IDEAS home Printed from https://ideas.repec.org/a/vrs/poicbe/v12y2018i1p751-759n67.html
   My bibliography  Save this article

The influence of personality types on the impulsive buying behavior of a consumer

Author

Listed:
  • Pelau Corina

    (The Bucharest University of Economic Studies, Bucharest, Romania)

  • Serban Daniela

    (The Bucharest University of Economic Studies, Bucharest, Romania)

  • Chinie Alexandra Catalina

    (The Bucharest University of Economic Studies, Bucharest, Romania)

Abstract

The relation between the personality of consumers and their buying behavior has been a very much debated topic in the field of marketing researches. Several studies have shown that personality has a significant influence on the way consumer behave in their social and economic environment, in the way they approach and accept innovations and new developed products or even in their shopping behavior. This paper presents the influence of the Myers-Briggs personality dichotomies on the impulsive consumer behavior and the openness to buy newly launched products. Discriminant analysis was used to evaluate primary collected data and the core results show that extroverted, feeling-based decision-makers and perception oriented persons have more frequently an impulsive buying behavior at shopping sessions. Extroverts and intuition based consumers are more open to new products. The temptation to buy attractive unplanned products is higher for extroverts, feeling based decision makers and perceiving persons. Despite of this, none of the personality dichotomies influences the amount and care for spending in stores, this being influenced by other independent factors, mainly economic ones.

Suggested Citation

  • Pelau Corina & Serban Daniela & Chinie Alexandra Catalina, 2018. "The influence of personality types on the impulsive buying behavior of a consumer," Proceedings of the International Conference on Business Excellence, Sciendo, vol. 12(1), pages 751-759, May.
    • Handle: RePEc:vrs:poicbe:v:12:y:2018:i:1:p:751-759:n:67
    DOI: 10.2478/picbe-2018-0067
    as

    Download full text from publisher

    File URL: https://doi.org/10.2478/picbe-2018-0067
    Download Restriction: no
    File URL: https://libkey.io/10.2478/picbe-2018-0067?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
    ---><---

    References listed on IDEAS

    as
    1. Nicolae Al. Pop & Anca-Daniela Vl?doi, 2009. "The marketer-a complex specialist, a man of concept, decision and action," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 11(25), pages 9-20, February.
    2. Stock, Ruth Maria & Hippel, Eric von & Gillert, Nils Lennart, 2016. "Impacts of Personality Traits on Consumer Innovation Success," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 77346, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    3. Odekerken-Schroder, Gaby & De Wulf, Kristof & Schumacher, Patrick, 2003. "Strengthening outcomes of retailer-consumer relationships: The dual impact of relationship marketing tactics and consumer personality," Journal of Business Research, Elsevier, vol. 56(3), pages 177-190, March.
    4. Orth, Ulrich R. & Limon, Yonca & Rose, Gregory, 2010. "Store-evoked affect, personalities, and consumer emotional attachments to brands," Journal of Business Research, Elsevier, vol. 63(11), pages 1202-1208, November.
    5. Dmitrovic, Tanja & Vida, Irena & Reardon, James, 2009. "Purchase behavior in favor of domestic products in the West Balkans," International Business Review, Elsevier, vol. 18(5), pages 523-535, October.
    6. Balderjahn, Ingo, 1988. "Personality variables and environmental attitudes as predictors of ecologically responsible consumption patterns," Journal of Business Research, Elsevier, vol. 17(1), pages 51-56, August.
    7. Stock, Ruth Maria & von Hippel, Eric & Gillert, Nils Lennart, 2016. "Impacts of personality traits on consumer innovation success," Research Policy, Elsevier, vol. 45(4), pages 757-769.
    8. Jones, Michael A. & Reynolds, Kristy E. & Weun, Seungoog & Beatty, Sharon E., 2003. "The product-specific nature of impulse buying tendency," Journal of Business Research, Elsevier, vol. 56(7), pages 505-511, July.
    9. Rook, Dennis W, 1987. "The Buying Impulse," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(2), pages 189-199, September.
    10. Bosnjak, Michael & Bratko, Denis & Galesic, Mirta & Tuten, Tracy, 2007. "Consumer personality and individual differences: Revitalizing a temporarily abandoned field," Journal of Business Research, Elsevier, vol. 60(6), pages 587-589, June.
    11. Michael Luchs & Todd Mooradian, 2012. "Sex, Personality, and Sustainable Consumer Behaviour: Elucidating the Gender Effect," Journal of Consumer Policy, Springer, vol. 35(1), pages 127-144, March.
    12. Zabkar, Vesna & Arslanagic-Kalajdzic, Maja & Diamantopoulos, Adamantios & Florack, Arnd, 2017. "Brothers in blood, yet strangers to global brand purchase: A four-country study of the role of consumer personality," Journal of Business Research, Elsevier, vol. 80(C), pages 228-235.
    13. Adjei, Mavis T. & Clark, Melissa N., 2010. "Relationship marketing in A B2C context: The moderating role of personality traits," Journal of Retailing and Consumer Services, Elsevier, vol. 17(1), pages 73-79.
    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. A.R.S. Ibn Ali, 2021. "Financial behavior for status seeking purposes of consumers in emerging markets. A case study of suburban Jakarta, Indonesia," Discussion Papers in Economics and Business 21-21, Osaka University, Graduate School of Economics.

