- E-ISSN2288-2766
- KCI
E-ISSN : 2288-2766
The Study on Compulsive Buying as Self-Defeating Behavior: Focused on Social Exclusion Factor
Abstract
Purpose – This study investigated the effect of the social exclusion experience on the compulsive buying tendency. The purpose of current study is to examine the mechanism through compulsive buying, one of self-defeating behaviors. While previous studies on compulsive buying focused only on the mechanism of psychological escapism to overcome negative emotions, this study intends to expand the study on the causes of compulsive buying by presenting a social exclusion experience as one of the causes of negative emotions. Research design and methodology – Present study was performed with 114 college students in Seoul. Participants were randomly assigned to the group who experienced social exclusion and the group who did not experience social exclusion. We analyzed how the tendency of compulsive buying differs according to the experience of social exclusion with t-test. Results – The compulsive buying tendency of the group who experienced social exclusion was higher than that of the group who did not experience it, and the difference was statistically significant. Conclusions – When the negative emotions caused by social exclusion experiences are high, they avoid self-awareness and show cognitive narrowing that focuses on immediate, specific and low-level tasks such as shopping or purchasing, which leads to self-defeating behavior. On the basis of these results, theoretical and practical implications of this research were discussed and the limitations and future research were suggested.
- keywords
- Compulsive Buying, Social Exclusion, Escape Model, Self-defeating Behavior
Reference
Achtziger, A., Hubert, M., Kenning, P., Raab, G., & Reisch, L. (2015). Debt out of control: The links between selfcontrol, compulsive buying, and real debts. Journal of Economic Psychology, 49(August), 141-149.
Aghakhani, H., & Main, K.J. (2018). The impact of social exclusion and permeability on consumers' responses towards advertising. In: Cauberghe, V., Hudders, L., Eisend, M. (Eds.), Advances in Advertising Research IX. Springer-Gabler, 317–327.
Aghakhani, H., & Main, K.J. (2019). Can two negatives make a positive? Social exclusion prevents carryover effects from deceptive advertising? Journal of Retailing and Consumer Services, 47(3), 206-214.
Balabanis, G. (2002). The relationship between lottery ticket and scratch-card buying behavior, personality and other compulsive behaviours. Journal of Consumer Behavior, 2(1), 7-22.
Baumeister, R. F. (1990). Anxiety and deconstruction: On escaping the self. In J. M. Olson and M. P. Zanna (Eds.), Self-inference processes: The Ontario symposium, 6, 259-291.
Baumeister, R.F., DeWall, C.N., Ciarocco, N.J., & Twenge, J.M. (2005). Social exclusion impairs self-regulation. Journal of Personality and Social Psychology, 88(4), 589–604.
Baumeister, R. F., Heatherton, T. F., & Tice, D. M. (1994). Losing control: How and why people fail at selfregulation. San Diego, CA: Academic Press.
Baumeister, R. F., & Scher, S. J. (1988). Self-defeating behavior patterns among normal individuals: Review and analysis of common self-destructive tendencies. Psychological Bulletin, 104(1), 3–22.
Baumeister, R. F., Vohs, K. D., DeWall, N., & Zhang, L. (2007). How emotion shapes behavior: Feedback, anticipation, and reflection, rather than direct causation. Personality and Social Psychology Review, 11(2), 167-203.
Billieux, J., Rochat, L., My Lien Rebetez, M., & Van der Linden, M. (2008). Are all facets of impulsivity related to self-reported compulsive buying behaviour? Personality and Individual Differences, 44(6), 1432–1442.
Black, D. W. (2007). A review of compulsive buying disorder. World Psychiatry, 6(1), 14–18.
Blakcburn, S., Johnston, L., Blampied, N., Popp, D., & Kallen, R. (2006). An application of escape theory of binge eating. European Eating Disorder Review, 14(1), 23-31.
