Impulse Buying

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Impulse Buying: Its Relation to Personality Traits and Cues Seounmi Youn, University of Minnesota
Ronald J. Faber, University of Minnesota
ABSTRACT - Much of the work on impulse buying has been concerned with defining and measuring the concept. Less effort has been directed toward determining the factors that underlie the tendency to buy impulsively. This study looks at the relationship between impulse buying tendencies and three general personality traitsClack of control, stress reaction, and absorption. Additionally, this study identifies several different types of internal states and environmental/ sensory stimuli that serve as cues for triggering impulse buying. Internal cues include respondents’ positive and negative feeling states. Environmental/sensory cues encompass atmospheric cues in retail settings, marketer-controlled cues, and marketing mix stimuli. Relationships between the three personality traits and specific impulse buying cues are also examined, along with differences among high and low impulse buyers in their sensitivity to various cues. [ to cite ]:

Seounmi Youn and Ronald J. Faber (2000) ,"Impulse Buying: Its Relation to Personality Traits and Cues", in Advances in Consumer Research Volume 27, eds. Stephen J. Hoch and Robert J. Meyer, Advances in Consumer Research Volume 27 : Association for Consumer Research, Pages: 179-185.

Advances in Consumer Research Volume 27, 2000      Pages 179-185 IMPULSE BUYING: ITS RELATION TO PERSONALITY TRAITS AND CUES
Seounmi Youn, University of Minnesota
Ronald J. Faber, University of Minnesota
ABSTRACT -
Much of the work on impulse buying has been concerned with defining and measuring the concept. Less effort has been directed toward determining the factors that underlie the tendency to buy impulsively. This study looks at the relationship between impulse buying tendencies and three general personality traitsClack of control, stress reaction, and absorption. Additionally, this study identifies several different types of internal states and environmental/ sensory stimuli that serve as cues for triggering impulse buying. Internal cues include respondents’ positive and negative feeling states. Environmental/sensory cues encompass atmospheric cues in retail settings, marketer-controlled cues, and marketing mix stimuli. Relationships between the three personality traits and specific impulse buying cues are also examined, along with differences among high and low impulse buyers in their sensitivity to various cues. INTRODUCTION

Impulse buying has been considered a pervasive and distinctive phenomenon in the American lifestle and has been receiving increasing attention from consumer researchers and theorists (Rook 1987; Rook and Fisher 1995). Prior studies on impulse buying have frequently focused on the definitional elements distinguishing impulse from non-impulse buying (Cobb and Hoyer 1986; Piron 1991;Rook 1987), and providing a theoretical framework for examining impulse buying (Burroughs 1996; Hoch and Loewenstein 1991; Rook and Fisher 1995; Rook and Gardner 1993). Several recent studies have attempted to develop and validate scales to measure the impulse buying tendency (Rook and Fisher 1995; Weun, Jones, and Beatty 1997). However, while research interest has been growing, we are still just beginning to learn about the factors that affect impulse buying. Impulse buying may be influenced by internal states or traits experienced by consumers, or by environmental factors. Researchers have attempted to determine if people who frequently engage in this behavior have some common personality traits. Other researchers have suggested that internal states and environmental cues can serve to trigger the impulse to purchase. The purpose of this paper is to build on these prior studies by examining the relationship between impulse buying and some relevant personality traits, as well as to...
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