Shopping e personalità: l'influenza dei tratti caratteriali nell’acquisto patologico

In order to understand individual factors of the consumption behaviour, this study focuses on the relation between personality and pathological buying. The temperamental and characterial traits model have been used to study personality, hypothesizing that only characterial traits contribute to increase the probability to become pathological shoppers. Sixty-five Italians participated to this study. A logistic regression analysis shows that Cooperativeness and Self-Transcendence are significant in determining pathological buying. This is the first study, to our knowledge, that verifies that pathological buying depends on dynamics personality traits, influenced by social factors. Notable marketing implications are discussed.