Understanding Impulsive and Compulsive Buying Behavior of Online Consumers

Abstract: In today's time, the usage of internet and smart phones has been rapidly growing resulting in to quick sharing of information and enabling consumers to access and share information on the go. Consumers are preferring to use online mode over the traditional method of buying goods and services. The buying patterns of the online consumers in the Fastmoving Consumer Goods sector is generally governed by personal, psychological and social factors. It can have both the traits of compulsive and impulsive buying. The aim of this paper is to identify the factors formulating compulsive and impulsive buying behavior of online buyers and to identify relationship between compulsive and impulsive buying. For this purpose, data from 516 consumers who prefer to purchase online was collected. The tools used include Exploratory Factor Analysis, Confirmatory Factor Analysis and Structured Equation Modeling. Analysis of data reveals that deal is a confounding variable for both impulsive and compulsive buying behavior. Further there exists a positive impact of impulsive buying behavior on compulsive buying behavior.

Keywords

Compulsive buying Impulsive buying online consumers Deal

References

i. Badgaiyan, A., & Verma, A. (2014). Intrinsic factors affecting impulsive buying behaviour—Evidence from India. Journal of Retailing and Consumer Services, 21(4), 537–549.
ii. Edwards, E. A. (1993). Development of a new scale for measuring compulsive buying behavior. Financial Counseling and Planning, 4(1), 67–84.
iii. El Hedhli, K., Chebat, J. C., & Sirgy, M. J. (2013). Shopping well-being at the mall: Construct, antecedents, and consequences. Journal of Business Research, 66(7), 856–863.
iv. Faber, R. J., & Christenson, G. A. (1996). In the mood to buy: Differences in the mood states experienced by compulsive buyers and other consumers. Psychology & Marketing, 13(8), 803–819.
v. Gupta, S. (2013). A literature review of compulsive buying—a marketing perspective. Journal of Applied Business and Economics, 14(1), 43–48.
vi. Hanley, A., & Wilhelm, M. S. (1992). Compulsive buying: An exploration into self-esteem and money attitudes. Journal of Economic Psychology, 13(1), 5–18.
vii. Islam, T., Wei, J., Sheikh, Z., Hameed, Z., & Azam, R. I. (2017). Determinants of compulsive buying behavior among young adults: The mediating role of materialism. Journal of Adolescence, 61, 117–130.
viii. Kellett, S., & Bolton, J. V. (2009). Compulsive buying: A cognitive-behavioural model. Clinical Psychology & Psychotherapy: An International Journal of Theory & Practice, 16(2), 83–99.
ix. Khare, A. (2013). Credit card use and compulsive buying behavior. Journal of Global Marketing, 26(1), 28–40.
x. McElroy, S. L., Keck, P. E., Pope, H. G., Smith, J. M., & Strakowski, S. M. (1994). Compulsive buying: A report of 20 cases. The Journal of Clinical Psychiatry.
xi. Mick, D. G., DeMoss, M., & Faber, R. J. (1992). A projective study of motivations and meanings of self-gifts: Implications for retail management. Journal of Retailing, 68(2), 122–145.
xii. Miltenberger, R. G., Redlin, J., Crosby, R., Stickney, M., Mitchell, J., Wonderlich, S., & Smyth, J. (2003). Direct and retrospective assessment of factors contributing to compulsive buying. Journal of Behavior Therapy and Experimental Psychiatry, 34(1), 1–9.
xiii. Mohan Raj, P. (2017). Consumers’ compulsive buying behavior—An empirical study.
xiv. Moon, M. A., Farooq, A., & Kiran, M. (2017). Social shopping motivations of impulsive and compulsive buying behaviors. UW Journal of Management Sciences, 1, 15–27.
xv. Moore, M. (2009). Compulsive shopping disorder: Is it real and can it be measured? (Doctoral dissertation, University of North Carolina at Chapel Hill).
xvi. Mueller, A., Mitchell, J. E., Peterson, L. A., Faber, R. J., Steffen, K. J., Crosby, R. D., & Claes, L. (2011). Depression, materialism, and excessive Internet use in relation to compulsive buying. Comprehensive Psychiatry, 52(4), 420–424.
xvii. O’Guinn, T. C., & Faber, R. J. (1989). Compulsive buying: A phenomenological exploration. Journal of Consumer Research, 16(2), 147–157.
xviii. Prus, R., & Dawson, L. (1991). Shop ‘til you drop: Shopping as recreational and laborious activity. Canadian Journal of Sociology, 146–164.
xix. Raab, G., Elger, C. E., Neuner, M., & Weber, B. (2011). A neurological study of compulsive buying behaviour. Journal of Consumer Policy, 34(4), 401.
xx. Radner, H. (2012). Shopping around: Feminine culture and the pursuit of pleasure. Routledge.
xxi. Roberts, J. A. (1998). Compulsive buying among college students: An investigation of its antecedents, consequences, and implications for public policy. Journal of Consumer Affairs, 32(2), 295–319.
xxii. Scherhorn, G., Reisch, L. A., & Raab, G. (1990). Addictive buying in West Germany: An empirical study. Journal of Consumer Policy, 13(4), 355–387.
xxiii. Vidan, H., Chapa, S., & de Los Santos, G. (2007). Understanding compulsive buyers’ online shopping incidence. Journal of Customer Behaviour, 6(1), 57–74.
xxiv. Wang, C. C., & Yang, H. W. (2008). Passion for online shopping: Personality and compulsive buying. Social Behavior and Personality, 36(5), 693–706.
xxv. Weerathunga, A. K., & Pathmini, M. G. S. (2015). Impact of sales promotion on impulse buying behavior (IBB).
xxvi. Weinberg, P., & Gottwald, W. (1982). Impulsive consumer buying as a result of emotions. Journal of Business Research, 10(1), 43–57.
xxvii. Xiao, S. H., & Nicholson, M. (2011). Mapping impulse buying: A behavioural analysis framework. The Service Industries Journal, 31(15), 2515–2528.
xxviii. Youn, S., & Faber, R. J. (2000). Impulse buying: Its relation to personality traits and cues. ACR North American Advances.

