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Book part
Publication date: 5 December 2014

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Inquiry-Based Learning for the Arts, Humanities, and Social Sciences: A Conceptual and Practical Resource for Educators
Type: Book
ISBN: 978-1-78441-236-4

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Book part
Publication date: 26 November 2016

Karin Klenke

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Qualitative Research in the Study of Leadership
Type: Book
ISBN: 978-1-78560-651-9

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Book part
Publication date: 5 July 2023

Orly Shapira-Lishchinsky

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The Power of Team-Based Simulations in Educational Systems
Type: Book
ISBN: 978-1-80262-189-1

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Book part
Publication date: 30 November 2018

Michael Polgar

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Holocaust and Human Rights Education
Type: Book
ISBN: 978-1-78754-499-4

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Article
Publication date: 29 June 2020

J. Lukas Thürmer, Maik Bieleke, Frank Wieber and Peter M. Gollwitzer

This study aims to take a dual-process perspective and argues that peer influence on increasing impulse buying may also operate automatically. If-then plans, which can automate…

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Abstract

Purpose

This study aims to take a dual-process perspective and argues that peer influence on increasing impulse buying may also operate automatically. If-then plans, which can automate action control, may, thus, help regulate peer influence. This research extends existing literature explicating the deliberate influence of social norms.

Design/methodology/approach

Study 1 (N = 120) obtained causal evidence that forming an implementation intention (i.e. an if-then plan designed to automate action control) reduces peer impact on impulse buying in a laboratory experiment with young adults (students) selecting food items. Study 2 (N = 686) obtained correlational evidence for the role of norms, automaticity and implementation intentions in impulse buying using a large sample of high-school adolescents working on a vignette about clothes-shopping.

Findings

If-then plans reduced impulse purchases in the laboratory (Study 1). Both reported deliberation on peer norms and the reported automaticity of shopping with peers predicted impulse buying but an implementation intention to be thriftily reduced these links (Study 2).

Research limitations/implications

This research highlights the role of automatic social processes in problematic consumer behaviour. Promising field studies and neuropsychological experiments are discussed.

Practical implications

Young consumers can gain control over automatic peer influence by using if-then plans, thereby reducing impulse buying.

Originality/value

This research helps understand new precursors of impulse buying in understudied European samples of young consumers.

Details

European Journal of Marketing, vol. 54 no. 9
Type: Research Article
ISSN: 0309-0566

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Book part
Publication date: 4 June 2019

Terry Gibson

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Making Aid Agencies Work
Type: Book
ISBN: 978-1-78769-509-2

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Book part
Publication date: 3 March 2021

Susan J. Sample

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Voices of Teenage Transplant Survivors
Type: Book
ISBN: 978-1-80043-519-3

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Article
Publication date: 1 October 2005

Ted Buswick and Harvey Seifter

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Journal of Business Strategy, vol. 26 no. 5
Type: Research Article
ISSN: 0275-6668

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Book part
Publication date: 8 June 2020

Rupert Ward

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Personalised Learning for the Learning Person
Type: Book
ISBN: 978-1-78973-147-7

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Book part
Publication date: 19 December 2017

Karin Klenke

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Women in Leadership 2nd Edition
Type: Book
ISBN: 978-1-78743-064-8

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