1. 1 Gender As Moderator Of Temperamental Background Of Impulse Buying Tendency Agata Gąsiorowska Wrocław University of Technology

2. 2 What is Impulsive buying? 1960s impulsive buying = unplanned buying impulsive buying as special form of unplanned buying, activated by visual stimulus (product) and executed in a very short time 2

3. 3 What is Impulsive buying? 1970s Researchers had begun to question whether products could be classified as impulse or non- impulse All products could be purchased impulsively It is the consumer not the product, who experiences impulses 3

4. 4 What is Impulsive buying? 1980s Focus on how consumer behave during shopping, and on mental and emotional processes that might take place Clarification of definition - Rook (1987), Rook and Hoch (1985) „ Impulse buying occurs when a consumer experiences a sudden, often powerful and persistent urge to buy something immediately. The impulse to buy is hedonically complex and may stimulate emotional conflict. Also, impulse buying is prone to occur with diminished regard for its consequences ” (Rook, 1987, p.191) Acts of impulsive buying versus impulsive buying tendency interpreted as a trait 4

5. 5 Determinants of impulsive buying Individual traits influencing impulsive buying tendency general impulsivity, optimal level of stimulation, temporal orientation, materialism, money attitudes, recreational shopping tendency, shopping style influenced by gender Individual and situational factors that trigger impulses in certain situation while shopping affect and emotions felt during certain buying episode, individual attitude towards promotion, atmospherics, in- store stimuli, comfort and easiness of buying Moderators that either inhibit impulsive decision like self-control, or stimulate it, like direct access to money, and – type of money used (cash, credit card), or normative evaluation of impulsive buying 5

6. 6 Formal characteristics of behaviour Dimensions of temperament as postulated by the Regulative Theory of Temperament Based on the assumption that temperament refers to formal attributes of behaviour expressed in energetic and temporal characteristics Briskness Perseveration Sensory sensitivity Emotional reactivity Endurance Activity 6

7. 7 Optimum stimulation level From consumers perspective, high optimal level of stimulation is associated with detailed analysis of advertisements searching for information just out of own curiosity variety seeking in consumption risky decisions innovative behaviour recreational and hedonic shopping so it also might be connected with impulsive buying tendency 7

8. Shopping style by gender WOMEN like shopping, even for necessities pleasure in searching, choosing and trying shop slowly and emotionally stimulative impulsive buying MEN do not like shopping, exc. durable goods shopping as a boring obligation shop quickly instrumental impulsive buying 88

9. 9 Hypotheses H1: Gender moderates the relation between temperamental features and impulsive buying tendency H2: For women, impulsive buying tendency is related to sensation seeking stronger than to formal attributes of behaviour H3: For men, impulsive buying tendency is related to formal attributes of behaviour stronger than to sensation seeking 9

10. 10 Method - Participants Students of linguistics, teachers, bookstore workers, physical workers and unemployed, living in Wroclaw, Poland n=180 respondents (86 men, 94 women) age M=31.57 years (SD 12.806) 10

11. 11 Method - Questionnaire Impulsive buying tendency SKI Multidimensional Scale (Gasiorowska, 2003) - 23 items Impulse buying scale, taken from SZN Scale (Macik, Macik, 2005) - based on Hausman IBT scale (2000) and consists on 10 items Sensation Seeking Scale Form V (Zuckerman, 1994) The Formal Characteristics of Behaviour- Temperament Inventory (FCB-TI) 11

12. 12 Analysis of Correlations - SKI scale 12 femalesmalesZ-differences Sensation seeking Thrill and Adventure Seeking0,045-0,0660,774 Experience Seeking0,228*0,0861,016 Disinhibition0,416**0,1581,974* Boredom Susceptibility0,253*0,1780,548 FCB-TI Activity0,244*0,0261,553 Endurance0,099-0,1411,680 Emotional reactivity0,0550,1510,676 Sensory sensitivity-0,027-0,387**2,655** Briskness-0,126-0,349**1,655 Perseveration0,0480,0730,175 *p< 0,05 **p< 0,01

13. 13 Analysis of Correlations - SZN scale 13 femalesmalesZ-differences Sensation seeking Thrill and Adventure Seeking0,261*-0,1022,574* Experience Seeking0,411**0,1012,336* Disinhibition0,484**0,0863,078** Boredom Susceptibility0,367**0,1131,891 FCB-TI Activity0,314**0,0282,068* Endurance0,103-0,1801,987* Emotional reactivity-0,0210,1100,915 Sensory sensitivity-0,128-0,399**2,046* Briskness-0,150-0,291**1,034 Perseveration-0,0310,0740,732 *p< 0,05 **p< 0,01

14. 14 Formal Characteristics of Behaviour and impulsive buying tendency - women 14 EnduranceEndurance ActivityActivity Emotional reactivity Sensory sensitivity BrisknessBriskness PerseverationPerseveration Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SZN Scale Impulsive Buying Tendency SZN Scale R 2 =0.06 R 2 =0.10 β=0.25 β=0.32 χ 2 /df=1.513 RMSEA=0.076 CFI=0.930 TLI=0.915

15. 15 Formal Characteristics of Behaviour and impulsive buying tendency - men 15 EnduranceEndurance ActivityActivity Emotional reactivity Sensory sensitivity BrisknessBriskness PerseverationPerseveration Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SZN Scale Impulsive Buying Tendency SZN Scale R 2 =0.28 R 2 =0.23 β=-0.34 β=-0.36 χ 2 /df=1.452 RMSEA=0.073 CFI=0.972 TLI=0.948 β=-0.24 β=-0.30

16. 16 Formal Characteristics of Behaviour and impulsive buying tendency - women 16 Experience Seeking Thrill and Adventure Seeking DisinhibitionDisinhibition Boredom Susceptibility Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SZN Scale Impulsive Buying Tendency SZN Scale R 2 =0.19 R 2 =0.29 β=0.17 β=0.31 χ 2 /df=1.528 RMSEA=0.075 CFI=0.987 TLI=0.962 β=0.30 β=0.31

17. 17 Formal Characteristics of Behaviour and impulsive buying tendency - men 17 Experience Seeking Thrill and Adventure Seeking DisinhibitionDisinhibition Boredom Susceptibility Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SKI Scale Impulsive Buying Tendency SZN Scale Impulsive Buying Tendency SZN Scale R 2 =0 χ 2 /df=1.077 RMSEA=0.030 CFI=0.994 TLI=0.990

18. 18 Discussion Gender moderates the relation between individual differences variables and impulsive buying tendency Women - stimulative impulse buying desire to seek new experience might be easily fulfilled by shopping, especially in impulsive manner they treat impulse buying as a kind of risky game that is to provide high level of stimulation, needed by some consumers Men - instrumental impulsive buying Low briskness and low sensory sensitivity might promote giving in to various marketing influences, like promotion, sales, etc. Men with such features cannot cope effectively with loads of information in shopping environment, so it leads to cognitive overload and unreflective behaviour 18