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Open Access
Article
Publication date: 5 April 2021

Andrea Lučić, Marija Uzelac and Andrea Previšić

The purpose of this paper is to investigate the effects of values of materialism on cognitive and affective impulsiveness and responsible financial behavior among young adults.

Abstract

Purpose

The purpose of this paper is to investigate the effects of values of materialism on cognitive and affective impulsiveness and responsible financial behavior among young adults.

Design/methodology/approach

A large-scale study (n = 483) was conducted on a sample of young adults 18 to 25 years of age in Croatia.

Findings

The research found that materialism has no direct effect on responsible financial behaviour (RFB), however, cognitive impulsiveness fully mediates the relationship of all three there three elements of materialism, centrality, success and happiness and RFB. Affective impulsiveness has no effect on the relationship. Furthermore, only materialism as centrality strongly and positively influences cognitive and affective impulsiveness.

Practical implications

Presented conclusions could be used by policymakers as guidelines for developing educational plans and curriculum to build financial capability and consumer protection among young adults and could be helpful for brand management activities targeting young people purchase decisions.

Originality/value

This paper’s ultimate purpose is to uncover the mechanism and the power of materialism on impulsiveness and responsible financial behavior. The paper’s originality is established by the focus on the investigation of materialism as an antecedent factor of impulsiveness and by questioning the nature of the relationship between materialism and responsible financial behavior through the mediating effect of impulsiveness.

Details

Young Consumers, vol. 22 no. 2
Type: Research Article
ISSN: 1747-3616

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Article
Publication date: 2 November 2020

Rejikumar G. and Aswathy Asokan-Ajitha

Online cart abandonment is a severe issue posing challenges to e-commerce growth. Emerging economies such as India fascinates global marketing practitioners because of…

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1048

Abstract

Purpose

Online cart abandonment is a severe issue posing challenges to e-commerce growth. Emerging economies such as India fascinates global marketing practitioners because of favorable demographics and high levels of internet penetration. This study aims to consider the role of certain exogenous factors in developing shopping motivations that sequentially mediate to online purchase completion through impulsiveness under risk perceptions. The primary motivation behind this study is to understand the mental mechanism among online customers that develop purchase completion intentions, which prevent cart abandonment significantly.

Design/methodology/approach

Impact of e-commerce exogenous factors related to e-commerce such as website attributes, product features, promotional excellence and decision-making easiness on shopping motivations, impulsiveness and purchase completions intentions under the moderating effect of risk was estimated from the perceptions of Indian online customers (n = 243) using variance-based structural equation modeling and SPSS process macro v.3.0.

Findings

The most important exogenous variable that can influence purchase completion directly, sequentially through shopping motivations is decision easiness and promotions. Even though utility motivations are dominant in purchase completion intentions, hedonistic aspects are more critical in developing impulsiveness. The translation of impulsiveness to purchase completion is happening, but risk perception significantly moderates impulsiveness formation.

Research limitations/implications

Theoretically, this study examined online purchase completions being the most sought response by a customer to various stimuli in e-commerce. The study adopted a moderated mediation analysis in which shopping motivations and impulsiveness were mediators and risk as moderator. The interaction effect of risk on purchase completions was significant even when the mediating effects were prominent.

Practical implications

Contributes to the current knowledge-related online buying behavior in virtual retail formats and helps marketers in streamlining their focus in using impulsiveness as a strategic tool in reducing cart abandonment.

Originality/value

This study helps in understanding emerging trends in online buying behavior in India.

Details

Journal of Indian Business Research, vol. 13 no. 2
Type: Research Article
ISSN: 1755-4195

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Article
Publication date: 4 June 2018

Kem Z.K. Zhang, Haiqin Xu, Sesia Zhao and Yugang Yu

Online reviews have shown important information that affects consumers’ online shopping behavior. However, little research has examined how they may influence consumers…

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6476

Abstract

Purpose

Online reviews have shown important information that affects consumers’ online shopping behavior. However, little research has examined how they may influence consumers’ online impulse buying behavior. The purpose of this paper is to bring theoretical and empirical connections between them.

Design/methodology/approach

The framework of this study was tested on three popular online group shopping websites in China (ju.taobao.com, dianping.com, and meituan.com). An online survey with 315 participants who had experience using these websites was recruited to verify the effects of consumers’ perceived value from reading online reviews on urge to buy impulsively and impulse buying behavior.

