Trait Predictors of Online Impulsive Buying Tendency: A Hierarchical Approach

• Published in: Journal of marketing theory and practice Vol. 19; no. 3; pp. 337 - 346
• Main Authors: Sun, Tao, Wu, Guohua
• Format: Journal Article
• Language: English
• 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

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 (...