The Psychology of Impulse Buying: An Integrative Self-Regulation Approach

By Bas Verplanken, Ayana Sato. 2011

341 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/899c274934ca04584042bbda56702e18d23e2d35

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Citations in the corpus

Self-congruence, brand attachment and compulsive buying (2017, background): “Previous research shows that consumers' willingness to close the gap between the actual and ideal self-concept discrepancy influences compulsive buying (c.f. Verplanken & Sato, 2011).”
Impulsive buying tendency: Measuring important relationships with a new perspective and an indigenous scale (2016, background): “The economic importance of impulsive buying is well established in the retail world (Verplanken & Sato, 2011).”
The role of ideal self-congruence and brand attachment in consumers’ negative behaviour: Compulsive buying and external trash-talking (2018, background): “It is suggested that willingness to close the discrepancy gap between actual and ideal-self may influence impulsive buying (c.f. Verplanken & Sato, 2011).”
Differences and Similarities between Impulse Buying and Variety Seeking: A Personality‐based Perspective (2016, background): “…forward for the discriminant validity of IBT and VST. Initial studies (e.g. Rook, 1987) argue that impulse buying is more emotional than rational, being characterized by responses to negative feelings and the overpowering, uncontrolled urge to buy (Faber & O’Guinn, 2008; Verplanken & Sato, 2011).”
The role of atmospheric cues in online impulse-buying behavior (2013, background): “Therefore, impulse buying is characterized by reduced information processing and cognitive reactions, thus often being based on a product’s ability to evoke excitement or joy (Verplanken and Sato 2011).”
The influence of trait affect and the five-factor personality model on impulse buying (2015, neutral): “Such impulsive buying behavior is argued (d’Astous, 1990; Verplanken & Sato, 2011) and empirically found (Sun, Wu & Youn, 2004) to predict compulsive buying, a self-regulation disorder affecting around 5 percent of individuals (Claes et al, 2010).”
Antecedents and consequences of chronic impulsive buying: Can impulsive buying be understood as dysfunctional self‐regulation? (2018, background): “In their review of impulsive buying research, Verplanken and Sato (2011) note evidence for an association between both positive and negative emotions and impulsive buying.”
Store Environment, Personality Factors and Impulse Buying Behavior in Egypt: The Mediating Roles of Shop Enjoyment and Impulse Buying Tendencies (2015, background): “Impulsive buying behavior (IBB) is an important phenomenon in the context of retail business and marketing [60].”