Trait Predictors of Online Impulsive Buying Tendency: A Hierarchical Approach

The Internet represents a new marketing channel that can stimulate buying impulsiveness. With Mowen's 3M model as a theoretical framework, this paper examines the trait predictors of this online buying tendency. Buying impulsiveness (surface trait) is positively affected by Internet addiction (...

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Bibliographic Details
Published inJournal of marketing theory and practice Vol. 19; no. 3; pp. 337 - 346
Main Authors Sun, Tao, Wu, Guohua
Format Journal Article
LanguageEnglish
Published Abingdon Routledge 01.07.2011
Association of Marketing Theory and Practice
Assoc
Taylor & Francis Ltd
Subjects
Addictions
Addictive behaviors
Behavior
buying impulsiveness
Conscientiousness
Consumer behavior
Consumer psychology
Consumer spending
Consumers
Consumption
Electronic commerce
Emotional stability
Hypotheses
Impulse buying
Impulsiveness
Impulsivity
Impulskauf
Internet
Internet addiction
Konsumentenverhalten
Materialism
Mediennutzung
Online-Handel
Personality
Personality traits
Phenotypic traits
Research Note
Self control
Self efficacy
Studies
Variables
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Summary:The Internet represents a new marketing channel that can stimulate buying impulsiveness. With Mowen's 3M model as a theoretical framework, this paper examines the trait predictors of this online buying tendency. Buying impulsiveness (surface trait) is positively affected by Internet addiction (situational trait), need for arousal (elemental trait), and need for material resources (elemental trait). It is negatively affected by task orientation (compound trait). Emotional instability (elemental trait) has a positive effect on Internet addiction. Conscientiousness (elemental trait) has a positive effect on task orientation. Theoretical and practical implications are provided.
Bibliography:SourceType-Scholarly Journals-1
ObjectType-Feature-1
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ISSN:1069-6679
1944-7175
DOI:10.2753/MTP1069-6679190307