Compulsive buying behavior: Re‐evaluating its dimensions and screening

Despite the significant research in the consumer behavior literature on compulsive buying behavior (CBB), there is still no general agreement about the dimensionality or diagnostic screening of the disorder. Previous studies have identified two principal dimensions: compulsivity and impulsivity, although more recent strands of theory characterize CBB with reference to loss of self‐control and behavioral addiction. This study challenges the impulsive–compulsive paradigm by validating a new model with compulsive and self‐control impaired spending dimensions. The model more closely reflects the disorder's ego‐dystonic character, routed in an anxiety‐based reactive mechanism with uncontrollable buying and an inability to rationalize the behavior and its consequences. The study also develops and cross‐validates a new seven‐item CBB screening tool, using a comparative analysis with three existing screeners and an independent sample. The findings indicate that compulsive buying results from both compulsive and self‐control impaired impulsive elements, which are characteristic of behavioral addiction.     

Five-Factor Model personality traits,materialism, and excessive buying: A mediational analysis

Previous research has shown consistent relationships between the Five-Factor Model personality traits, materialism and excessive buying. However, little is known about the channels of influence through personality traits and materialism leading to excessive buying. Therefore, the main objective of this current study is to examine whether materialism is a mediating variable in the relationship between the Five-Factor Model and excessive buying. The results of the path analysis using a sample of 667 women generally confirm the suitability of materialism as a vehicle for the effects of Big-Five personality traits on excessive buying. Specifically, neuroticism exerts both positive direct and indirect influences on excessive buying. Moreover, materialism mediates the influence of extraversion, openness, and agreeableness on excessive buying. Whereas extraversion shows a positive association with materialism, openness and agreeableness present negative relations with materialism which, in turn, is associated with higher excessive buying propensity. Conscientiousness is the only exception to the mediating model, and presents a direct and negative relation with excessive buying. Generally speaking, the finding that five factors effects are mediated by materialism increases the probability that preventive and interventive efforts aimed at reducing materialistic values effectively influence the associated risk for excessive buying originating from certain personality traits.     

The influence of social media addiction on compulsive buying behaviour: A comparative analysis of LGBT+ and heterosexual consumers

Despite the significant research on the impact of social media in people's lives, little is known about the extent to which social media impacts on compulsive buying behaviour (CBB). Moreover, previous studies of this relationship sampled heterosexual or non-sexually identified populations. This study addresses this gap in knowledge by examining the impact of social media use and its addiction on CBB, together with the moderating influence of self-efficacy (SEF), through a comparative analysis of heterosexual and LGBT+ consumers. The results reveal that LGBT+ consumers are significantly more prone to both addictions than heterosexuals, but that social media addiction (SMA) has a stronger impact on CBB amongst heterosexuals. Moreover, SEF has a non-significant influence on CBB amongst both heterosexual and LGBT+ consumers and does not significantly moderate the impact of SMA on compulsive buying behaviour in either sample. Furthermore, the findings suggest that both heterosexual and LGBT+ non-compulsive consumers could be vulnerable to compulsive buying addiction through social media exposure and the fear of missing out.     

Mindsets,shopping motivations and compulsive buying: Insights from China

This study investigates how mindsets (i.e., the beliefs that individuals have about the nature of human characteristics) are associated with compulsive buying behavior (i.e., the tendency to buy impulsively and obsessively). In particular, we test the relationships between consumer mindsets, three shopping motivations (deal proneness, social comparison, and hedonic motives) and compulsive buying. Based on a survey of 421 respondents conducted in China, our findings reveal the mechanism through which mindsets affect compulsive buying. The results show that when consumers believe in the consistency of personal traits (fixed mindset), they tend to be more vulnerable to deal offers and social comparison. These motivations increase the desire to seek hedonic pleasure, which is associated with a greater propensity for compulsive buying. However, when consumers believe that personal traits can be changed and developed (growth mindset), they seek hedonic pleasure in shopping, which result in a greater tendency to engage in compulsive buying. The present study adds to the existing body of knowledge by unveiling how different mindsets are associated with compulsive buying. In terms of practical implications, this study provides policy makers and marketers with a better understanding of the different motivations that lead to compulsive buying.     

