New Article: Shoham et al, Impulsive and Compulsive Buying Behaviors among Israeli and U.S. Consumers

Shoham, Aviv, Yossi Gavish, and Sigal Segev. “A Cross-Cultural Analysis of Impulsive and Compulsive Buying Behaviors among Israeli and U.S. Consumers: The Influence of Personal Traits and Cultural Values.” Journal of International Consumer Marketing 27.3 (2015): 187-206.





This study tests a model to investigate the extent to which drivers of compulsive and impulsive buying behaviors overlap. The model includes personal and cultural antecedents for traits of consumer impulsiveness and compulsiveness and impulsive and compulsive buying behaviors as outcomes. Survey results from 336 Israeli and 595 U.S. consumers indicate that the personality antecedents envy, low self-esteem, and fantasizing generally drive consumer traits of impulsiveness and compulsiveness, though some differences exist between consumers in the U.S. and Israel. However, cultural orientations were found to be insignificant in driving traits of impulsiveness or compulsiveness.

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