The Relationship Between Consumers' Tendencies to Buy Compulsively and Their Motivations to Shop and Buy on the Internet

Monika Kukar-Kinney, Nancy M. Ridgway, Kent B. Monroe

Research output: Contribution to journalArticlepeer-review

Abstract

This paper presents the results of a survey of customers of an Internet clothing retailer examining how consumers' preferences to shop and buy on the Internet rather than at bricks-and-mortar stores differ depending on their compulsive buying tendencies. Using shopping motivations such as seeking product and information variety, the ability to buy unobserved, avoiding social interactions, and experiencing positive feelings during shopping and buying, we find a positive linear relationship between a tendency to buy compulsively and Internet shopping and buying motivations. The research demonstrates that the items used to measure these motivations can also be used to identify buyers who have a tendency to buy compulsively. The paper also offers important retailing, managerial and public policy implications of the findings.

Original languageEnglish (US)
Pages (from-to)298-307
Number of pages10
JournalJournal of Retailing
Volume85
Issue number3
DOIs
StatePublished - Sep 2009
Externally publishedYes

Keywords

  • Buying motivations
  • Compulsive buying
  • Internet buying
  • Shopping motivations

ASJC Scopus subject areas

  • Marketing

Fingerprint Dive into the research topics of 'The Relationship Between Consumers' Tendencies to Buy Compulsively and Their Motivations to Shop and Buy on the Internet'. Together they form a unique fingerprint.

Cite this