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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| Published in | Journal of marketing theory and practice Vol. 19; no. 3; pp. 337 - 346 |
|---|---|
| Main Authors | , |
| Format | Journal Article |
| Language | English |
| Published |
Abingdon
Routledge
01.07.2011
Association of Marketing Theory and Practice Assoc Taylor & Francis Ltd |
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| Online Access | Get full text |
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| Abstract | 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. |
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| AbstractList | 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. 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. [PUBLICATION ABSTRACT] |
| Author | Wu, Guohua Sun, Tao |
| Author_xml | – sequence: 1 givenname: Tao surname: Sun fullname: Sun, Tao organization: University of Vermont, Burlington, VT – sequence: 2 givenname: Guohua surname: Wu fullname: Wu, Guohua organization: California State University at Fullerton, Fullerton, CA |
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| Copyright | Copyright Taylor & Francis Group, LLC 2011 Copyright © 2011 M.E. Sharpe, Inc. Copyright M. E. Sharpe Inc. Summer 2011 |
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| SubjectTerms | 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 |
| Title | Trait Predictors of Online Impulsive Buying Tendency: A Hierarchical Approach |
| URI | https://www.tandfonline.com/doi/abs/10.2753/MTP1069-6679190307 https://www.jstor.org/stable/23033922 http://www.econis.eu/PPNSET?PPN=666177430 https://www.proquest.com/docview/875469855 |
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