State-trait interactions in regulatory focus determine impulse buying behavior.

Little research has focused on motivational state-trait interactions to explain impulse buying. Although the trait chronic regulatory focus has been linked to impulse buying, no evidence yet exists for an effect of situational regulatory focus and no research has examined whether the fit of chronic...

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Autores principales:	Anand Krishna, Sophia Ried, Marie Meixner
Formato:	article
Lenguaje:	EN
Publicado:	Public Library of Science (PLoS) 2021
Materias:	Medicine R Science Q
Acceso en línea:	https://doaj.org/article/3f66a929915e42edb233c908bb5132f8
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spelling	oai:doaj.org-article:3f66a929915e42edb233c908bb5132f82021-12-02T20:15:41ZState-trait interactions in regulatory focus determine impulse buying behavior.1932-620310.1371/journal.pone.0253634https://doaj.org/article/3f66a929915e42edb233c908bb5132f82021-01-01T00:00:00Zhttps://doi.org/10.1371/journal.pone.0253634https://doaj.org/toc/1932-6203Little research has focused on motivational state-trait interactions to explain impulse buying. Although the trait chronic regulatory focus has been linked to impulse buying, no evidence yet exists for an effect of situational regulatory focus and no research has examined whether the fit of chronic and situational regulatory focus can influence impulse buying with actual consumptive consequences rather than purchase intentions. Two laboratory experiments (total N = 250) manipulated situational regulatory focus before providing opportunities for impulse buying. In addition, cognitive constraint was manipulated as a potential boundary condition for regulatory focus effects. Situational promotion focus increased impulse buying relative to situational prevention focus in participants with strong chronic promotion, consistent with regulatory fit theory and independently of cognitive constraint. Surprisingly, situational promotion focus also increased impulse buying in participants with strong chronic prevention, but only under low cognitive constraint. These results may be explained by diverging mediating cognitive processes for promotion vs. prevention focus' effect on impulse buying. Future research must focus more on combining relevant states and traits in predicting consumer behavior. Marketing implications are discussed.Anand KrishnaSophia RiedMarie MeixnerPublic Library of Science (PLoS)articleMedicineRScienceQENPLoS ONE, Vol 16, Iss 7, p e0253634 (2021)
institution	DOAJ
collection	DOAJ
language	EN
topic	Medicine R Science Q
spellingShingle	Medicine R Science Q Anand Krishna Sophia Ried Marie Meixner State-trait interactions in regulatory focus determine impulse buying behavior.
description	Little research has focused on motivational state-trait interactions to explain impulse buying. Although the trait chronic regulatory focus has been linked to impulse buying, no evidence yet exists for an effect of situational regulatory focus and no research has examined whether the fit of chronic and situational regulatory focus can influence impulse buying with actual consumptive consequences rather than purchase intentions. Two laboratory experiments (total N = 250) manipulated situational regulatory focus before providing opportunities for impulse buying. In addition, cognitive constraint was manipulated as a potential boundary condition for regulatory focus effects. Situational promotion focus increased impulse buying relative to situational prevention focus in participants with strong chronic promotion, consistent with regulatory fit theory and independently of cognitive constraint. Surprisingly, situational promotion focus also increased impulse buying in participants with strong chronic prevention, but only under low cognitive constraint. These results may be explained by diverging mediating cognitive processes for promotion vs. prevention focus' effect on impulse buying. Future research must focus more on combining relevant states and traits in predicting consumer behavior. Marketing implications are discussed.
format	article
author	Anand Krishna Sophia Ried Marie Meixner
author_facet	Anand Krishna Sophia Ried Marie Meixner
author_sort	Anand Krishna
title	State-trait interactions in regulatory focus determine impulse buying behavior.
title_short	State-trait interactions in regulatory focus determine impulse buying behavior.
title_full	State-trait interactions in regulatory focus determine impulse buying behavior.
title_fullStr	State-trait interactions in regulatory focus determine impulse buying behavior.
title_full_unstemmed	State-trait interactions in regulatory focus determine impulse buying behavior.
title_sort	state-trait interactions in regulatory focus determine impulse buying behavior.
publisher	Public Library of Science (PLoS)
publishDate	2021
url	https://doaj.org/article/3f66a929915e42edb233c908bb5132f8
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State-trait interactions in regulatory focus determine impulse buying behavior.

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