Findings

The empirical findings show that consumers’ perceived utilitarian and hedonic value from reading online reviews enhance their browsing behavior. Browsing positively affects consumers’ urge to buy impulsively and finally affects their impulse buying behavior. Further, this study finds that consumers with high impulsiveness focus more on hedonic value of online reviews, whereas consumers with low impulsiveness put more emphasis on utilitarian value. Browsing demonstrates a stronger effect on urge to buy impulsively for consumers with high impulsiveness.

Originality/value

This study is one of the early studies to investigate the relationship between social influence (e.g. influence of online reviews) and impulse buying. It draws upon the perspectives of browsing and consumer’s perceived value from the literature. This research also considers consumer differences regarding the level of impulsiveness.

Details

Internet Research, vol. 28 no. 3
Type: Research Article
ISSN: 1066-2243

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Article
Publication date: 13 February 2017

Namho Chung, Hyo Geun Song and Hyunae Lee

First, this paper aims to investigate the impact of impulsiveness on two types of shopping value (e.g. utilitarian and hedonic value) and the urge to buy restaurant…

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5698

Abstract

Purpose

First, this paper aims to investigate the impact of impulsiveness on two types of shopping value (e.g. utilitarian and hedonic value) and the urge to buy restaurant products and services impulsively in social commerce environments. Second, the study assesses the impact of situational factors (e.g. scarcity and serendipity) on individuals’ shopping values.

Design/methodology/approach

Data were collected from 332 participants. By using PLS-graph 3.0, structural equation modeling was conducted. Furthermore, a hierarchical regression model was conducted for testing the mediating and moderating effects.

Findings

The results indicate that impulsiveness is a strong predictor for two types of shopping value (hedonic and utilitarian) and the urge to buy impulsively. While the hedonic shopping value was found to have a significant influence on the urge to buy impulsively, utilitarian value was not. Scarcity was moderator in the relationships between impulsiveness and both types of shopping value, whereas serendipity was found to moderate only the relationship between impulsiveness and the utilitarian shopping value.

Practical implications

The findings show that the marketing managers and application developers of social commerce should place their focus on scarcity and serendipity to stimulate consumers in having a hedonic shopping value so to have an urge to buy impulsively.

Originality/value

First, although most previous studies focused on only rational or planned consumption, this study focused on irrational and unplanned consumption as well. Second, the authors assessed the role of situational factors (scarcity and serendipity) occurring in social commerce and asserted that these factors moderate the relationship between consumers’ shopping values and their urge to buy impulsively.

Details

International Journal of Contemporary Hospitality Management, vol. 29 no. 2
Type: Research Article
ISSN: 0959-6119

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Article
Publication date: 31 January 2018

Marco Hubert, Mirja Hubert, Marc Linzmajer, René Riedl and Peter Kenning

The purpose of this study is to examine how consumer personality trait impulsiveness influences trustworthiness evaluations of online-offers with different trust-assuring…

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1477

Abstract

Purpose

The purpose of this study is to examine how consumer personality trait impulsiveness influences trustworthiness evaluations of online-offers with different trust-assuring and trust-reducing elements by measuring the brain activity of consumers. Shoppers with high degrees of impulsiveness are referred to as hedonic shoppers, and those with low degrees are referred to as prudent consumers.

Design/methodology/approach

To investigate the differences between neural processes in the brains of hedonic and prudent shoppers during the trustworthiness evaluation of online-offers, the present study used functional magnetic resonance imaging (fMRI) and region-of-interest analysis to correlate neural activity patterns with behavioral measures of the study participants.

Findings

Drawing upon literature reviews on the neural correlates of both trust in online settings and consumer impulsiveness and using an experimental design that links behavioral and fMRI data, the study shows that consumer impulsiveness can exert a significant influence on the evaluation of online-offers. With regard to brain activation, both groups (hedonic and prudent shoppers) exhibit similar neural activation tendencies, but differences exist in the magnitude of activation patterns in brain regions that are closely related to trust and impulsiveness such as the dorsal striatum, anterior cingulate, the dorsolateral prefrontal cortex and the insula cortex.

Research limitations/implications

The data provide evidence that consumers within the hedonic group evaluate online-offers differently with regard to their trustworthiness compared to the prudent group, and that these differences in evaluation are rooted in neural activation differences in the shoppers’ brains.

