Chronic Regulatory Focus: Resist impulse consumption or let it happen?
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Keywords

Chronic regulatory focus
Ego depletion
Impulse consumption.

How to Cite

Costa, M. F. da, Farias, S. A. de, & Angelo, C. F. de. (2018). Chronic Regulatory Focus: Resist impulse consumption or let it happen?. Review of Business Management, 20(4), 619–637. https://doi.org/10.7819/rbgn.v0i0.3954

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.

https://doi.org/10.7819/rbgn.v0i0.3954
PDF
PDF (Português (Brasil))

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