TY - JOUR
T1 - Differences and similarities between impulse buying and variety seeking
T2 - a personality-based perspective
AU - Olsen, Svein Ottar
AU - Tudoran, Ana Alina
AU - Honkanen, Pirjo
AU - Verplanken, Bas
PY - 2016/1
Y1 - 2016/1
N2 - Although personality is a key determinant of consumer purchasing decision making, the role of personality traits on impulse buying and variety seeking is not conclusive. This research uses a personality perspective to determine the unique associations between impulse buying tendency (IBT), variety seeking tendency (VST), and the Big Five personality traits within one integrated framework. Based on data from a nationally representative sample of 1,644 Norwegian adults, the results show that while IBT and VST might be correlated, they differ significantly with respect to two major personality aspects: Neuroticism and Openness to Experience. Specifically, the present study indicates that Neuroticism predicted IBT positively and VST negatively, while Openness was a strong predictor of VST and unrelated to IBT.
AB - Although personality is a key determinant of consumer purchasing decision making, the role of personality traits on impulse buying and variety seeking is not conclusive. This research uses a personality perspective to determine the unique associations between impulse buying tendency (IBT), variety seeking tendency (VST), and the Big Five personality traits within one integrated framework. Based on data from a nationally representative sample of 1,644 Norwegian adults, the results show that while IBT and VST might be correlated, they differ significantly with respect to two major personality aspects: Neuroticism and Openness to Experience. Specifically, the present study indicates that Neuroticism predicted IBT positively and VST negatively, while Openness was a strong predictor of VST and unrelated to IBT.
KW - Big Five personality
KW - impulse buying tendency
KW - variety seeking tendency
KW - structural equation modeling
UR - http://dx.doi.org/10.1002/mar.20853
U2 - 10.1002/mar.20853
DO - 10.1002/mar.20853
M3 - Article
SN - 0742-6046
VL - 33
SP - 36
EP - 47
JO - Psychology and Marketing
JF - Psychology and Marketing
IS - 1
ER -