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Effects of Personality on Impulsive Buying Behavior: Evidence from a Developing Country

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  • Farid, Dania Shakaib
  • Ali, Mazhar

Abstract

Normally impulse buying is considered to take place in the presence of extrinsic factors which lure customers into unplanned buying. The role of intrinsic factors in generating impulse buying remains under-researched, especially in the context of a developing country like Pakistan. This study aims to study the impact of personality on impulse buying behavior. The effect of personality on impulse buying is measured through five personality traits, namely Openness, Conscientiousness, Extraversion, Agreeableness and Neuroticism-also known as the OCEAN Model. It is an explanatory research study involving 400 people of diverse backgrounds and wide age brackets. Results indicated significant effects of Openness, Extraversion, Conscientiousness and Neuroticism and insignificant effect of Agreeableness on Impulse Buying Behavior. This study has valuable implications for Practitioners as well as Academics.

Suggested Citation

  • Farid, Dania Shakaib & Ali, Mazhar, 2018. "Effects of Personality on Impulsive Buying Behavior: Evidence from a Developing Country," MPRA Paper 87401, University Library of Munich, Germany.
    • Handle: RePEc:pra:mprapa:87401
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    Cited by:

    1. 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.
    2. khan, ifrah & Fatima, Tahreem & khan, Azam & ali, Umaid, 2020. "Understanding impulse purchased in facebook commerce-does big five matter?," MPRA Paper 104622, University Library of Munich, Germany, revised 2020.
    3. Ali, Mazhar & Amir, Dr.Huma & Shamsi, Dr.Aamir, 2021. "Consumer Herding Behavior in Online Buying: A Literature Review," MPRA Paper 107435, University Library of Munich, Germany.

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    More about this item

    Keywords

    Impulsive Buying; Personality; Big Five; Openness; Conscientiousness; Extraversion; Agreeableness; Neuroticism; Pakistan;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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