Article2015

A Cross-Cultural Analysis of Impulsive and Compulsive Buying Behaviors among Israeli and U.S. Consumers: The Influence of Personal Traits and Cultural Values

Aviv Shoham · Yossi Gavish · Sigal Segev

34 citations0/0 files storedJournal of International Consumer Marketing

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Consumer Retail Behavior Studies Consumer Market Behavior and Pricing Consumer Behavior in Brand Consumption and Identification

Abstract

This study tests a model to investigate the extent to which drivers of compulsive and impulsive buying behaviors overlap. The model includes personal and cultural antecedents for traits of consumer impulsiveness and compulsiveness and impulsive and compulsive buying behaviors as outcomes. Survey results from 336 Israeli and 595 U.S. consumers indicate that the personality antecedents envy, low self-esteem, and fantasizing generally drive consumer traits of impulsiveness and compulsiveness, though some differences exist between consumers in the U.S. and Israel. However, cultural orientations were found to be insignificant in driving traits of impulsiveness or compulsiveness.

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References

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2017Elucidating the Dark Side of Envy: Distinctive Links of Benign and Malicious Envy With Dark Personalities 2021Impulsive Shopping Overseas: Do Sunk Cost, Information Confusion, and Anticipated Regret Have a Say?

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