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Sadness, identity, and plastic in over-shopping: The interplay of materialism, poor credit management, and emotional buying motives in predicting compulsive buying

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  • Donnelly, Grant
  • Ksendzova, Masha
  • Howell, Ryan T.

Abstract

A comprehensive study is currently lacking to explain why material values strongly influence compulsive buying. The goal of the current study is to test if money management, buying motivations for improving mood and identity, and self-transformation expectations mediate the link from material values to compulsive buying. In one sample (N=1077) we find, as expected, that materialism correlates positively with compulsive buying and that a lack of money management mediates the path from materialism to compulsive buying. In a second sample (N=650) we find that, specifically, it is the poor credit management of materialists that most strongly mediates this relation. Further, emotional buying motives (i.e., shopping in order to improve one’s mood) and transformation expectations also mediate the relationship between materialism and compulsive buying. Thus, the tendency of materialists to (a) not manage their credit, (b) believe that their purchases will transform their lives, and (c) make purchases for emotional reasons completely explains their greater frequency of compulsive buying.

Suggested Citation

  • Donnelly, Grant & Ksendzova, Masha & Howell, Ryan T., 2013. "Sadness, identity, and plastic in over-shopping: The interplay of materialism, poor credit management, and emotional buying motives in predicting compulsive buying," Journal of Economic Psychology, Elsevier, vol. 39(C), pages 113-125.
    • Handle: RePEc:eee:joepsy:v:39:y:2013:i:c:p:113-125
    DOI: 10.1016/j.joep.2013.07.006
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    2. S.K. Pandey, 2016. "The Effect of Deals and Moods on Compulsive Buying: A Study on Young Indian Consumers," Global Business Review, International Management Institute, vol. 17(2), pages 438-449, April.
    3. José Manuel Otero-López, 2022. "What Do We Know When We Know a Compulsive Buying Person? Looking at Now and Ahead," IJERPH, MDPI, vol. 19(18), pages 1-19, September.
    4. Jaspers, Esther, 2018. "Opening up on consumer materialism," Other publications TiSEM a21cb1c8-5af1-46cc-9ea0-a, Tilburg University, School of Economics and Management.
    5. Mittal, Banwari, 2015. "Self-concept clarity: Exploring its role in consumer behavior," Journal of Economic Psychology, Elsevier, vol. 46(C), pages 98-110.
    6. Meysam H. Barzoki & Leila Mohtasham & Mahshid Shahidi & Mohamed Tavakol, 2017. "Self-Objectification and Self-Sexualization Behavior within Consumer Culture," Applied Research in Quality of Life, Springer;International Society for Quality-of-Life Studies, vol. 12(2), pages 425-438, June.
    7. J. Birkenmaier & Q. J. Fu, 2019. "Does Consumer Financial Management Behavior Relate to Their Financial Access?," Journal of Consumer Policy, Springer, vol. 42(3), pages 333-348, September.
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    9. Gaston-Breton, Charlotte & Sørensen, Elin Brandi & Thomsen, Thyra Uth, 2020. "“I want to break free!” How experiences of freedom foster consumer happiness," Journal of Business Research, Elsevier, vol. 121(C), pages 22-32.
    10. A. F. M. Jalal Ahamed & Yam B. Limbu, 2018. "Dimensions of materialism and credit card usage: an application and extension of the theory of planned behavior in Bangladesh," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 23(3), pages 200-209, December.
    11. Horváth, Csilla & Büttner, Oliver B. & Belei, Nina & Adıgüzel, Feray, 2015. "Balancing the balance: Self-control mechanisms and compulsive buying," Journal of Economic Psychology, Elsevier, vol. 49(C), pages 120-132.
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    13. Ali, Fayaz & Tauni, Muhammad Zubair & Ali, Ayaz, 2022. "The Big Five dyad congruence and compulsive buying: A case of service encounters," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).

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    More about this item

    Keywords

    Materialism; Buying motivation; Money management; Compulsive consumption;
    All these keywords.

    JEL classification:

    • G02 - Financial Economics - - General - - - Behavioral Finance: Underlying Principles

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