IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v145y2022icp442-453.html
   My bibliography  Save this article

Discovering the dark side of brand attachment: Impulsive buying, obsessive-compulsive buying and trash talking

Author

Listed:
  • Japutra, Arnold
  • Ekinci, Yuksel
  • Simkin, Lyndon

Abstract

Although brand attachment has positive effects on favorable consumer behavior, recent studies have advocated that brand attachment may have dark sides which stimulate some harmful behaviors. Nevertheless, research on the dark side of brand attachment is scant. This study investigates the effect of brand attachment on two negative behaviors (compulsive buying and trash talking). The survey findings show that the three components of brand attachment - passion, prominence, and anxiety - are positively related to impulsive and obsessive–compulsive buying. In turn, consumers who exhibit obsessive–compulsive buying are more likely to practice trash talking. Furthermore, consumer age moderates the relationship between brand passion, brand anxiety and compulsive buying. The research adds to the body of knowledge of consumer-brand relationship, particularly on the dark side of brand attachment. The findings contribute to the creation and deployment of altruistic customer relationship programs and regulations.

Suggested Citation

  • Japutra, Arnold & Ekinci, Yuksel & Simkin, Lyndon, 2022. "Discovering the dark side of brand attachment: Impulsive buying, obsessive-compulsive buying and trash talking," Journal of Business Research, Elsevier, vol. 145(C), pages 442-453.
    • Handle: RePEc:eee:jbrese:v:145:y:2022:i:c:p:442-453
    DOI: 10.1016/j.jbusres.2022.03.020
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S014829632200248X
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2022.03.020?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Japutra, Arnold & Kumar Roy, Sanjit & Pham, Tram-Anh N., 2021. "Relating brand anxiety, brand hatred and obsess: Moderating role of age and brand affection," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    2. Darrat, Aadel A. & Darrat, Mahmoud A. & Amyx, Douglas, 2016. "How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 103-108.
    3. Swimberghe, Krist R. & Astakhova, Marina & Wooldridge, Barbara Ross, 2014. "A new dualistic approach to brand passion: Harmonious and obsessive," Journal of Business Research, Elsevier, vol. 67(12), pages 2657-2665.
    4. Rather, Raouf Ahmad & Hollebeek, Linda D., 2021. "Customers’ service-related engagement, experience, and behavioral intent: Moderating role of age," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    5. Yip, Jeremy A. & Schweitzer, Maurice E. & Nurmohamed, Samir, 2018. "Trash-talking: Competitive incivility motivates rivalry, performance, and unethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 144(C), pages 125-144.
    6. Riquelme, Isabel P. & Román, Sergio & Cuestas, Pedro J. & Iacobucci, Dawn, 2019. "The Dark Side of Good Reputation and Loyalty in Online Retailing: When Trust Leads to Retaliation through Price Unfairness," Journal of Interactive Marketing, Elsevier, vol. 47(C), pages 35-52.
    7. Richard L. Flight & Devon Sacramento, 2015. "Brand Attachment and the Compulsive Buyer," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 5(8), pages 157-171, August.
    8. Kukar-Kinney, Monika & Ridgway, Nancy M. & Monroe, Kent B., 2012. "The Role of Price in the Behavior and Purchase Decisions of Compulsive Buyers," Journal of Retailing, Elsevier, vol. 88(1), pages 63-71.
    9. Loureiro, Sandra Maria Correia & Roschk, Holger, 2014. "Differential effects of atmospheric cues on emotions and loyalty intention with respect to age under online/offline environment," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 211-219.
    10. Roschk, Holger & Müller, Jana & Gelbrich, Katja, 2013. "Age matters: How developmental stages of adulthood affect customer reaction to complaint handling efforts," Journal of Retailing and Consumer Services, Elsevier, vol. 20(2), pages 154-164.
