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The Influence of Impulsivity and Values on Impulsive Buying

In: Proceedings of the ENTRENOVA - ENTerprise REsearch InNOVAtion Conference, Virtual Conference, 10-12 September 2020

Author

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  • Sokić, Katarina
  • Korkut, Darija

Abstract

This study examined the influence of impulsivity and values orientations on impulsive buying tendencies on convenience sample from the City of Zagreb (N = 220, 56% women) using the Baratt impulsivity scale, Buying Impulsivity Scale, and Value Orientation Scale. Participants were between the ages 20 years and 55 years, and all were employed. As predicted, bivariate correlations showed that impulsive buying tendencies were positively related to attention, motor and non-planning impulsivity. In addition, the results revealed positive association between impulsive buying tendencies and hedonistic value orientation. Results of hierarchical regressions analyses showed that motor and non-planning impulsivity, but not attention impulsivity, positively predicted impulsive buying tendencies. Moreover, the multiple regression analysis has shown that impulsivity and values explained 35% of the variance in impulsive buying tendencies. The results are in line with the theoretical assumptions proposed that some aspects of impulsive behaviour are associated with utilitarian-hedonistic value orientation.

Suggested Citation

  • Sokić, Katarina & Korkut, Darija, 2020. "The Influence of Impulsivity and Values on Impulsive Buying," Proceedings of the ENTRENOVA - ENTerprise REsearch InNOVAtion Conference (2020), Virtual Conference, in: Proceedings of the ENTRENOVA - ENTerprise REsearch InNOVAtion Conference, Virtual Conference, 10-12 September 2020, pages 18-26, IRENET - Society for Advancing Innovation and Research in Economy, Zagreb.
    • Handle: RePEc:zbw:entr20:224672
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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. 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.
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    Cited by:

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    Keywords

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    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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