The Role of Subjective Well-Being, Positive and Negative Affect, and Consumer Susceptibility to Interpersonal Influence in Predicting Impulse Buying Tendencies

Although moderate levels of impulse buying can be pleasant and gratifying, recent theoretical work suggests that chronic, high frequency impulse buying has a compulsive element and can function as a form of escape from negative affective states, depression, and low self-esteem. The present research empirically examines this theoretical approach to impulse buying. In the present study, 277 Canadian participants completed measures of chronic impulse buying tendencies, subjective well-being, affect, susceptibility to interpersonal influence, and self-esteem. Results were consistent with the proposition that impulse buying tendencies are linked to affect, and particularly to negative affect.

Citation:

David Silvera, Anne Lavack, and Fredric Kropp (2006) ,"The Role of Subjective Well-Being, Positive and Negative Affect, and Consumer Susceptibility to Interpersonal Influence in Predicting Impulse Buying Tendencies", in AP - Asia-Pacific Advances in Consumer Research Volume 7, eds. Margaret Craig Lees, Teresa Davis, and Gary Gregory, Sydney, Australia : Association for Consumer Research, Pages: 359-361.