结伴购物情境下消费者冲动购买行为发生机理

冲动性购买是生活中的常见现象, 也是消费者行为研究的重要子领域。围绕单人购物情境下的冲动购买研究成果较多, 而对结伴购物情境下的冲动购买行为研究明显不足。聚焦结伴购物情境下消费者的冲动购买现象, 基于“欲望-意志力”模型, 在情绪感染理论、归因理论等理论基础之上, 采用焦点访谈法、实验法、问卷调查法等研究方法, 从欲望和意志力两个方面, 深入探讨结伴购物消费者冲动购买行为发生的内部决策机理。研究结论将丰富现有结伴购物情境下的冲动购买行为研究内容, 也为企业营销实践、个人冲动购买行为管理以及政府部门开展消费者教育提供理论指导。     

Exploring the inhibitory effect of maximising mindset on impulse buying

Although impulse buying could temporarily increase sales, it is essential to explore how to curb impulse buying because impulse buying leads to negative consequences for both consumers and enterprises in the long run. Previous research investigated the negative correlation between impulse buying and situational factors or personal traits. However, these factors were complicated for marketers or consumers to manipulate, so the research gap was that a lack of research focused on how to curb impulse buying through external intervention. This study aimed to find an effective external intervention to curb impulse buying and thus fill the blanket. This study introduced maximising mindset, a mindset that could be manipulated externally and used effectively by consumers and marketers to curb impulse buying. Data were collected online from 1106 participants in China through the research platform Sojump. The results demonstrated that maximising mindset negatively correlated with impulse buying, and future-oriented thinking played a role as a mediator. This study contained theoretical for future research on impulse buying and practical value in helping consumers achieve better decisions and helping companies achieve long-term growth.     

Mediators of the association between narcissism and compulsive buying: the roles of materialism and impulse control.

Building upon past research about the guiding values and self-regulation difficulties of people with narcissistic personalities, this study tested a model of the association between narcissism and compulsive consumption. In data obtained from a sample of undergraduate consumers (N=238) with varying degrees of spending problems, positive associations emerged between narcissism, materialism, and compulsive buying. Impulse control was negatively correlated with each of these variables. Mediation tests revealed that both impulse control and materialism accounted for significant portions of the shared variance between narcissism and compulsive consumption. These findings highlight the importance of both personal values and impulse control as correlates of addictive buying. They also add to growing evidence that people who are relatively narcissistic are poor self-regulators who may be at risk of developing a variety of addictive behaviors.     

The stability and sales contribution of heavy‐buying households

Creating long‐term heavy buyers underpins many theories of consumer behaviour and marketing plans. This makes heavy‐buying households an attractive target for research and marketing activities. However, analysis across over 150 brands in 15 categories reveals that only around 50 per cent of the heavy‐buying households of a brand in 1 year to remain heavy brand buyers in the next year. This provides a benchmark for marketers implementing strategies to reduce leakage from heavy‐buyer segmentations. This result, however, casts doubt on the reliability of heavy buying as a household/buyer targeting characteristic and calls into question the idea that long‐term heavy brand buyers can be cultivated. There is evidence that category heavy buying is consistently more stable behaviour, averaging 67 per cent year‐on‐year buyer stability. Therefore, if heavy buying behaviour is a targeting characteristic, the results support the use of category buying, rather than brand buying weight. Copyright © 2014 John Wiley & Sons, Ltd.     

A critique and comparison of two scales from fifteen years of studying compulsive buying

Compulsive buying is an important construct in marketing that has far-reaching personal and social implications. The profile of the adult compulsive buyer in the literature is based largely on the 1992 Faber and O'Guinn Compulsive Buying Scale. A second compulsive buying scale by Edwards has also been used but sparingly. Empirical research conducted over that past 15 years with these two scales shows that, although both scales were designed to measure compulsive buying, the two appear to be different operationalizations of the construct. The present review raises several psychometric issues about both scales. Their robustness is crucial to a clear understanding of the antecedents and consequences of compulsive buying. Directions for research are added.     

