How compulsive and impulsive buying affect consumer emotional regulation.: Is anxiety a differential element?

Gabriel Cachón Rodríguez.; Alicia Blanco González; Camilo Prado Román; Antonio Fernández Portillo

How compulsive and impulsive buying affect consumer emotional regulation.: Is anxiety a differential element?

Gabriel Cachón-Rodríguez ^[1] ; Alicia Blanco-González ^[1] ; Camilo Prado-Román ^[1] ; Antonio Fernández Portillo ^[2]
1. [1] Universidad Rey Juan Carlos
  
  Universidad Rey Juan Carlos
  
  Madrid, España
2. [2] Universidad de Extremadura
  
  Universidad de Extremadura
  
  Badajoz, España
Localización: European journal of management and business economics, ISSN-e 2444-8494, ISSN 2444-8451, Vol. 34, Nº. 3, 2025, págs. 340-358
Idioma: inglés
DOI: 10.1108/EJMBE-06-2023-0172
Enlaces
- Texto completo
Resumen
- Purpose – Academic literature calls for research on the impact of psychological states derived from mental illness on detrimental consumer behaviour. The purpose of this study is to assess the impact of anxiety on the consumer’s buying processes (compulsive and impulsive) and emotional regulation.
  
  Design/methodology/approach – To carry out the statistical analysis, the data were obtained through an online survey (n 5 726) of supermarket consumers. The treatment of the data was using partial least squares structural equation modelling (PLS-SEM).
  
  Findings – The results obtained show that anxiety influences the generation of harmful behaviour, as it has a positive impact on compulsive and impulsive buying. In addition, compulsive and impulsive buying generate higher levels of consumers’ emotional regulation.
  
