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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
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    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)

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    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

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