Impact of Openness, Agreeableness and Extraversion on Impulsive Buying: Moderating Role of Consumer Emotional Intelligence
Keywords:
Three Big Personality Factors, Consumer Emotional Intelligence, Impulsive Buying BehaviourAbstract
Impact of three big personality factors on Impulsive buying: Moderating Role of Consumer Emotional Intelligence Data was collected through field survey 150 questionnaires completed through randomly selected
customer. Descriptive statistics, exploratory factor analysis and multiple regressions were used to test the direct impact of Openness, Agreeableness and Extraversio non impulsive buying and moderating role of consumer emotion intelligence. The finding suggests that, Openness, Agreeableness and Extraversion and moderating variable is consumer emotion intelligence have a significant and positive effect on impulsive buying. The results show Openness, Agreeableness and Extraversion and consumer emotional intelligence are significant associated with impulsive buying.
How to cite this article: Nadeem H, Sarwar S, Akmal M et al. Impact of Openness, Agreeableness and Extraversion on Impulsive Buying: Moderating Role of Consumer Emotional Intelligence. J Adv Res Oper Markt Mgmt 2018; 1(1): 8-13.
References
1. Adelaar T, Chang S, Lancendorfer KM et al. Effects of media formats on emotions and impulse buying intent. Journal of Information Technology 2003; 18(4): 247-266.
2. Amos C, Keneson WC. A meta-analysis of consumer impulse buying. Journal of Retailing and Consumer Services 2014; 21(2): 86-97.
3. Amos C, Holmes GR, Keneson WC. A meta-analysis of consumer impulse buying. Journal of Retailing and Consumer Services 2014; 21(2): 86-97.
4. Bardzil P, Slaski M. Emotional intelligence: Fundamental competencies for enhanced service provision. Managing Service Quality: An International Journal 2003; 13(2): 97-104.
5. Barrick MR, Mount MK. The big five personality dimensions and job performance: a meta-analysis. Personnel psychology 1991; 44(1): 1-26.
6. Beatty SE, Ferrell ME. Impulse buying: Modeling its precursors. Journal of retailing 1998; 74(2): 169-191.
7. Biro PA, Stamps JA. Are animal personality traits linked to life-history productivity? Trends in Ecology & Evolution 2008; 23(7): 361-368.
8. Buying I. Impulse purchases of sport team licensed merchandise: what matters? Journal of Sport Management 2006; 20: 101-119.
9. Carmeli A, Josman ZE. The relationship among emotional intelligence, task performance and organizational citizenship behaviors. Human performance 2006; 19(4): 403-419.
10. Chen MF. Consumer attitudes and purchase intentions in relation to organic foods in Taiwan: Moderating effects of food-related personality traits. Food Quality and preference 2007; 18(7): 1008-1021.
11. Dawson S, Kim M. External and internal trigger cues of impulse buying online. Direct Marketing: An International Journal 2009; 3(1): 20-34.
12. Digman JM. Personality structure: Emergence of the five-factor model. Annual review of psychology 1990; 41(1): 417-440.
13. Farah MF, Newman AJ. Exploring consumer boycott intelligence using a socio-cognitive approach. Journal of Business Research 2010; 63(4): 347-355.
14. Gabbott M, Tsarenko Y, Mok WH. Emotional intelligence as a moderator of coping strategies and service outcomes in circumstances of service failure. Journal of Service Research 2011; 14(2): 234-248.
15. Gardner MP, Rook DW. Effects of impulse purchases on consumers’ affective states. NA- Advances in Consumer Research 1988; 15.
16. Hausman A. A multi-method investigation of consumer motivations in impulse buying behavior. Journal of
consumer marketing 2000; 17(5): 403-426.
17. Kotov R, Gamez W, Schmidt F et al. Linking “big” personality traits to anxiety, depressive and substance use disorders: a meta-analysis. Psychological bulletin 2010; 136(5): 768.
18. Kwon HH, Armstrong KL. Factors influencing impulse buying of sport team licensed merchandise. Sport Marketing Quarterly 2002; 11(3).
19. Mattila AS, Wirtz J. The role of store environmental stimulation and social factors on impulse purchasing. Journal of Services Marketing 2008; 22(7): 562-567.
