study is impulsive buying and compulsive buying behaviors that can occur in consumers’ online shopping and are considered as the unusual or irrational aspects of purchasing. The study mainly focused on personal factors that may be the precursors of these behaviors. In this respect, the study aims to statistically analyze the relationships between the five-factor personality traits, consumer decision-making styles, impulsive buying, and compulsive buying variables based on the relational screening model. It aims to determine which personality and decision-making styles are associated with impulsive and compulsive buying. Within the scope of quantitative research, data was obtained through a survey method from 478 participants, which was determined through convenience sampling and analyzed. The findings from the analyses showed a significant negative relationship between agreeableness and impulsive buying behavior regarding personality traits and, similarly, between openness, conscientiousness, and agreeableness and compulsive buying behavior. It has been revealed that consumers who buy brand consciousness, fashion consciousness, recreational orientation, indecisiveness, impulsive, and habitual decision-making styles are more prone to impulsive and compulsive buying. The study’s findings are expected to contribute to understanding the personality and characteristic features of consumers’ behaviors.

Purpose The purpose of this paper is to study the impact of materialism on credit card (CC) use and impulsive buying (IB) and compulsive buying (CB) behaviour. Furthermore, it assesses whether CC use and IB behaviour mediate the relationship between materialism and CB behaviour. Design/methodology/approach Data were collected from adult consumers with CCs via an online survey. For model assessment, a two-step approach was followed. First, a measurement model was created and tested using maximum likelihood estimation and validity of the study constructs was assessed. This was followed by structural equation modelling to test the hypotheses. Findings Materialism influences CC use and increases the propensity for IB (IB), which then precipitates CB habits. Reduction in CC use can decrease both IB and CB. Out of the six hypotheses assessed, only the one linking CC use to CB was not supported, requiring further investigation. Mediation relationships were identified, where CC use and IB act as mediators between materialism and CB. Research limitations/implications The paper captured responses from adult consumers of India. Hence, the findings may not be generalised across geographies and age groups. The study contributes to the debate on the impulsive–CB paradigm by showing that impulsive and CB are not distinct constructs. In fact, the former could lead to the latter. Practical implications CC use in itself need not necessarily lead to CB. The only way CC could cause CB is through IB. Hence, firms must promote responsible buying habits, as there has been an increase in IB, which, if not controlled, could lead to debt trap resulting from CB. The findings of this paper will help both retailers and CC institutions to better understand the spending pattern of consumers. Those will also help the policymakers to chalk out ways to the curb indiscriminate issuance of CCs without educating users. Originality/value The findings confirm that IB and CB exist on two ends of a continuum, and not as two distinct theoretical constructs. IB acts as a mediator between CC use and CB as well as between materialism and CB.

This study examines religion and culture’s influence on impulsive and compulsive buying. The research population is people who have made impulsive and compulsive purchases for fashion products, with a sample size of 212 respondents. Questionnaires were distributed through social media, and the collected data were analyzed using PLS. The study results show that 1) religious commitment negatively affects compulsive buying, 2) collectivism culture has been shown to positively affect impulsive and compulsive buying, 3) religious commitment is not proven to affect impulse buying, and 4) long-term orientation has also been shown not to affect impulsive and compulsive buying. Businesses can encourage impulse and compulsive buying by focusing their target market on collectivists with low levels of religious commitment.

Impulsive and compulsive buying are terms that are frequently confused for each other, but represent behaviors that differ greatly in their frequency, cause, outcome and severity. Impulsive buying is a more common and ordinary behavior. Almost everyone makes a purchase on impulse (without much deliberation) from time to time.Impulse buying is defined as a sudden and powerful urge in the consumer to buy immediately. It occurs when desire for a product or brand outweighs one's willpower to resist. Research on impulse buying focuses on characteristic of individuals that make them more or less likely to engage in impulse buying. These include mood states, personality characteristics, and situational factors such as proximity and depletion in resources needed for self‐control.Compulsive buying, on the other hand, is a psychological disorder where one experiences an uncontrollable urge to buy. Failing to act on this urge creates increasing tension that can only dissipate with buying. Frequently, this urge is triggered by negative events or feelings. Ultimately, this behavior leads to extreme negative consequences for the individual. Many compulsive buyers never use the items they purchase. Thus, compulsive buying appears to be more about obtaining short‐term relief from negative feelings than about a desire for specific goods.

