If-then plans help regulate automatic peer influence on impulse buying
If-then plans help regulate automatic peer influence on impulse buying
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DOI：
10.1108/ejm-05-2018-0341
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发表时间：
2020-07
影响因子：
4.4
通讯作者：
J. Thürmer;M. Bieleke;F. Wieber;P. Gollwitzer
中科院分区：
文献类型：
--
作者：
J. Thürmer;M. Bieleke;F. Wieber;P. Gollwitzer
目的本研究旨在从双过程的角度，认为同伴对冲动性购买的影响也可能是自动的。如果-那么计划可以使行动控制自动化，因此可以帮助调节同伴的影响。这项研究扩展了现有的文献，明确故意影响的社会normals.Design/methodology/approachStudy 1（N= 120）获得的因果关系的证据表明，形成一个实施意图（即一个如果，然后计划，旨在自动化的行动控制）减少同伴的影响，冲动购买的实验室实验与年轻的成年人（学生）选择食品。研究2（N= 686）获得了相关的证据的作用规范，自动性和实施意向的冲动购买使用一个大样本的高中青少年工作的一个小插曲约clothes-shopping. FindingsIf，然后计划减少冲动购买在实验室（研究1）。都报告审议同行规范和报告的自动性购物与同行预测冲动购买，但实施的意图是节俭减少这些链接（研究2）。研究限制/implicationsThis研究突出了自动社会过程中的作用，有问题的消费者行为。有前途的实地研究和神经心理学实验进行了讨论。Practical implicationsYoung consumers可以获得控制自动同行的影响，通过使用如果，然后计划，从而减少冲动buying.Originality/valueThis研究有助于了解新的前体冲动购买在欠研究的欧洲样本的年轻消费者。
PurposeThis 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.Design/methodology/approachStudy 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.FindingsIf-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).Research limitations/implicationsThis research highlights the role of automatic social processes in problematic consumer behaviour. Promising field studies and neuropsychological experiments are discussed.Practical implicationsYoung consumers can gain control over automatic peer influence by using if-then plans, thereby reducing impulse buying.Originality/valueThis research helps understand new precursors of impulse buying in understudied European samples of young consumers.