Chronic Consumer States Influencing Compulsive Consumption
Consumer behaviour analysis represents an important
field of study in marketing. Particularly strategy development for
marketing and communications will be more focused and effective
when marketers have an understanding of the motivations, behaviour
and psychology of consumers. While materialism has been found to
be one of the important elements in consumer behaviour, compulsive
consumption represents another aspect that has recently attracted
more attention. This is because of the growing prevalence of
dysfunctional buying that has raised concern in consumer societies.
Present studies and analyses on origins and motivations of
compulsive buying have mainly focused on either individual factors
or groups of related factors and hence a need for a holistic view
exists. This paper provides a comprehensive perspective on
compulsive consumption and establishes relevant propositions
keeping the family life cycle stages as a reference for the incidence of
chronic consumer states and their influence on compulsive
consumption.
[1] D. Black, "A review of compulsive buying disorders," World
Psychiatry, vol. 6, no. 1, pp. 14-18, Feb. 2007.
[2] R. Faber, T. O-Guinn, R. Krych, "Compulsive consumption," in
Advances in Consumer Research, vol. 14, M. Wallendorf & P.
Anderson, Eds. Provo, UT: Association for Consumer Research, 1987,
pp. 132-135.
[3] R. Faber, T. O'Guinn, "Compulsive Consumption and Credit Abuse,"
Journal of Consumer Policy, vol. 11, no. 1, pp. 97-109, Mar. 1988.
[4] H. Dittmar, "I shop therefore I am?," in Consumer culture, identity and
well-being, H. Dittmar, Ed. Routledge, 2008, pp. 95-113.
[5] M. Neuner, R. Raab, L. Reisch, "Compulsive buying in maturing
consumer societies: An empirical re-inquiry", Journal of Economic
Psychology, vol. 26, no. 4, pp. 509-522, Aug. 2005.
[6] I. Redondo-Bellon, M. Royo-Vela, J. Aldas-Manzano, "A family life
cycle model adapted to the Spanish environment," European Journal of
Marketing, vol. 35, no. 5/6, pp. 612-638, 2001.
[7] M. Gilly, B. Enis, "Recycling the family life cycle: A proposal for
redefinition," in Advances in Consumer Research, vol. 9, A. Mitchell,
Ed. Association for Consumer Research, Ann Arbor, 1982, pp.271-276.
[8] A. d'Astous, "An inquiry into the compulsive side of ÔÇÿnormal-
consumers," Journal of Consumer Policy, vol. 13, no. 1, pp. 15-31,
Mar. 1990.
[9] W. DeSarbo, E. Edwards, "Typologies of compulsive buying behaviour:
A constrained clusterwise regression approach," Journal of Consumer
Psychology, vol 5, no.3, pp. 231-262., 1996.
[10] R. Faber, "Money Changes Everything," American Behavioral
Scientist, vol. 35, no. 6, pp. 809-819, Jul./Aug. 1992.
[11] D. Black, S. Repertinger, G. Gaffney, J. Gabel, "Family history and
psychiatric comorbidity in persons with compulsive buying: Preliminary
findings," American Journal of Psychiatry, vol. 155, no.7, pp. 960-963,
Jul. 1998.
[12] R. Faber, G. Christenson, "In the mood to buy: Differences in the mood
states experienced by compulsive buyers and other consumers,"
Psychology and Marketing, vol. 13, no. 18, pp. 803-820, Dec. 1996.
[13] R. Miltenberger, J. Redlin, R. Crosby, M. Stickney, J. Mitchell, S.
Wonderlich, R. Faber, J. Smyth, "Direct and retrospective assessment of
factors contributing to compulsive buying," Journal of Behavior Therapy and Experimental Psychiatry, vol. 34, no. 1, pp. 1-9, Apr.
2003.
[14] R. Faber, T. O'Guinn, "Classifying Compulsive Consumers: Advances
in the Development of a Diagnostic Tool," in Advances in Consumer
Research, vol. 16, T. Srull, Ed. Provo, UT: Association for Consumer
Research, 1989, pp. 738-744.
