Mahmood, Khalid and Abbas, Mazhar and Tariq, Bilal and Abubakar Allumi, Nura and Nagi, Komal (2024) Understanding individual differences antecedents of impulse buying behaviour. Kurdish Studies, 12 (2). pp. 102-113. ISSN 20514883

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Abstract

This study is an attempt to understand the effectof impressionmanagement(IM) on impulse buying Behaviour(IBB).It is a centrally held attribute, whichtriggersmotivation for buying behavior.Given the subconscious prevalence of IM, it has been observed that consumers are sophisticated users of this attribute.Various impression management concernsarise when consumers choose products to share with others.Whether the chosen products are consistent or inconsistentwith self-images,dependson the consumer’s social goals,approvalsandself-perception.A larger proportion of this cognition occurs beyond the conscious control during the purchase situations. It is found that in situations when buyers do not have enough knowledge about the brand, self attributes like impression managementassertsa noticeable impact on IBB.Thestudy borrowed assumptions from impression management theory and concludedthat impulse buyingbehavior was attributed to impression management in collectivistic culture. The major focus of this study wasto assess that how consumers, predominately, attempt to use impression management in impulsive buying situations

Item Type:	Article
Uncontrolled Keywords:	Impression Management, Impulse Buying, Collectivistic Culture, Cognition, Self-Perception
Subjects:	B Philosophy. Psychology. Religion > BF Psychology
Divisions:	School of Technology Management & Logistics
Depositing User:	Mr. Izhar Hj. Hashim
Date Deposited:	10 Nov 2026 11:56
Last Modified:	10 Nov 2026 11:56
URI:	https://repo.uum.edu.my/id/eprint/35052

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