From experience to expectation: The reverse effect of power on purchasing impulsiveness.

ABSTRACT:

Introduction

Previous literatures have mainly explored the impact of the experience of power on impulsive buying, but have ignored the impacts of the expectations of power. The purpose of this research is to delineates a two-facet portrait of power in the role of affecting purchase impulsiveness by proposing a theoretical extension from the experience of power to the expectations of power.

Methods

Four laboratory experiments were developed that used ANOVA to verify the hypothesis. A moderated mediation path model was established including the experience of power, product attribute, the expectations of power, deservingness, and purchasing impulsiveness as observed variables.

Results

The results revealed that powerless consumers are more likely to impulsively buy hedoni

SUBMITTER: Wang Y 

PROVIDER: S-EPMC10032043 | biostudies-literature | 2023

REPOSITORIES: biostudies-literature