Consumption experience of impulse buying in Indonesia: Emotional arousal and hedonistic considerations

A G Herabadi, Bas Verplanken, A van Knippenberg

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49 Citations (SciVal)


Two studies focused on impulsive purchase experiences. Feelings, considerations and ratings of purchase impulsiveness were measured with respect to a recent purchase by means of interviews immediately after the purchase in the shopping environment (Study 1) and through shopping diaries (Study 2). Feelings and considerations were measured by open-ended questions, which yielded a wide range of responses in each category. These responses were subjected to multidimensional scaling. The results demonstrated a high versus low arousal dimension of positive emotions and a hedonic versus utilitarian dimension of considerations. Emotions and considerations were predicted by general impulse-buying tendency, and were related to the experience of impulsive purchases. In Study 2, impulse buying tendency was measured 2 months earlier. Structural equation modelling confirmed a model in which general impulse buying tendency predicts the feelings and considerations in the purchase environment, which in turn, determine the experience of making an impulsive purchase.
Original languageEnglish
Pages (from-to)20-31
Number of pages12
JournalAsian Journal of Social Psychology
Issue number1
Publication statusPublished - 2009


  • shopping experience
  • impulse buying tendency
  • hedonic buying considerations
  • positive emotional arousal


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