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Impulse Ordering: Its Relation to Personality Traits and Cues Seounmi Youn, University of Mn

Ronald T. Faber, College or university of Mn

ABSTRACT - Much of the work on behavioral instinct buying continues to be concerned with defining and computing the concept. Less effort has become directed toward identifying the factors that underlie the tendency to obtain impulsively. This study examines the relationship among impulse obtaining tendencies and three general personality traitsClack of control, stress reaction, and absorption. Additionally , this kind of study identifies several different types of inside states and environmental/ physical stimuli that serve as tips for initiating impulse shopping for. Internal tips include respondents' positive and negative sense states. Environmental/sensory cues include atmospheric cues in selling settings, marketer-controlled cues, and marketing blend stimuli. Interactions between the 3 personality traits and specific instinct buying cues are also reviewed, along with differences amongst high and low instinct buyers inside their sensitivity to several cues. [ to cite ]:

Seounmi Youn and Ronald M. Faber (2000), " Instinct Buying: Their Relation to Personality Traits and Cues", in Advances in Buyer Research Volume level 27, eds. Stephen L. Hoch and Robert L. Meyer, Improvements in Customer Research Volume level 27: Relationship for Buyer Research, Internet pages: 179-185.

Advances in Consumer Research Volume 27, 2000 В В В В Pages 179-185 IMPULSE OBTAINING: ITS REGARDS TO PERSONALITY TRAITS AND CUES

Seounmi Youn, School of Mn

Ronald L. Faber, College or university of Mn

ABSTRACT --

Much of the work on behavioral instinct buying has become concerned with understanding and calculating the concept. Less effort has been directed toward identifying the factors that underlie the tendency to acquire impulsively. This kind of study looks at the relationship among impulse obtaining tendencies and three general personality traitsClack of control, stress response, and compression. Additionally , this kind of study pinpoints several different types of inner states and environmental/ physical stimuli that serve as cues for activating impulse obtaining. Internal cues include respondents' positive and negative sense states. Environmental/sensory cues cover atmospheric cues in price tag settings, marketer-controlled cues, and marketing blend stimuli. Associations between the 3 personality traits and specific impulse buying tips are also evaluated, along with differences among high and low instinct buyers in their sensitivity to several cues. INTRO

Impulse ordering has been regarded a pervasive and unique phenomenon in the American lifestle and has become receiving increasing attention by consumer research workers and advocates (Rook 1987; Rook and Fisher 1995). Prior research on behavioral instinct buying have frequently centered on the definitional elements specific impulse via non-impulse shopping for (Cobb and Hoyer 1986; Piron 1991; Rook 1987), and offering a theoretical construction for analyzing impulse shopping for (Burroughs 1996; Hoch and Loewenstein 1991; Rook and Fisher 95; Rook and Gardner 1993). Several recent studies include attempted to develop and validate scales to measure the behavioral instinct buying tendency (Rook and Fisher 1995; Weun, Roberts, and Beatty 1997). However , while analysis interest have been growing, we are still merely beginning to learn about the factors that affect behavioral instinct buying. Behavioral instinct buying could possibly be influenced by internal claims or traits experienced simply by consumers, or perhaps by environmental factors. Analysts have attempted to determine if individuals that frequently engage in this tendencies have some prevalent personality traits. Various other researchers have got suggested that internal says and environmental cues can easily serve to trigger the behavioral instinct to purchase. The purpose of this conventional paper is to develop these previous studies simply by examining the partnership between impulse buying and several relevant personality traits, as well as to...

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