IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-04846846.html
   My bibliography  Save this paper

Impulsive Buying in Buyer−Seller Service Encounters

Author

Listed:
  • Fayaz Ali

    (SZU - Shenzhen University [Shenzhen] = 深圳大学)

  • Muhammad Zubair Tauni

    (Métis Lab EM Normandie - EM Normandie - École de Management de Normandie = EM Normandie Business School)

  • Asad Hassan Butt

    (Métis Lab EM Normandie - EM Normandie - École de Management de Normandie = EM Normandie Business School, University of Central Punjab)

  • Ayaz Ali

    (Xjtu - Xi'an Jiaotong University)

  • Jingbo Yuan

Abstract

This research examines the impact of buyer−seller similarities (dissimilarities) in Big Five personalities−-agreeableness, conscientiousness, extraversion, openness, and neuroticism−-on impulsive buying in a dyadic setting. The study further analyzed how the interaction intensity and sensory stimulation mediate the effect of buyer−seller similarities (dissimilarities) on impulsive buying. The authors gathered 1020 dyad data from various beauty salons located in China to achieve research objectives. Difference score analysis was used to compute buyer−seller similarity (dissimilarity), and a variance-based structural equation modeling technique was applied to analyze the data. The results indicate that the similarity of dyads in agreeableness and openness increases impulsive buying, while similarity in neurotic dyads decreases impulsive buying. Furthermore, interaction intensity mediates the relationships of dyads' similarities−-in extraversion and openness−-with impulsive buying, while buyers' sensory stimulation mediates the associations of buyer−seller dyads' similarities−-in extraversion, neuroticism, and openness−-with impulsive buying. Finally, this study provides several implications for marketers in the services industry.

Suggested Citation

  • Fayaz Ali & Muhammad Zubair Tauni & Asad Hassan Butt & Ayaz Ali & Jingbo Yuan, 2024. "Impulsive Buying in Buyer−Seller Service Encounters," Post-Print hal-04846846, HAL.
    • Handle: RePEc:hal:journl:hal-04846846
    DOI: 10.1111/ijcs.13068
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a
    for a similarly titled item that would be available.

    More about this item

    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:hal:journl:hal-04846846. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    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.