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。     

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.     

Consumer style and health: The role of impulsive buying in unhealthy eating

Health psychologists have given surprisingly little attention to consumer behavior. This study focuses on the relationship between an impulsive consumer style and unhealthy eating. In a survey, moderate to strong correlations were found between low self-esteem, dispositional negative affect, impulse buying tendency, snacking habit, and eating disturbance propensity. Structural equation modeling was used to test a model of relations between these variables. Impulse buying tendency was strongly associated with snacking habit, which in turn was related to eating disturbance propensity. Impulse buying, though in itself a pleasurable activity, seemed driven by feelings of low self-esteem and dispositional negative affect. Low self-esteem had a direct link to eating disturbance propensity. The data fit a self-regulation explanation. The study demonstrates the relevance of consumer style for health-related behaviors.     

网络环境下第三方评论对冲动购买意愿的影响机制：以产品类别和评论员级别为调节变量

采用问卷调查和实验研究的方法, 构建了以情感为中介的第三方正面评论与网络消费者冲动购买意愿的关系模型, 并检验了产品类别和评论员级别对该模型的调节效应。研究结果表明：第三方评论的好评度、好评数、时效性直接正向影响冲动购买意愿; 好评度以快乐和唤起情感为中介、好评数以快乐情感为中介间接正向影响冲动购买意愿; 消费者购买低涉入度(VS：高涉入度)产品和阅读高级(VS：初级)评论员发布的评论时, 第三方正面评论对冲动购买意愿的影响更强。     

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.     

社会排斥与大学生冲动性消费行为：名人崇拜的中介及自我控制的调节作用

为探讨社会排斥与冲动性消费的关系及其作用机制,本研究采用社会排斥量表、名人崇拜量表、自我控制双系统量表以及冲动性购买倾向量表,对811名大学生进行调查。结果表明：（1）在控制性别、年龄、家庭月收入和每月生活费后,社会排斥显著正向预测冲动性消费;（2）名人崇拜在社会排斥和冲动性消费间起部分中介作用;（3）自我控制在中介路径的前半段及直接路径间起调节作用。本研究有助于对大学生冲动性消费的理解和干预。     

The effect of individual differences on adolescents' impulsive buying behavior

This study posits a relationship between Emotional Intelligence (EI) and Impulsive Buying Tendency (IBT). A survey of 574 adolescents found that high-EI adolescents manifested less impulsive behavior than did low-EI adolescents, and high-IBT adolescents were more likely to engage in more impulsive buying behavior than were low-IBT adolescents. Finally, possible extensions of the research to the area of adolescents' impulsive buying are suggested.     

Self‐Regulatory Resources Power the Reflective System: Evidence From Five Domains

In this commentary, I focus on the deficiencies in the reflective‐impulsive model (RIM) by Strack, Werth, and Deutsch (2006) in terms of understanding the mechanics of the reflective system. Strack et al. outlined the cognitive architecture of the consumer with the RIM but failed to specify how its most impressive feature, the reflective system, is powered. Drawing on the literature on self‐regulation (as a reconceptualization of RIM incompatibility), I argue that self‐regulatory resources drive the reflective system. Research from 5 domains—overeating among dieters, impulsive spending, logical thinking, making choices, and subjective perceptions of duration—supports this hypothesis.     

The mood effect in relation to impulsive online buying behavior

This article analyzes impulsive buying behavior in scenarios where the consumer's negative or positive mood, oriented by emotional situations, stimulates an uncontrolled instinct in relation to the purchase. Four experimental studies were carried out to evaluate the influence of the mood state on impulsivity in different scenarios of consumption: online versus face-to-face shopping (Study 1); product characteristics – hedonic versus utilitarian product types in online environments (Study 2); the individual characteristic of self-control in relation to the online purchase (Study 3a); and the individual characteristic of social value in relation to online consumption (Study 3b). The results demonstrate that consumers have greater impulsiveness within the online environment when they are in a positive mood, and that the positive mood maintains greater purchasing impulsiveness when the product is utilitarian, and when the consumer has low self-control and/or high social value individually.     

时间压力下你想听什么? 参照组影响对冲动购买的调节

本文研究时间压力下消费者冲动性购买怎样受参照组的影响。通过二手数据和实验的方法发现时间压力和参照组影响类型对冲动性购买具有交互作用:时间压力低,信息性影响更能激发冲动性购买;时间压力高,规范性影响更能起作用;即时喜悦和规范性评估起中介作用。而且不同的信息性影响类型也会产生差异:时间压力高,数量性信息更容易使消费者冲动性购买;时间压力低,内容性信息更能起作用。本文的研究丰富了冲动性购买的相关理论和管理经验。     

Addictive buying: causes, processes, and symbolic meanings. Thematic analysis of a buying addict's diary

The aims of this study were twofold. On the one hand, to reach an understanding of, and to illustrate the experience of addictive buying and, on the other, to throw some light on the controversial subject of addicts' personal responsibility for their behavior. With these aims, a thematic analysis of an extensive diary written by a compulsive buyer is presented. Four themes emerge from the analysis: the defining characteristics of addiction to buying that determine the boundary separating it from other forms of impulsive or careless buying; several causal factors; the role that money and material objects play in family relationships and friendships through the symbolic meanings they adopt; and the relationship of personal values with impulsiveness and self-control. In view of the results, the moral model of addiction to buying is discussed, and an explanatory model of the ambivalence that is characteristic of addiction to buying is proposed, based on a personal hierarchy of values.     

