AN ANALYSIS ON THE INFLUENCE OF PERSONALITY TRAITS ON IMPULSIVE AND COMPULSIVE BUYING BEHAVIOR.

Abstract

The constructs of current study Impulsive Buying and Compulsive Buying have received a lot of attention from researchers. However few studies have focused on their relationship with Personality Traits of consumers. The major objective of this study was how Personality Traits as defined by the Big Five Personality Traits i.e. Neuroticism, Agreeableness, Conscientiousness, Openness and Extraversion influence the Impulsive & Compulsive buying behaviors of consumers. Primary data was collected using a cross-sectional self survey that was self-administered and disseminated online to a non-probability sample using convenience sampling technique. The research instrument was adopted from previous studies and had well-established reliabilities and validities. Usable responses from 255 Pakistani consumers were collected. Internal consistency was checked prior to the hypotheses testing through Multiple Linear Regression. The results concluded that Neuroticism, Agreeableness and Conscientiousness has positive significant relationship with Impulsive and Compulsive Buying behaviors while Openness and Extraversion have negative impact on Impulsive and Compulsive Buying behaviors.