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

Marketing Letters

Volumn 23, Issue 1, 2012, Pages 61-72

  Sultan, Abdullah J ^a   Joireman, Jeff ^b   Sprott, David E ^b  

^a KUWAIT UNIVERSITY   (Kuwait)

^b WASHINGTON STATE UNIVERSITY   (United States)

Author keywords

Ego depletion; Impulse buying; Self control; Self regulation

Indexed keywords

EID: 84857624348     PISSN: 09230645     EISSN: None     Source Type: Journal    
DOI: 10.1007/s11002-011-9135-4     Document Type: Article

References (46)

1. Baumeister, R. F. (2002). Yielding to temptation: self-control failure, impulsive purchasing, and consumer behavior. Journal of Consumer Research, 28, 670-676.
2. Baumeister, R. F., & Heatherton, T. F. (1996). Self-regulation failure: an overview. Psychological Inquiry, 7, 1-15.
3. Baumeister, R. F., Bratslavsky, E., Muraven, M., & Tice, D. M. (1998). Ego depletion: is the active self a limited resource? Journal of Personality and Social Psychology, 74(5), 1252-1265.
4. Baumeister, R. F., Muraven, M., & Tice, D. M. (2000). Ego depletion: a resource model of volition, self-regulation, and controlled processing. Social Cognition, 18(2), 130-150.
5. Baumeister, R. F., Gaillot, M., DeWall, C. N., & Oaten, M. (2006). Self-regulation and personality: how interventions increase regulatory success, and how depletion moderates the effects of traits on behavior. Journal of Personality, 74(6), 1773-1802.
6. Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: modeling its precursors. Journal of Retailing, 74(2), 169-191.
7. Bruyneel, S., Dewitte, S., Vohs, K. D., & Warlop, L. (2006). Repeated choosing increases susceptibility to affective product features. International Journal of Research in Marketing, 23, 215-225.
8. Bruyneel, S., Dewitte, S., Franses, P. H., & Dekimpe, M. G. (2009). I felt low and my purse feels light: depleting mood regulation attempts affect risk decision making. Journal of Behavioral Decision Making, 22, 153-170.
9. Clarkson, J. J., Hirt, E. R., Jia, L., & Alexander, M. B. (2010). When perception is more than reality: The effects of perceived versus actual resource depletion on self-regulatory behavior. Journal of Personality and Social Psychology, 98(1), 29-46.
10. Dholakia, U. M. (2000). Temptation and resistance: an integrated model of consumption impulse formation and enactment. Psychology and Marketing, 17, 955-982.
11. Dholakia, U. M., Gopinath, M., & Bagozzi, R. P. (2005). The role of desires in sequential impulsive choices. Organizational Behavior and Human Decision Processes, 98, 179-194.
12. Dholakia, U. M., Gopinath, M., Bagozzi, R. P., & Nataraahan, R. (2006). The role of regulatory focus in the experience and self-control of desire for temptations. Journal of Consumer Psychology, 16, 163-175.
13. Faber, R. J., & Vohs, K. D. (2004). To buy or not to buy?: self-control and self-regulatory failure in purchase behavior. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation: research, theory, and applications (pp. 509-524). New York: Guilford Press.
14. Fennis, B. M., Janssen, L., & Vohs, K. D. (2009). Acts of benevolence: a limited-resource account of compliance with charitable requests. Journal of Consumer Research, 35, 906-924.
15. Gailliot, M. T., & Baumeister, R. F. (2007). The physiology of willpower: linking blood glucose to self-control. Personality and Social Psychology Review, 11, 303-327.
16. Gailliot, M. T., Baumeister, R. F., DeWall, C. N., Maner, J. K., Plant, E. A., Tice, D. M., et al. (2007). Self-control relies on glucose as limited energy source: willpower is more than a metaphor. Journal of Personality and Social Psychology, 92, 325-336.
17. Herabadi, A. G., Verplanken, B., & van Knippenberg, A. (2009). Consumption experience of impulsive buying in Indonesia: emotional arousal and hedonistic considerations. Asian Journal of Social Psychology, 12, 20-31.
18. Hoch, S. J., & Loewenstein, G. F. (1991). Time-in-consistent preferences and consumer self-control. Journal of Consumer Research, 17(4), 492-507.
19. Inzlicht, M., & Gutsell, J. N. (2007). Running on empty: neural signals for self-control failure. Psychological Science, 18, 933-937.
20. Joireman, J., Sprott, D. E., & Spangenberg, E. R. (2005). Fiscal responsibility and consideration of future consequences. Personality and Individual Differences, 39, 1159-1168.