    11. G. Adamczyk & J. Capetillo-Ponce & D. Szczygielski, 2020. "Compulsive Buying in Poland. An Empirical Study of People Married or in a Stable Relationship," Journal of Consumer Policy, Springer, vol. 43(3), pages 593-610, September.
    12. Richard Huaman-Ramirez & Dwight Merunka, 2019. "Brand experience effects on brand attachment: the role of brand trust, age, and income," Post-Print hal-02492731, HAL.
    13. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    14. Rook, Dennis W & Fisher, Robert J, 1995. "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 305-313, December.
    15. Japutra, Arnold & Ekinci, Yuksel & Simkin, Lyndon, 2019. "Self-congruence, brand attachment and compulsive buying," Journal of Business Research, Elsevier, vol. 99(C), pages 456-463.
    16. Michaela Merk & Géraldine Michel, 2019. "The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception," Post-Print hal-02045833, HAL.
    17. Lo, Hui-Yi & Harvey, Nigel, 2011. "Shopping without pain: Compulsive buying and the effects of credit card availability in Europe and the Far East," Journal of Economic Psychology, Elsevier, vol. 32(1), pages 79-92, February.
    18. Khan, Imran & Hollebeek, Linda D. & Fatma, Mobin & Islam, Jamid Ul & Riivits-Arkonsuo, Iivi, 2020. "Customer experience and commitment in retailing: Does customer age matter?," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    19. Merk, Michaela & Michel, Géraldine, 2019. "The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception," Journal of Business Research, Elsevier, vol. 102(C), pages 339-352.
    20. Richard Huaman-Ramirez & Dwight Merunka, 2019. "Brand experience effects on brand attachment: The role of brand trust, age, and income," Post-Print hal-02118504, HAL.
    21. Nancy M. Ridgway & Monika Kukar-Kinney & Kent B. Monroe, 2008. "An Expanded Conceptualization and a New Measure of Compulsive Buying," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(4), pages 622-639, August.
    22. Ewing, Michael T. & Wagstaff, Peter E. & Powell, Irene H., 2013. "Brand rivalry and community conflict," Journal of Business Research, Elsevier, vol. 66(1), pages 4-12.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Raggiotto, Francesco & Compagno, Cristiana & Scarpi, Daniele, 2023. "Care management to improve retail customers' and employees’ satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    2. Fei Huang & Wenqiu Guo, 2023. "Rise of Mental Sub-Health Consumers: Examining the Compulsive Buying Behavior in the Post-COVID-19 Era," SAGE Open, , vol. 13(4), pages 21582440231, December.
    3. P. Rodrigues & M. Junaid & A. Sousa & A. P. Borges, 2024. "Brand addiction’s mediation of brand love and loyalty’s effect on compulsive buying: the case of human brands," Journal of Brand Management, Palgrave Macmillan, vol. 31(4), pages 382-400, July.
    4. Moon, Moin Ahmad & Faheem, Shakeeb & Farooq, Amna, 2022. "I, me, and my everything: Self conceptual traits and compulsive buying behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    5. Liao, Junyun & Chen, Jiawen & Zhao, Haichuan & Li, Muhua, 2023. "Fanning the flames: Transmitting negative word of mouth of rival brands," Journal of Business Research, Elsevier, vol. 154(C).
    6. Rui Chen & Haolan Yan, 2023. "Effects of Knowledge Anxiety and Cognitive Processing Bias on Brand Avoidance during COVID-19: The Mediating Role of Attachment Anxiety and Herd Mentality," Sustainability, MDPI, vol. 15(8), pages 1-20, April.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Japutra, Arnold & Kumar Roy, Sanjit & Pham, Tram-Anh N., 2021. "Relating brand anxiety, brand hatred and obsess: Moderating role of age and brand affection," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    2. Japutra, Arnold & Ekinci, Yuksel & Simkin, Lyndon, 2019. "Self-congruence, brand attachment and compulsive buying," Journal of Business Research, Elsevier, vol. 99(C), pages 456-463.
    3. Khan, Imran & Hollebeek, Linda D. & Fatma, Mobin & Islam, Jamid Ul & Riivits-Arkonsuo, Iivi, 2020. "Customer experience and commitment in retailing: Does customer age matter?," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    4. Ayaz Ali & Chen Li & Ashfaque Hussain & Bakhtawar, 2024. "Hedonic Shopping Motivations and Obsessive–Compulsive Buying on the Internet," Global Business Review, International Management Institute, vol. 25(1), pages 198-215, February.
