Approach to Life Scales

Richard Heslin, Purdue University
Blair T. Johnson, Purdue University
ABSTRACT - This study presents initial conceptual and empirical background to the Approach to Life (AL) scales (Heslin and Johnson ]985). These nine scales were developed to assess major behavioral orientations that underlie or facilitate consumer behavior. The scales are entitled (]) Aware of Other's Possessions, (2) Decision Confident, (3) Desires Sensuous Experiences, (4) Seeks Variety, (S) Impulse Buyer, (6) In the Communication Network, (7) Innovator, (8) Materialist, and (9) Go First Class. Care has been taken to avoid common personality inventory mistakes.and pitfalls and to build on the procedures of the more careful instrument developers, Indications based on theory and data are that the scales are adequately separated yet all of them relate to the same general construct: Enjoys being a consumer and is likely to spend money. Results from a telephone survey reveal good initial support for the validity of the scales.
[ to cite ]:
Richard Heslin and Blair T. Johnson (1986) ,"Approach to Life Scales", in NA - Advances in Consumer Research Volume 13, eds. Richard J. Lutz, Provo, UT : Association for Consumer Research, Pages: 666.

Advances in Consumer Research Volume 13, 1986      Page 666

APPROACH TO LIFE SCALES

Richard Heslin, Purdue University

Blair T. Johnson, Purdue University

ABSTRACT -

This study presents initial conceptual and empirical background to the Approach to Life (AL) scales (Heslin and Johnson ]985). These nine scales were developed to assess major behavioral orientations that underlie or facilitate consumer behavior. The scales are entitled (]) Aware of Other's Possessions, (2) Decision Confident, (3) Desires Sensuous Experiences, (4) Seeks Variety, (S) Impulse Buyer, (6) In the Communication Network, (7) Innovator, (8) Materialist, and (9) Go First Class. Care has been taken to avoid common personality inventory mistakes.and pitfalls and to build on the procedures of the more careful instrument developers, Indications based on theory and data are that the scales are adequately separated yet all of them relate to the same general construct: Enjoys being a consumer and is likely to spend money. Results from a telephone survey reveal good initial support for the validity of the scales.

For further information, write to:

Professor Richard Heslin / Department of Psychological Sciences / Purdue University / West Lafayette, IN 47907

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