Practical implications

Marketers need to be made aware of the fact that neurological insights can be used for market segmentation, because consumers’ decision-making processes help explain behavioral outcomes (here, trustworthiness evaluations of online-offers). In addition, consumers can learn from an advanced understanding of their brain functions during decision-making and their relation to personal traits such as impulsiveness.

Originality/value

Considering the importance of trust in online shopping, as well as the fact that personality traits such as impulsiveness influence the purchase process to a high degree, this study is the first to systematically investigate the interplay of online trustworthiness perceptions and differences in consumer impulsiveness with neuroscientific methods.

Details

European Journal of Marketing, vol. 52 no. 1/2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 8 February 2013

Min‐Young Lee, Youn‐Kyung Kim and Hyun‐Joo Lee

Online auctions have attracted emotional shoppers through exciting shopping processes such as searching and bidding. The recreational and emotional worth of online auction…

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3826

Abstract

Purpose

Online auctions have attracted emotional shoppers through exciting shopping processes such as searching and bidding. The recreational and emotional worth of online auction shopping forces auction retailers to develop tailored strategies for their consumers. To this end, this study aimed to classify online auction shoppers based on their emotional shopping motivations and examine the relations of demographics (i.e. age, gender, income, and education) and psychographics (i.e. impulsiveness, variety‐seeking tendency, price sensitivity, and risk‐consciousness) to online auction shopper groups.

Design/methodology/approach

The data were collected via an online questionnaire utilizing a pre‐recruited consumer panel that had experience of online auction shopping during the past 12 months. Existing measurement scales were adopted and tested for validity and reliability in the processes of academic expert review, expert debriefing, the pretest, and the main study. The measures consisted of consumer psychographics (i.e. impulsiveness, variety seeking, price consciousness, and risk consciousness), emotional shopping motivations (i.e. adventure and gratification), and demographic variables. The analyses of the study proceeded in two stages. First, a cluster analysis uncovered auction shopper segments that emerged from the two dimensions of emotional shopping motivation. Second, regression analyses determined the predictive powers of demographic and psychographic variables in discriminating auction shopper segments.

Findings

The findings suggested that there were distinct auction shopper segments based on adventure and gratification shopping motivations. Four cluster groups showed significant differences in demographic characteristics of age and gender, and psychographic characteristics of impulsiveness, variety‐seeking tendency, and price sensitivity. The regression results provided information on predictive powers of selected variables (i.e. age, gender, impulsiveness, variety‐seeking tendency, price sensitivity, and risk consciousness) for different segments.

Originality/value

This study identified four online auction shopper segments and their differences in demographic and psychographic characteristics.

Details

European Journal of Marketing, vol. 47 no. 1/2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 8 March 2013

Sonia San‐Martin and Blanca López‐Catalán

The purpose of this paper is to study the role that a relational variable (trust) and three personal variables (impulsiveness, involvement and innovativeness), may play as…

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3143

Abstract

Purpose

The purpose of this paper is to study the role that a relational variable (trust) and three personal variables (impulsiveness, involvement and innovativeness), may play as antecedents of satisfaction of mobile shoppers.

Design/methodology/approach

Quantitative information was collected using a survey instrument directed to Spanish mobile shoppers. In total, 447 valid questionnaires were obtained. Data were analyzed using structural equation modeling.

Findings

Trust, involvement and innovativeness were found to have a positive impact on mobile shopper satisfaction, except impulsiveness, which has a negative impact, as the authors proposed.

Research limitations/implications

The study highlights the importance of gaining m‐shopper satisfaction and different ways of achieving this goal, especially, internal influences.

Practical implications

M‐vendors should bear in mind that engendering trust and involvement with the channel is positive if they are to achieve purchaser satisfaction with the medium, whilst encouraging impulsiveness would prove detrimental. It should also be stressed that mobile phone user tendency to make use of new technologies could encourage impulsiveness that might lead to dissatisfaction, but that this innovativeness prompts individuals to take a keener interest in the products and services available over the mobile and ultimately leads them to become more involved.

Originality/value

Mobile commerce Spain is still in its infancy, hence the interest in gaining an insight into the factors which most impact the satisfaction of those who have already purchased using this means. Although research into e‐commerce has increased, few works have dealt with mobile shopping. Innovativeness, impulsiveness and involvement have received little attention in this context.