  Originality/value – This study contributes to the management of anxiety as a priority element to reduce harmful behaviour. Therefore, it provides useful information for marketing managers and professionals in psychological and healthy consumer processes.
Referencias bibliográficas
- Achtziger, A., Hubert, M., Kenning, P., Raab, G. and Reisch, L. (2015), “Debt out of control: the links between self-control, compulsive buying,...
- Ahmed, R.R., Streimikiene, D., Rolle, J.-A. and Pham, A.D. (2020), “The COVID-19 pandemic and the antecedants for the impulse buying behavior...
- Arumugam, T. (2020), “Caring for your mental health during MCO”, New Straits Times.
- Atalay, A.S. and Meloy, M.G. (2011), “Retail therapy: a strategic effort to improve mood”, Psychology and Marketing, Vol. 28 No. 6, pp. 638-659,...
- Barclay, D., Higgins, C. and Thompson, R. (1995), “The partial least squares (pls) approach to casual modeling: personal computer adoption...
- Black, D.W. (2022), “Compulsive shopping: a review and update”, Current Opinion in Psychology, Vol. 46, 101321, doi: 10.1016/j.copsyc.2022.101321.
- Blanco-Gonzalez, A., Cachón-Rodr’iguez, G., Del-Castillo-Feito, C. and Cruz-Suarez, A. (2022), “Is purchase behavior different for consumers...
- Blanco-González, A., Cachón-Rodríguez, G., Hernández-Perlines, F. and Prado-Román, C. (2023), “Effects of social responsibility on legitimacy...
- Brehm, S.S. and Brehm, J.W. (2013), Psychological Reactance: A Theory of Freedom and Control, Academic Press, New York.
- Bui, M. and Kemp, E. (2013), “E-tail emotion regulation: examining online hedonic product purchases”, International Journal of Retail and...
- Cachón-Rodríguez, G., Blanco-González, A., Prado-Román, C. and Del-Castillo-Feito, C. (2022), “How sustainable human resources management...
- Cachón-Rodríguez, G., Prado-Román, C. and Blanco-González, A. (2021), “The relationship between corporate identity and university loyalty:...
- Chin, W.W. (1998), “The partial least squares approach to structural equation modeling”, Modern Methods for Business Research, Vol. 295 No....
- Chin, W.W. (2010), “How to write up and report PLS analyses”, Handbook of Partial Least Squares, Springer, Berlin, pp. 655-690.
- Chin, W.W. and Newsted, P.R. (1999), “Structural equation modeling analysis with small samples using partial least squares”, Statistical Strategies...
- Cohen, J. (1988), Statistical Power Analysis for the Behavioral Sciences, 2nd ed., Erlbaum, Hillsdale, NJ.
- Darrat, A.A., Darrat, M.A. and Amyx, D. (2016), “How impulse buying influences compulsive buying: the central role of consumer anxiety and...
- Dijkstra, T.K. and Henseler, J. (2015), “Consistent and asymptotically normal PLS estimators for linear structural equations”, Computational...
- Dobson, K.S. (1985), “The relationship between anxiety and depression”, Clinical Psychology Review, Vol. 5 No. 4, pp. 307-324, doi: 10.1016/0272-7358(85)90010-8.
- Duroy, D., Gorse, P. and Lejoyeux, M. (2014), “Characteristics of online compulsive buying in Parisian students”, Addictive Behaviors, Vol....
- Ekman, P., Freisen, W.V. and Ancoli, S. (1980), “Facial signs of emotional experience”, Journal of Personality and Social Psychology, Vol....
- Endler, N.S. and Kocovski, N.L. (2001), “State and trait anxiety revisited”, Journal of Anxiety Disorders, Vol. 15 No. 3, pp. 231-245, doi:...
- Faber, R.J. (2010), “Impulsive and compulsive buying”, in Wiley International Encyclopedia of Marketing. doi: 10.1002/9781444316568.wiem03007.
- Faber, R.J. and O'Guinn, T.C. (1992), “A clinical screener for compulsive buying”, Journal of Consumer Research, Vol. 19 No. 3, pp. 459-469,...
- Faul, F., Erdfelder, E., Lang, A.-G. and Buchner, A. (2007), “G* Power 3: a flexible statistical power analysis program for the social, behavioral,...
- Fornell, C. and Larcker, D.F. (1981), “Evaluating structural equation models with unobservable variables and measurement error”, Journal of...
- Gallagher, C.E., Watt, M.C., Weaver, A.D. and Murphy, K.A. (2017), “‘I fear, therefore, I shop!’ exploring anxiety sensitivity in relation...
