Time Pressure Effects on Impulse Buying in Sales Situation: Need for Cognitive Closure of Intermediary Role

2014 ◽  
Vol 926-930 ◽  
pp. 4065-4068 ◽  
Author(s):  
Mei Hu ◽  
Xiang Bin Qin
Keyword(s):  
Time Pressure ◽  
Influencing Factor ◽  
Special Kind ◽  
Pressure Effects ◽  
Impulse Buying ◽  
Cognitive Closure ◽  
Need For Cognitive Closure ◽  
Intermediary Role ◽  
The Impact ◽  
Buying In

The impulse buying is a special kind of irrational behavior; the impact factor has been research hotspot of scholars and the focus of companies. Based on the analysis of the phenomenon of impulse buying and the literature of impulse buying, we realize time pressure is the important influencing factor on impulse buying. In this paper, we study time pressure effects on impulse buying behavior, and the need for cognitive closure of intermediary role and regulation of demographic variables in promotion situation, on the basis of that we constructed the model of under time pressure effects on impulse buying in promotion situation. We expect this paper can promote the related theory research of impulse buying, and provide theory basis for merchants take reasonable promotion methods.

scholarly journals Two routes to closure: Time pressure and goal activation effects on executive control

2014 ◽  
Vol 45 (3) ◽  
pp. 268-274 ◽  
Author(s):  
Małgorzata Kossowska ◽  
Marcin Bukowski ◽  
Gabriela Czarnek
Keyword(s):  
Executive Control ◽  
Time Pressure ◽  
Cognitive Closure ◽  
Need For Cognitive Closure ◽  
Closure Time ◽  
Goal Activation ◽  
Attentional Tasks ◽  
External Time ◽  
The Impact

Abstract In the present study the impact of need for cognitive closure (NFC) manipulations via time pressure and explicit closure goal activation on executive control was investigated. Although there is some evidence that NFC, measured as an individual variable, is related to better performing in attentional tasks involving executive control, these results have never been validated across different manipulations of NFC. Thus, in the present study we induced NFC via internal and external time pressure and tested the impact of these manipulations on the performance in tasks that measure executive control, i.e., the Stroop and switching tasks. The results revealed that induced high (vs. low) NFC, indeed boosted performance in executive control tasks. Moreover, there was no difference in the effect of both NFC manipulations on task performance. The implications regarding the role of executive control and specific NFC manipulations in social cognition are discussed.

scholarly journals The Impact of Closed-mindedness on the Assessment of Threat: An Empirical Study

2013 ◽  
Vol 6 (1) ◽  
pp. 10-19
Author(s):  
Colin A Wastell ◽  
Nicole Weeks ◽  
Alexander Wearing ◽  
Piers Duncan ◽  
Wajma Ebrahimi
Keyword(s):  
Empirical Study ◽  
Intelligence Analysis ◽  
Cognitive Closure ◽  
General Attitude ◽  
The Past ◽  
Cognitive Limitations ◽  
Need For Cognitive Closure ◽  
Analysis Task ◽  
Threat Level ◽  
The Impact

In the past decade official reports into intelligence failures have asserted that analysts are subject to the effects of everyday cognitive limitations. The present study examined the influence of an individual's inclination toward closedmindedness on a computer administered simulated intelligence analysis task. Results indicate that several components of closed-mindedness as measured by the need for cognitive closure scale [NFC] significantly predicted the assessed level of threat posed to and general attitude toward a visiting government delegation by a foreign nation's population. Most significantly higher scores on the NFC subscale ‘need for predictability’ were associated with higher scores on the initial assessed threat level. This effect remained after controlling for the amount of information accessed. The implications of these findings for the conduct of intelligence analysis are discussed.

scholarly journals The impact of background category information on the creation of social cliques: The role of need for cognitive closure and decisiveness

