The Effect of Consumer Personality Traits and Decision-Making Styles on Online Impulsive and Compulsive Buying Behaviors

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.

Purpose Despite influencers’ impact on consumers’ decision-making, limited research has focused on the role of influencer credibility in developing unplanned and excessive buying behaviors. Thus, using signaling theory, this study investigates how an influencer’s credibility affects online impulsive and compulsive buying behaviors in the eco-conscious apparel market of an emerging country. Design/methodology/approach We achieved this objective by analyzing the data collected from 466 online customers. Using SmartPLS, we used a structural equation modeling technique to investigate the proposed hypotheses. Findings The results suggest that influencer credibility does not directly affect online compulsive buying but does indirectly through the urge to buy. The study finds that customer participation weakens the effect of influencer credibility on the urge to buy. Additionally, service recovery strengthens the link between online impulsive buying and online compulsive buying. Practical implications These findings improve our understanding of the role and process by which influencer credibility affects online impulsive and compulsive buying behaviors for apparel products in a developing country, Pakistan. This study offers insights for marketers into developing promotional strategies and budgeting preferences for emerging social media influencers, which may attract online customers and, ultimately, increase the firm’s sales. Originality/value This study demonstrates the impact of influencer credibility and how it affects online impulsive and compulsive buying behaviors in the eco-conscious apparel market.

This study aims to investigate the factors contributing to online impulsive and online compulsive buying behaviours among Vietnamese consumers, given the increasing prevalence of online shopping. A survey of 562 participants (104 offline and 548 online) and Partial least squares structural equation model (PLS-SEM) were recruited to empirically examine the proposed research model. We found that (1) Performance Expectancy, Facilitating Conditions, Social Influence, Effort Expectancy and Stimulus shared positive relations with Online Buying Intention; (2) Scarcity posed significant impact on both Online Impulsive and Compulsive Buying Behaviors; (3) Online Buying Intention was only a key determinant of Online Impulsive Buying Behavior; and (4) Online Impulsive Buying proved to be a significant predictor of Online Compulsive Buying Behavior. By integrating the Unified Theory of Acceptance and Use of Technology (UTAUT) model with Stimulus-Organism-Response (SOR) framework, the research revealed a meaningful underlying mechanism regarding how consumers’ technological acceptance, platforms’ stimulus, and scarcity can motivate their actual impulsive and compulsive purchasing behaviors in prevalent online settings. Platform designers should offer more and more technological usefulness and conveniences to increase consumers’ online buying intentions, while marketers should consider scarcity as the focal point of their strategies.

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.

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.

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.

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 examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates whether service attributes (variety of selection and price) influence the impulsive buying behavior of customers by stimulating their impulsive buying tendency.Design/methodology/approachPartial least squares-structural equation modeling was used to test the hypothesis using a sample of 143 cruise customers. Mediating analysis was conducted to examine whether customer personal traits (impulsivity) mediated the relationship between service attributes and impulsive buying behavior.FindingsThe findings showed that price attributions had a significant positive direct impact on impulsive buying tendency and behavior, while a variety of selections had a significant direct effect on impulse buying behavior. The results revealed a significant mediating role of impulsive buying tendency in the relationship between price attributions and impulse buying.Originality/valueAlthough studies on the decision-making style of service customers have been widely discussed, a limited number of studies has examined customers’ impulsive buying behavior in the service sector. Considering the importance of impulsive purchasing as a valuable marketing tool, the results of this study can help service providers and researchers enhance their knowledge of the mechanism of impulse buying behavior.

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.

Culture plays a significant buying role in shaping different aspects of consumer behavior such as rational, impulse, and compulsive buying behavior. Impulse buying is one of the prevalent phenomena that significantly affect the sales revenue of companies. This study focuses on unveiling the interaction between cultural factors and impulse buying behavior. For this systematic literature review, 112 significant articles were examined to understand the relationship between various aspects of culture and impulse buying behavior in both online and offline contexts. Further investigation of impulse buying in cross-cultural context helps to understand and classify different theoretical perspectives to study impulse buying behavior and cultural factors. This study offers practical implications for retail professionals and e-commerce strategists to design and implement viable cross-cultural marketing campaigns. Academic researchers may also understand research gaps and contribute further to understanding cross-cultural impulse buying.

The concept of impulsive buying is important because it offers an opportunity to enhance profits. Despite the effect of impulsive purchase in the service environment, limited research has been conducted to understand customers’ impulsive buying behavior. Given the unique characteristic of cruise experience, this study aims to investigate the relationship between individuals’ traits, emotions, and impulsive buying behavior. PLS–SEM tests the hypotheses using a sample of 143 cruise customers. Based on trait activation theory, results reveal that impulsive buying tendency has an impact on positive and negative affects and impulsive buying behavior. Furthermore, customers’ emotion mediates the relationship between impulsive buying tendency and behavior. Findings improve the understanding regarding the psychological mechanism of cruise customers’ impulsive buying 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.

This study aims to reveal the mediating effect of impulsive buying behaviour in the relationship between fear of COVID-19 and compulsive buying behaviour. In this direction, the data collected from 721 participants by online survey method were analysed using various statistical methods. According to the findings, the fear of COVID-19 experienced by individuals affects compulsive and impulsive buying behaviours. In addition, the mediator effect of impulsive buying behaviour was found in the impact of fear of COVID-19 on compulsive buying behaviour. It is expected that the research results will contribute to the literature in terms of revealing the effect of negative emotional states on consumer purchasing behaviour.

Impulsive and compulsive buying behaviors have been seen at different rates in different societies and can cause psychological, economic, and sociological problems both individually and socially in the short and long term. Mainly thanks to developing mobile technologies, the internet, and improved economic and financial conditions, consumers can purchase more easily than ever. In such an environment, examining impulsive and compulsive buying behaviors and increasing our knowledge about the factors underlying these behaviors is crucial. In this context, the present study explores the direct and indirect relationships between self-esteem (SE), fear of negative evaluation (FNE), impulsive buying tendency (IBT), and compulsive buying tendency (CBT). With this purpose, data were collected from 356 participants by online survey method with snowball sampling. The data were evaluated via structural equation modeling. Results have shown that consumers' SE decreases FNE and CBT, FNE increases IBT, IBT increases CBT, and SE reduces IBT through FNE.