- Geisser, S. (1974), “A predictive aproach to the random effets model”, Biometrika, Vol. 61 No. 1, pp. 101-107, doi: 10.1093/biomet/61.1.101.
- Hair, J. and Alamer, A. (2022), “Partial Least Squares Structural Equation Modeling (PLS-SEM) in second language and education research: guidelines...
- Hair, J.F., Sarstedt, M., Ringle, C.M. and Gudergan, S.P. (2018), Advanced Issues in Partial Least Squares Structural Equation Modeling, Sage...
- Hair, J.F., Risher, J.J., Sarstedt, M. and Ringle, C.M. (2019), “When to use and how to report the results of PLS-SEM”, European Business...
- Henseler, J. (2017), Adanco 2.0. 1: User Manual, Composite Modeling GmbH, KG, Kleve.
- Henseler, J., Ringle, C.M. and Sinkovics, R.R. (2009), “The use of partial least squares path modeling in international marketing”, in New...
- Henseler, J., Ringle, C.M. and Sarstedt, M. (2016), “Testing measurement invariance of composites using partial least squares”, International...
- Ipsos (2022), “Gobal Health Service Monitor”, available at: https://www.ipsos.com/sites/default/files/ct/news/documents/2022-09/Ipsos-global-health-service-monitor-2022-VDEF.pdf
- Islam, T., Pitafi, A.H., Arya, V., Wang, Y., Akhtar, N., Mubarik, S. and Xiaobei, L. (2021), “Panic buying in the COVID-19 pandemic: a multi-country...
- Japutra, A., Ekinci, Y. and Simkin, L. (2019), “Self-congruence, brand attachment and compulsive buying”, Journal of Business Research, Vol....
- Japutra, A., Ekinci, Y. and Simkin, L. (2022), “Discovering the dark side of brand attachment: impulsive buying, obsessive-compulsive buying...
- Jones, M.A., Reynolds, K.E., Weun, S. and Beatty, S.E. (2003), “The product-specific nature of impulse buying tendency”, Journal of Business...
- Kacen, J.J. and Lee, J.A. (2002), “The influence of culture on consumer impulsive buying behavior”, Journal of Consumer Psychology, Vol. 12...
- Kakaria, S., Saffari, F., Ramsøy, T.Z. and Bigné, E. (2023), “Cognitive load during planned and unplanned virtual shopping: evidence from...
- Kantar (2021), “Cuotas de mercado de la distribución”, available at: https://www.kantarworldpanel.com/es/grocery-market-share/spain/range/17.05.20/26.03.23...
- Kemp, E. and Kopp, S.W. (2011), “Emotion regulation consumption: when feeling better is the aim”, Journal of Consumer Behaviour, Vol. 10 No....
- Kemp, E., Kennett-Hensel, P.A. and Williams, K.H. (2014), “The calm before the storm: examining emotion regulation consumption in the face...
- Kemp, E., Bui, M.M. and Porter McDowell, I.I.I. (2021), “Preparing for a crisis: examining the influence of fear and anxiety on consumption...
- Kirsch, I. (1997), “Response expectancy theory and application: a decennial review”, Applied and Preventive Psychology, Vol. 6 No. 2, pp....
- Kline, R.B. (2015), Principles and Practice of Structural Equation Modeling, 4th ed., Guilford publications, New York.
- Kock, N. (2015), “Common method bias in PLS-SEM: a full collinearity assessment approach”, International Journal of E-Collaboration (IJeC),...
- Kukar-Kinney, M., Scheinbaum, A.C. and Schaefers, T. (2016), “Compulsive buying in online daily deal settings: an investigation of motivations...
- Lazarus, R.S. (1991), “Cognition and motivation in emotion”, American Psychologist, Vol. 46 No. 4, pp. 352-367, doi: 10.1037//0003-066x.46.4.352.
- Mende, M. and Bolton, R.N. (2011), “Why attachment security matters: how customers' attachment styles influence their relationships with...
- Mühlberger, C. and Jonas, E. (2019), “Reactance theory BT - social psychology in action: evidence-based interventions from theory to practice”,...
- Müller, A., Mitchell, J.E. and de Zwaan, M. (2015), “Compulsive buying”, The American Journal on Addictions, Vol. 24 No. 2, pp. 132-137, doi:...
- Omar, N.A., Nazri, M.A., Ali, M.H. and Alam, S.S. (2021), “The panic buying behavior of consumers during the COVID-19 pandemic: examining...
- Ozer, L. and Gultekin, B. (2015), “Pre- and post-purchase stage in impulse buying: the role of mood and satisfaction”, Journal of Retailing...
- Panzone, L.A., Larcom, S. and She, P.W. (2021), “Estimating the impact of the first COVID-19 lockdown on UK food retailers and the restaurant...