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Dr. Pratiksha Tiwari, Ms. Tanuja Puri . (2020). Understanding Impulsive and Compulsive Buying Behavior of Online Consumers. DIAS Technology Review, 16(2), 31-40.

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[1] i. Badgaiyan, A., & Verma, A. (2014). Intrinsic factors affecting impulsive buying behaviour—Evidence from India. Journal of Retailing and Consumer Services, 21(4), 537–549.

[2] ii. Edwards, E. A. (1993). Development of a new scale for measuring compulsive buying behavior. Financial Counseling and Planning, 4(1), 67–84.

[3] iii. El Hedhli, K., Chebat, J. C., & Sirgy, M. J. (2013). Shopping well-being at the mall: Construct, antecedents, and consequences. Journal of Business Research, 66(7), 856–863.

[4] iv. Faber, R. J., & Christenson, G. A. (1996). In the mood to buy: Differences in the mood states experienced by compulsive buyers and other consumers. Psychology & Marketing, 13(8), 803–819.

[5] v. Gupta, S. (2013). A literature review of compulsive buying—a marketing perspective. Journal of Applied Business and Economics, 14(1), 43–48.

[6] vi. Hanley, A., & Wilhelm, M. S. (1992). Compulsive buying: An exploration into self-esteem and money attitudes. Journal of Economic Psychology, 13(1), 5–18.

[7] vii. Islam, T., Wei, J., Sheikh, Z., Hameed, Z., & Azam, R. I. (2017). Determinants of compulsive buying behavior among young adults: The mediating role of materialism. Journal of Adolescence, 61, 117–130.

