Impulsividad en la compra en estudiantes universitarios

  • Diana Jurado
  • Paola Sejnaui
  • Ana Fernanda Uribe Rodriguez
Palabras clave: Impulsividad, Compra, Universitarios

Resumen

Actualmente, se considera que las empresas que logren tener mayor conocimiento sobre las preferencias, las necesidades y los comportamientos de los consumidores serán las más exitosas. Las compañías que no se preocupen por las necesidades del consumidor, tendrán mayor probabilidad de cometer errores significativos para la organización (Assael, 1999). Con esta investigación, se buscó identificar la impulsividad en la compra en los jóvenes universitarios de dos facultades de una universidad privada de la ciudad de Cali, para conocer si existen diferencias de impulsividad entre las facultades de Humanidades y Ciencias Sociales y la de Ingeniería, y si las mujeres son más impulsivas que los hombres a la hora de comprar.
|Resumen
= 37 veces | PDF
= 20 veces|

Descargas

La descarga de datos todavía no está disponible.

Citas

Assael, H. (1999). Comportamiento del consumidor. México, D .F: International Thomson Editores.

Brown, D. y Nowlis,S. (2003). The effect of examin-ing actual products or product descriptions on consumer preference. Journal of Consumer Psychology,13, 431-440

Chernev, A. (2004) Goal-attribute Compatibility in Con-sumer Choice. Journal of Consumer Psychology, 14, 141-150

Chernev,A.(2003). Product Assortment and Individual Decision Processes. Journal of Personality & Social Psychology, 85, 151-162.

Della, A. y Loudon, D. (1995). Comportamiento del consumidor: conceptos y aplicaciones. México, D.F: McGraw Hill.

Dholakia, U.M. (2001). A motivational process model of product involvement and consumer risk percep-tion. European Journal of Marketing, 35, 1340-1362.

Dittman, H. (2005).Compulsive buying - a growing concern? An examination of gender, age, and endorsement of materialistic values as predic-tors. British Journal of Psychology , 96, 467-503.

Escalas, J. y Bettman, J. (2005) Self-Construal, Refer-ence Groups, and Brand Meaning. Journal of Consumer Research. 32, 3; 378-390.

Faber, R. y Youn, S. (2002) The Dimensional Structure of Consumer Impulsivity: Measurement and valida-tion. Advances in Consumer Research, 29, 280.

Fedorikhin, A y Shiv, B.(1999) Heart and Mind in Con-flict: The Interplay of Affect and Cognition in Consumer Decision Making. Journal of Consumer Research, 26, 278-292.

Goss, J.(2006). Geographies of comsumption: the work of consumption. Progress in Human Geography, 30, 237-249.

Hansen,T.(2005).Perspectives on consumer decision making: An integrated approach. Journal of Consumer Behaviour, 4, 420-437.

Hawkins, D., Best,R. y Coney, K. (1997). Comportamien-to del consumidor. Bogotá Colombia: McGraw-Hill Interamericana S.A.

Kacen, J. y Lee, J. A. (2002). The Influence of Culture on Consumer Impulsive Buying Behavior. Journal of Consumer Psychology, 12,163-176.

Karlsson,N., Gärling,T., Dellgran,P. y Klingander,B. (2005). Social Comparison and Consumer Behav-ior: When Feeling Richer or Poorer Than Others Is More Important Than Being So. Journal of Applied Social Psychology, 35, 1206-1222.

Kim, J.K. y Park, J. (2005) The effects of decoys on preference shifts: the role of attractiveness and providing justification . Journal of Consumer Psychology, 15, 94-107.

Kovalchik,S., Camerer,C., Grether,D., Plott,C. y Allman, J. (2005). Aging and decision making: a compari-son between neurologically healthy elderly and young individuals. Journal of Economic Behavior & Organization, 58, 79-94.

Leo, C., Bennett, R. y Hartel, C. (2005) Cross-Cultural Differences in Consumer Decision- Making Styles. Cross Cultural Management. Patringto.12, 32-63.

Liao, S.L. (2006). The Effects of Nonmonetary Sales Promotions on Consumer Preferences: The Contingent Role of Product Category. Journal of American Academy of Business, 2, 196-204.

Loudon, D. y Della Bitta, A. (1996). Comportamiento del Consumidor: conceptos y aplicaciones. Mexico: Mc Graw Hill, S.A.

Mathur,A.,Moschis,G. y Lee,E.(2003). Life events and brand preference changes. Journal of Consumer Psychology, 3,129-141.

McCabe, D. y Nowlis, S. (2003) The Effect of Examin-ing Actual Products or Product Descriptions on Consumer Preference. Journal of Consumer Psychology, 13, 431-439.

Mcquarrie, E. y Phillips B. (2005) Indirect Persuasion In Advertising: How Consumers Process Metaphors Presented In Pictures And Words. Journal Of Advertising. 34, 7-20

Mitchell, A. (2006) Emotional or rational, choice has never been so expensive. Marketing Week, 9, 28.

Mourali,M., Laroche,M.y Pons,F. (2005). Antecedents of consumer relative preference for interpersonal information sources in pre-purchase search. Journal of Consumer Behaviour, 4, 307-318.

Priester, J., Dholakia, U y Fleming, M. (2004) When and Why the Background Effect Emerges: Thought Engenders Meaning by Influencing the Perception of Applicability. Journal of Consumer Research. Gainesville, 31, 491-502.

Raeburn P. (2004). Decisions, decisions. Health, 18, 87-90.

Rook, D.y Hoch, S. (1985) Consuming impulses. Advances in Consumer Research,12, 23-27.

Sampieri, R (1998). Metodología de la investigación. Mc Graw- Hill Interamericano. México D.F.

Schindler, R. y Holbrook, M. (2003). Nostalgia for early experience as a determinant of consumer pref-erences. Psychology & Marketin, 20, 275-290.

Schindle, R. y Holbrook ,M. (2003). Nostalgia for early experience as a determinant of consumer pref-erences. Psychology & Marketing, 20, 275-290.

Solomon, M. (1997) Comportamiento del Consumidor. México: Prentice Hall Hispanomericana S.A.

Tara, P. (2005). This Is Your Brain at the Mall: Why Shopping Makes You Feel So Good. Wall Street Journal, 246,122-124.

Walsh, G. y Mitchell, V. (2005) Demographic characteris-tics of consumers who find it difficult to decide. Marketing Intelligence & Planning. 23, 281-296.

White, T. B. (2005) Consumer Trust and Advice Accep-tance: The Moderating Roles of Benevolence, Expertise, and Negative Emotions. Journal of Consumer Psychology, 15, 141-148.

Williams, P. y Drolet, A (2005) Age-related differences in responses to emotional advertisements. Journal of consumer research, 3, 343-355

Publicado
2012-03-06
Cómo citar
Jurado D., Sejnaui P., & Uribe Rodriguez A. F. (2012). Impulsividad en la compra en estudiantes universitarios. Revista De Psicología Universidad De Antioquia, 3(2), 25-38. Recuperado a partir de https://revistas.udea.edu.co/index.php/psicologia/article/view/11366
Sección
Artículos de investigación