Title: UNDERSTANDING THE DECISION MAKING PROCESS FOR COMPULSIVE BUYERS (MCM Diamante Customers)

Author: MUSTAFA CKHAMAL MALIK

Item Type : Thesis (Thesis)

Affiliations: Master of Management Science Study Program, Faculty of Economics and Business, Universitas Airlangga , Surabaya, Indonesia

Publisher: Universitas Airlangga

Abstract

This study aims to examine purchasing patterns in consumers who have compulsive buying behavior, where these consumers have compulsive behavior in purchasing luxury goods, especially diamonds, in this study also examines the cognitive dissonance felt by the perpetrators after purchasing diamonds. The method used in this study uses deep-interviews in extracting information from the perpetrators. This study shows that compulsive buying perpetrators are more motivated by affective factors as well as the basis for decision-making in purchasing, all informants have a sense of guilt for their behavior, but their feelings of guilt are defeated by the desire to repeat their purchasing behavior.

Keywords: compulsive buying, decision making process, affective decisions

Sources: http://repository.unair.ac.id/39582/