State-trait interactions in regulatory focus determine impulse buying behavior.

ABSTRACT: Little research has focused on motivational state-trait interactions to explain impulse buying. Although the trait chronic regulatory focus has been linked to impulse buying, no evidence yet exists for an effect of situational regulatory focus and no research has examined whether the fit of chronic and situational regulatory focus can influence impulse buying with actual consumptive consequences rather than purchase intentions. Two laboratory experiments (total N = 250) manipulated situational regulatory focus before providing opportunities for impulse buying. In addition, cognitive constraint was manipulated as a potential boundary condition for regulatory focus effects. Situational promotion focus increased impulse buying relative to situational prevention focus in participants with stro

SUBMITTER: Krishna A 

PROVIDER: S-EPMC8253419 | biostudies-literature | 2021

REPOSITORIES: biostudies-literature