RELATIONSHIP BETWEEN INDUSTRY AND CAPITAL DETERMINANTS OF COMPULSIVE BUYERS' BEHAVIOUR: THE CASE OF RETAIL CLOTHING MARKET IN LITHUANIA

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Abstract:

Efficiency of marketing instruments oriented to sales stimulation and changes of buying phenomena in recent consumer society presuppose the need for compulsive buyers' behaviour cognition. Thus the problematic question is highlighted what are the determinants of compulsive buyers' behaviour and how does that behaviour occur in retail clothing market of Lithuania

The theoretical concept of compulsory purchase is grounded and the peculiarities of compulsory buyers' behaviour are reasoned in the paper. It has been concluded that Johnson and Attmann's 2009 model, integrating three determinants the personality trait of neuroticism, materialism, and fashion interest, is reasoned enough on theoretical and empirical levels and can be a relevant construct to estimate the peculiarities of compulsive buyers' behaviour in the specific context of retail clothing market.

The quantitative empirical research survey method has revealed significant positive relationships among all the mentioned determinants the personality trait of neuroticism, materialism, fashion interest and compulsive clothing buying. The main conclusion of the research is that the most significant factor affecting compulsive clothing buying of Lithuanian women is fashion interest.

Keywords: buyers' behaviour; compulsivity; retail clothing market

Document Type: Research Article

DOI: http://dx.doi.org/10.5848/APBJ.2012.00034

Publication date: January 1, 2012

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  • The International Journal of Management Cases (IJMC) developed in 2002 from its predecessor The Journal of Management Cases, and present case studies across a broad range of management disciplines. The IJMC is the official journal of the CIRCLE Research Centre. CIRCLE (Centre for International Research Consumers, Locations and their Environments) is a virtual research group spreading over 70 universities.
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