[15] R. Faber, T. O-Guinn, "A clinical screener for compulsive buying,"
Journal of Consumer Research, vol. 19, pp 459-469, Dec. 1992.
[16] H. Dittmar, "Impulse buying in ordinary and ÔÇÿcompulsive- consumers,"
in Conflict and tradeoffs in decision making, J. Baron, G. Loomes &
E.Weber, Eds. Cambridge: Cambridge University Press, 2001, pp. 110-
135.
[17] H. Dittmar, "Are you what you have? Consumer society and our sense
of identity," The Psychologist, vol. 17, no. 4, pp. 206-210, Apr. 2004.
[18] H. Dittmar, K. Long, R. Bond, "When a better self is only a button click
away: associations between materialistic values, emotional and identityrelated
buying motives, and compulsive buying tendency online,"
Journal of Social and Clinical Psychology, vol. 26, no. 3, pp. 334-361,
Mar. 2007.
[19] J. Roberts, "Compulsive buying among college students: An
investigation of its antecedents, consequences, and implications for
public policy," The Journal of Consumer Affairs, vol. 32, no. 2, pp.
295-319, Dec. 1998.
[20] H. Dittmar, "A new look at "Compulsive buying": Self-discrepancies
and materialistic values as predictors of compulsive buying tendency,"
Journal of Social and Clinical Psychology, vol. 24, no. 6, pp. 832-859,
Sep. 2005.
[21] T. O-Guinn, R. Faber, "Compulsive buying: a phenomenological
exploration," Journal of Consumer Research, vol. 16, no. 2, pp.147-
157, Sep. 1989.
[22] J. Mowen, The 3M Model of Motivation and Personality: Theory and
Empirical Applications to Consumer Behavior. Springer, 1999, ch.4.
[23] J. Mowen, N. Spears, "Understanding compulsive buying among
college students: A hierarchical approach", Journal of Consumer
Psychology, vol. 8, no. 4, pp. 407-430, 1999.
[24] A. d'Astous, J. Maltais, C. Roberge, "Compulsive Buying Tendencies of
Adolescent Consumers," Advances in Consumer Research, vol. 17, no.
1, pp. 301-312, 1990.
[25] R. Elliott, "Addictive consumption: Function and fragmentation in
postmodernity," Journal of Consumer Policy, vol. 17, no. 2, pp. 158-
179, Jun. 1994.
[26] A. Hanley, M. Wilhelm, "Compulsive buying: An exploration into selfesteem
and money attitudes," Journal of Economic Psychology, vol. 13,
pp. 5-18, 1992.
[27] K. Park, R. Heslin, "Exploring factors influencing addictive buying
behaviour in the U.S.A.," Journal of Consumer Studies and Home
Economics, vol. 19. pp. 35-48, 1995.
[28] G. Scherhorn, L. Reisch, G. Raab, "Addictive Buying in West Germany:
An empirical study," Journal of Consumer Policy, vol. 13, no. 4, pp.
355-387, Dec. 1990.
[29] J. Yurchisin, K. Johnson, "Compulsive Buying Behavior and Its
Relationship to Perceived Social Status Associated with Buying,
Materialism, Self-Esteem, and Apparel-Product Involvement," Family
and Consumer Sciences Research Journal, vol. 32, no. 3, pp. 291-314,
2004.
[30] M. Kyrios, R. Frost, G. Steketee, "Cognitions in Compulsive Buying
and Acquisition," Cognitive Therapy and Research, vol. 28, no. 2, pp.
241-258, Apr. 2004.
[31] G. Valence, A. d'Astous, L. Fortier, "Compulsive buying: Concept and
measurement," Journal of Consumer Policy, vol. 11, no. 4, pp. 419-
433, Dec. 1988.
[1] D. Black, "A review of compulsive buying disorders," World
Psychiatry, vol. 6, no. 1, pp. 14-18, Feb. 2007.
