Feeling The Urge: Affect in Impulsive and Compulsive Buying

Richard L. Flight, Melissa Markley Rountree, Sharon E. Beatty

2012-10-01articleThe Journal of Marketing Theory and Practice142 citationsclosed

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Consumer Retail Behavior Studies Decision-Making and Behavioral Economics Consumer Market Behavior and Pricing

Abstract

The constructs of impulsive buying tendencies (IBT) and compulsive buying tendencies (CBT) have individually received much attention. However, prior research has neither fully explored their distinctiveness nor the relationships between IBT or CBT and the affect involved in the shopping experience. In order to extend our understanding of both literatures, the current research finds support for the differential effects of IBT and CBT on urge to buy through affect, as well as discrimination, of the two tendencies, using a mixed methodology of a survey and an online shopping diary.

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