This study examines the influence of limited-time deals, perceived ease of use, and hedonic motivation on online impulsive buying behavior, as well as the effect of impulsive buying on compulsive buying within Indonesian e-commerce platforms. Based on self-determination theory, the research examines both the direct and the mediated relationships among the variables. Using purposive sampling, data were collected from 253 Indonesian consumers who actively shop on platforms such as Shopee, Tokopedia, and Lazada. The data were analyzed using Structural Equation Modeling (SEM). The results show that limited-time deals significantly increase both hedonic motivation and online impulsive buying behavior. Hedonic motivation also demonstrates a significant positive effect on impulsive buying and successfully mediates the relationship between limited-time deals and online impulsive buying behavior. In contrast, perceived ease of use does not exhibit a positive effect on impulsive buying. Furthermore, online impulsive buying behavior strongly predicts compulsive buying, suggesting a progression from spontaneous purchases to more repetitive, uncontrolled buying patterns. The novelty of this study lies in integrating promotional scarcity strategies with motivational mechanisms derived from self-determination theory to explain impulsive and compulsive buying tendencies in digital shopping environments. The findings provide theoretical contributions by clarifying the mediating role of hedonic motivation and practical insights for e-commerce marketers. Specifically, the results suggest that urgency-based promotions can enhance emotional engagement and stimulate spontaneous purchases, while ineffective ease-of-use features may not contribute to impulsive behaviors. These insights can help marketers design more effective and responsible promotional strategies.

The phenomenon of impulse behavior has been extensively studied by social studies researchers over the last century. An extension of this, impulse buying behavior has also been well-researched at least within the brick-and-mortar context. However, impulse buying behavior within the online context has been relatively unstudied compared to the offline equivalent. In this systematic literature review the authors attempt to synthesize literature on this topic, provide clarity of concept regarding the various forms of impulse shopping behavior, propose a theoretical framework that encapsulates both impulsive and compulsive buying behaviors within the online context, and discuss the underlying theoretical foundations, characteristics, contexts, and methodologies that define the literature within this domain. This review is the first within the online impulse buying behavior domain which provides a distinction between the various forms of impulse buying behavior, such as consumer impulsivity, the buying impulse, impulsive, compulsive, and panic buying behaviors. It is also the first to propose a comprehensive framework that incorporates both impulsive and compulsive buying behaviors within the online context. The theoretical framework proposed within this review would be of managerial relevance to practitioners within the e-commerce or social commerce domain since this is the first paper that discusses both online impulsive and compulsive buying behaviors within the same theoretical model. Policyholders in the field of addictive behavior and disaster management would benefit from the discussion of online compulsive and panic buying, along with the theoretical underpinnings of these phenomena. Lastly, this review would provide a fundamental but holistic view of online impulse shopping behavior to academicians within this domain.