    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. Bellini, Silvia & Cardinali, Maria Grazia & Grandi, Benedetta, 2017. "A structural equation model of impulse buying behaviour in grocery retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 164-171.
    2. de Jong, Jeroen P.J. & Ben-Menahem, Shiko M. & Franke, Nikolaus & Füller, Johann & von Krogh, Georg, 2021. "Treading new ground in household sector innovation research: Scope, emergence, business implications, and diffusion," Research Policy, Elsevier, vol. 50(8).
    3. Shakeel Ahmad Sofi & Faizan Ashraf Mir & Mubashir Majid Baba, 2020. "Cognition and affect in consumer decision making: conceptualization and validation of added constructs in modified instrument," Future Business Journal, Springer, vol. 6(1), pages 1-20, December.
    4. Vassallo, Jarrod P. & Banerjee, Sourindra & Zaman, Hasanuzzaman & Prabhu, Jaideep C., 2023. "Design thinking and public sector innovation: The divergent effects of risk-taking, cognitive empathy and emotional empathy on individual performance," Research Policy, Elsevier, vol. 52(6).
    5. Elias G. Carayannis & Luca Dezi & Gianluca Gregori & Ernesto Calo, 2022. "Smart Environments and Techno-centric and Human-Centric Innovations for Industry and Society 5.0: A Quintuple Helix Innovation System View Towards Smart, Sustainable, and Inclusive Solutions," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 13(2), pages 926-955, June.
    6. Ying Wang & Jialing Pan & Yizhi Xu & Jianli Luo & Yongjiao Wu, 2022. "The Determinants of Impulsive Buying Behavior in Electronic Commerce," Sustainability, MDPI, vol. 14(12), pages 1-18, June.
    7. Qian-Cheng Wang & Yi-Xuan Wang & Izzy Yi Jian & Hsi-Hsien Wei & Xuan Liu & Yao-Tian Ma, 2020. "Exploring the “Energy-Saving Personality Traits” in the Office and Household Situation: An Empirical Study," Energies, MDPI, vol. 13(14), pages 1-17, July.
    8. von Hippel, Christiana D. & Cann, Andrew B., 2021. "Behavioral innovation: Pilot study and new big data analysis approach in household sector user innovation," Research Policy, Elsevier, vol. 50(8).
    9. 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.
    10. de Jong, Jeroen P.J. & Gillert, Nils Lennart & Stock, Ruth M., 2018. "First adoption of consumer innovations: Exploring market failure and alleviating factors," Research Policy, Elsevier, vol. 47(2), pages 487-497.
    11. Paris Chrysos, 2018. "Empathy in the business model: how Facebook and Google Maps manage external problem-solving processes," Working Papers halshs-01897205, HAL.
    12. Luis J. Camacho & Patricio Ramírez-Correa & Cristian Salazar-Concha, 2022. "Xenocentrism and Formal Education: Evaluating Its Impact on the Behavior of Chilean Consumers," JRFM, MDPI, vol. 15(4), pages 1-14, April.
    13. Yi Yong Lee & Chin Lay Gan, 2020. "Applications of SOR and para-social interactions (PSI) towards impulse buying: the Malaysian perspective," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(2), pages 85-98, June.
    14. Orelj, Ana & Torfason, Magnus Thor, 2022. "They didn't ask: Online innovation communities as a latent dynamic capability," Technological Forecasting and Social Change, Elsevier, vol. 180(C).
    15. Schweisfurth, Tim G. & Dharmawan, Magha P., 2019. "Does lead userness foster idea implementation and diffusion? A study of internal shopfloor users," Research Policy, Elsevier, vol. 48(1), pages 289-297.
    16. Sharma, Piyush & Sivakumaran, Bharadhwaj & Marshall, Roger, 2010. "Impulse buying and variety seeking: A trait-correlates perspective," Journal of Business Research, Elsevier, vol. 63(3), pages 276-283, March.
    17. Fursov, Konstantin & Thurner, Thomas & Nefedova, Alena, 2017. "What user-innovators do that others don't: A study of daily practices," Technological Forecasting and Social Change, Elsevier, vol. 118(C), pages 153-160.
    18. Zabkar, Vesna & Arslanagic-Kalajdzic, Maja & Diamantopoulos, Adamantios & Florack, Arnd, 2017. "Brothers in blood, yet strangers to global brand purchase: A four-country study of the role of consumer personality," Journal of Business Research, Elsevier, vol. 80(C), pages 228-235.
    19. Rob Kim Marjerison & Jiamin Hu & Hantao Wang, 2022. "The Effect of Time-Limited Promotion on E-Consumers’ Public Self-Consciousness and Purchase Behavior," Sustainability, MDPI, vol. 14(23), pages 1-23, December.
    20. repec:wsi:acsxxx:v:21:y:2019:i:08:n:s1363919619500099 is not listed on IDEAS
    21. Yi Yong Lee & Chin Lay Gan, 0. "Applications of SOR and para-social interactions (PSI) towards impulse buying: the Malaysian perspective," Journal of Marketing Analytics, Palgrave Macmillan, vol. 0, pages 1-14.

    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:vrs:poicbe:v:12:y:2018:i:1:p:751-759:n:67. 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: Peter Golla (email available below). General contact details of provider: https://www.sciendo.com .

    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.