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The Influence of Self-Construal on Impulsive Consumption

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  • Yinlong Zhang

    (The University of Texas at San Antonio)

  • L.J. Shrum

    (The University of Texas at San Antonio)

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  • Yinlong Zhang & L.J. Shrum, 2008. "The Influence of Self-Construal on Impulsive Consumption," Working Papers 0006, College of Business, University of Texas at San Antonio.
    • Handle: RePEc:tsa:wpaper:0023mkt
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    File URL: http://interim.business.utsa.edu/wps/mkt/0006MKT-250-2008.pdf
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    References listed on IDEAS

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    1. Hoch, Stephen J & Loewenstein, George F, 1991. "Time-Inconsistent Preferences and Consumer Self-Control," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(4), pages 492-507, March.
    2. Klaus Wertenbroch, 1998. "Consumption Self-Control by Rationing Purchase Quantities of Virtue and Vice," Marketing Science, INFORMS, vol. 17(4), pages 317-337.
    3. Mandel, Naomi, 2003. "Shifting Selves and Decision Making: The Effects of Self-Construal Priming on Consumer Risk-Taking," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(1), pages 30-40, June.
    4. O'Guinn, Thomas C & Faber, Ronald J, 1989. "Compulsive Buying: A Phenomenological Exploration," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(2), pages 147-157, September.
    5. Hirschman, Elizabeth C, 1992. "The Consciousness of Addiction: Toward a General Theory of Compulsive Consumption," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(2), pages 155-179, September.
    6. Kathleen D. Vohs & Ronald J. Faber, 2007. "Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(4), pages 537-547, January.
    7. Ornstein, Stanley I & Hanssens, Dominique M, 1985. "Alcohol Control Laws and the Consumption of Distilled Spirits and Beer," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 12(2), pages 200-213, September.
    8. Lynch, John G, Jr, 1982. "On the External Validity of Experiments in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(3), pages 225-239, December.
    9. Shiv, Baba & Fedorikhin, Alexander, 1999. "Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(3), pages 278-292, December.
    10. Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
    11. Rebecca W. Hamilton & Gabriel J. Biehal, 2005. "Achieving Your Goals or Protecting Their Future? The Effects of Self-View on Goals and Choices," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 32(2), pages 277-283, September.
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    Cited by:

    1. Wang, Jessie J. & Lalwani, Ashok K., 2019. "The distinct influence of power distance perception and power distance values on customer satisfaction in response to loyalty programs," International Journal of Research in Marketing, Elsevier, vol. 36(4), pages 580-596.
    2. Lalwani, Ashok K. & Wang, Jessie J. & Silvera, David H., 2020. "How does cultural self-construal influence regulatory mode?," Journal of Business Research, Elsevier, vol. 117(C), pages 368-377.
    3. Carla Mingolla & Liselot Hudders & Veroline Cauberghe, 2020. "Framing Descriptive Norms as Self-Benefit Versus Environmental Benefit: Self-Construal’s Moderating Impact in Promoting Smart Energy Devices," Sustainability, MDPI, vol. 12(2), pages 1-23, January.
    4. Tran, Trang P. & Mai, Enping Shirley & Taylor, Erik C., 2021. "Enhancing brand equity of branded mobile apps via motivations: A service-dominant logic perspective," Journal of Business Research, Elsevier, vol. 125(C), pages 239-251.

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    More about this item

    Keywords

    impulsive consumption; self-construal;

    JEL classification:

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

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