IDEAS home Printed from https://ideas.repec.org/a/mgt/youmgt/v18y2020i3p195-210.html
   My bibliography  Save this article

Relationship between Impulsivity, Value Orientations and Impulsive Buying

Author

Listed:
  • Katarina Sokic

    (Effectus, Croatia)

  • Darija Korkut

    (Effectus, Croatia)

  • Aljosa Sestanovic

    (Effectus, Croatia)

Abstract

The aim of this study was to examine the role of impulsivity and value orientations in impulsive buying on a convenience sample from the City of Zagreb, ages ranged from 20 to 55 years. A Barratt impulsivity scale, Buying Impulsivity Scale, and Value Orientation Scale was administered. The result showed that impulsive buying is associated with attention, motor and non-planning impulsivity. Also, the results have revealed a positive association between impulsive buying tendencies and hedonistic value orientation. Hierarchical regression analysis showed that motor and non-planning impulsivity, but not attention impulsivity, positively predict impulsive buying tendencies. Additionally, impulsivity and value orientations explained 35% of the variance in impulsive buying tendencies. The results suggest that impulsive buying behavior is primarily associated with a hedonistic value orientation.

Suggested Citation

  • Katarina Sokic & Darija Korkut & Aljosa Sestanovic, 2020. "Relationship between Impulsivity, Value Orientations and Impulsive Buying," Managing Global Transitions, University of Primorska, Faculty of Management Koper, vol. 18(3 (Fall)), pages 195-210.
    • Handle: RePEc:mgt:youmgt:v:18:y:2020:i:3:p:195-210
    DOI: 10.26493/1854-6935.18.195-210
    as

    Download full text from publisher

    File URL: http://www.hippocampus.si/ISSN/1854-6935/18.195-210.pdf
    Download Restriction: no
    File URL: https://libkey.io/10.26493/1854-6935.18.195-210?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Rook, Dennis W, 1987. "The Buying Impulse," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(2), pages 189-199, September.
    2. 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.
    3. Shakaib Farid, Dania & Ali, Mazhar, 2018. "Effects of Personality on Impulsive Buying Behavior: Evidence from a Developing Country," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 5(1), pages 31-43.
    4. Rook, Dennis W & Fisher, Robert J, 1995. "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 305-313, December.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Lauren Ah Fook & Lisa McNeill, 2020. "Click to Buy: The Impact of Retail Credit on Over-Consumption in the Online Environment," Sustainability, MDPI, vol. 12(18), pages 1-15, September.
    2. Faisal Khan & Abdul Qayyum & Tehmeena Hanif, 2022. "Relationship between Store Environment, Urge to Purchase and Impulsive Buying Behavior," Journal of Policy Research (JPR), Research Foundation for Humanity (RFH), vol. 8(4), pages 462-491, December.
    3. Gulfraz, Muhammad Bilal & Sufyan, Muhammad & Mustak, Mekhail & Salminen, Joni & Srivastava, Deepak Kumar, 2022. "Understanding the impact of online customers’ shopping experience on online impulsive buying: A study on two leading E-commerce platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    4. Shakeel Ahmad Sofi & Faizan Ashraf Mir & Mubashir Majid Baba, 2020. "Cognition and affect in consumer decision making: conceptualization and validation of added constructs in modified instrument," Future Business Journal, Springer, vol. 6(1), pages 1-20, December.
    5. Chandan Parsad & Sanjeev Prashar & Vijay Sai Tata, 2017. "Understanding nature of store ambiance and individual impulse buying tendency on impulsive purchasing behaviour: an emerging market perspective," DECISION: Official Journal of the Indian Institute of Management Calcutta, Springer;Indian Institute of Management Calcutta, vol. 44(4), pages 297-311, December.
    6. Stancu, Violeta & Lähteenmäki, Liisa, 2022. "Consumer-related antecedents of food provisioning behaviors that promote food waste," Food Policy, Elsevier, vol. 108(C).
    7. Ying Wang & Jialing Pan & Yizhi Xu & Jianli Luo & Yongjiao Wu, 2022. "The Determinants of Impulsive Buying Behavior in Electronic Commerce," Sustainability, MDPI, vol. 14(12), pages 1-18, June.
    8. 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.
    9. Zafar, Abaid Ullah & Shahzad, Mohsin & Ashfaq, Muhammad & Shahzad, Khuram, 2023. "Forecasting impulsive consumers driven by macro-influencers posts: Intervention of followers' flow state and perceived informativeness," Technological Forecasting and Social Change, Elsevier, vol. 190(C).
    10. Aysen Akyuz, 2018. "Determinant Factors Influencing Impulse Buying Behavior of Turkish Customers in Supermarket Setting," International Journal of Research in Business and Social Science (2147-4478), Center for the Strategic Studies in Business and Finance, vol. 7(1), pages 01-10, January.
    11. Shakaib Farid, Dania & Ali, Mazhar, 2018. "Effects of Personality on Impulsive Buying Behavior: Evidence from a Developing Country," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 5(1), pages 31-43.
    12. Yi Yong Lee & Chin Lay Gan, 2020. "Applications of SOR and para-social interactions (PSI) towards impulse buying: the Malaysian perspective," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(2), pages 85-98, June.
    13. D. Veena Parboteeah & Joseph S. Valacich & John D. Wells, 2009. "The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively," Information Systems Research, INFORMS, vol. 20(1), pages 60-78, March.
    14. Schoormans, Jan P. L. & Robben, Henry S. J., 1997. "The effect of new package design on product attention, categorization and evaluation," Journal of Economic Psychology, Elsevier, vol. 18(2-3), pages 271-287, April.
    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. Balakrishnan, Janarthanan & Foroudi, Pantea & Dwivedi, Yogesh K., 2020. "Does online retail coupons and memberships create favourable psychological disposition?," Journal of Business Research, Elsevier, vol. 116(C), pages 229-244.
    17. Rob Kim Marjerison & Jiamin Hu & Hantao Wang, 2022. "The Effect of Time-Limited Promotion on E-Consumers’ Public Self-Consciousness and Purchase Behavior," Sustainability, MDPI, vol. 14(23), pages 1-23, December.
    18. Marco Mandolfo, 2022. "Rein it in. Nudge-based interventions to cope with online impulse buying among young adults," Journal of Behavioral Economics for Policy, Society for the Advancement of Behavioral Economics (SABE), vol. 6(S1), pages 59-66, July.
    19. Dholakia, Utpal M. & Gopinath, Mahesh & Bagozzi, Richard P., 2005. "The role of desires in sequential impulsive choices," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 179-194, November.
    20. Yi Yong Lee & Chin Lay Gan, 0. "Applications of SOR and para-social interactions (PSI) towards impulse buying: the Malaysian perspective," Journal of Marketing Analytics, Palgrave Macmillan, vol. 0, pages 1-14.

    More about this item

    Keywords

    impulsivity; value orientations; impulsive buying;
    All these keywords.

    JEL classification:

    • A13 - General Economics and Teaching - - General Economics - - - Relation of Economics to Social Values
    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • D87 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Neuroeconomics
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:mgt:youmgt:v:18:y:2020:i:3:p:195-210. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Alen Jezovnik (email available below). General contact details of provider: https://edirc.repec.org/data/fmkupsi.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.