Understanding the role of self-esteem and fear of negative evaluation in impulsive and compulsive buying

Abstract

Impulsive and compulsive buying behaviors have been seen at different rates in different societies and can cause psychological, economic, and sociological problems both individually and socially in the short and long term. Mainly thanks to developing mobile technologies, the internet, and improved economic and financial conditions, consumers can purchase more easily than ever. In such an environment, examining impulsive and compulsive buying behaviors and increasing our knowledge about the factors underlying these behaviors is crucial. In this context, the present study explores the direct and indirect relationships between self-esteem (SE), fear of negative evaluation (FNE), impulsive buying tendency (IBT), and compulsive buying tendency (CBT). With this purpose, data were collected from 356 participants by online survey method with snowball sampling. The data were evaluated via structural equation modeling. Results have shown that consumers' SE decreases FNE and CBT, FNE increases IBT, IBT increases CBT, and SE reduces IBT through FNE.