An investigation into impulsivity and self-control: How do past experiences, influences and avoidance tactics shape the current impulsive purchasing experience of consumers

Doyle, Charlotte 2021. An investigation into impulsivity and self-control: How do past experiences, influences and avoidance tactics shape the current impulsive purchasing experience of consumers. PhD Thesis, Cardiff University. Item availability restricted.

Preview	PDF - Accepted Post-Print Version Download (17MB) | Preview
	PDF (Cardiff University Electronic Publication Form.) - Supplemental Material Restricted to Repository staff only Download (373kB)

Abstract

Previous research has suggested that approximately 50% of sales are linked to impulsive purchases (Luo 2015), however, the purchase may also come at detrimental cost to the individual therefore producing a negative outcome (Rook and Fisher 1995). Furthermore, The Money Charity (2020) reported that the personal debt levels were at £4,264 per UK adult with the average credit card debt per UK adult was £2,259 and that personal debt levels are due to rise from £2.086 trillion in 19-20 to £2.425 Trillion in 23-24. Therefore, with approximately 50% of sales linking to impulsive purchases, the average consumer debt rising, and the negative impact on consumer financial wellbeing, an investigation into impulsive purchasing behaviour is vital. Qualitative data from 55 in-depth interviews and photo elicitations was gathered, allowing for the investigation into impulsive purchasing behaviour of consumers using the Behavioural Perspective Model (BPM) (Foxall, 2017) as a theoretical lens. The research looked at how previous impulsive purchasing behaviour shaped participants impulsive purchasing behaviour to the present day and how family, friends and social media could influence consumers impulsive purchasing behaviour. Additionally, this thesis looked at the emotions surrounding impulsive purchasing behaviour, a timelier contextualisation of the tactics that participants used to help them avoid impulsive purchases and whether those participants that wanted fewer impulsive purchases actually work on their self-control. The research provided new insights into elements that affect impulsive purchasing and an impulsive purchasing/self-control extension to the BPM of consumer purchasing. The research provided confirmation of the importance of looking at impulsive purchasing behaviour as a subjective unique experience of the consumer. Therefore, if consumers wish to change this purchasing behaviour, they need to look at their own memories, past experiences and the influences that cause them to be more impulsive and create a personal plan to strengthen self-control.

Item Type:	Thesis (PhD)
Date Type:	Acceptance
Status:	Unpublished
Schools:	Business (Including Economics)
Uncontrolled Keywords:	impulsivity, self-control, purchasing, behaviour, evolution, tactics, preference reversals, consumers, buying.
Date of First Compliant Deposit:	19 April 2021
Date of Acceptance:	15 April 2021
Last Modified:	20 Apr 2022 01:30
URI:	https://orca.cardiff.ac.uk/id/eprint/140513

Actions (repository staff only)

Edit Item