Buelow, M.T., & Wirth, J.H. (2017). Decisions in the face of known risks: ostracism increases risky decisionmaking. Journal of Experimental Social Psychology, 69(3), 210–217.
Cardi, V., Leppanen, J., & Treasure, J. (2015). The effects of negative and positive mood on eating behavior: A meta-analysis of laboratory studies in the healthy population and eating and weight disorders. Neuroscience and Biobehavioral Reviews, 579(October), 299-309.
Cherrier, H., & Ponnor, T. (2010). A study of hoarding behavior and attachment to material possessions. Qualitative Market Research, 13(1), 8-23.
Christenson, G., Faber, R. J., DeZwaan, M., Raymond, N. C., Specker, S. M., & Ekern, M. D. (1994). Compulsive buying: Descriptive characteristics and psychiatric comorbidity. Journal of Clinical Psychiatry, 55(1), 5-11.
Darrat, A. A., Darrat, M. A., and Amyx, D. (2016). How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism, Journal of Retailing and Consumer Services, 31(July), 103-108.
DeWall, C.N., Twenge, J.M., Koole, S.L., Baumeister, R.G., Marquez, A., & Reid, M.W. (2011). Automatic emotion regulation after social exclusion: tuning to positivity. Emotion 11(3), 623–636.
Dittmar, H. (2005). A new look at “compulsive buying”: Self-discrepancies and materialistic values as predictors of compulsive buying tendency. Journal of Social and Clinical Psychology, 24(6), 832.
Dittmar, H., Long, K., & Bond, R. (2007). When a better self is only a button click away: Associations between materialistic values, emotional and identity-related buying motives, and compulsive buying tendency online. Journal of Social and Clinical Psychology, 26(3), 334–361.
Duroy, D., Gorse, P., & Lejoyeux, M. (2014). Characteristics of online compulsive buying in Parisian students. Addictive behaviors, 39(12), 1827–1830.
Duval, S., & Wicklund, R. A. (1972), A theory of objective self-awareness. San Diego, CA: Academic Press.
Faber, R. J. (2000). A systematic investigation into compulsive buying. In A. L. Benson (Eds.), I shop, therefore I am: Compulsive buying and the search for self (pp.27-54). Northvale, NJ: Aronson Press.
Faber, R. J. (2004). Self-control and compulsive buying. In T. Kasser and A. D. Kanner (Eds.), Psychology and consumer culture: The struggle for a good life in a materialistic world (pp. 169-187). Washington: The American Psychological Association.
Faber, R. J., & Christenson, G. A. (1996). In the mood to buy: Differences in the mood states experienced by compulsive buyers and other consumers. Psychology and Marketing, 13(8), 803-820.
Faber, R. J., Christenson, G. A., De Zwaan, M., & Mitchell, J. (1995). Two forms of compulsive consumption:Comorbidity of compulsive buying and binge eating. Journal of Consumer Research, 22(3), 296-304.
Faber, R. J., & O’Guinn, T. C. (1988). Compulsive consumption and credit abuse. Journal of Consumer Policy, 11(1), 97-109.
Faber, R. J., & O’Guinn, T. C. (1989). Classifying compulsive consumers: Advances in the development of a diagnostic tool. In T. K. Srull (Eds.), Advances in consumer research (Vol. 16) (pp. 738–744). Provo, UT:Association for Consumer Research.
Faber, R. J., & O’Guinn, T. C. (1992). A clinical screener for compulsive buying. Journal of Consumer Research, 19(3), 459–469.
Faber, R. J., O’Guinn, T. C., & Krych, R. (1987). Compulsive consumption. Advances in Consumer Research, 14(1), 132-135.
Gallagher, C. E., Watt, M. C., Weaver, A. D., & Murphy, K. A. (2017). “I fear, therefore, I shop!” exploring anxiety sensitivity in relation to compulsive buying. Personality and Individual Differences, 104(January), 37–42.