[2] R. Faber, T. O-Guinn, R. Krych, "Compulsive consumption," in
Advances in Consumer Research, vol. 14, M. Wallendorf & P.
Anderson, Eds. Provo, UT: Association for Consumer Research, 1987,
pp. 132-135.
[3] R. Faber, T. O'Guinn, "Compulsive Consumption and Credit Abuse,"
Journal of Consumer Policy, vol. 11, no. 1, pp. 97-109, Mar. 1988.
[4] H. Dittmar, "I shop therefore I am?," in Consumer culture, identity and
well-being, H. Dittmar, Ed. Routledge, 2008, pp. 95-113.
[5] M. Neuner, R. Raab, L. Reisch, "Compulsive buying in maturing
consumer societies: An empirical re-inquiry", Journal of Economic
Psychology, vol. 26, no. 4, pp. 509-522, Aug. 2005.
[6] I. Redondo-Bellon, M. Royo-Vela, J. Aldas-Manzano, "A family life
cycle model adapted to the Spanish environment," European Journal of
Marketing, vol. 35, no. 5/6, pp. 612-638, 2001.
[7] M. Gilly, B. Enis, "Recycling the family life cycle: A proposal for
redefinition," in Advances in Consumer Research, vol. 9, A. Mitchell,
Ed. Association for Consumer Research, Ann Arbor, 1982, pp.271-276.
[8] A. d'Astous, "An inquiry into the compulsive side of ÔÇÿnormal-
consumers," Journal of Consumer Policy, vol. 13, no. 1, pp. 15-31,
Mar. 1990.
[9] W. DeSarbo, E. Edwards, "Typologies of compulsive buying behaviour:
A constrained clusterwise regression approach," Journal of Consumer
Psychology, vol 5, no.3, pp. 231-262., 1996.
[10] R. Faber, "Money Changes Everything," American Behavioral
Scientist, vol. 35, no. 6, pp. 809-819, Jul./Aug. 1992.
[11] D. Black, S. Repertinger, G. Gaffney, J. Gabel, "Family history and
psychiatric comorbidity in persons with compulsive buying: Preliminary
findings," American Journal of Psychiatry, vol. 155, no.7, pp. 960-963,
Jul. 1998.
[12] R. Faber, G. Christenson, "In the mood to buy: Differences in the mood
states experienced by compulsive buyers and other consumers,"
Psychology and Marketing, vol. 13, no. 18, pp. 803-820, Dec. 1996.
[13] R. Miltenberger, J. Redlin, R. Crosby, M. Stickney, J. Mitchell, S.
Wonderlich, R. Faber, J. Smyth, "Direct and retrospective assessment of
factors contributing to compulsive buying," Journal of Behavior Therapy and Experimental Psychiatry, vol. 34, no. 1, pp. 1-9, Apr.
2003.
[14] R. Faber, T. O'Guinn, "Classifying Compulsive Consumers: Advances
in the Development of a Diagnostic Tool," in Advances in Consumer
Research, vol. 16, T. Srull, Ed. Provo, UT: Association for Consumer
Research, 1989, pp. 738-744.
[15] R. Faber, T. O-Guinn, "A clinical screener for compulsive buying,"
Journal of Consumer Research, vol. 19, pp 459-469, Dec. 1992.
[16] H. Dittmar, "Impulse buying in ordinary and ÔÇÿcompulsive- consumers,"
in Conflict and tradeoffs in decision making, J. Baron, G. Loomes &
E.Weber, Eds. Cambridge: Cambridge University Press, 2001, pp. 110-
135.
[17] H. Dittmar, "Are you what you have? Consumer society and our sense
of identity," The Psychologist, vol. 17, no. 4, pp. 206-210, Apr. 2004.
[18] H. Dittmar, K. Long, R. Bond, "When a better self is only a button click
away: associations between materialistic values, emotional and identityrelated
buying motives, and compulsive buying tendency online,"
Journal of Social and Clinical Psychology, vol. 26, no. 3, pp. 334-361,
Mar. 2007.
