본문 바로가기
KERD
논문KCI 등재

How Consumers’Mindfulness Moderates Impulsive Buying Tendency

한웅희
서비스마케팅학회 (Service Marketing Association)|2020.06|서비스마케팅저널 (Services Marketing Journal)|제13권 제1호|pp. 5-17

1

조회

0

다운로드

3

인용

0

참고문헌

키워드

Mindfulness충동구매Impulsive BuyingCognitive Narrowing유념성인지적 협소화

초록

This research investigated the moderating role of mindfulness between the social exclusion experience and the impulsive buying tendency. Impulsive buying might cause great damage to those around him as well as to oneself and individuals who experienced social exclusion might use cognitive narrowing strategy to escape from negative emotions. This cognitive narrowing strategy might influences on cognitive structure and methods, which generate various forms of deviant behavior such as impulsive buying. This study looked at social exclusion feelings as one of the causes of impulse buying, and explored how the impact of social exclusion on impulsive buying would depend on the level of consumer mindfulness. Current study was performed on 99 college students. Participants were randomly assigned to group who experienced social exclusion or group who did not experience social exclusion. We analyzed how the mindfulness moderates the effect of social exclusion experience on impulsive buying with ANOVA. The results showed that the impulsive buying tendency was higher for the social exclusion experience group than other group. It is assumed that the cause of this result is that social exclusion experiences elicit negative emotions, leading to self-defeating behavior. Another result is that the difference of the degree of the impulsive buying was higher when the level of mindfulness was lower than higher. On the basis of these results, theoretical implications and practical implications of this study were discussed and the limitations of current research and future research were suggested.

Abstract

This research investigated the moderating role of mindfulness between the social exclusion experience and the impulsive buying tendency. Impulsive buying might cause great damage to those around him as well as to oneself and individuals who experienced social exclusion might use cognitive narrowing strategy to escape from negative emotions. This cognitive narrowing strategy might influences on cognitive structure and methods, which generate various forms of deviant behavior such as impulsive buying. This study looked at social exclusion feelings as one of the causes of impulse buying, and explored how the impact of social exclusion on impulsive buying would depend on the level of consumer mindfulness. Current study was performed on 99 college students. Participants were randomly assigned to group who experienced social exclusion or group who did not experience social exclusion. We analyzed how the mindfulness moderates the effect of social exclusion experience on impulsive buying with ANOVA. The results showed that the impulsive buying tendency was higher for the social exclusion experience group than other group. It is assumed that the cause of this result is that social exclusion experiences elicit negative emotions, leading to self-defeating behavior. Another result is that the difference of the degree of the impulsive buying was higher when the level of mindfulness was lower than higher. On the basis of these results, theoretical implications and practical implications of this study were discussed and the limitations of current research and future research were suggested.

참고문헌 (59)

