MINDSETS, DEAL PRONENESS AND COMPULSIVE BUYING

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 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.

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.

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 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.

The paper highlights key research findings regarding compulsive buying behavior and aims at describing the relationship between compulsive buying and an alternative buying phenomenon, i.e. impulse buying. These nonstandard buying behaviors are frequently found alongside each other in consumer research literature. Two common views of the relationship between compulsive buying and impulse buying are discussed and combined to form a hybrid conceptualization. Impulse buying is conceived to be associated with positive affective states, while compulsive buying is primarily driven by negative affect and characterized by an increasing loss of consumer self-control. A proposed model of compulsive buying antecedents is offered based on escape theory and some key findings in research. Higher levels of consumer depression, greater materialistic values, lower self-esteem, greater abilities to fantasize and tendencies to impulse buy, and higher levels of anxiety and obsessive-compulsiveness are all suggested to have direct, positive correlations with compulsive buying behavior.

PurposeThis paper aims to investigate whether consumers’ identification with a brand community makes them more likely to engage in compulsive buying behavior. Specifically, this research shows that consumers are more likely to experience obsessive passion for brands they identify with if they are also part of brand communities, which, in turn, makes them more likely to engage in compulsive buying behavior.Design/methodology/approachAn online survey (n = 533) among members of the Adorable Representative M.C. for Youth (ARMY) Bangtan Boys (BTS) brand community was conducted. A partial least squares approach was employed to test the validity and reliability of the measurement model as well as to assess the structural equation model.FindingsResults show that brand identification affects harmonious and obsessive passion and that both relationships are moderated by brand community identification. Harmonious passion, in turn, has a positive effect on impulsive buying, whereas obsessive passion has a positive effect on both impulsive and obsessive-compulsive buying. Furthermore, consumer hedonic motivations moderate the relationship between (i) harmonious passion and impulsive buying and (ii) obsessive passion and obsessive-compulsive buying.Originality/valueTo the best of the authors’ knowledge, this work is the first to examine the potential negative impacts brand community identification has on compulsive buying behavior. Besides contributing to research on the negative aspects of brand community identification, by employing a model that distinguishes between two types of passion and compulsive buying, the study provides clarification on relationships suggested by prior studies.

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.

In the modern consumer society, compulsive buying as an unrestrained buying behavior has become widespread among university students. Therefore, it is essential to determine the factors that influence the compulsive buying behavior of students. In this vein, this study has two purposes. Firstly, this study aims to examine the mediating role of impulsive buying between materialism and compulsive buying. Secondly, it aims to investigate whether religiosity moderated this mediated relationship. For these purposes, data were obtained from 344 university students by online survey method. The moderated mediation analysis was performed using the PROCESS macro proposed by Hayes (2013). According to the results, it was revealed that materialism had a positive effect on impulsive and compulsive buying. Moreover, it was found that impulsive buying had a mediating role in the relationship between materialism and compulsive buying. However, the mediating role of impulsive buying between the relationship between materialism and compulsive buying was not moderated by religiosity. This study contributes to the body of knowledge by revealing the mechanism between materialism and compulsive buying behavior. In terms of addressing the moderator role of religiosity, it contributes to the endeavors of researchers who seek to investigate the role of religiosity in consumer behavior.

This study investigates the situational factors influencing impulsive and compulsive online purchases of fashion products among Generation Z. The findings indicate that financial management has a negative and significant effect on impulsive buying, meaning that better financial management reduces the likelihood of impulsive purchases. On the other hand, materialism and socioeconomic status positively and significantly affect impulsive buying, showing that stronger materialistic traits and higher socioeconomic status increase unplanned purchasing behavior. Time affluence demonstrates a positive but insignificant effect, suggesting that having ample time does not necessarily influence impulsive buying decisions. Additionally, impulsive buying is found to have a positive and significant impact on compulsive buying, indicating that unplanned purchases, combined with emotional attachment to fashion products, escalate into compulsive buying behavior. The study's limitations include a focus solely on Generation Z and fashion products purchased online, which restricts its generalizability to other generations and product categories. These findings offer valuable insights into understanding and managing impulsive and compulsive buying behaviors in the online fashion retail context.

Using data collected from 427 US Gulf Coast residents who were impacted by Hurricane Katrina, a structural model based on life event theory is proposed and empirically tested. Results show that perceived lack of control and loss of possessions contribute directly to stress, and event-induced stress impacts depression. Depressive states, in turn, lead to impulsive and compulsive buying behaviors. Multi-group analysis reveals that income moderates the relationship between depression and compulsive buying, but age, gender, and insurance coverage do not. The depression–impulsive buying relationship is not moderated by any of these factors. Disaster victims engage in distinct purchasing behaviors to manage emotional states, recoup losses, and restore their sense of self. In the aftermath of a traumatic event, impulsive buying appears to be a rational and beneficial behavior; compulsive buying does not. The results heed valuable ethical and social responsibility implications to marketers and public policy makers.

Purpose: Impulsive buying is an outcome of external stimuli, whereas compulsive buying is a response to negative internal feelings, and jointly, they constitute compulsive buying behavior (CBB). The current study was conducted to find the dominant component of compulsive buying among youth. Design/Methodology/Approach: The Richmond Scale applied for data collection was found to discriminate between compulsive buying behavior and normal buying behavior. CBB was found in 169 of 469 youngsters (college students). SPSS 26.0 was used to do automatic regression to determine the best predictor of CBB among kids. Findings: The study discovered that buying undesirable and unplanned items were the best predictor of compulsive shopping behavior. Overall, impulsive behavior predicted compulsive buying behavior more strongly among young people. However, there was no variation in the compulsive buying scores among youth with CBB based on age or gender. Implications: As CBB is largely present among youth and is mainly triggered by impulsive buying tendencies, policymakers should formulate policies to curb the promotion of harmful products at the point of purchase. Originality Value: The current study focused on the compulsive purchasing habits of developing country youngsters. Its novelty resided in the results, which imply that impulsive purchasing is a significant component of compulsive purchasing behavior.

ABSTRACTThis study tests a model to investigate the extent to which drivers of compulsive and impulsive buying behaviors overlap. The model includes personal and cultural antecedents for traits of consumer impulsiveness and compulsiveness and impulsive and compulsive buying behaviors as outcomes. Survey results from 336 Israeli and 595 U.S. consumers indicate that the personality antecedents envy, low self-esteem, and fantasizing generally drive consumer traits of impulsiveness and compulsiveness, though some differences exist between consumers in the U.S. and Israel. However, cultural orientations were found to be insignificant in driving traits of impulsiveness or compulsiveness.

This study investigates how mindsets (i.e., the beliefs that individuals have about the nature of human characteristics) are associated with compulsive buying behavior (i.e., the tendency to buy impulsively and obsessively). In particular, we test the relationships between consumer mindsets, three shopping motivations (deal proneness, social comparison, and hedonic motives) and compulsive buying. Based on a survey of 421 respondents conducted in China, our findings reveal the mechanism through which mindsets affect compulsive buying. The results show that when consumers believe in the consistency of personal traits (fixed mindset), they tend to be more vulnerable to deal offers and social comparison. These motivations increase the desire to seek hedonic pleasure, which is associated with a greater propensity for compulsive buying. However, when consumers believe that personal traits can be changed and developed (growth mindset), they seek hedonic pleasure in shopping, which result in a greater tendency to engage in compulsive buying. The present study adds to the existing body of knowledge by unveiling how different mindsets are associated with compulsive buying. In terms of practical implications, this study provides policy makers and marketers with a better understanding of the different motivations that lead to compulsive buying.