    5. Okazaki, Shintaro & Schuberth, Florian & Tagashira, Takumi & Andrade, Victoria, 2021. "Sneaking the dark side of brand engagement into Instagram: The dual theory of passion," Journal of Business Research, Elsevier, vol. 130(C), pages 493-505.
    6. Fatima, Johra Kayeser & Di Mascio, Rita & Sharma, Piyush, 2020. "Demystifying the impact of self-indulgence and self-control on customer-employee rapport and customer happiness," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    7. Robert Powell & Anh Do & Denise Gengatharen & Jaime Yong & Rasiah Gengatharen, 2023. "The relationship between responsible financial behaviours and financial wellbeing: The case of buy‐now‐pay‐later," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 63(4), pages 4431-4451, December.
    8. Singh, Jaskaran & Singh, Gurbir & Kumar, Satinder & Mathur, Ajeet N., 2021. "Religious influences in unrestrained consumer behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    9. Kusi, Samuel Yaw & Gabrielsson, Peter & Baumgarth, Carsten, 2022. "How classical and entrepreneurial brand management increases the performance of internationalising SMEs?," Journal of World Business, Elsevier, vol. 57(5).
    10. P. Rodrigues & M. Junaid & A. Sousa & A. P. Borges, 2024. "Brand addiction’s mediation of brand love and loyalty’s effect on compulsive buying: the case of human brands," Journal of Brand Management, Palgrave Macmillan, vol. 31(4), pages 382-400, July.
    11. Mrad, Mona & Cui, Charles Chi, 2020. "Comorbidity of compulsive buying and brand addiction: An examination of two types of addictive consumption," Journal of Business Research, Elsevier, vol. 113(C), pages 399-408.
    12. Rather, Raouf Ahmad & Raisinghani, Manju & Gligor, David & Parrey, Shakir Hussain & Russo, Ivan & Bozkurt, Sıddık, 2023. "Examining tourist citizenship behaviors through affective, cognitive, behavioral engagement and reputation: Symmetrical and asymmetrical approaches," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    13. Umut Ünal & Rıfgı Buğra Bağcı & Mertcan Taşçıoğlu, 2024. "The perfect combination to win the competition: Bringing sustainability and customer experience together," Business Strategy and the Environment, Wiley Blackwell, vol. 33(5), pages 4806-4824, July.
    14. Darrat, Aadel A. & Darrat, Mahmoud A. & Amyx, Douglas, 2016. "How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 103-108.
    15. Tsuen-Ho Hsu & Ling-Zhong Lin, 2021. "A Multidimensional Fuzzy Quality Function Deployment Design for Brand Experience Assessment of Convenience Stores," Mathematics, MDPI, vol. 9(20), pages 1-24, October.
    16. Rather, Raouf Ahmad & Hollebeek, Linda D., 2021. "Customers’ service-related engagement, experience, and behavioral intent: Moderating role of age," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    17. Piotr Tarka & Jasurbek Babaev, 2021. "Methodological insights on measurement and evaluation of compulsive buying behavior among young consumers in Poland: the case of compulsive- and non-compulsive buyers," Quality & Quantity: International Journal of Methodology, Springer, vol. 55(5), pages 1581-1611, October.
    18. Tarka, Piotr & Kukar-Kinney, Monika & Harnish, Richard J., 2022. "Consumers’ personality and compulsive buying behavior: The role of hedonistic shopping experiences and gender in mediating-moderating relationships," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    19. Kuppelwieser, Volker G., 2016. "Towards the use of chronological age in research – A cautionary comment," Journal of Retailing and Consumer Services, Elsevier, vol. 33(C), pages 17-22.
    20. Shamim, Amjad & Abid, Muhammad Farrukh & Ahmad, Farooq, 2024. "S–O–R based experiential framework for measuring in-store customer satisfaction in non-fuel retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:145:y:2022:i:c:p:442-453. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.