Antecedents and consequences of impulsive buying: can impulsive buying be understood as dysfunctional emotion regulation?

Fenton-O'Creevy, Mark; Furnham, Adrian; Dibb, Sally and Davies, Gareth (2012). Antecedents and consequences of impulsive buying: can impulsive buying be understood as dysfunctional emotion regulation? In: Eighth International Conference on Emotions and Worklife: Emonet VIII, 02-03 Jul 2012, Helsinki.

Abstract

We use data from a large national survey (N=109,000) to examine antecedents and outcomes of buying impulsiveness. Our results are consistent with an account of impulsive buying as arising out of both promotion focused and prevention focused self-regulation systems. Our results also support an account of impulsive buying as a form of compensatory emotion regulation. Contrary to accounts in the retail management and marketing research literature we find high buying impulsiveness to be associated with significant and sizeable adverse financial outcomes.

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