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Building consumer self-control: The effect of self-control exercises on impulse buying urges

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Abstract

In this research, the effects of self-control exercises on impulse buying urges are examined. Drawing on the strength model of self-control (Baumeister and Heatherton 1996, Psychological Inquiry 7:1–15), the present paper aims to shed light on impulsive buying by exploring the impact of enhancement of self-control as a result of repeated physical and cognitive self-control exercises over time. The findings showed that these self-control exercises reduced impulse buying urges. Directions for future research are discussed.

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Authors and Affiliations

  1. Department of Management and Marketing, Kuwait University, P.O. Box 5486, Safat, 13055, Kuwait

    Abdullah J. Sultan

  2. Department of Marketing, Washington State University, P.O. Box 644730, Pullman, WA, 99164-4730, USA

    Jeff Joireman & David E. Sprott

Authors
  1. Abdullah J. Sultan
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  2. Jeff Joireman
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  3. David E. Sprott
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Correspondence to Abdullah J. Sultan.

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Sultan, A.J., Joireman, J. & Sprott, D.E. Building consumer self-control: The effect of self-control exercises on impulse buying urges. Mark Lett 23, 61–72 (2012). https://doi.org/10.1007/s11002-011-9135-4

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  • DOI: https://doi.org/10.1007/s11002-011-9135-4

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