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Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying

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  • Kathleen D. Vohs
  • Ronald J. Faber
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    Abstract

    This research investigated impulse buying as resulting from the depletion of a common-but limited-resource that governs self-control. In three investigations, participants' self-regulatory resources were depleted or not; later, impulsive spending responses were measured. Participants whose resources were depleted, relative to participants whose resources were not depleted, felt stronger urges to buy, were willing to spend more, and actually did spend more money in unanticipated buying situations. Participants having depleted resources reported being influenced equally by affective and cognitive factors and purchased products that were high on each factor at equal rates. Hence, self-regulatory resource availability predicts whether people can resist impulse buying temptations. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

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    Bibliographic Info

    Article provided by University of Chicago Press in its journal Journal of Consumer Research.

    Volume (Year): 33 (2007)
    Issue (Month): 4 (01)
    Pages: 537-547

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    Handle: RePEc:ucp:jconrs:v:33:y:2007:i:4:p:537-547

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    Web page: http://www.journals.uchicago.edu/JCR/

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    Cited by:
    1. Lades, Leonhard K., 2012. "Towards an incentive salience model of intertemporal choice," Journal of Economic Psychology, Elsevier, vol. 33(4), pages 833-841.
    2. Hamilton, Ryan & Vohs, Kathleen D. & Sellier, Anne-Laure & Meyvis, Tom, 2011. "Being of two minds: Switching mindsets exhausts self-regulatory resources," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 13-24, May.
    3. Berg, Nathan & Kim, Jeong-Yoo, 2010. "Demand for Self Control: A model of Consumer Response to Programs and Products that Moderate Consumption," MPRA Paper 26593, University Library of Munich, Germany.
    4. DeSteno, David & Li, Ye & Dickens, Leah & Lerner, Jennifer, 2014. "Gratitude: A Tool for Reducing Economic Impatience," Scholarly Articles 12185844, Harvard Kennedy School of Government.
    5. Daniel Houser & Daniel Schunk & Joachim Winter & Erte Xiao, 2010. "Temptation and commitment in the laboratory," IEW - Working Papers 488, Institute for Empirical Research in Economics - University of Zurich.
    6. Massara, Francesco & Liu, Sandra S. & Melara, Robert D., 2010. "Adapting to a retail environment: Modeling consumer-environment interactions," Journal of Business Research, Elsevier, vol. 63(7), pages 673-681, July.
    7. Alessandro Bucciol & Daniel Houser & Marco Piovesan, 2009. "Temptation at Work: A Field Experiment on Willpower and Productivity," Working Papers 1013, George Mason University, Interdisciplinary Center for Economic Science.
    8. Janssen, Loes & Fennis, Bob M. & Pruyn, Ad Th.H. & Vohs, Kathleen D., 2008. "The path of least resistance: Regulatory resource depletion and the effectiveness of social influence techniques," Journal of Business Research, Elsevier, vol. 61(10), pages 1041-1045, October.
    9. Dewitte, Siegfried, 2013. "From willpower breakdown to the breakdown of the willpower model – The symmetry of self-control and impulsive behavior," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 16-25.
    10. Bucciol, Alessandro & Houser, Daniel & Piovesan, Marco, 2011. "Temptation and productivity: A field experiment with children," Journal of Economic Behavior & Organization, Elsevier, vol. 78(1), pages 126-136.
    11. Stillman, Tyler F. & Fincham, Frank D. & Vohs, Kathleen D. & Lambert, Nathaniel M. & Phillips, Christa A., 2012. "The material and immaterial in conflict: Spirituality reduces conspicuous consumption," Journal of Economic Psychology, Elsevier, vol. 33(1), pages 1-7.
    12. Yinlong Zhang & L.J. Shrum, . "The Influence of Self-Construal on Impulsive Consumption," Working Papers 0006, College of Business, University of Texas at San Antonio.
    13. Alessandro Bucciol & Daniel Houser & Marco Piovesan, 2010. "Willpower in children and adults: a survey of results and economic implications," International Review of Economics, Springer, vol. 57(3), pages 259-267, September.
    14. Punj, Girish, 2011. "Impulse buying and variety seeking: Similarities and differences," Journal of Business Research, Elsevier, vol. 64(7), pages 745-748, July.
    15. Sharma, Piyush & Sivakumaran, Bharadhwaj & Marshall, Roger, 2010. "Impulse buying and variety seeking: A trait-correlates perspective," Journal of Business Research, Elsevier, vol. 63(3), pages 276-283, March.
    16. Bas Verplanken & Ayana Sato, 2011. "The Psychology of Impulse Buying: An Integrative Self-Regulation Approach," Journal of Consumer Policy, Springer, vol. 34(2), pages 197-210, June.
    17. Jungkeun Kim & Jae-Eun Kim & Jongwon Park, 2012. "Effects of cognitive resource availability on consumer decisions involving counterfeit products: The role of perceived justification," Marketing Letters, Springer, vol. 23(3), pages 869-881, September.
    18. Yi, Sunghwan & Baumgartner, Hans, 2011. "Coping with guilt and shame in the impulse buying context," Journal of Economic Psychology, Elsevier, vol. 32(3), pages 458-467, June.
    19. Gino, Francesca & Schweitzer, Maurice E. & Mead, Nicole L. & Ariely, Dan, 2011. "Unable to resist temptation: How self-control depletion promotes unethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 191-203, July.
    20. de Langhe, B. & Sweldens, S.T.L.R. & van Osselaer, S.M.J. & Tuk, M.A., 2008. "The Emotional Information Processing System is Risk Averse: Ego-Depletion and Investment Behavior," ERIM Report Series Research in Management ERS-2008-064-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus Uni.
    21. Abdullah Sultan & Jeff Joireman & David Sprott, 2012. "Building consumer self-control: The effect of self-control exercises on impulse buying urges," Marketing Letters, Springer, vol. 23(1), pages 61-72, March.

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