  1. Baer, R. A., "Mindfulness-based treatment approaches : Clinician’s guide to evidence base and applications" (2006), Elsevier Academic Press
  2. Bajaj, B., "Mediating role of self-esteem on the relationship between mindfulness, anxiety, and depression", Personality and Individual Difference, 96, pp.127~131 (2016)
  3. Baumeister, R. F., "Anxiety and deconstruction: On escaping the self", Self-Inference Processes: the Ontario Symposium, 6, pp.259~291 (1990)
  4. Baumeister, R. F., "Self-defeating behavior patterns among normal individuals : Review and analysis of common self-destructive tendencies", Psychological Bulletin, 104(1), pp.3~22 (1988)
  5. Bayley, G., "Impulse purchasing : A qualitative exploration of the phenomenon", Qualitative Market Research; An International Journal, 1(2), pp.99~114 (1998)
  6. Bergomi, C., "The assessment of mindfulness with self-report measures : existing scales and open issues", Mind fulness, 4(3), pp.191~202 (2013)
  7. Bishop, S. R., "Mindfulness : A proposed operational definition", Clinical Psychology : Science and Practice, 11(3), pp.230~241 (2004)
  8. Brown, J., "Mindfulness and intelligence: A comparison", Educational Psychologist, 25(3-4), pp.305~335 (1990)
  9. Brown, K. W., "The benefits of being present : Mindfulness and its role in psychological well-being", Journal of Personality and Social Psychology, 84(4), pp.822~848 (2003)
  10. Brown, K. W., "Perils and promises in defining and measuring mindfulness : Observations from experience", Clinical Psychology : Science and Practice, 11(3), pp.242~248 (2004)
  11. Carver, C. S., "Control theory : A useful conceptual framework for personalitysocial, clinical, and health psychology", Psychological Bulletin, 92, pp.111~135 (1982)
  12. Chanowitz, B., "Premature cognitive commitment", Journal of Personality and Social Psychology, 41(6), pp.1051~1063 (1981)
  13. Chapman, A. L., "Solving the puzzle of deliberate self-harm : The experiential avoidance model", Behaviour Research and Therapy, 44(3), pp.371~394 (2006)
  14. Dhandra, T. K., "Does self-esteem matter? A framework depicting role of self-esteem between dispositional mindfulness and impulsive buying", Journal of Retailing and Consumer Services, 55, pp.102~135 (2020)
  15. Duval, S., "A theory of objective self-awareness" (1972), Academic Press
  16. Elliot, R., "Revenge, existential choice and addictive consumption", Psychology and Marketing, 13(8), pp.355~356 (1996)
  17. Faber, R. J., "Money change everything : Compulsive buying from a biopsychological perspective", American Behavioral Scientist, 35(6), pp.809~819 (1992)
  18. Faber, R. J., "Psychology and consumer culture: The struggle for a good life in a materialistic world", pp.169~187 (2004), the American Psychological Association
  19. Faber, R. J., "Compulsive consumption", Advances in Consumer Research, 14(1), pp.132~135 (1987)
  20. Fenton-O’Creevy, M., "Antecedents and consequences of chronic impulsive buying: Can impulsive buying be understood as dysfunctional self-regulation?", Psychology & Marketing, 35(3), pp.175~188 (2018)
  21. Garland, E., "The role of mindfulness in positive reappraisal", Explore, 5(1), pp.37~44 (2009)
  22. Germer, C. K., "Mindfulness and psychotherapy" (2005), Guilford Press
  23. Grable, J. E., "A subsequent study of the relationship between self-worth and financial beliefs, behavior, and satisfaction", Journal of Family and Consumer Science, 93(5), pp.25~30 (2001)
  24. 한웅희, "Does Social Exclusion Influence Consumers’ Pseudodiagnosticity Biases towards Distribution Brands?", 유통과학연구, 18(4), pp.79~85 (2020), 한국유통과학회[DOI]
  25. 한웅희, "The Study on Compulsive Buying as Self-Defeating Behavior: Focused on Social Exclusion Factor", East Asian Journal of Business Economics, 8(2), pp.57~68 (2020), 동아시아경상학회
  26. 한웅희, "Impulsive Buying and Social Exclusion", 상품학연구, 38(3), pp.53~59 (2020), 한국상품학회[DOI]
  27. Hanh, T. N., "The miracle of mindfulness : A manual for meditation" (1976), Beacon
  28. Hayes, S. C., "Mindfulness : Method and process", Clinical Psychology : Science and Practice, 10(2), pp.161~165 (2003)
  29. Hayes, S. C., "Mindfulness and acceptance : Expanding the cognitive–behavioral tradition" (2004), Guilford Press
  30. Hayes, S. C., "Experimental avoidance and behavioral disorders : A functional dimensional approach to diagnosis and treatment", Journal of Consulting and Clinical Psychology, 64(6), pp.1152~1168 (1996)
  31. Hirshcman, E. C., "The consciousness of addiction: Towards a general theory of compulsive consumption", Journal of Consumer Research, 19, pp.155~179 (1992)
  32. Kabat-Zinn, J., "Effectiveness of a meditationbased stress reduction program in the treatment of anxiety disorders", The American Journal of Psychiatry, 149(7), pp.936~943 (1992)
  33. Kim, S. K., "Therapy program for adolescent for anxiety and effect: Based on acceptancecommitment therapy and mindfulness", Journal of Meditation based Psychological Counseling, 9, pp.67~77 (2013)
  34. 김용수, "알아차림 프로그램이초등 교사들의 상위인지자각과 수용행동에 미치는 효과", 상담학연구, 15(2), pp.811~830 (2014), 한국상담학회[DOI]
  35. Lakey, C. E., "Dispositional mindfulness as a predictor of the severity of aambling outcomes", Personality and Individual Differences, 43(7), pp.1698~1710 (2007)
  36. Langer, E. J., "The Wiley Blackwell handbook of mindfulness", pp.7~20 (2014), John Wiley and Sons
  37. Langer, E., "The mindlessness of ostensibly thoughtful action : The role of ‘placebic’ information in interpersonal interaction", Journal of Personality and Social Psychology, 36(6), pp.635~642 (1978)
  38. Lau, M., "The Toronto mindfulness scale : Development and validation", Journal of Clinical Psychology, 62(12), pp.1445~1467 (2006)
  39. Michael, A. J., "The product-specific nature of impulse buying tendency", Journal of Business Research, 56(7), pp.505~511 (2003)
  40. Mikulas, W. L., "Mindfulness : Significant common confusions", Mindfulness, 2(1), pp.1~7 (2011)
  41. Pennebaker, J. W., "The direction of thought: Limits of awareness, intention and control", pp.327~350 (1989), Guilfbrd Press
  42. Peters, J. R., "A preliminary investigation of the relationships between dispositional mindfulness and impulsivity", Mindfulness, 2(4), pp.228~235 (2011)
  43. 표정자, "마음챙김 기술과 소진의 관련성 연구: 성매매 피해여성 상담원들을 중심으로", 스트레스 硏究, 22(1), pp.43~54 (2014), 대한스트레스학회
  44. Reason, J., "The psychopathology of everyday slips : Accidents happen when habit goes haywire", The Sciences, 24(5), pp.45~48 (1984)
  45. Rook, D. W., "Normative influences on impulsive buying behavior", Journal of Consumer Research, 22(3), pp.305~313 (1995)
  46. Rosenberg, E. L., "Psychology and consumer culture: The struggle for a good life in a materialistic world", pp.107~125 (2004), American Psychological Association
  47. Ruedy, N. E., "The moment : The effect of mindfulness on ethical decision making", Journal of Business Ethics, 95(1), pp.73~87 (2010)
  48. 유연재, "마음챙김 소비 척도 개발과 타당화", 한국심리학회지: 소비자·광고, 15(2), pp.307~331 (2014), 한국소비자·광고심리학회[DOI]
  49. Sermboonsang, R., "Mindfulness-based tranformational learning for managing impulse buying", Journal of Education for Business, 95(2), pp.129~137 (2019)
  50. Shapiro, E., "The unexpected power of mindfulness and meditation" (2019), Dover Publications, Ixia Press
  51. Silver, H., "Social exclusion and social solidarity: Three paradigms", International Labour Review, 133(5-6), pp.531~578 (1994)
  52. Specker, S. M., "Impulse control disorders and attention deficit disorder in pathological gamblers", Annals of Clinical Psychiatry, 7(4), pp.175~179 (1995)
  53. Twenge, J. M., "Social exclusion causes self-defeating behavior", Journal of Personality and Social Psychology, 83(3), pp.606~615 (2002)
  54. Vallacher, R. R., "What do people think they are doing? Action identification theory and human behavior", Psychological Review, 94(1), pp.3~15 (1987)
  55. Vohs, K. D., "Spent resources : Self-regulatory resource availability impulse buying", Journal of Consumer Research, 33(4), pp.537~547 (2007)
  56. Walach, H., "Measuring mindfulness— the Freiburg Mindfulness Inventory(FMI)", Personality and Individual Differences, 40, pp.1543~1555 (2006)
  57. Wan, E. C., "To be or not to be unique? The effect of social exclusion on consumer choice", Journal of Consumer Research, 40(8), pp.1109~1122 (2014)
  58. Weun, S., "Development and validation of the impulse buying tendency scale", Psychological Reports, 82(3), pp.1123~1133 (1998)
  59. Yang, Y., "A study for the impulse buying tendency scale development and validation", Korean Journal of Consumer and Advertising Psychology, 1(2), pp.137~168 (2000)

