DEVELOPMENT AND VALIDATION OF THE IMPULSE BUYING TENDENCY SCALE

Abstract

Previous research suggests that individuals vary in their proclivity to purchase products on impulse. This paper presents the results of four studies (Study 1, n=212; Study 2, n=152; Study 3, n=124; and Study 4, n=550) designed to develop and validate the Impulse Buying Tendency Scale. Data from the first three studies indicate that the scale is unidimensional and internally consistent. The third study provides evidence supporting convergent validity and discriminant validity and the fourth of predictive validity.