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Adolescents' Impulse Buying: Susceptibility to Interpersonal Influence and Fear of Negative Evaluation

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Abstract:

We examined the effects of susceptibility to interpersonal influence and fear of negative evaluation on adolescents' impulse buying tendency. A survey of 453 adolescents was carried out and we found the greater the susceptibility to interpersonal influence, the greater the tendency to buy on impulse. Likewise, the greater the fear of negative evaluation, the greater the impulse buying tendency.

Keywords: ADOLESCENTS; FEAR OF NEGATIVE EVALUATION; IMPULSE PURCHASE; SOCIAL ANXIETY; SUSCEPTIBILITY TO INTERPERSONAL INFLUENCE

Document Type: Research Article

DOI: http://dx.doi.org/10.2224/sbp.2012.40.3.353

Publication date: April 1, 2012

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