Please use this identifier to cite or link to this item: https://doi.org/10.21256/zhaw-20484
Publication type: Article in scientific journal
Type of review: Peer review (publication)
Title: If-then plans help regulate automatic peer influence on impulse buying
Authors: Thürmer, J. Lukas
Bieleke, Maik
Wieber, Frank
Gollwitzer, Peter M.
et. al: No
DOI: 10.1108/EJM-05-2018-0341
10.21256/zhaw-20484
Published in: European Journal of Marketing
Volume(Issue): 54
Issue: 9
Pages: 2079
Pages to: 2105
Issue Date: 1-Jul-2020
Publisher / Ed. Institution: Emerald
ISSN: 0309-0566
Language: English
Subjects: Impulse buying; Peer influence; Implementation intention; Young consumer; Reflective-impulsive model
Subject (DDC): 303: Social processes
658.8: Marketing management
Abstract: This study aims to take a dual-process perspective and argues that peer influence on increasing impulse buying may also operate automatically. If-then plans, which can automate action control, may, thus, help regulate peer influence. This research extends existing literature explicating the deliberate influence of social norms. Study 1 (N = 120) obtained causal evidence that forming an implementation intention (i.e. an if-then plan designed to automate action control) reduces peer impact on impulse buying in a laboratory experiment with young adults (students) selecting food items. Study 2 (N = 686) obtained correlational evidence for the role of norms, automaticity and implementation intentions in impulse buying using a large sample of high-school adolescents working on a vignette about clothes-shopping. If-then plans reduced impulse purchases in the laboratory (Study 1). Both reported deliberation on peer norms and the reported automaticity of shopping with peers predicted impulse buying but an implementation intention to be thriftily reduced these links (Study 2). This research highlights the role of automatic social processes in problematic consumer behaviour. Promising field studies and neuropsychological experiments are discussed. Young consumers can gain control over automatic peer influence by using if-then plans, thereby reducing impulse buying. This research helps understand new precursors of impulse buying in understudied European samples of young consumers.
URI: https://digitalcollection.zhaw.ch/handle/11475/20484
Fulltext version: Published version
License (according to publishing contract): CC BY 4.0: Attribution 4.0 International
Departement: Health Professions
Organisational Unit: Institute of Health Sciences (IGW)
Appears in Collections:Publikationen Gesundheit

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