The psychological science of Impulse Buying: An Integrative Self-Regulation Approach
Bas Verplanken & Ayana Sato
Received: 10 sublime 2010 / Accepted: 7 promenade 2011 / Published online: 26 March 2011 # Springer Science+Business Media, LLC. 2011
Abstract Impulsive purchase grossly violates the assumptions of homo economicus. A variety of perspectives on pulse conk out are presented, which have been put forward in consumer, economic, social, and clinical psychology. These include heuristic information processing, time-inconsistent preferences, personality traits and values, self-identity, emotions, informed self-control, and compulsive buying. These perspectives may sometimes lead to contradictory or paradoxical findings. For instance, impulse buying is often associated with joy and entertainment but has also been found related to negative emotions and pitiable self-esteem. Our argument is that impulsive buying can be understood in terms of psychological functioning, in particular as a form of self- jurisprudence. Regulatory focus theory is thence used to bring the various perspectives together by classifying individually as a promotion focus strategy (e.g., pursuit pleasure) or a prevention focus strategy (e.g., avoiding feelings of pocket-sized self-esteem).
Finally, the question is discussed whether consumers can and should be protected against impulsivity. Our assertion is that regulation against misleading practices that play on the vulnerabilities of impulsive buyers could be change and that information provision to consumers and retailers aimed at strengthening consumers self-regulatory capacities may ebb adverse consequences of impulse buying. Keywords Impulse buying . Compulsive buying . Self-regulation . Consumer policy Most of us are familiar with reverting home with products we never intended to buy in the number one place. Impulsive buying has long been identified as a significant behaviour in retail business...If you want to get a full essay, order it on our website: Ordercustompaper.com
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