Deliberate self-indulgence versus involuntary loss of self-control: Toward a robust cross-cultural consumer impulsiveness scale

Journal of International Consumer Marketing

Volumn 23, Issue 3-4, 2011, Pages 229-245

  Sharma, Piyush ^a   Sivakumaran, Bharadhwaj ^b   Marshall, Roger ^c  

^a HONG KONG POLYTECHNIC UNIVERSITY   (Hong Kong)

^b GREAT LAKES INSTITUTE OF MANAGEMENT   (India)

^c AUCKLAND UNIVERSITY OF TECHNOLOGY   (New Zealand)

Author keywords

Consumer impulsiveness; Cross cultural; Hedonism; Measurement equivalence; Prudence; Self control; Self indulgence

Indexed keywords

EID: 79960520878     PISSN: 08961530     EISSN: 15287068     Source Type: Journal    
DOI: 10.1080/08961530.2011.578060     Document Type: Article

References (56)

1. Anderson, J. C., and D. W. Gerbing. 1988. Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin 103 (3): 411-423.
2. Baumgartner, H., and J.-B. E. M. Steenkamp. 1996. Exploratory consumer buying behavior:Conceptualization and measurement. International Journal of Research in Marketing 13 (2): 121-137
3. Beatty, S. E., and E. M. Ferrell. 1998. Impulse buying: Modeling its precursors. Journal of Retailing 74 (2):169-191.
4. Becherer, R. C., and L. M. Richard. 1978. Self-monitoring as a moderating variable in consumer behavior. Journal of Consumer Research 5:159-162.
5. Campbell, J. D., P. D. Trapnell, S. J. Heine, I. M. Katz, L. F. Lavallee, and D. R. Lehman. 1996. Selfconcept clarity: Measurement, personality correlates, and cultural boundaries. Journal of Personality and Social Psychology 70 (1): 141-156.
6. Church, A. T. 2000. Culture and personality: Toward an integrated cultural trait psychology. Journal of Personality 68 (4): 651-703.
7. Churchill, G. A. 1979. A paradigm for developing better measures of marketing constructs. Journal of Marketing Research 16 (1): 64-73.
8. Clampitt, P. G., M. L. Williams, and A. Korenak. 2000. Managing organizational uncertainty: Conceptualization and measurement. Paper presented at the International Communications Association, Acapulco, Mexico.
9. Dholakia, U. M. 2000. Temptation and resistance: An integrated model of consumption impulse formation and enactment. Psychology & Marketing 17 (11): 955-982.
10. Dholakia, U. M., M. Gopinath, R. P. Bagozzi, and R. Nataraajan. 2006. The role of regulatory focus in the experience and self-control of desire for temptations. Journal of Consumer Research 16 (2): 163-175.
11. Durvasula, S., J. C. Andrews, and R. G. Netemeyer. 1997. Across-cultural comparison of consumer ethnocentrism in theUnited States and Russia. Journal of International Consumer Marketing 9 (4): 73-93.
12. Fornell, C., and D. F. Larker. 1981. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 18 (1): 39-50.
13. Ger, G., and R. W. Belk. 1996. Cross-cultural differences in materialism. Journal of Economic Psychology 17:55-77.
14. Gudykunst, W. B., S.-M. Yang, and T. Nishida. 1987. Cultural differences in self-consciousness and selfmonitoring. Communication Research 14 (1): 7-34.
15. Gurhan-Canli, Z., and D. Maheswaran. 2000. Cultural variations in country of origin effects. Journal of Marketing Research 37 (3): 309-317.
16. Hardesty, D. M., and W. O. Bearden. 2004. The use of expert judges in scale development: Implications for improving face validity of measures of unobservable constructs. Journal of Business Research 57: 98-107.
17. Hausman, A. 2000. A multi-method investigation of consumer motivations in impulse buying behavior. Journal of Consumer Marketing 17:403-419.
18. Heine, S. J., S. Kitayama, and D. R. Lehman. 2001. Cultural differences in self-evaluation: Japanese readily accept negative self-relevant information. Journal of Cross-Cultural Psychology 32 (4): 434-443.
19. Heine, S. J., and D. R. Lehman. 1995. Cultural variation in unrealistic optimism: Does the West feel more invulnerable than the East? Journal of Personality and Social Psychology 68 (4): 595-607.
20. Heine, S. J., D. R. Lehman, H. R. Markus, and S. Kitayama. 1999. Is there a universal need for positive self-regard? Psychological Review 106 (4): 766-794.
21. Hult, G. T. M., D. J. Ketchen Jr., D. A. Griffith, C. A. Finnegan, T. Gonźalez-Padŕon, N. Harmancioglu, Y. Huang, M. B. Talay, and S. T. Cavusgil. 2008. Data equivalence in cross-cultural international business research. Journal of International Business Studies 39:1027-1044.
22. Kacen, J. J., and J. A. Lee. 2002. The influence of culture on consumer impulsive buying behavior. Journal of Consumer Psychology 12 (2): 163-176.
23. Kivetz, R., and I. Simonson. 2002. Self-control for the righteous: Towards a theory of precommitment to indulgence. Journal of Consumer Research 29 (2): 199-217.
24. Lam, A. G., and N. W. S. Zane. 2004. Ethnic differences in coping with interpersonal stressors: A test of selfconstruals as cultural mediators. Journal of Cross-Cultural Psychology 35 (4): 446-459.
25. Lee, J. A., and R. Brislin. 1998. Dimensions of individualism and collectivism at the individual level of analysis. Working Paper, University of Hawaii.
