Building consumer self-control: The effect of self-control exercises on impulse buying urges

被引：94

作者：

Sultan, Abdullah J. ^{[1
]}

Joireman, Jeff ^{[2
]}

Sprott, David E. ^{[2
]}

机构：

[1] Kuwait Univ, Dept Management & Mkt, Safat 13055, Kuwait

[2] Washington State Univ, Dept Mkt, Pullman, WA 99164 USA

来源：

MARKETING LETTERS | 2012年 / 23卷 / 01期

关键词：

Impulse buying; Self-control; Self-regulation; Ego depletion; LIMITED-RESOURCE ACCOUNT; DEPLETION; FAILURE; GRATIFICATION; TEMPTATION; EXPERIENCE; WILLPOWER; CAPACITY; GLUCOSE; FUTURE;

D O I：

10.1007/s11002-011-9135-4

中图分类号：

F [经济];

学科分类号：

020101 [政治经济学];

摘要：

In this research, the effects of self-control exercises on impulse buying urges are examined. Drawing on the strength model of self-control (Baumeister and Heatherton 1996, Psychological Inquiry 7:1-15), the present paper aims to shed light on impulsive buying by exploring the impact of enhancement of self-control as a result of repeated physical and cognitive self-control exercises over time. The findings showed that these self-control exercises reduced impulse buying urges. Directions for future research are discussed.

引用

页码：61 / 72

页数：12

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