Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer Behavior

By Roy F. Baumeister. 2002

1,596 citations recorded by the source corpus.

Subfields: Applied Psychology, Marketing

View Paper: https://www.semanticscholar.org/paper/49ef76a848f68bb63a4590481893085e9be82918

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Citations in the corpus

Effortless Self‐Control: A Novel Perspective on Response Conflict Strategies in Trait Self‐Control (2015, background): “The dominant approach to self-control posits that people ’ s ability to exert self-control is limited, meaning that self-control cannot be continuously used (Baumeister, 2002; Baumeister et al., 1998; Baumeister, Vohs, & Tice, 2007; Vohs & Heatherton, 2000).”
New Scanner Data for Brand Marketers: How Neuroscience Can Help Better Understand Differences in Brand Preferences (2012, background): “Recall the relevance of self control to many consumer purchases (Baumeister, 2002).”
Trait Predictors of Online Impulsive Buying Tendency: A Hierarchical Approach (2011, background): “(Baumeister 2002, p. 671) It is also possible that individuals with task-oriented and deadline-driven tendencies are less likely to wander away from their goals and become addicted to the Internet.”
Positive Mood and Resistance to Temptation: The Interfering Influence of Elevated Arousal (2010, background): “In sum, this research examines a domain of consumer behavior in which the volatility of feeling states interacts with buyer behavior, namely, selfcontrol, a domain that is of increasing importance to consumer researchers, marketers, and policy makers alike (Baumeister 2002).”
Acts of Benevolence: A Limited-Resource Account of Compliance with Charitable Requests (2009, neutral): “This work suggests that a state of self-regulatory resource de-RESOURCE pletion weakens resistance to temptations and (unwanted) inﬂuence attempts (Baumeister 2002).”
Antecedents and consequences of chronic impulsive buying: Can impulsive buying be understood as dysfunctional self‐regulation? (2018, background): “Based on a review of self-control literature, Baumeister (2002) argues that emotional distress leads to emotion repair goals taking”
Integrating Theories of Motivation (2006, neutral): “…soil conversation, strategic risk behavior, project management, and workplace violence (e.g., Barkley, Edwards, Laneri, Fletcher, & Metevia, 2001; Baumeister, 2002; Berejikian, 2002; Bleichrodt & Gafni, 1996; Das & Teng, 2001; DellaVigna & Paserman, 2005; Frederick et al., 2002; Glasner, 2003;…”
Emotional intelligence: an integrative meta-analysis and cascading model. (2010, background): “Similarly, self-regulation theory supports the idea that we have a finite resource pool (Baumeister, 2002; Muraven, Tice, & Baumeister, 1998; Vohs & Heatherton, 2000) from which emotion regulation draws.”
Retail therapy: A strategic effort to improve mood (2011, neutral): “…mood depletes the resources that would normally be available to regulate impulses, then the ability to control those impulses is diminished (Baumeister, 2002; 1 Although the self-regulation literature is precise in discussing the links between mood and impulse control, measuring “impulsive…”
Teaching teenagers in finance: does it work? (2015, background): “For example, Baumeister (2002) and Strayhorn (2002) find that individuals with strong self-control are more likely to spend less money and are less likely to shop on impulse.”
Willpower and the Optimal Control of Visceral Urges (2012, neutral): “Proposition 2 If perfect smoothing occurs, the following conditions must hold: (1) fWfc − fcW f = 0, for c = R̄T , W ∈ h Ŵ , W̄ i , and (2) m0(Ŵ ) ≤ mH(Ŵ , cH).”
Utilizing the Theory of Planned Behavior to Understand Convenience Use of Credit Cards (2009, neutral): “Some studies have identified that credit cards play an important role in leading to compulsive buying as a result of social pressures and lack of self control (Baumeister, 2000; Roberts & Jones, 2001).”