An exploration of Taiwanese adolescents' impulsive buying tendency

The purpose of this study was to examine via a questionnaire the personal characteristics and impulsive buying tendencies of 15- to 19-year-old Taiwanese adolescents. Results indicated that the impulsive buying was significantly associated with gender, age, and amount of pocket money available. Females indicated more impulsive buying than did males, and gradually increased with age. Impulsive buying significantly increased with the increase in the amount of pocket money available. Possible extensions of the research in this area are offered.     

The prevalence of compulsive hoarding and its association with compulsive buying in a German population-based sample

The aims of the study were to estimate the prevalence rate of compulsive hoarding, and to determine the association between compulsive hoarding and compulsive buying in a nationally representative sample of the German population (N = 2307). Compulsive hoarding was assessed with the German version of the Saving Inventory-Revised (SI-R; Frost, R.O., Steketee, G., & Grisham, J. (2004). Measurement of compulsive hoarding: saving inventory-revised. Behaviour Research and Therapy, 42, 1163-1182.). The point prevalence of compulsive hoarding was estimated to be 4.6%. Individuals with compulsive hoarding did not differ significantly from those without compulsive hoarding regarding age, gender, and other sociodemographic characteristics. Significant correlations were found between the compulsive hoarding and the compulsive buying measures. Participants with compulsive hoarding reported a higher propensity to compulsive buying than respondents without hoarding. About two thirds of participants classified as having compulsive hoarding were also defined as suffering from compulsive buying. In summary, these results suggest that compulsive hoarding may be relatively prevalent in Germany and they confirm the close association between compulsive hoarding and compulsive buying through the investigation of a large scale representative sample.     

Cognitive behavioral therapy for compulsive buying disorder

To our knowledge, no psychotherapy treatment studies for compulsive buying have been published. The authors conducted a pilot trial comparing the efficacy of a group cognitive behavioral intervention designed for the treatment of compulsive buying to a waiting list control. Twenty-eight subjects were assigned to receive active treatment and 11 to the waiting list control group. The results at the end of treatment showed significant advantages for cognitive behavioral therapy (CBT) over the waiting list in reductions in the number of compulsive buying episodes and time spent buying, as well as scores on the Yale–Brown Obsessive Compulsive Scale—Shopping Version and the Compulsive Buying Scale. Improvement was well-maintained at 6-month follow-up. The pilot data suggests that a cognitive behavioral intervention can be quite effective in the treatment of compulsive buying disorder. This model requires further testing.     

Compulsive buying and life aspirations: An analysis of intrinsic and extrinsic goals

This study intends to gain better insight into the role the life aspirations described in the framework of Self-determination theory play in compulsive buying. Profiles based on the importance and likelihood for extrinsic and intrinsic personal goals in three groups with low, moderate, and high compulsive buying propensities from a general population representative sample (N = 2159) were initially established. Moreover, results from MANCOVA analyses showed that the high propensity group obtained significantly higher scores on the importance placed on each and every one of the extrinsic goals of financial success, image, popularity, and conformity, and on the likelihood of attainment of image and conformity. As for the intrinsic aspirations, it was confirmed that while the high risk group presented similar or significantly higher scores on the importance placed to them, they obtained significantly lower scores for the likelihood of attaining all the intrinsic goals of self-acceptance, affiliation, community feeling, physical health, and safety. Accordingly, interventions focused on the potentiation of the perceived likelihood of attainment of intrinsic goals, jointly with the reduction of the importance ascribed to extrinsic aspirations, may contribute to the effective treatment and prevention of compulsive buying.     