[19] J. Roberts, "Compulsive buying among college students: An
investigation of its antecedents, consequences, and implications for
public policy," The Journal of Consumer Affairs, vol. 32, no. 2, pp.
295-319, Dec. 1998.
[20] H. Dittmar, "A new look at "Compulsive buying": Self-discrepancies
and materialistic values as predictors of compulsive buying tendency,"
Journal of Social and Clinical Psychology, vol. 24, no. 6, pp. 832-859,
Sep. 2005.
[21] T. O-Guinn, R. Faber, "Compulsive buying: a phenomenological
exploration," Journal of Consumer Research, vol. 16, no. 2, pp.147-
157, Sep. 1989.
[22] J. Mowen, The 3M Model of Motivation and Personality: Theory and
Empirical Applications to Consumer Behavior. Springer, 1999, ch.4.
[23] J. Mowen, N. Spears, "Understanding compulsive buying among
college students: A hierarchical approach", Journal of Consumer
Psychology, vol. 8, no. 4, pp. 407-430, 1999.
[24] A. d'Astous, J. Maltais, C. Roberge, "Compulsive Buying Tendencies of
Adolescent Consumers," Advances in Consumer Research, vol. 17, no.
1, pp. 301-312, 1990.
[25] R. Elliott, "Addictive consumption: Function and fragmentation in
postmodernity," Journal of Consumer Policy, vol. 17, no. 2, pp. 158-
179, Jun. 1994.
[26] A. Hanley, M. Wilhelm, "Compulsive buying: An exploration into selfesteem
and money attitudes," Journal of Economic Psychology, vol. 13,
pp. 5-18, 1992.
[27] K. Park, R. Heslin, "Exploring factors influencing addictive buying
behaviour in the U.S.A.," Journal of Consumer Studies and Home
Economics, vol. 19. pp. 35-48, 1995.
[28] G. Scherhorn, L. Reisch, G. Raab, "Addictive Buying in West Germany:
An empirical study," Journal of Consumer Policy, vol. 13, no. 4, pp.
355-387, Dec. 1990.
[29] J. Yurchisin, K. Johnson, "Compulsive Buying Behavior and Its
Relationship to Perceived Social Status Associated with Buying,
Materialism, Self-Esteem, and Apparel-Product Involvement," Family
and Consumer Sciences Research Journal, vol. 32, no. 3, pp. 291-314,
2004.
[30] M. Kyrios, R. Frost, G. Steketee, "Cognitions in Compulsive Buying
and Acquisition," Cognitive Therapy and Research, vol. 28, no. 2, pp.
241-258, Apr. 2004.
[31] G. Valence, A. d'Astous, L. Fortier, "Compulsive buying: Concept and
measurement," Journal of Consumer Policy, vol. 11, no. 4, pp. 419-
433, Dec. 1988.
@article{"International Journal of Business, Human and Social Sciences:60634", author = "K. Prakash Vel and Lif Miriam Hamouda", title = "Chronic Consumer States Influencing Compulsive Consumption", abstract = "Consumer behaviour analysis represents an important
field of study in marketing. Particularly strategy development for
marketing and communications will be more focused and effective
when marketers have an understanding of the motivations, behaviour
and psychology of consumers. While materialism has been found to
be one of the important elements in consumer behaviour, compulsive
consumption represents another aspect that has recently attracted
more attention. This is because of the growing prevalence of
dysfunctional buying that has raised concern in consumer societies.
Present studies and analyses on origins and motivations of
compulsive buying have mainly focused on either individual factors
or groups of related factors and hence a need for a holistic view
exists. This paper provides a comprehensive perspective on
compulsive consumption and establishes relevant propositions
keeping the family life cycle stages as a reference for the incidence of
chronic consumer states and their influence on compulsive
consumption.", keywords = "Chronic consumer states, compulsive consumption,family life cycle", volume = "3", number = "6", pages = "1085-7", }
