The Buying Impulse and Perceptions of the Physical Self - Theoretical Economics Letters

TEL > Vol.7 No.7, December 2017

Theoretical Economics Letters

Volume 7, Issue 7 (December 2017)

ISSN Print: 2162-2078 ISSN Online: 2162-2086

Google-based Impact Factor: 1.19 Citations h5-index & Ranking

The Buying Impulse and Perceptions of the Physical Self ()

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DOI: 10.4236/tel.2017.77129 2,216 Downloads 6,706 Views Citations

Author(s)

Michael Minor, Tofazzal Hossain

Affiliation(s)

Robert C. Vackar College of Business & Entrepreneurship, University of Texas, Edinburg, TX, USA.

ABSTRACT

General trait-based approaches to the study of impulsive buying fail to explain the product-specific nature of this behavior and the relevance of specific self-motives in this context. Two related studies were conducted to understand the role of domain-specific physical self-perceptions on the context dependent nature of impulsive buying. The first study showed that physical self-perceptions are better predictors of context-specific impulsive buying than global self-measures. The second study grouped people with high and low physical self-esteem (PSE) to understand the role of PSE on product-specific, impulsive buying tendencies. Results showed that the impulsive buying tendency of individuals toward different products changes as a function of the relevance of product to physical self-perceptions. It was also found that perceived importance in the physical domain (PIP) may be an underlying factor. Overall, current research suggests impulsive buying is a product-specific behavior such that physical self-images along with perceived importance attributed to these images may affect individuals’ impulsive buying tendencies, depending on the self-related function of products.

KEYWORDS

Impulsive Buying, Physical Self-Perceptions, Self-Esteem, General Impulsivity

Share and Cite:

Minor, M. and Hossain, T. (2017) The Buying Impulse and Perceptions of the Physical Self. Theoretical Economics Letters, 7, 1899-1924. doi: 10.4236/tel.2017.77129.

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