The Relationship Between Consumers’ Tendencies to Buy Compulsively and Their Motivations to Shop and Buy on the Internet

Monika Kukar-Kinney, Nancy M. Ridgway and Kent B. Monroe

Journal of Retailing, 2009, vol. 85, issue 3, 298-307

Abstract: This paper presents the results of a survey of customers of an Internet clothing retailer examining how consumers’ preferences to shop and buy on the Internet rather than at bricks-and-mortar stores differ depending on their compulsive buying tendencies. Using shopping motivations such as seeking product and information variety, the ability to buy unobserved, avoiding social interactions, and experiencing positive feelings during shopping and buying, we find a positive linear relationship between a tendency to buy compulsively and Internet shopping and buying motivations. The research demonstrates that the items used to measure these motivations can also be used to identify buyers who have a tendency to buy compulsively. The paper also offers important retailing, managerial and public policy implications of the findings.

Keywords: Compulsive buying; Internet buying; Buying motivations; Shopping motivations (search for similar items in EconPapers)
Date: 2009
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Citations: View citations in EconPapers (31)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jouret:v:85:y:2009:i:3:p:298-307

DOI: 10.1016/j.jretai.2009.05.002

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