Does Buyer-Seller Personality Match Enhance Impulsive Buying? A Green Marketing Context - Normandie Université Accéder directement au contenu
Article Dans Une Revue Journal of Marketing Theory and Practice Année : 2020

Does Buyer-Seller Personality Match Enhance Impulsive Buying? A Green Marketing Context

Résumé

This study investigates the effect of buyer-seller personality similarity on consumers' impulsive buying. Based on interpersonal similarity theory, the results revealed that buyer-seller similarity in agreeableness and openness increased impulsive buying of agreeable and open-minded buyers with a stronger effect of agreeable buyer-seller dyads. While neurotic buyer-seller dyads showed a significant negative effect on impulsive buying of neurotic buyers. Interestingly, conscientious and extraverted buyer-seller dyads failed to show a significant connection with the impulsive buying behavior. Thus, this study proposes that buyers exhibit different impulsive buying behavior when they interact with corresponding sellers due to their personality matching (mismatching). © 2020, © 2020 Taylor & Francis Group, LLC.
Fichier non déposé

Dates et versions

hal-04457148 , version 1 (14-02-2024)

Identifiants

Citer

X. Wang, M.Z. Tauni, Q. Zhang, Ayaz Ali, Fayaz Ali. Does Buyer-Seller Personality Match Enhance Impulsive Buying? A Green Marketing Context. Journal of Marketing Theory and Practice, 2020, pp.436-446. ⟨10.1080/10696679.2020.1780137⟩. ⟨hal-04457148⟩
7 Consultations
0 Téléchargements

Altmetric

Partager

Gmail Facebook X LinkedIn More