Buying Impulses: A Study on Impulsive Consumption

This dissertation's objectives were to validate impulse buying tendency as a genuinely distinctive construct related to impulse purchase behavior and attached to fundamental personality traits, and its relationships to a number of relevant factors. Studies reported were steps to a better understanding of the impulse buying phenomenon. In the first 2 studies (using Dutch and Indonesian samples), a reliable 20-item scale to measure impulse buying tendency was developed. The scale has 2 facets represented by correlated subscales, referring to the cognitive (i.e., the lack of planning and deliberation) and affective aspects (i.e., feelings of pleasure and excitement, an urge to buy, the difficulty to leave things, and possible regret afterwards). Correlations with self-reported purchase patterns indicated that high impulse buying tendency resulted in more impulsive purchases with higher impulsivity. Impulse buying tendency was also correlated with several personality-based individual differences. The next study observed impulse buying behavior in actual purchase settings. Impulse buying tendency was correlated with the primary dimensions (MDS analysis) of emotions associated with, and buying considerations of the purchase. Findings verified that these dimensions are stable, with high arousal emotions and impetuous buying considerations related to impulse buying consumption experience. In the 2 final studies (using Norwegian and Indonesian samples) impulse buying tendency scale was validated with the Big Five/Five Factor Model personality dimensions (i.e., Extraversion, Conscientiousness, Agreeableness, Neuroticism/Emotional Stability, and Openness/Autonomy). Results confirmed that impulse buying tendency is a personality-based trait. Indications of gender differences in impulse buying; older people may demonstrate more control on their impulse buying tendency; presence of others may enhance impulse buying behavior; and favorable normative evaluation mediates between impulse buying tendency and the impulsiveness of buying decision; were the other findings. Altogether, they disclose interesting evidence of the intricate nature of impulse buying, a universal, yet culture-bound, phenomenon