Reflective and impulsive predictors of impulse buying

Moayery, Meysam

Reflective and impulsive predictors of impulse buying
A multidisciplinary approach

dc.contributor.advisor	Narvaiza Cantín, Lorea	es_ES
dc.contributor.author	Moayery, Meysam	es_ES
dc.contributor.other	Facultad de Ciencias Económicas y Empresariales	es_ES
dc.contributor.other	Competitividad Empresarial y Territorial, Innovación y Sostenibilidad	es_ES
dc.date.accessioned	2024-02-05T09:57:00Z
dc.date.available	2024-02-05T09:57:00Z
dc.date.issued	2019-06-18
dc.description.abstract	While previous literature indicates that impulse buying is a product of impulses, this study proposes that both reflective and impulsive components contribute to the act of impulsive purchase. In addition, this controversy appears more prominent when we pursue mixed findings regarding habitual and cultural components of impulse buying. Moreover, some aspects of impulse buying, including heuristic nature and social influences, beg more empirical evidence or precise definitions. Following a dual-system model that distinguishes between a reflective and an impulsive system, this research mainly hypothesizes that unhealthy snack impulse buying can be differentially influenced by either impulsive system or reflective system as a function of self-regulatory resources. In this respect, drawing from different areas of research, this study provides a comprehensive model of impulse buying. Several pre-tests were administrated to (1) justify the selected products; (2) provide appropriate tools for the main study. Two laboratory experiments were conducted to validate the proposed framework. In experiment 1, participants were randomly assigned to one of the conditions of the 2-group design (self-regulatory resource depletion vs. control condition). Furthermore, the design of experiment 2 was a 2 (self-regulatory resource depletion vs. control condition) by 2 (descriptive norm vs. no heuristic) between-subjects design. The findings of experiment 1 yielded the first empirical foundation for reflective and impulsive aspects of impulse buying behavior. The results supported the fact that self-regulatory resources moderate the impact of both reflective and impulsive determinants on unhealthy snack impulse buying. The second experiment showed that the descriptive norm is associated with the unhealthy snacks impulse buying only when enough self-regulatory resources are available. This experiment also demonstrated that the influence of descriptive norm on unhealthy snack impulse buying is significant only for those with interdependent self-construals.	es_ES
dc.identifier.uri	http://hdl.handle.net/20.500.14454/737
dc.language.iso	eng	es_ES
dc.publisher	Universidad de Deusto	es_ES
dc.subject	Ciencias económicas	es_ES
dc.subject	Economía general	es_ES
dc.subject	Organización y dirección de empresas	es_ES
dc.title	Reflective and impulsive predictors of impulse buying	es_ES
dc.title	A multidisciplinary approach	es_ES
dc.type	Tesis	es_ES