Gilbert, D.T., Pinel, E.C., Wilson, T. D., Blumberg, S.J., & Wheatley, T.P. (1998). Immune neglect: a source of durability bias in affective forecasting. Journal of Personality and Social Psychology, 75(3), 617–639.
Han, W. H. (2020a). Does social exclusion influence consumers’ pseudodiagnosticity biases towards distribution brands? Journal of Distribution Science, 18(4), 79-85.
Han, W. H. (2020b). Impulsive buying and social exclusion. Journal of Product Research, forthcoming.
Han, W. H. (2020c). How consumers’ mindfulness moderates impulsive buying tendency. Services Marketing Journal, forthcoming.
Heatherton, T. F., & Baumeister, R. F. (1991). Binge eating as escape from self-awareness. Psychological Bulletin, 110(1), 86-108.
Hirschman, E. C. (1991). Secular mortality and the dark side of consumer behavior: Or how semiotics saved my life. In Solomon, M. R., & Holman, R. (Eds.) Advances in consumer research. Provo, UT: Association for Consumer Research. 18(1), 1-4.
Hoerger, M. (2012). Coping strategies and immune neglect in affective foresting: direct evidence and key moderators. Judgment and Decision Making, 7(1), 86–89.
Johnson, T., & Attmann, J. (2009). Compulsive buying in a product specific context: Clothing. Journal of Fashion Marketing Management, 13(3), 394-405.
Johnson, C., Connors, M. E., & Tobin, D. L. (1987). Symptom management of bulimia, Journal of Consulting and Clinical Psychology, 55(5), 668-676.
Kacen, J. J., & Lee, J. A. (2002). The influence of culture on consumer impulsive buying behavior. Journal of Consumer Psychology, 12(2), 163–176.
Kirkpatrick, L.A., Waugh, C.E., Valencia, A., & Webster, G.D. (2002). The functional domain specificity of selfesteem and the differential prediction of aggression. Journal of Personality and Social Psychology, 82(5), 756–767.
Koran, L. M., Faber, R. J., Aboujaoude, E., Large, M. D., & Serpe, R. T. (2006). Estimated prevalence of compulsive buying behavior in the United States. American Journal of Psychiatry, 163(10), 1806-1812.
Krueger, D. (2000). The Use of money as an action symptom. In A. L. Benson (Eds.), I shop, therefore, I am:Compulsive buying and the search for self (pp.288-310). Northvale, NJ: Aronson Press.
Kukar-Kinney, M., Ridgway, N. M., & Monroe, K. B. (2009). The relationship between consumers’ tendencies to buy compulsively and their motivation to shop and buy on the Internet. Journal of Retailing, 85(3), 298–307.
Kukar-Kinney, M., Ridgway, N. M., & Monroe, K. B. (2012). The role of price in the behavior and purchase decisions of compulsive buyers. Journal of Retailing, 88(1), 63-71.
Kukar-Kinney, M., Scheinbaum, A. C., & Schaefers, T. (2016). Compulsive buying in online daily deal settings: An investigation of motivations and contextual elements. Journal of Business Research, 69(2), 691–699.
Lazarus, R. S., & Folkman, S. (1984). Stress, appraisal, and coping. Springer Publishing, New York, NY.
Lejoyeux, M., Mathieu, K., Embouazza, H., Huet, F., & Lequen, V. (2007). Prevalence of compulsive buying among customers of a Parisian general store. Comprehensive Psychiatry, 48(1), 42–46.
MacDonald, G., & Leary, M. R. (2005), Why does social exclusion hurt? The relationship between social and physical pain. Psychological Bulletin, 131(2), 202-223.
McElroy, S. L., Keck, P. E., Jr., & Phillips, K. A. (1995). Kleptomania, compulsive buying and binge eating disorder. Journal of Clinical Psychiatry, 56(4), 14-26.
