Normative Influences on Impulsive Buying Behavior

Clicks: 2
ID: 291660
1995
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Abstract
Although consumer researchers have investigated impulse buying for nearly 50 years, almost no research has empirically examined its normative aspects. This article presents conceptual and empirical evidence that consumers' normative evaluations (i.e., judgments about the appropriateness of engaging in impulse buying behavior) moderate the relationship between the impulse buying trait and consumers' buying behaviors. Specifically, the relationship between the buying impulsiveness trait and related buying behaviors is significant only when consumers believe that acting on impulse is appropriate. The findings from two studies across student and retail customer samples converge and support the hypothesized moderating role of consumers' normative evaluations.
Reference Key
openalex_W3125621338 Use this key to autocite in the manuscript while using SciMatic Manuscript Manager or Thesis Manager
Authors Dennis W. Rook, Robert J. Fisher
Journal journal of consumer research
Year 1995
DOI
10.1086/209452
URL
https://doi.org/10.1086/209452
Keywords Keywords not found

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