The influence of advertising on compulsive buying — The role of persuasion knowledge

Abstract Background and aims The growing concern over compulsive buying (CB) among consumers has led to vast amount of research examining the antecedents of this maladaptive behaviour. The focus of previous research was, however, mainly on examining the internal, psychological factors contributing to CB. The current research, on the other hand, sheds light on one of the external triggers which can possibly stimulate CB, namely advertising. Methods An online survey has been conducted to identify the attitudes and scepticism towards advertising as well as ad avoidance and persuasion knowledge among a sample of 582 Belgian consumers. Furthermore, all participants were screened with regard to compulsive buying tendencies. Results This research provides evidence that positive attitudes towards advertising can lead to CB. An important factor in this relation is persuasion knowledge. Conclusions The study results lead to the conclusion that people higher in persuasion knowledge dispose less positive attitudes towards advertising which can subsequently prevent them from engaging in CB. Moreover high scores on scepticism towards advertising and ad avoidance among Belgian consumers in our sample point to a need for advertisers to modify their practices in order to gain more trust from consumers. This study also shows that advertising in particular attracts and seems to affect an already disadvantaged group of people — namely compulsive buyers

Customer Relationship Management Systems Research: Voids in the Current Literature

The status of the Customer Relationship Management (CRM) literature is investigated for the period of 2000 to 2004 in order to provide an overview of academic writing on the subject and to identify blind spots in the present literature. The top ten MIS journals and proceedings of four international conferences were systematically screened. Selected publications were reviewed in a structured way and categorized according to the different phases in the CRM lifecycle: adoption, acquisition, implementation, use & maintenance, evolution and retirement. It appears that less attention has been paid to implementation issues and that the evolution and retirement phases have not sufficiently been explored yet. With this structured overview of the literature and the identification of the voids, this paper offers suggestions for further research in the area and hopes not only to contribute to the orientation of our own research, but also to inspire future CRM research of peer researchers in our field

Profiling internet users based on their propensity to adopt online shopping

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