Purpose Existing knowledge suggests that insecure attachments (i.e. anxious and avoidance) relate to self-gifting motivations. This study aims to expand and extend this body of knowledge by examining individuals’ self-regulation challenges vis-à-vis compulsive and impulsive buying tendencies on their self-gifting motivations. Informed by recent work on consumer loneliness and self-regulation, the authors further posit that existential isolation relates to self-gifting motivations. Design/methodology/approach The authors use partial least squares structural equation modeling (PLS-SEM) to evaluate research hypotheses based on a sample of US respondents (n = 280). Findings The authors’ empirical findings from their PLS-SEM results provide support for their research hypotheses, indicating that individuals’ insecure attachments (anxious and avoidance) relate positively to their self-gifting motivations; compulsive buying relates positively to self-gifting motivations (except for celebration); impulsive buying relates positively to self-gifting motivations; existential isolation relates negatively to self-gifting motivations (except for personal disappointment); and compulsive buying and impulsive buying mediate the relationships between insecure attachments and self-gifting motivations. Originality/value In this empirical study, the authors expand existing knowledge of individuals’ self-gifting motivations and insecure attachments as mediated by consumers’ buying tendencies vis-à-vis compulsive and impulsive buying. To the best of the authors’ knowledge, this study is the first to establish the empirical relationship between individuals’ sense of existential isolation and their self-gifting motivations.

The main purpose of this preliminary study was to investigate a potential relationship between early maladaptive schemas (EMSs) and impulsive and compulsive buying tendencies in a sample of young adults (college students). This research adds to the cognitive perspective of consumer behavior that the cognitive schemas putatively associated with early experiences may have a strong impact on impulsive and compulsive buying. Data was obtained from 365 participants in a cross-sectional study design. Participants completed an online survey with the following instruments: Young Schema Questionnaire; Impulsive Buying Tendency Measurement Scale; Richmond Compulsive Buying Scale; and Hospital Anxiety and Depression Scale. Using multiple linear hierarchical regressions, we confirmed that the domain of over vigilance and inhibition schemas was positively associated with impulsive and compulsive buying tendencies, while an opposite association was found for the domain of impaired limits. Being a female was also a predictor of impulsive buying and compulsive buying. The results were discussed in terms of the coping mechanisms to deal with negative emotions, as a way to obtain rewards, or as a way to escape painful self-awareness. Other mechanisms related to the internalization of perfectionist expectations and the propensity to shame were also explored.

The transformation in consumer purchasing patterns and the corresponding factors is a pertinent issue and a captivating subject for further examination by marketers and scholars in contemporary times. Within this context, the impulsive and compulsive buying behaviors among young individuals in Tebing Tinggi who utilize halal cosmetics have become the focal point of this research endeavor. The primary objective of this study is to ascertain the potential impact of hedonic motivation on impulsive and compulsive buying tendencies. The methodology adopted involves the utilization of accidental sampling technique encompassing a total of 200 participants. The data analysis procedure employed is Structural Equation Modeling (SEM). The findings indicate a positive and noteworthy correlation between hedonic motivation and impulsive buying behavior. Moreover, there exists a constructive and significant association between impulsive buying and compulsive purchasing patterns. Conversely, hedonic motivation does not exhibit any influence on compulsive buying behavior.

How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism

The antecedents and implications of shopping are relevant to impulsive and compulsive buying behaviour, because both tendencies can be harmful to an individual’s well-being, ill-being, and for society as regards overconsumption and sustainability. Most studies investigating either impulsive or compulsive buying have used different definitions and operationalisations of the two constructs. It is unclear whether impulsive buying and compulsive buying are both parts of shopping ill-being. This study defines and measures impulsive buying tendency (IBT) and compulsive buying tendency (CBT) in terms of distinctive core features: impulse versus urge or addiction. It compares their antecedents and consequences in one integrated empirical study, with self-esteem (SE) an antecedent, and satisfaction with life (SWL) a consequence of these two shopping tendencies. To our knowledge it is also the first study to investigate how harmony in life (HIL) is associated with the relationship between SE and IBT/CBT. A survey of 384 consumers indicates that online IBT and CBT differ from a bottom-up consumer well-being perspective. IBT contributes to life satisfaction, but CBT does not. Positive and negative SE have opposite effects on online IBT and CBT, confirming that both can act as self-regulation mechanisms. HIL moderates the relationship between SE and IBT/CBT.

Self-congruence, brand attachment and compulsive buying