Consumer’s choices in critical conditions: how impulsive buying tendency makes consumers seek foreign products

Authors

DOI:

https://doi.org/10.51359/2526-7884.2021.248823

Keywords:

impulsive consumption, local consumption, foreign products consumption, consumer behavior.

Abstract

The COVID-19 pandemic brought the attention of researchers to impulsive buying behaviors and the purchasing of local products, as they are fundamental for the economic recovery of the countries. Therefore, the purpose of this paper is to identify how the consumer’s impulsive buying tendencies influence their choices for foreign products. We applied the Impulsive Buying Tendency Scale and the XScale of Xenocentrism to 300 young and adults. To analyze the data, we conducted a PLS-SEM analysis to test five hypotheses. Our results from the path analysis indicate that the affective aspects of impulsive buying tendency decrease the cognitive IBT (β= -0.345), and increases the foreign admiration (β= 0,265) and domestic rejection (β= 0,226). Moreover, the cognitive aspect of IBT can also increase domestic rejection (β= 0,196). Our results follow the theory regarding xenocentrism, as consumers cognitively will consider foreign products as superior, thus rejecting the domestic ones. Furthermore, affective has also a significant impact on domestic rejection, which indicates that consumers may disregard local products because of individual frustrations. Overall, businesses need to take into account that to conquer those impulsive buyers, they need to show that they are more global and reinforce the product features. Research on the seek for foreign products and impulsive behavior will be fundamental as this purchasing can help the countries in the economic recovery after the COVID-19 crisis.

Author Biographies

Lucas Emmanuel Nascimento Silva, Universidade Federal do Cariri

Graduando em Administração pela Universidade Federal do Cariri - UFCA. Bolsista do Programa de Iniciação à Docência - PID e Voluntário do Programa Institucional de Bolsas de Iniciação Científica - PIBIC.

Manoel Bastos Gomes Neto, Universidade Federal do Cariri

Concludente do curso de Administração da Universidade Federal do Cariri (UFCA), técnico em Finanças pela Escola Estadual de Educação Profissionalizante Raimundo Saraiva Coelho (EEEP-RSC/2016). Atualmente é bolsista do Projeto de Iniciação a Docência (PID) e voluntário de Projeto de Iniciação Científica (PIBIC). Foi bolsista do Programa de Educação Tutorial do Curso de Administração da Universidade Federal do Cariri (PETADM-UFCA) de 2017 a 2020. É membro do Laboratório Interdisciplinar de Estudos em Gestão Social - LIEGS e do Núcleo de Estudos em Negócios, Estratégia e Consumo (NEC- UFCA), ambos certificados pelo CNPQ.

Patrick Wendell Barbosa Lessa, Universidade Federal do Cariri

Discente do curso de Administração da Universidade Federal do Cariri (UFCA). Atualmente é bolsista do Projeto Institucional de Bolsas de Iniciação Científica (PIBIC). Foi bolsista do Programa de Educação Tutorial do Curso de Administração da Universidade Federal do Cariri (PETADM-UFCA) de 2018 a 2020. É membro do Laboratório Interdisciplinar de Estudos em Gestão Social - LIEGS.

Rebeca da Rocha Grangeiro, Universidade Federal do Cariri

Doutora e Mestre em Psicologia na Universidade Federal da Bahia (UFBA). Estágio doutoral na Université Paris-Descartes (Paris V). Laureada do “Scholarship Programme for Young Professors and Researchers from Latin American Universities - Coimbra Group Universities” com pesquisa na Universidade de Poitiers (França). Professora efetiva do Centro de Ciências Sociais Aplicadas da Universidade Federal do Cariri (CCSA/UFCA). Pesquisadora do Laboratório Interdisciplinar de Estudos em Gestão Social (LIEGS/UFCA). As principais temáticas de atuação profissional e acadêmica são no campo da Psicologia Organizacional e do Trabalho (Gênero e Carreira) e da Economia Criativa (Artesanato).

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Published

2021-05-01

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Vol. 5 No. 2 (2021): may-august

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