Details

Industrial Management & Data Systems, vol. 113 no. 2
Type: Research Article
ISSN: 0263-5577

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Article
Publication date: 27 February 2009

Minjeong Kang and Kim Johnson

This paper seeks to investigate relationships between apparel return behavior and fashion innovativeness, buying impulsiveness, and consideration of return policies of US…

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4040

Abstract

Purpose

This paper seeks to investigate relationships between apparel return behavior and fashion innovativeness, buying impulsiveness, and consideration of return policies of US consumers.

Design/methodology/approach

A convenience sample of 246 undergraduates studying in the USA completed a questionnaire that contained measures of apparel returns, fashion innovativeness, buying impulsiveness, and consideration of return policies. Pearson correlation and multiple linear regression analysis were used to analyze the data.

Findings

It was found that apparel return behavior of participants was positively related to buying impulsiveness and to consideration of return policies. These two variables were also significant predictors of frequency of apparel returns. Fashion innovativeness was not significantly related to participants' apparel return behavior. In addition, participants' consideration of return policies was not related to their innovative or impulsive purchase behaviors.

Practical implications

Findings are useful to retailers to better understand characteristics of frequent returners and to make informed decisions about developing optimal return policies that prohibit excessive product returns yet do not inhibit consumers' purchasing.

Originality/value

There is limited research on potential effects of adopting restrictive return policies. The study begins to examine whether leniency in return policy might potentially influence the behavior of innovative or impulsive consumers.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 13 no. 1
Type: Research Article
ISSN: 1361-2026

Keywords

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Article
Publication date: 17 August 2017

Sonia San-Martín, Óscar González-Benito and Mercedes Martos-Partal

The purpose of this paper is to address the potential impact of need for touch (NFT) on perceived product quality and the possible roles of purchasers’ social (subjective…

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2001

Abstract

Purpose

The purpose of this paper is to address the potential impact of need for touch (NFT) on perceived product quality and the possible roles of purchasers’ social (subjective norms), personal (buying impulsiveness) and epistemic (e-commerce orientation) factors, as well as the likely interaction effect of the shopping channel.

Design/methodology/approach

The empirical study is based on 540 observations, analysed in a partial least squares structural equation model.

Findings

The link between the NFT and perceived quality tends to be negative, especially for online purchases. E-commerce orientation reduces the need to touch products, but subjective norms and buying impulsiveness have no significant effects.

Research limitations/implications

The NFT scale might be improved by adding more items. Some of the structural model coefficients indicate a low effect size. Finally, the results are limited to Spanish purchasers of the focal product.

Practical implications

Firms should appeal to purchasers’ e-commerce orientation to reduce the negative implications of a need to touch products among consumers shopping online.

Originality/value

The need to touch a product may be an obstacle to online purchases, yet few studies deal with its impact in online, relative to offline, contexts to evaluate product quality. This study also integrates personal, social and epistemic factors.

Details

International Journal of Retail & Distribution Management, vol. 45 no. 9
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 23 January 2019

Celso Augusto de Matos, Valter Vieira, Katia Bonfanti and Frederike Monika Budiner Mette

The purpose of this is to propose a model in which materialism is a mediator of the effects of self-esteem, impulsiveness, attitude toward debt, attitude toward credit…

Abstract

Purpose

The purpose of this is to propose a model in which materialism is a mediator of the effects of self-esteem, impulsiveness, attitude toward debt, attitude toward credit card and economic vulnerability on consumer indebtedness. The effects of financial knowledge, financial ability, credit card use and demographic variables are also taken into account.

Design/methodology/approach

Survey data from a sample of 1,245 low-income consumers from Brazil were used to test the hypotheses using structural equation modeling.

Findings

First, materialism has a significant effect on consumer indebtedness; at the same time, it is influenced by self-esteem, impulsiveness and attitude toward debt. Second, materialism acts as a mediator, e.g. higher impulsiveness triggers materialism, which influences debt level. Third, indebtedness is higher for women and those who use a higher number of credit cards and are more educated.

Social implications

Financial education programs should work to increase individual’s perceived ability to manage money, as the individuals who feel less able to manage their personal finances alone (i.e. lower financial ability) presented higher indebtedness.

Originality/value

This study investigates consumer indebtedness by addressing factors that have been analyzed independently in the literature. The research combines psychological, financial and economic factors with credit card use and demographic variables to explain consumer indebtedness. Moreover, the study supports the mediating role of materialism for the antecedents of consumer indebtedness, e.g. impulsiveness and attitude toward debt.

Details

Journal of Consumer Marketing, vol. 36 no. 1
Type: Research Article
ISSN: 0736-3761

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