Mead, N. L., Baumeister, R. F., Stillman, T. F., Rawn, C. D., & Vohs, K. D. (2011). Social exclusion causes people to spend and consume strategically in the service of affiliation. Journal of Consumer Research, 37(5), 902–919.
Miltenberger, R. G., Redlin, J., Crosby, R., Stickney, M., Mitchell, J., Wonderlich, S., … Smyth, J. (2003). Direct and retrospective assessment of factors contributing to compulsive buying. Journal of Behavior Therapy and Experimental Psychiatry, 34(1), 1–9.
Müller, A., Mitchell, J. E., Peterson, L. A., Faber, R. J., Steffen, K. J., Crosby, R. D., & Claes, L. (2011). Depression, materialism, and excessive internet use in relation to compulsive buying. Comprehensive Psychiatry, 52(4), 420-424.
O’Guinn, T. C., & Faber, R. J. (1989). Compulsive buying: A phenomenological exploration. Journal of Consumer Research, 16(2), 147-157.
Palan, K. M., Morrow, P. C., Trapp, A., & Blackburn, V. (2011). Compulsive buying behavior in college students:The mediating role of credit card misuse. Journal of Marketing Theory and Practice, 19(1), 81-96.
Quirin, M., Bode, R.C., & Kuhl, J. (2011). Recovering from negative events by boosting implicit positive affect. Cognition and Emotion, 25(3), 559–570.
Raab, G., Elger, C. E., Neuner, M., & Weber, B. (2011). A neurological study of compulsive buying behavior. Journal of Consumer Policy, 34(4), 401-413.
Rawn, C. D., & Vohs, K. D. (2010). When people strive for self-harming goals: Sacrificing personal health for interpersonal success. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation: Research, theory, and applications (pp.374-389), New York, NY: The Guilford Press.
Ridgway, N. M., Kukar-Kinney, M., & Monroe, K. B. (2008). An expanded conceptualization and a new measure of compulsive buying. Journal of Consumer Research, 35(4), 622–639.
Roberts, J. A. (1998). Compulsive buying among college students: An investigation of its antecedents, consequences, and implications for public policy. Journal of Consumer Affairs, 32(2), 295-319.
Schlosser, S., Black, D. W., Repertinger, S., & Freet, D. (1994). Compulsive buying: Demography, phenomenology, and comorbidity in 46 subjects. General Hospital Psychiatry, 16(3), 205-212.
Twenge, J. M., Catanese, K. R., & Baumeister, R. F. (2002). Social exclusion causes self-defeating behavior. Journal of Personality and Social Psychology, 83(3), 606–615.
Valenc, G., d’Astous, A., & Fortier, L. (1988). Compulsive buying: concept and measurement. Journal of Consumer Policy, 11(4), 419-433.
Wan, E. C., Xu, J., & Ding, Y. (2014). To be or not to be unique? The effect of social exclusion on consumer choice. Journal of Consumer Research, 40(6), 1109-1122.
Watson, J., & Nesdale, D. (2012). Rejection sensitivity, social withdrawal, and loneliness in young adults. Journal of Applied Social Psychology, 42(8), 1984–2005.
Weinstein, A., Maraz, A., Griffiths, M. D., Lejoyeux, M., & Demetrovics, Z. (2016). Compulsive buying – features and characteristics of addiction. In V. Preedy (Vol. Ed.), The neuropathology of drug addictions and substance misuse: Vol. 3, (pp.993-1008). London: Academic Press.
Weinstein, A., Mezig, H., Mizrachi, S., & Lejoyeux, M. (2015). A study investigating the association between compulsive buying with measures of anxiety and obsessive-compulsive behavior among internet shoppers. Journal of Comprehensive Psychiatry, 57(February), 46-50.
Yi, S. (2012). Shame-proneness as a risk factor of compulsive buying. Journal of Consumer Policy, 35(3), 393-410.
- Downloaded
- Viewed
- 0KCI Citations
- 0WOS Citations