2012 ◽  
Vol 43 (1) ◽  
pp. 12-19 ◽  
Author(s):  
Marcin Bukowski ◽  
Grzegorz Sędek ◽  
Małgorzata Kossowska ◽  
Mariusz Trejtowicz
Keyword(s):  
Mental Model ◽  
Need For Closure ◽  
Model Structure ◽  
Cognitive Closure ◽  
Category Information ◽  
Need For Cognitive Closure ◽  
Social Cliques ◽  
The Impact ◽  
Task Structures

The impact of background category information on the creation of social cliques: The role of need for cognitive closure and decisiveness This article focuses on the role of need for cognitive closure in the process of mental model creation about social relations (i.e. social cliques). We assumed that high (vs. low) need for closure participants tend to rely on background category information when forming social cliques. We predicted that this tendency to employ categorical information as a mental aid, used in order to form social cliques, would be efficient in simple task structures (where category information overlaps with the mental model structure) but would lead to increased error rates in complex task structures (where category information is inconsistent with the model structure). The results confirmed our predictions, showing especially strong effects for the decisiveness component of need for closure. The importance of individual differences in need for closure and decisiveness in social reasoning is discussed.

scholarly journals Does Education Affect the Online Impulse Buying in Millennials?

2020 ◽  
Vol 8 (2S12) ◽  
pp. 100-103
Keyword(s):  
Generation Y ◽  
Research Paper ◽  
Impulse Buying ◽  
Impulsive Buying ◽  
Buying Behaviour ◽  
The Impact ◽  
Buying In

The popularity and acceptance of online medium for buying and selling has increased both in terms of popular acceptance and widespread reach in every nook and corner of the country. A similar rise has been observed in the tendency of online impulsive buying behaviour too. Impulsive or impulse buying is unplanned and often done in a fraction of second over some human stimulus that is usually uncontrollable. There is no doubt to the fact that the exposure and inclination towards online medium as a buying platform has increased significantly over the last few years amongst all and its rise is particularly noteworthy in the generation Y. Today this young and well educated group qualifies to be an important segment for marketers. This research paper explores the impact of education over online impulsive buying behaviour in millennials of today.

Internal Stimulus Factors as Antecedents of Impulse Buying: Gap Identification and Future Direction

2021 ◽  
pp. 097226292098396
Author(s):  
Shaon Sen ◽  
Smitha Nayak
Keyword(s):  
Perceived Risk ◽  
English Language ◽  
Situational Factors ◽  
Impulse Buying ◽  
Comprehensive Search ◽  
Internal Stimulus ◽  
Future Direction ◽  
Unpublished Doctoral Thesis ◽  
The Impact ◽  
Buying In

Impulse buying is an important area of consumer behaviour. The process of impulse buying is influenced by various external, situational, and internal stimulus factors. The extant literature review suggests that various external and situational factors are studied in great detail; however, studies on various internal stimulus factors are rare. Hence, this study explores relevant research gaps, and, in this process, it identifies three internal stimulus factors such as materialism, hedonism and perceived risk as potential antecedents to impulse buying. This article also suggests the use of moderator variables, individualism, and income, the impact of which is to be tested on the respective proposed relationships. This article reviews the contributions of all seminal as well as other important works from 1950 through 2018 conducted in the field of impulse buying. In this process, it includes relevant published academic and research papers through a comprehensive search from the database of Scopus, electronic sources such as Sage Journals, Science Direct, Emerald Insight and aggregators such as JSTOR and EBSCOhost. However, consequently, it excludes unpublished doctoral thesis, conference proceedings, working papers, and dissertations. The reviewed literature are all written and documented in the English language.

The impact of social media celebrities' posts and contextual interactions on impulse buying in social commerce

2021 ◽  
Vol 115 ◽  
pp. 106178 ◽  
Author(s):  
Abaid Ullah Zafar ◽  
Jiangnan Qiu ◽  
Ying Li ◽  
Jingguo Wang ◽  
Mohsin Shahzad
Keyword(s):  
Social Media ◽  
Impulse Buying ◽  
Social Commerce ◽  
Contextual Interactions ◽  
The Impact ◽  
Buying In
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