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Analysis of the antecedents of personal control of the consumer at the point of purchase and its influence on resistance to buying temptations
[Analyse des déterminants du niveau de contrôle personnel de l’acheteur au point de vente et de son influence sur la résistance aux tentations d’achat]

Author

Listed:
  • Magali Giraud

    (CRGT - Centre de Recherche en Gestion de Toulouse - Centre de Recherche en Gestion de Toulouse)

  • Jean-Philippe Galan

    (CRGT - Centre de Recherche en Gestion de Toulouse - Centre de Recherche en Gestion de Toulouse)

Abstract

Previous work in psychology highlights the key role of personal control in the capacity to resist one's impulses. The field of this research is buying behaviours. The main objective is to verify if personal control at a point of purchase influences consumer's capacity to resist buying impulses. Real buying behaviours in supermarkets are analysed. These analyses demonstrate that available personal control varies according to buying situations.

Suggested Citation

  • Magali Giraud & Jean-Philippe Galan, 2009. "Analysis of the antecedents of personal control of the consumer at the point of purchase and its influence on resistance to buying temptations [Analyse des déterminants du niveau de contrôle person," Post-Print hal-03247260, HAL.
    • Handle: RePEc:hal:journl:hal-03247260
    as

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