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Building consumer self-control: The effect of self-control exercises on impulse buying urges

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Abstract

In this research, the effects of self-control exercises on impulse buying urges are examined. Drawing on the strength model of self-control (Baumeister and Heatherton 1996, Psychological Inquiry 7:1–15), the present paper aims to shed light on impulsive buying by exploring the impact of enhancement of self-control as a result of repeated physical and cognitive self-control exercises over time. The findings showed that these self-control exercises reduced impulse buying urges. Directions for future research are discussed.

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Correspondence to Abdullah J. Sultan.

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Sultan, A.J., Joireman, J. & Sprott, D.E. Building consumer self-control: The effect of self-control exercises on impulse buying urges. Mark Lett 23, 61–72 (2012). https://doi.org/10.1007/s11002-011-9135-4

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