The influence of trait affect and the five-factor personality model on impulse buying

Research into the influence of affect on impulse buying has to date produced contradictory results, partly due to confusion between the potentially discrete influences of, respectively, state and trait affect. Additionally, studies on how the five-factor personality model’s dimensions influence impulse buying have also produced contradictory results. Moreover, while the established link between trait affect and personality suggests dimensions of this latter could account for whatever influence the former has on impulse buying, no study has yet attempted to examine this possibility. We draw on self-regulation theory to examine three unanswered questions: (1) the extent to which trait affect influences impulse buying whilst controlling for state affect; (2) establish which dimensions of the five-factor personality model predict impulse buying; and (3) test whether or not any influence of trait affect on impulse buying is additive to the effects of the five-factor personality model. Analyses of cross-sectional data (n = 842) find that trait affect does have a significant (p < .05) influence on impulse buying controlling for state affect, but that this influence is fully accounted for by the five-factor personality model (p < .001), the extraversion, conscientiousness and neuroticism dimensions of which are found consistently to predict impulse buying.     

We‐commerce: Exploring factors influencing online group‐buying intention in Taiwan from a conformity perspective

Group buying is a relatively new online consumption practice. Consumers negotiate product or service prices with businesses to obtain low prices or an increased number of products. This study investigates factors influencing online group‐buying intention from a conformity perspective. An online survey is used to sample 650 online group buyers in Taiwan. Structural Equation Modelling (SEM) is applied to examine the hypotheses within the theoretical framework. Analytical results indicate that social factors (online recommendations, media recommendations, and personal recommendations) positively affect social influence and online group‐buying intention. Individual factors (compliance and attention‐to‐social‐comparison‐information) positively affect social influence and conformity. Psychological factors (financial risk, performance risk, and social risk) negatively affect online group‐buying intention, and are positively correlated with social influence and conformity. Furthermore, social influence (informational influence and normative influence) are positively correlated with conformity and online group‐buying intention. Social influence and conformity are positively correlated with online group‐buying intention. Finally, implications of analytical findings are discussed.     

Compulsive buying disorder: a review of the evidence

Compulsive buying disorder is characterized by excessive or poorly controlled preoccupations, urges, or behaviors regarding shopping and spending that lead to subjective distress or impaired functioning. Compulsive buying disorder is estimated to have a lifetime prevalence of 5.8% in the United States general adult population. In clinical settings, most individuals with compulsive buying disorder are women (approximately 80%). This gender difference may be artifactual. Compulsive buying disorder is typically chronic or intermittent, with an age of onset in the late teens or early 20s. Comorbid mood and anxiety disorders, substance use disorders, eating disorders, and other disorders of impulse control are common, as are Axis II disorders. The disorder occurs worldwide, mainly in developed countries with market-based economies, and it tends to run in families with mood disorders and substance abuse. There is no standard treatment for compulsive buying disorder, but group cognitive-behavioral models seem promising, and psychopharmacologic treatments are being actively studied. Other treatment options include simplicity circles, 12-step programs, financial counseling, bibliotherapy, marital therapy, and financial counseling. Directions for future research are discussed.     

The relationship between lottery ticket and scratch‐card buying behaviour,personality and other compulsive behaviours

The study examines how demographics, other forms of compulsive behaviour and personality are related to the buying frequency and compulsiveness in lottery tickets and scratch‐cards. An integrative framework is developed and tested in a sample of respondents. Results indicated that the buying compulsivenesses in lottery tickets and scratch‐cards have the same correlates. The buying compulsivenesses in both lottery tickets and scratch‐cards were found to be positively related to cigarette consumption and the extraversion dimension of personality and negatively related to the agreeableness and intellect dimensions of personality. Copyright © 2002 Stewart Publications Ltd.     