20. McLeod H, Point T. Consumer Emotional Intelligence. Keller Center research Report. Texas: Baylor University.
2009.
21. Mohan G, Sivakumaran B, Sharma P. Impact of store environment on impulse buying behavior. European Journal of Marketing 2013; 47(10): 1711-1732.
22. Phau I, Lo CC. Profiling fashion innovators: A study of self-concept, impulse buying and Internet purchase intent. Journal of Fashion Marketing and Management: An International Journal 2004; 8(4): 399-411.
23. Sharma P, Sivakumaran B, Marshall R. Impulse buying and variety seeking: A trait-correlates perspective.
Journal of Business Research 2010; 63(3): 276-283.
24. Skues JL, Williams B, Wise L. The effects of personality traits, self-esteem, loneliness and narcissism on Facebook use among university students. Computers in Human Behavior 2012; 28(6): 2414-2419.
25. Stekette G. Personality traits and disorders in obsessive- compulsives. Journal of Anxiety Disorders 1990; 4(4): 351-364.
26. Tifferet S, Herstein R. Gender differences in brand commitment, impulse buying and hedonic consumption. Journal of Product & Brand Management 2012; 21(3): 176-182.
27. Tsarenko Y, Strizhakova Y. Coping with service failures: The role of emotional intelligence, self-efficacy and intention to complain. European Journal of Marketing 2013; 47(1/2): 71-92.
28. Verhagen T, Van DW. The influence of online store beliefs on consumer online impulse buying: A model and empirical application. Information & Management 2011; 48(8): 320-327.
29. Verhagen T, Van DW. The influence of online store beliefs on consumer online impulse buying: A model and empirical application. Information & Management 2011; 48(8): 320-327.
30. Vitello-Cicciu JM. Innovative leadership through emotional intelligence. Nursing Management 2003; 34(10): 28-32.
31. Vohs KD, Faber RJ. Spent resources: Self-regulatory resource availability affects impulse buying. Journal of consumer research 2007; 33(4): 537-547.
32. Weinberg P, Gottwald W. Impulsive consumer buying as a result of emotions. Journal of Business research 1982; 10(1): 43-57.
33. Wood M. Socio-economic status, delay of gratification and impulse buying. Journal of economic psychology 1998; 19(3): 295-320.
34. Youn S, Faber RJ. Impulse buying: its relation to personality traits and cues. NA-Advances in Consumer Research 2000; 27.
2. Amos C, Keneson WC. A meta-analysis of consumer impulse buying. Journal of Retailing and Consumer Services 2014; 21(2): 86-97.
3. Amos C, Holmes GR, Keneson WC. A meta-analysis of consumer impulse buying. Journal of Retailing and Consumer Services 2014; 21(2): 86-97.
4. Bardzil P, Slaski M. Emotional intelligence: Fundamental competencies for enhanced service provision. Managing Service Quality: An International Journal 2003; 13(2): 97-104.
5. Barrick MR, Mount MK. The big five personality dimensions and job performance: a meta-analysis. Personnel psychology 1991; 44(1): 1-26.
6. Beatty SE, Ferrell ME. Impulse buying: Modeling its precursors. Journal of retailing 1998; 74(2): 169-191.
7. Biro PA, Stamps JA. Are animal personality traits linked to life-history productivity? Trends in Ecology & Evolution 2008; 23(7): 361-368.
8. Buying I. Impulse purchases of sport team licensed merchandise: what matters? Journal of Sport Management 2006; 20: 101-119.
9. Carmeli A, Josman ZE. The relationship among emotional intelligence, task performance and organizational citizenship behaviors. Human performance 2006; 19(4): 403-419.
10. Chen MF. Consumer attitudes and purchase intentions in relation to organic foods in Taiwan: Moderating effects of food-related personality traits. Food Quality and preference 2007; 18(7): 1008-1021.
11. Dawson S, Kim M. External and internal trigger cues of impulse buying online. Direct Marketing: An International Journal 2009; 3(1): 20-34.
12. Digman JM. Personality structure: Emergence of the five-factor model. Annual review of psychology 1990; 41(1): 417-440.