관련 논문AI추천

Impulsive Buying and Social Exclusion한웅희한국상품학회 · 상품학연구2020 · 제38권 제3호소비자의 유념성과 강박구매한웅희한국유통과학회 · 유통과학연구2014 · 제12권 제12호Negative emotion and purchase behavior following social exclusion박지연한국마케팅과학회 · Journal of Global Scholars of Marketing Science(마케팅과학연구)2017 · 제27권 제2호Effects of Busy Mindset and Self-Worth on Impulsive Buying: In the Category of Hedonic Products이형재, Le Thu Khanh LINH한국유통과학회 · 유통과학연구2020 · 제18권 제9호역기능적 소비행동에 대한 마음챙김 소비의 영향 연구김완석, 유연재한국소비자·광고심리학회 · 한국심리학회지: 소비자·광고2015 · 제16권 제1호The Effect of Social Exclusion on Tactile Product's Response in Online Shopping박은영한국유통과학회 · 산경연구논집2024 · 제15권 제9호

이 간행물의 다른 논문 (2건)

모금 광고의 효과성 분석 : 메시지 신뢰, 설득지식, 브랜드 명성을 중심으로김명진, 오준호pp. 19-30레페리(Leferi)의 뷰티인플루언서 시장 선도 전략 : MCN을 넘어 자체 브랜드와 커머스까지 진출고진용, 정언용pp. 31-41
원문 보기