21. Martijn, C., Tenbült, P., Merckelbach, H., Dreezens, E., & de Vries, N. K. (2002). Getting a grip on ourselves: challenging expectancies about loss of energy after self-control. Social Cognition, 20, 441-460.
22. Metcalfe, J., & Mischel, W. (1999). A hot/cool-system analysis of delay of gratification: dynamics of willpower. Psychological Review, 106, 3-19.
23. Mischel, W., Shoda, Y., & Rodriguez, M. L. (1989). Delay of gratification in children. Science, 244(4907), 933-938.
24. Mogelonsky, M. (1998). Keep candy in the aisles. American Demographics, 20(July 1), 32.
25. Muraven, M., Tice, D. M., & Baumeister, R. F. (1998). Self-control as a limited resource: regulatory depletion patterns. Journal of Personality and Social Psychology, 74, 774-789.
26. Muraven, M., Baumeister, R. F., & Tice, D. M. (1999). Longitudinal improvement of self-regulation through practice: Building self-control strength through repeated exercise. The Journal of Social Psychology, 139, 446-457.
27. Nenkov, G. Y., Inman, J. J., & Hulland, J. (2008). Considering the future: the conceptualization and measurement of elaboration on potential outcomes. Journal of Consumer Research, 35, 126-141.
28. Oaten, M., & Cheng, K. (2005). Academic examination stress impairs self-control. Journal of Social and Clinical Psychology, 24, 254-279.
29. Oaten, M., & Cheng, K. (2006a). Longitudinal gains in self-regulation from regular physical exercise. British Journal of Health Psychology, 11, 717-733.
30. Oaten, M., & Cheng, K. (2006b). Improved self-control: the benefits of a regular program of academic study. Basic and Applied Social Psychology, 28, 1-16.
31. Oaten, M., & Cheng, K. (2007). Improvements in self-control from financial monitoring. Journal of Economic Psychology, 28, 487-501.
32. Richeson, J. A., Baird, A. A., Gordon, H. L., Heatherton, T. F., Wyland, C. L., Trawalter, S., et al. (2003). An fMRI investigation of the impact of interracial contact on executive function. Nature Neuroscience, 6, 1323-1328.
33. Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14, 189-199.
34. Rook, D. W., & Fisher, R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22, 305-313.
35. Schmeichel, B. J. (2007). Attention control, memory updating, and emotion regulation temporarily reduce the capacity for executive control. Journal of Experimental Psychology: General, 136, 241-255.
36. Schmeichel, B. J., Vohs, K. D., & Baumeister, R. F. (2003). Intellectual performance and ego depletion: role of the self in logical reasoning and other information processing. Journal of Personality and Social Psychology, 85, 33-46.
37. Schmeichel, B. J., Volokhov, R. N., & Demaree, H. A. (2008). Working memory capacity and the self-regulation of emotional expression and experience. Journal of Personality and Social Psychology, 95, 1526-1540.
38. Shiv, B., & Fedorikhin, A. (1999). Heart and mind in conflict: the interplay of affect and cognition in consumer decision making. Journal of Consumer Research, 26, 278-292.
39. Strack, F., & Deutsch, R. (2004). Reflective and impulsive determinants of social behavior. Personality and Social Psychology Review, 8, 220-247.
40. Stroop, J. R. (1935). Studies of interference in serial verbal reactions. Journal of Experimental Psychology, 18, 643-662.
41. Tangney, J. P., Baumeister, R. F., & Boone, A. L. (2004). High self-control predicts good adjustment, less pathology, better grades, and interpersonal success. Journal of Personality, 72, 271-324.
42. Verplanken, B., & Herabadi, A. (2001). Individual differences in impulsive buying tendency: feeling and no thinking. European Journal of Personality, 15, S71-S83.
43. Vohs, K. D. (2006). Self-regulatory resources power the reflective system: evidence from five domains. Journal of Consumer Psychology, 16, 215-221.
44. Vohs, K. D., & Faber, R. J. (2007). Spent resources: self-regulatory resource availability affects impulse buying. Journal of Consumer Research, 33(4), 537-547.
45. Vohs, K. D., & Heatherton, T. F. (2000). Self-regulatory failure: a resource-depletion approach. Psychological Science, 11(3), 249-254.
46. Vohs, K. D., Baumeister, R. F., Schmeichel, B. J., Twenge, J. M., Nelson, N. M., & Tice, D. M. (2008). Making choices impairs subsequent self-control: a limited-resource account of decision making, self-regulation, and active initiative. Journal of Personality and Social Psychology, 94, 883-898.