13. Farah MF, Newman AJ. Exploring consumer boycott intelligence using a socio-cognitive approach. Journal of Business Research 2010; 63(4): 347-355.
14. Gabbott M, Tsarenko Y, Mok WH. Emotional intelligence as a moderator of coping strategies and service outcomes in circumstances of service failure. Journal of Service Research 2011; 14(2): 234-248.
15. Gardner MP, Rook DW. Effects of impulse purchases on consumers’ affective states. NA- Advances in Consumer Research 1988; 15.
16. Hausman A. A multi-method investigation of consumer motivations in impulse buying behavior. Journal of
consumer marketing 2000; 17(5): 403-426.
17. Kotov R, Gamez W, Schmidt F et al. Linking “big” personality traits to anxiety, depressive and substance use disorders: a meta-analysis. Psychological bulletin 2010; 136(5): 768.
18. Kwon HH, Armstrong KL. Factors influencing impulse buying of sport team licensed merchandise. Sport Marketing Quarterly 2002; 11(3).
19. Mattila AS, Wirtz J. The role of store environmental stimulation and social factors on impulse purchasing. Journal of Services Marketing 2008; 22(7): 562-567.
20. McLeod H, Point T. Consumer Emotional Intelligence. Keller Center research Report. Texas: Baylor University.
2009.
21. Mohan G, Sivakumaran B, Sharma P. Impact of store environment on impulse buying behavior. European Journal of Marketing 2013; 47(10): 1711-1732.
22. Phau I, Lo CC. Profiling fashion innovators: A study of self-concept, impulse buying and Internet purchase intent. Journal of Fashion Marketing and Management: An International Journal 2004; 8(4): 399-411.
23. Sharma P, Sivakumaran B, Marshall R. Impulse buying and variety seeking: A trait-correlates perspective.
Journal of Business Research 2010; 63(3): 276-283.
24. Skues JL, Williams B, Wise L. The effects of personality traits, self-esteem, loneliness and narcissism on Facebook use among university students. Computers in Human Behavior 2012; 28(6): 2414-2419.
25. Stekette G. Personality traits and disorders in obsessive- compulsives. Journal of Anxiety Disorders 1990; 4(4): 351-364.
26. Tifferet S, Herstein R. Gender differences in brand commitment, impulse buying and hedonic consumption. Journal of Product & Brand Management 2012; 21(3): 176-182.
27. Tsarenko Y, Strizhakova Y. Coping with service failures: The role of emotional intelligence, self-efficacy and intention to complain. European Journal of Marketing 2013; 47(1/2): 71-92.
28. Verhagen T, Van DW. The influence of online store beliefs on consumer online impulse buying: A model and empirical application. Information & Management 2011; 48(8): 320-327.
29. Verhagen T, Van DW. The influence of online store beliefs on consumer online impulse buying: A model and empirical application. Information & Management 2011; 48(8): 320-327.
30. Vitello-Cicciu JM. Innovative leadership through emotional intelligence. Nursing Management 2003; 34(10): 28-32.
31. Vohs KD, Faber RJ. Spent resources: Self-regulatory resource availability affects impulse buying. Journal of consumer research 2007; 33(4): 537-547.
32. Weinberg P, Gottwald W. Impulsive consumer buying as a result of emotions. Journal of Business research 1982; 10(1): 43-57.
33. Wood M. Socio-economic status, delay of gratification and impulse buying. Journal of economic psychology 1998; 19(3): 295-320.
34. Youn S, Faber RJ. Impulse buying: its relation to personality traits and cues. NA-Advances in Consumer Research 2000; 27.
Published
2018-12-12
How to Cite
Nadeem, H., Sarwar, S., Akmal, M., & Alam, N. B. (2018). Impact of Openness, Agreeableness and Extraversion on Impulsive Buying: Moderating Role of Consumer Emotional Intelligence. Journal of Advanced Research in Operational and Marketing Management, 1(1), 8-13. Retrieved from https://adrjournalshouse.com/index.php/Journal-OperationalMarketing-Mgt/article/view/520
Issue
Section
Research Article