26. Lennox, R. D., and R. N. Wolfe. 1984. Revision of the self-monitoring scale. Journal of Personality and Social Psychology 46:1349-1364.
27. Liu, R. R., and P. McClure. 2001. Recognizing crosscultural differences in consumer complaint behavior and intentions: An empirical examination. Journal of Consumer Marketing 18 (1): 54-74.
28. Markus, H. R., and S. Kitayama. 1991. Culture and the self: Implications for cognition, emotion and motivation. Psychological Bulletin 98 (2): 224-253.
29. Nguyen, T. T. M., K. Jung, G. Lantz, and S. Loeb. 2003. An exploratory investigation into impulse buying behavior in a transitional economy: A study of urban consumers in Vietnam. Journal of International Marketing 11 (2): 13-35.
30. Nunnally, J. C. 1978. Psychometric theory. New York: McGraw Hill.
31. Nunnally, J. C., and I. H. Bernstein. 1994. Psychometric theory. 3rd ed. New York: McGraw Hill.
32. O'Cass, A., and K. Lim. 2003. Understanding the younger Singaporean consumers' views of Western and Eastern brands. Asia Pacific Journal of Marketing and Logistics 14 (4): 54-80.
33. Okada, E. M. 2005. Justification effects on consumer choice of hedonic and utilitarian goods. Journal of Marketing Research 42 (1): 43-53.
34. Omar, O., and A. Kent. 2001. International airport influences on impulsive shopping: Trait and normative approach. International Journal of Retail and Distribution Management 29 (5): 226-235.
35. Presson, P. K., and V. A. Benassi. 1996. Illusion of control: A meta-analytic review. Journal of Social Behavior and Personality 11 (3): 493-510.
36. Puri, R. 1996. Measuring and modifying consumer impulsiveness: A cost-benefit accessibility framework. Journal of Consumer Psychology 5 (2): 87-113.
37. Rook, D. W., and R. J. Fisher. 1995. Normative influences on impulsive buying behavior. Journal of Consumer Research 22 (3): 305-313.
38. Sastry, J., and C. E. Ross. 1998. Asian ethnicity and the sense of personal control. Social Psychology Quarterly 61 (2): 101-120.
39. Sengupta, J., and R. Zhou. 2007. Understanding impulsive eaters' choice behaviors: The motivational influences of regulatory focus. Journal of Marketing Research 44 (2): 297-308.
40. Sharma, P., and B. Sivakumaran. 2004. Impulse buying and variety seeking: Two faces of the same coin? Or, maybe not! Advances in Consumer Research 31:260-261.
41. Shiv, B., and A. Fedorikhin. 1999. Heart and mind in conflict: The interplay of affect and cognition in consumer decision making. Journal of Consumer Research 26:278-292.
42. Singelis, T.M. 1994. The measurement of independent and interdependent self-construals. Personality and Social Psychology Bulletin 20 (5): 580-591.
43. Steenkamp, J.-B. E. M., and H. Baumgartner. 1995. Development and cross-cultural validation of a short form of CSI as a measure of optimum stimulation level. International Journal of Research in Marketing 12:97-104.
44. Steenkamp, J.-B. E. M., and H. Baumgartner. 1998. Assessing measurement invariance in cross-national consumer research. Journal of Consumer Research 25 (1): 78-90.
45. Steenkamp, J.-B. E. M., and H. C. M. Van Trijp. 1991. The use of LISREL in validating marketing constructs. International Journal of Research in Marketing 8: 283-299.
46. Suh, E. M. 2002. Culture, identity consistency, and subjective well-being. Journal of Personality and Social Psychology 83 (6): 1378-1391.
47. Triandis, H. C. 1995. Individualism and collectivism. San Francisco, CA: Westview Press.
48. Triandis, H. C. 1999. Cross-cultural psychology. Asian Journal of Social Psychology 2 (1): 127-143.
49. Tweed, R. G., K. White, and D. R. Lehman. 2004. Culture, stress, and coping: Internally- and externally-targeted control strategies of European Canadians, East Asian Canadians, and Japanese. Journal of Cross-Cultural Psychology 35 (6): 652-668.
50. Verplanken, B., and A. Herabadi. 2001. Individual differences in Impulse buying tendency: Feeling and no thinking. European Journal of Personality 15:S71-S83.
51. Vohs, K. D., and R. J. Faber. 2007. Spent resources: Selfregulatory resource availability affects impulse buying. Journal of Consumer Research 33 (4): 537-547.
52. Weun, S., M. A. Jones, and S. E. Beatty. 1998. The development and validation of the impulse buying tendency scale. Psychological Reports 82:1123-1133.
53. Yamaguchi, S., M. Gelfand, M. M. Ohashi, and Y. Zemba. 2005. The cultural psychology of control: Illusions of personal versus collective control in the United States and Japan. Journal of Cross-Cultural Psychology 36 (6): 750-761.
54. Youn, S., and R. J. Faber. 2002. The dimensional structure of consumer buying impulsivity: Measurement and validation. Advances in Consumer Research 29:280.
55. Zhou, L., and A. Wong. 2003. Consumer impulse buying and in-store stimuli in Chinese supermarkets. Journal of International Consumer Marketing 16 (2): 37-53.
56. Zuckerman, M. 2000. Are you a risk taker? Do you drink and drive, gamble, or sleep with strangers? It's not just a behavior. It's a personality. Psychology Today 33: (6) 52-57.