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Marketing Letters

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01.03.2012

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

verfasst von: Abdullah J. Sultan, Jeff Joireman, David E. Sprott

Erschienen in: Marketing Letters | Ausgabe 1/2012

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Abstract

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.

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Titel: Building consumer self-control: The effect of self-control exercises on impulse buying urges
verfasst von: Abdullah J. Sultan
Jeff Joireman
David E. Sprott
Publikationsdatum: 01.03.2012
Verlag: Springer US
Erschienen in: Marketing Letters / Ausgabe 1/2012
Print ISSN: 0923-0645
Elektronische ISSN: 1573-059X
DOI: https://doi.org/10.1007/s11002-011-9135-4

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