- Poynor, C. and Haws, K.L. (2008), “Lines in the sand: the role of motivated categorization in the pursuit of self-control goals”, Journal...
- Raab, G., Elger, C.E., Neuner, M. and Weber, B. (2011), “A neurological study of compulsive buying behaviour”, Journal of Consumer Policy,...
- Ramanathan, S. and Menon, G. (2006), “Time-varying effects of chronic hedonic goals on impulsive behavior”, Journal of Marketing Research,...
- Redine, A., Deshpande, S., Jebarajakirthy, C. and Surachartkumtonkun, J. (2023), “Impulse buying: a systematic literature review and future...
- Ridgway, N.M., Kukar-Kinney, M. and Monroe, K.B. (2008), “An expanded conceptualization and a new measure of compulsive buying”, Journal of...
- Rook, D.W. (1987), “The buying impulse”, Journal of Consumer Research, Vol. 14 No. 2, pp. 189-199, doi: 10.1086/209105.
- Roseman, I.J. (1984), “Cognitive determinants of emotion: a structural theory”, Review of Personality and Social Psychology, Vol. 5, pp. 11-36.
- Sachdeva, R. (2022), “The coronavirus shopping anxiety scale: initial validation and development”, European Journal of Management and Business...
- Santomauro, D.F., Mantilla Herrera, A.M., Shadid, J., Zheng, P., Ashbaugh, C., Pigott, D.M., Abbafati, C., … and Ferrari, A.J. (2021), “Articles...
- Scherer, K.R., Schorr, A. and Johnstone, T. (2001), Appraisal Processes in Emotion: Theory, Methods, Research, Oxford University Press, New...
- Sneath, J.Z., Lacey, R. and Kennett-Hensel, P.A. (2009), “Coping with a natural disaster: losses, emotions, and impulsive and compulsive buying”,...
- Spielberger, C.D. (1975), “Anxiety: state-trait process”, Stress and Anxiety, Vol. 1, pp. 115-143.
- Start_Emprendedores|UC3M (2021), “¿VÍCTIMA del marketing O comprador impulsivo?”, Start_Emprendedores|UC3M, available at: https://startuc3m.com/victima-del-marketing-o-comprador-impulsivo-compras-por-impulso/
- Stephan, W.G., Stephan, C.W. and Gudykunst, W.B. (1999), “Anxiety in intergroup relations: a comparison of anxiety/uncertainty management...
- Stone, M. (1974), “Cross-validatory choice and assessment of statistical predictions”, Journal of the Royal Statistical Society, Vol. 36 No....
- Top Doctors (2020), “El 30% de los jóvenes padece oniomanía, adicción a las compras compulsivas. 5 consejos para comprar con conciencia”,...
- Valence, G., d'Astous, A. and Fortier, L. (1988), “Compulsive buying: concept and measurement”, Journal of Consumer Policy, Vol. 11 No....
- Van den Bergh, B.R.H., Mulder, E.J.H., Mennes, M. and Glover, V. (2005), “Antenatal maternal anxiety and stress and the neurobehavioural development...
- Verplanken, B. and Herabadi, A. (2001), “Individual differences in impulse buying tendency: feeling and no thinking”, European Journal of...
- Verplanken, B. and Sato, A. (2011), “The psychology of impulse buying: an integrative self-regulation approach”, Journal of Consumer Policy,...
- Vroom, V.H. (1964), Work and Motivation, Wiley, Oxford.
- Wagner, M. and Morisi, D. (2019), “Anxiety, fear, and political decision making”, in Oxford Research Encyclopedia of Politics. doi: 10.1093/acrefore/9780190228637.013.915.
- Wang, Y., Di, Y., Ye, J. and Wei, W. (2021), “Study on the public psychological states and its related factors during the outbreak of coronavirus...
- WHO (2022a), Salud Mental y COVID-19: Datos Iniciales Sobre Las Repercusiones de La Pandemia, Ginebra, available at: https://www.who.int/es/publications/i/item/WHO-2019-nCoV-Sci_Brief-Mental_health-2022.1
- WHO (2022b), “Trastornos mentales”, available at: https://www.who.int/es/news-room/fact-sheets/detail/mental-disorders (accessed 2 January...
- Winter, R. and Lavis, A. (2022), “The impact of COVID-19 on young people's mental health in the UK: key insights from social media using...
- World Health Organization (2021), “Depression”, available at: https://www.who.int/news-room/fact-sheets/detail/depression
- Yi, S. (2012), “Shame-proneness as a risk factor of compulsive buying”, Journal of Consumer Policy, Vol. 35 No. 3, pp. 393-410, doi: 10.1007/s10603-012-9194-9.
- Zheng, X., Men, J., Yang, F. and Gong, X. (2019), “Understanding impulse buying in mobile commerce: an investigation into hedonic and utilitarian...