IMPACT OF MOTIVES ON IMPULSIVITY AND COMPULSIVITY IN COMPULSIVE BUYING BEHAVIOR

Abstract

I explored the impact of people's buying motives on the elements of impulsivity and compulsivity that underlie buying behavior in men and women. Participants in the online survey were 809 adults, of whom 71.8% were women, with a history of compulsive buying. The results revealed that buying motives played a larger role in impulsivity and compulsivity in buying behavior in women than it did in men. The enhancement motive influenced impulsivity in both men and women, but the social motive influenced buying behavior in women only. Although compulsivity in both sexes was significantly influenced by enhancement and coping motives, women were influenced more by the enhancement motive whereas men were influenced more by the coping motive. The results suggest that various motives prompt compulsive buyers' behavior. Theoretical and practical implications are discussed.