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The Role of Price in the Behavior and Purchase Decisions of Compulsive Buyers

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  • Kukar-Kinney, Monika
  • Ridgway, Nancy M.
  • Monroe, Kent B.

Abstract

The present research examines the relationship between consumers’ tendencies to buy compulsively and their response to price based on a survey of customers of an Internet clothing retailer. The research findings suggest that compulsive buyers possess greater knowledge of store prices and are more brand conscious and prestige sensitive in comparison with non-compulsive buyers. Moreover, compulsive buyers derive greater transaction value from price promotions and are more price conscious and sale prone than non-compulsive buyers.

Suggested Citation

  • Kukar-Kinney, Monika & Ridgway, Nancy M. & Monroe, Kent B., 2012. "The Role of Price in the Behavior and Purchase Decisions of Compulsive Buyers," Journal of Retailing, Elsevier, vol. 88(1), pages 63-71.
  • Handle: RePEc:eee:jouret:v:88:y:2012:i:1:p:63-71
    DOI: 10.1016/j.jretai.2011.02.004
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    References listed on IDEAS

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    Cited by:

    1. Japutra, Arnold & Ekinci, Yuksel & Simkin, Lyndon, 2019. "Self-congruence, brand attachment and compulsive buying," Journal of Business Research, Elsevier, vol. 99(C), pages 456-463.
    2. Ayadi, Nawel & Giraud, Magali & Gonzalez, Christine, 2013. "An investigation of consumers' self-control mechanisms when confronted with repeated purchase temptations: Evidence from online private sales," Journal of Retailing and Consumer Services, Elsevier, vol. 20(3), pages 272-281.
    3. Kukar-Kinney, Monika & Scheinbaum, Angeline Close & Schaefers, Tobias, 2016. "Compulsive buying in online daily deal settings: An investigation of motivations and contextual elements," Journal of Business Research, Elsevier, vol. 69(2), pages 691-699.
    4. Ying Liu & Hong Li & Geng Peng & Benfu Lv & Chong Zhang, 2015. "Online purchaser segmentation and promotion strategy selection: evidence from Chinese E-commerce market," Annals of Operations Research, Springer, vol. 233(1), pages 263-279, October.
    5. Randhawa, Praneet & Calantone, Roger J. & Voorhees, Clay M., 2015. "The pursuit of counterfeited luxury: An examination of the negative side effects of close consumer–brand connections," Journal of Business Research, Elsevier, vol. 68(11), pages 2395-2403.
    6. Amin Ansary & Nik M. Hazrul Nik Hashim, 2018. "Brand image and equity: the mediating role of brand equity drivers and moderating effects of product type and word of mouth," Review of Managerial Science, Springer, vol. 12(4), pages 969-1002, October.
    7. Gopalkrishnan R. Iyer & Markus Blut & Sarah Hong Xiao & Dhruv Grewal, 2020. "Impulse buying: a meta-analytic review," Journal of the Academy of Marketing Science, Springer, vol. 48(3), pages 384-404, May.
    8. Andrew Baker & Anil Mathur & Choong Kwai Fatt & George P. Moschis & Edward E. Rigdon, 2013. "Using the Life Course Paradigm to Explain Mechanisms That Link Family Disruptions to Compulsive Buying," Journal of Consumer Affairs, Wiley Blackwell, vol. 47(2), pages 263-288, July.
    9. María Pilar Martínez-Ruiz & Juán José Blázquez-Resino & Giovanni Pino, 2017. "Store attributes leading customer satisfaction with unplanned purchases," The Service Industries Journal, Taylor & Francis Journals, vol. 37(5-6), pages 277-295, April.
    10. Piotrowska, Maria, 2019. "The importance of personality characteristics and behavioral constraints for retirement saving," Economic Analysis and Policy, Elsevier, vol. 64(C), pages 194-220.
    11. Lindblom, Arto & Lindblom, Taru & Wechtler, Heidi, 2018. "Collaborative consumption as C2C trading: Analyzing the effects of materialism and price consciousness," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 244-252.
    12. Nicole Koschate-Fischer & Katharina Wüllner, 2017. "New developments in behavioral pricing research," Journal of Business Economics, Springer, vol. 87(6), pages 809-875, August.
    13. Horváth, Csilla & Adıgüzel, Feray, 2018. "Shopping enjoyment to the extreme: Hedonic shopping motivations and compulsive buying in developed and emerging markets," Journal of Business Research, Elsevier, vol. 86(C), pages 300-310.
    14. Mrad, Mona & Cui, Charles Chi, 2020. "Comorbidity of compulsive buying and brand addiction: An examination of two types of addictive consumption," Journal of Business Research, Elsevier, vol. 113(C), pages 399-408.
    15. Darrat, Aadel A. & Darrat, Mahmoud A. & Amyx, Douglas, 2016. "How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 103-108.
    16. Rezaei, Sajad, 2015. "Segmenting consumer decision-making styles (CDMS) toward marketing practice: A partial least squares (PLS) path modeling approach," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 1-15.
    17. He, Heping & Kukar-Kinney, Monika & Ridgway, Nancy M., 2018. "Compulsive buying in China: Measurement, prevalence, and online drivers," Journal of Business Research, Elsevier, vol. 91(C), pages 28-39.

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