Effect of consumer self-discrepancy on materialism and impulse buying: the role of subjective well-being

Linas Pupelis and Beata Šeinauskienė

Central European Management Journal, 2023, vol. 31, issue 2, 222-240

Abstract: Purpose - This study aims to explore how and why self-discrepancy affects materialism and impulsive buying and the extent to which subjective well-being mediates the relationship between self-discrepancy, materialism and impulsive buying. Design/methodology/approach - The authors have tested the hypothesis with a convenience sample (N = 434) from Lithuania. Descriptive analysis, principal components analysis (PCA), serial mediation hypothesis tested with model 81 from regression-based path analysis modeling tool PROCESS Macro for IBM® SPSS® Statistics 24.7 statistical software. Findings - The serial and parallel mediation analysis results indicated that greater self-discrepancy was related to poorer life satisfaction, which was related to greater materialism centrality, which promoted greater impulsive buying. Also, the greater the self-discrepancy, caused more occurrence of negative affect, which relates to increased materialism happiness, which triggers impulsive buying. Self-discrepancy was negatively associated with the frequency of positive affect, which was positively related to materialism, which stimulates impulsive buying. Research limitations/implications - The study was dominated by younger respondents. The survey was conducted during the lockdown of the Covid-19 virus pandemic. Originality/value - There is little empirical evidence to support the reasoning behind why self-discrepancy predicts a higher degree of materialism, which increases impulsive buying. This study suggests the mechanism of how subjective well-being affects relationships of self-discrepancy on materialism and impulsive buying.

Keywords: Self-discrepancy; Materialism; Impulse buying; Subjective well-being; Life satisfaction; M31 (search for similar items in EconPapers)
Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:eme:cemjpp:cemj-12-2021-0154

DOI: 10.1108/CEMJ-12-2021-0154

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