Consumption experience of impulse buying in Indonesia: Emotional arousal and hedonistic considerations

Two studies focused on impulsive purchase experiences. Feelings, considerations and ratings of purchase impulsiveness were measured with respect to a recent purchase by means of interviews immediately after the purchase in the shopping environment (Study 1) and through shopping diaries (Study 2). Feelings and considerations were measured by open-ended questions, which yielded a wide range of responses in each category. These responses were subjected to multidimensional scaling. The results demonstrated a high versus low arousal dimension of positive emotions and a hedonic versus utilitarian dimension of considerations. Emotions and considerations were predicted by general impulse-buying tendency, and were related to the experience of impulsive purchases. In Study 2, impulse buying tendency was measured 2 months earlier. Structural equation modelling confirmed a model in which general impulse buying tendency predicts the feelings and considerations in the purchase environment, which in turn, determine the experience of making an impulsive purchase.

[1]  Ronald J. Faber,et al.  Spent Resources: Self‐Regulatory Resource Availability Affects Impulse Buying , 2007 .

[2]  H. Dittmar.  A NEW LOOK AT "COMPULSIVE BUYING": SELF-DISCREPANCIES AND MATERIALISTIC VALUES AS PREDICTORS OF COMPULSIVE BUYING TENDENCY , 2005 .

[3]  David H. Silvera,et al.  Consumer style and health: The role of impulsive buying in unhealthy eating , 2005 .

[4]  R. Baumeister.  Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer Behavior , 2002 .

[5]  Bas Verplanken,et al.  Individual differences in impulse buying tendency: feeling and no thinking , 2001 .

[6]  Jochen Wirtz,et al.  Congruency of Scent and Music As a Driver of In-Store Evaluations and Behavior , 2001 .

[7]  J. Drury,et al.  Self-image - is it in the bag? A qualitative comparison between "ordinary" and "excessive" consumers , 2000 .

[8]  B. Shiv,et al.  Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making , 1999 .

[9]  Haim Mano,et al.  The influence of pre-existing negative affect on store purchase intentions , 1999 .

[10]  Kirk L. Wakefield,et al.  Excitement at the mall: Determinants and effects on shopping response , 1998 .

[11]  Clive Nancarrow,et al.  Impulse purchasing: a qualitative exploration of the phenomenon , 1998 .

[12]  S. Beatty,et al.  Impulse buying: Modeling its precursors , 1998 .

[13]  H. Luomala,et al.  Mood-regulatory self-gifts: Development of a conceptual framework , 1997 .

[14]  J. Beattie,et al.  Objects, decision considerations and self-image in men's and women's impulse purchases. , 1996, Acta psychologica.

[15]  R. Petty,et al.  Measuring the Affective and Cognitive Properties of Attitudes: Conceptual and Methodological Issues , 1994 .

[16]  R. Donovan.  Store atmosphere and purchasing behavior , 1994 .

[17]  William R. Darden,et al.  Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value , 1994 .

[18]  R. Oliver,et al.  Assessing the Dimensionality and Structure of the Consumption Experience: Evaluation, Feeling, and Satisfaction , 1993 .

[19]  Ronald J. Faber,et al.  A Clinical Screener for Compulsive Buying , 1992 .

[20]  Karen A. Machleit,et al.  A Comparison of Attitudes and Emotions as Predictors of Behavior at Diverse Levels of Behavioral Experience , 1992 .

[21]  David Glen Mick,et al.  Self-Gifts: Phenomenological Insights from Four Contexts , 1990 .

[22]  Steven J. Breckler,et al.  Affect versus evaluation in the structure of attitudes , 1989 .

[23]  R. Belk.  Possessions and the Extended Self , 1988 .

[24]  Dennis W. Rook.  The Buying Impulse , 1987 .

[25]  D. Watson,et al.  Toward a consensual structure of mood. , 1985, Psychological bulletin.

[26]  S. Breckler.  Empirical validation of affect, behavior, and cognition as distinct components of attitude. , 1984, Journal of personality and social psychology.

[27]  E. Hirschman,et al.  Hedonic Consumption: Emerging Concepts, Methods and Propositions , 1982 .

[28]  Jacqueline J. Kacen,et al.  The Influence of Culture on Consumer Impulsive Buying Behavior , 2002 .

[29]  E. Tory Higgins,et al.  How Self-Regulation Creates Distinct Values: The Case of Promotion and Prevention Decision Making , 2002 .

[30]  P. Homer,et al.  Dimensions of Temperament: Affect Intensity and Consumer Lifestyles , 2000 .

[31]  Bas Verplanken,et al.  Accessibility of affective versus cognitive components of attitudes. , 1998 .

[32]  P. Kenhove,et al.  The relationship between emotional states and approach or avoidance responses in a retail environment , 1997 .