Classroom behavior of reflective and impulsive children

Seventy-nine children, nine or eleven years old, classified as reflective or impulsive by the Matching Familiar Figures (MFF) test, were observed in public school classrooms. A total of 15 behavioral categories were selected to capture activities often labeled “reflective” or “impulsive” in the literature. Children were observed in each of three classroom settings—Individual Work, Large Group instruction, and Small Group instruction. Thirty minutes of observational data on each child revealed substantial differences in the behavior of older and younger children and across the three settings. By contrast, there was only a minor difference in the behavior of reflective and impulsive children. These results suggest that the concept of reflection-impulsivity, as operationalized by the MFF, should be limited to tasks that involve response uncertainty, and should not be used to imply differences in the typical classroom behavior of children classified as reflective or impulsive by the MFF.     

The role of exploratory buying behavior tendencies in choices made for others

We examine whether the consumer trait of exploratory buying behavior tendencies (EBBT; Baumgartner, H., and Steenkamp, J.E.M. (1996). Exploratory consumer buying behavior: Conceptualization and measurement. International Journal of Research in Marketing, 13, 121–137.) can influence even choices made for others. The results of three experiments in a gift-giving context show that high (vs. low) EBBT individuals have greater salience of hedonic search motives and consequently form more diverse consideration sets while purchasing a gift. Further, when working with a specific gift budget, high EBBT consumers are more likely to diversify their gift choices by buying a greater number of relatively lower-priced gift items. We also find that the effects of the EBBT trait are significantly attenuated when the regulatory focus of the person making the gift decision is one of prevention rather than promotion. Discussion focuses on implications and future research directions regarding the relationship between exploratory buying behavior tendencies and consumer decision-making.     

双系统模型视角下的罪犯自我控制

自我控制是个体为了达成具有长远利益的目标而有意识控制自身冲动行为的能力。双系统模型提出自我控制系统包含冲动系统与控制系统, 该理论适用于分析罪犯低自我控制的内部结构。罪犯冲动系统中充满极易激活的犯罪相关行为图式, 而控制系统却不足以生成抑制冲动行为的策略。未来可基于双系统模型, 整合已有研究深入考察罪犯自我控制系统的内部运作机制, 以及该模型在罪犯心理矫治中的实际应用, 而犯罪易感青少年群体则需要特别关注。     

Money Attitudes,Personality and Chronic Impulse Buying

This paper reports on a study of the relationship between demographic, personality, and attitudinal variables and impulsive buying (a consumer's tendency to buy spontaneously, unreflectively, and immediately); using secondary analysis of data from common participants in two large national surveys of British adults: one survey contributing data on impulsive buying, demographics, and money attitudes; and the second, a Big Five personality trait measure. In particular, we focus on the attitudes characterized by the extent to which individuals associate money with security, freedom, power, and love. Younger females and those with higher household income were more likely to engage in impulsive buying. Correlational and regression analysis showed that those high on Neuroticism and Extraversion and those low on Conscientiousness were more likely to be impulse buyers. All four money attitudes were related to impulsive buying (Money as Security most strongly). A hierarchical regression indicated that demographic variables accounted for 3 percent, personality a further 9 percent, and money attitudes a further 13 percent of the variance, showing that these three sets of variables accounted for around a quarter of the variance. Implications are considered for educational and therapeutic interventions in reducing maladaptive impulsive buying.     

分析思维对冲动购买意向影响的研究

采用三个研究探讨分析思维对冲动购买意向的影响。研究1以146名大学生为被试,采用分析思维任务和冲动购买意向问卷,考察分析思维与冲动购买意向的关系;研究2招募了65名大学生被试,研究3招募了62名大学生被试,分别通过视觉启动和组词任务启动两个范式探讨启动分析思维对冲动购买意向的影响。结果发现,分析思维与冲动购买意向显著负相关,无论是视觉还是组词启动分析思维都能减少冲动购买意向。     

The Influence of Culture on Consumer Impulsive Buying Behavior

Impulse buying generates over $4 billion in annual sales volume in the United States. With the growth of e‐commerce and television shopping channels, consumers have easy access to impulse purchasing opportunities, but little is known about this sudden, compelling, hedonically complex purchasing behavior in non‐Western cultures. Yet cultural factors moderate many aspects of consumer's impulsive buying behavior, including self‐identity, normative influences, the suppression of emotion, and the postponement of instant gratification. From a multi‐country survey of consumers in Australia, United States, Hong Kong, Singapore, and Malaysia, our analyses show that both regional level factors (individualism–collectivism) and individual cultural difference factors (independent –interdependent self‐concept) systematically influence impulsive purchasing behavior.     

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.     

Signaling when (and when not) to be cautious and self-protective: impulsive and reflective trust in close relationships

A dual process model is proposed to explain how automatic evaluative associations to the partner (i.e., impulsive trust) and deliberative expectations of partner caring (i.e., reflective trust) interact to govern self-protection in romantic relationships. Experimental and correlational studies of dating and marital relationships supported the model. Subliminally conditioning more positive evaluative associations to the partner increased confidence in the partner's caring, suggesting that trust has an impulsive basis. Being high on impulsive trust (i.e., more positive evaluative associations to the partner on the Implicit Association Test; Zayas & Shoda, 2005) also reduced the automatic inclination to distance in response to doubts about the partner's trustworthiness. It similarly reduced self-protective behavioral reactions to these reflective trust concerns. The studies further revealed that the effects of impulsive trust depend on working memory capacity: Being high on impulsive trust inoculated against reflective trust concerns for people low on working memory capacity.     

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.