[8] viii. Kellett, S., & Bolton, J. V. (2009). Compulsive buying: A cognitive-behavioural model. Clinical Psychology & Psychotherapy: An International Journal of Theory & Practice, 16(2), 83–99.

[9] ix. Khare, A. (2013). Credit card use and compulsive buying behavior. Journal of Global Marketing, 26(1), 28–40.

[10] x. McElroy, S. L., Keck, P. E., Pope, H. G., Smith, J. M., & Strakowski, S. M. (1994). Compulsive buying: A report of 20 cases. The Journal of Clinical Psychiatry.

[11] xi. Mick, D. G., DeMoss, M., & Faber, R. J. (1992). A projective study of motivations and meanings of self-gifts: Implications for retail management. Journal of Retailing, 68(2), 122–145.

[12] xii. Miltenberger, R. G., Redlin, J., Crosby, R., Stickney, M., Mitchell, J., Wonderlich, S., & Smyth, J. (2003). Direct and retrospective assessment of factors contributing to compulsive buying. Journal of Behavior Therapy and Experimental Psychiatry, 34(1), 1–9.

[13] xiii. Mohan Raj, P. (2017). Consumers’ compulsive buying behavior—An empirical study.

[14] xiv. Moon, M. A., Farooq, A., & Kiran, M. (2017). Social shopping motivations of impulsive and compulsive buying behaviors. UW Journal of Management Sciences, 1, 15–27.

[15] xv. Moore, M. (2009). Compulsive shopping disorder: Is it real and can it be measured? (Doctoral dissertation, University of North Carolina at Chapel Hill).

[16] xvi. Mueller, A., Mitchell, J. E., Peterson, L. A., Faber, R. J., Steffen, K. J., Crosby, R. D., & Claes, L. (2011). Depression, materialism, and excessive Internet use in relation to compulsive buying. Comprehensive Psychiatry, 52(4), 420–424.

[17] xvii. O’Guinn, T. C., & Faber, R. J. (1989). Compulsive buying: A phenomenological exploration. Journal of Consumer Research, 16(2), 147–157.

[18] xviii. Prus, R., & Dawson, L. (1991). Shop ‘til you drop: Shopping as recreational and laborious activity. Canadian Journal of Sociology, 146–164.

[19] xix. Raab, G., Elger, C. E., Neuner, M., & Weber, B. (2011). A neurological study of compulsive buying behaviour. Journal of Consumer Policy, 34(4), 401.

[20] xx. Radner, H. (2012). Shopping around: Feminine culture and the pursuit of pleasure. Routledge.

[21] xxi. Roberts, J. A. (1998). Compulsive buying among college students: An investigation of its antecedents, consequences, and implications for public policy. Journal of Consumer Affairs, 32(2), 295–319.

[22] xxii. Scherhorn, G., Reisch, L. A., & Raab, G. (1990). Addictive buying in West Germany: An empirical study. Journal of Consumer Policy, 13(4), 355–387.

[23] xxiii. Vidan, H., Chapa, S., & de Los Santos, G. (2007). Understanding compulsive buyers’ online shopping incidence. Journal of Customer Behaviour, 6(1), 57–74.

[24] xxiv. Wang, C. C., & Yang, H. W. (2008). Passion for online shopping: Personality and compulsive buying. Social Behavior and Personality, 36(5), 693–706.

[25] xxv. Weerathunga, A. K., & Pathmini, M. G. S. (2015). Impact of sales promotion on impulse buying behavior (IBB).

[26] xxvi. Weinberg, P., & Gottwald, W. (1982). Impulsive consumer buying as a result of emotions. Journal of Business Research, 10(1), 43–57.

[27] xxvii. Xiao, S. H., & Nicholson, M. (2011). Mapping impulse buying: A behavioural analysis framework. The Service Industries Journal, 31(15), 2515–2528.

[28] xxviii. Youn, S., & Faber, R. J. (2000). Impulse buying: Its relation to personality traits and cues. ACR North American Advances.