Differences and Similarities between Impulse Buying and Variety Seeking: A Personality‐based Perspective. Issue 1 (January 2016)

• Record Type: Journal Article
• Authors: Olsen, Svein Ottar; Tudoran, Ana Alina; Honkanen, Pirjo; Verplanken, Bas
• Is Part Of: Psychology & marketing. Volume 33:Issue 1(2016)
• Page Start: 36
• Page End: 47
• Publication Date: 2016-01
• Subjects: Marketing -- Psychological aspects -- Periodicals; Motivation research (Marketing) -- Periodicals; Marketing -- Aspect psychologique -- Périodiques; Motivation, Études de (Marketing) -- Périodiques; 658.80019
• DOI: 10.1002/mar.20853
• Languages: English
• ISSNs: 0742-6046

Abstract

ABSTRACT: Although personality is a key determinant of consumer purchasing decision making, the role of personality traits in impulse buying and variety seeking is not conclusive. This research uses a personality perspective to determine the unique associations among impulse buying tendency (IBT), variety seeking tendency (VST), and the Big Five personality traits within one integrated framework. Based on data from a nationally representative sample of 1644 Norwegian adults, the results show that while IBT and VST might be correlated, they differ significantly with respect to two major personality aspects: "neuroticism" and "openness to experience." Specifically, the present study indicates that neuroticism predicted IBT positively and VST negatively, while openness was a strong predictor of VST and unrelated to IBT.