Keywords
Ego depletion
Impulse consumption.
How to Cite
Abstract
Purpose – The central objective of this research was to analyze the
moderating role of chronic regulatory focus in impulse consumption
when individuals are exhausted of self-control energies (ego depletion).
In addition, we sought to examine the relationship between regulatory
adjustment and the affective and cognitive processes of impulse decision
making.
Design/methodology/approach – The study was performed through
an experiment. Data analysis was done using the Johnson-Neyman
floodlight technique, which is recommended when the independent
variable is continuous, so as not to transform it into a dichotomous
variable, thus avoiding the loss of information.
Findings – The results provide evidence that individuals with a profile
of being vigilant about impulse decisions (focus on prevention), that
is, with greater self-control in their decisions, end up spending more
self-control energy than individuals who do not have this concern (focus
on promotion), resulting in higher impulse consumption.
Originality/value – The main contribution is a counterintuitive result
that individuals who should be better prepared to withstand impulse
consumption, with greater self-control, end up consuming more on
impulse because they expend more energy in an attempt to control
themselves.
If a paper is approved for publication, its copyright has to be transferred by the author(s) to the Review of Business Management – RBGN.
Accordingly, authors are REQUIRED to send RBGN a duly completed and signed Copyright Transfer Form. Please refer to the following template: [Copyright Transfer]
The conditions set out by the Copyright Transfer Form state that the Review of Business Management – RBGN owns, free of charge and permanently, the copyright of the papers it publishes. Although the authors are required to sign the Copyright Transfer Form, RBGN allows authors to hold and use their own copyright without restrictions.
The texts published by RBGN are the sole responsibility of their authors.
The review has adopted the CC-BY Creative Commons Attribution 4.0 allowing redistribution and reuse of papers on condition that the authorship is properly credited.