University of Twente Student Theses


Impulsive purchase behavior : the role of the environment and self-regulatory processes

Haubrock, Inga (2011) Impulsive purchase behavior : the role of the environment and self-regulatory processes.

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Abstract:The present study investigates the effect of impulsive purchase behavior as influenced by the environment and state-ego depletion. It was supposed that high arousal environments lead to higher amounts of ego-depletion and therefore to impulsive purchase behavior. Within the first study respondents were exposed to different arousal inducing environments manipulated by the use of color and music. The second study manipulated state-ego depletion by means of a depletion task. The third study dealt with a higher level of manipulation by using the factor crowding additionally being manipulated. Impulsive spending was measured afterwards. Results indicate that high arousal environments lead to more ego-depletion. Furthermore high arousal environments were found to increase impulsive spending behavior, whereas this effect could only be detected in the third study. Study 1 and 2 revealed the factor pleasure to be a good predictor of impulsive buying. Low amounts of pleasure were found to increase the amount of money being spent. The present findings imply high arousal environments to elicit ego-depletion and impulsive spending. Furthermore displeasure was detected to increase ego-depletion due to the mood-regulatory processes taking place during negative mood states. The obtained findings and practical implications are discussed.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:77 psychology
Programme:Psychology MSc (66604)
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