Temptation and resistance: An integrated model of consumption impulse formation and enactment

TLDR

Research on the consumption impulse is sparse in the literature. The study presents and validates a detailed theoretical framework that explicates the formation of consumption impulses and examines how cognitive and volitional processes influence their resistance or enactment. The model distinguishes between consonant (harmonious) and dissonant (conflicting) impulses and details how impulsivity traits, situational variables, and constraining factors affect impulse enactment or resistance. Results from two studies support the framework and indicate its usefulness for regulating consumption impulses in retail and online shopping and for developing interventions to prevent harmful consumer behaviors such as addictions. © 2000 John Wiley & Sons, Inc.

Abstract

Research pertaining to the consumption impulse is sparse in the literature. To address this lacuna, the author presents and validates a detailed theoretical framework explicating the consumption impulse formation process, and examining the role played by cognitive and volitional processes in its resistance or enactment. The model makes the distinction between consonant (harmonious) impulses and dissonant (conflicting) impulses and elaborates on the role of the impulsivity trait, situational variables, and constraining factors in enactment or resistance of the consumption impulse. The results of two studies provide support to the general working of this theoretical framework. This research has the potential to inform many critical issues surrounding consumer behavior, such as regulating consumption impulses in retail and on-line shopping environments, and developing interventions for prevention of harmful consumer behaviors such as addictions. © 2000 John Wiley & Sons, Inc.