How values of individualism and collectivism influence impulsive buying and money budgeting: the mediating role of acculturation to global consumer culture

This study examined the effects of individual‐level cultural values of individualism and collectivism on impulsive buying and money budgeting and the mediating role of acculturation to global consumer culture. By applying the person‐environment fit theory and acculturation theory, we argue that people who hold cultural values congruent with the culture they come into contact with are more likely to acculturate to it, and that those who acculturate to global consumer culture (GCC) are more likely to display consumption behaviors stimulated by GCC, namely impulsive buying and poor money budgeting. The findings show that consumers acculturated to GCC report higher impulsive buying and lower money budgeting, and that it is not the distinction between individualism and collectivism, but rather between the vertical and horizontal values that determines the acceptance of GCC and the studied consumption behaviors. Results revealed that vertical individualists (those who believe in competition between individuals and who prioritize their needs over the needs of others) and vertical collectivists (those who believe in the subordination of individuals to groups) were more likely to be acculturated to GCC. Thus, the acceptance of inequality between individuals among other individuals, or within groups, is related to the acceptance of GCC and impulsive buying and money budgeting. The level of acculturation to GCC mediates the relations between vertical individualism and collectivism values and impulsive buying and money budgeting. Theoretical contributions to the research on horizontal/vertical individualism/collectivism, acculturation to GCC, and person‐environment fit theory, as well as practical implications for marketers are discussed.     

Hoarding in a compulsive buying sample

Previous research has indicated that many compulsive buyers also suffer from compulsive hoarding. The present work specifically examined hoarding in a compulsive buying sample. Sixty-six treatment-seeking compulsive buyers were assessed prior to entering a group therapy for compulsive buying using the Compulsive Buying Scale (CBS), the Yale-Brown Obsessive-Compulsive Scale (Y-BOCS)-Shopping Version, the Compulsive Acquisition Scale (CAS), the German-CBS, the Saving Inventory-Revised (SI-R), the Maudsley Obsessive Compulsive Inventory (MOCI), the Barratt Impulsiveness Scale (BIS-11), and the Structured Clinical Interview for DSM-IV Axis I (SCID). Inclusion criteria were current problems with compulsive buying according to the proposed diagnostic criteria for compulsive buying by McElroy, Keck, Pope, Smith, and Strakowski [(1994). Compulsive buying: A report of 20 cases. Journal of Clinical Psychiatry, 55, 242-248]. Our results support the assumption that many but not all compulsive buyers suffer from compulsive hoarding. A significant association between the SI-R and the compulsive buying measures CBS, Y-BOCS-SV, German-CBS, and the CAS-Buy subscale was found, which is mostly caused by the SI-R subscale acquisition. The SI-R subscales clutter and difficulty discarding were more closely associated with the CAS-Free subscale and with obsessive-compulsive symptoms. Hoarding compulsive buyers reported more severe buying symptoms and obsessive-compulsive symptoms and presented with a higher psychiatric co-morbidity, especially any current affective, anxiety and eating disorder. Specific therapeutic interventions for compulsive buyers who also report compulsive hoarding appear indicated.     

Winding paths: Ambivalence in consumers' buying processes

This paper investigates ambivalence in the buying process. The existing literature has rarely studied ambivalence in longitudinal processes and has therefore not been able to capture its dynamics. Those studies that have studied ambivalence longitudinally have focused on general attitudinal ambivalence rather than its subtypes (cognitive, affective, and intercomponent ambivalence) and have therefore ignored some of the more detailed dynamics. Hence, this study addresses these different types of ambivalence longitudinally, exploring what these different ambivalences consist of, what their roles are in the buying process, and how they occur under different types of involvement conditions. A longitudinal video diary method is used in conjunction with a multimodal analysis technique to explore not only the verbally expressed aspects of ambivalence but also its nonverbal expression, which further reveals differences between different types of ambivalence. The findings suggest that cognitive ambivalence involves conflicting evaluations of utilitarian brand and product aspects and is resolved through more effortful mechanisms, whereas intercomponent ambivalence involves conflicting evaluations of varying utilitarian, hedonic, and symbolic brand and product aspects and is resolved through both more and less effortful mechanisms. Finally, affective ambivalence involves conflicting anticipations about the outcome of the buying process but is not resolved through similarly clear mechanisms. As the key outcome of the exploration, propositions and a synthesising framework about the different types of ambivalence in the buying process are developed for future research. This paper hence contributes to the ambivalence literature and offers managerial implications especially for marketers of multifaceted and high‐involvement products.