Personality and impulsive buying behaviors. A necessary condition analysis

Asad Shahjehan and Javeria Andleeb Qureshi

Economic Research-Ekonomska Istraživanja, 2019, vol. 32, issue 1, 1060-1072

Abstract: Personality traits sufficiently explain the tendency of an individual displaying impulsive buying behaviours. However, necessity notions of causality imply that the desired level of impulsive buying behaviours would not exist if the required personality traits were not present. To date, an appropriate analytical tool to assess necessary conditions has been lacking. This study applies a newly developed method ‘Necessary Condition Analysis’ on a sample of 640 university students (in February 2017) to evaluate the necessity of personality traits for displaying impulsive buying behaviours. Results show that for lower level impulsive buying behaviours an individual’s conscientiousness is necessary, for medium level agreeableness, extraversion and openness become necessary conditions, while conscientiousness is a complementary necessary condition. Lastly, neuroticism is necessary for highest levels complemented by other personality traits. Application of NCA fundamentally changes our understanding regarding personality traits and impulsive buying behaviour relationship. Practically focusing on necessary conditions would be more effective than focusing on general predictors that only partially explain the outcomes.

Date: 2019
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DOI: 10.1080/1331677X.2019.1585268

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