Dorien Bangma

INTRODUCTION TO THE FDM TESTS | 29 of the lowest offer (i.e., €1 for the €100 condition and €5 for the €500 and €1000 conditions). The sequence in which the eighteen scenarios are presented is the same for each participant. The lowest accepted offer is the answer on each of the scenarios. All answers are converted to a percentage of the amount of money participants could receive after a relatively long delay (e.g., score 80% is given if €80 is accepted instead of €100 later in time). Different summary scores can be calculated depending on the variable of interest (e.g., different delay lengths or different amounts of money). In current thesis, an overall average score has been used based on all eighteen scenarios. Higher scores are indicative for a lower sensitivity to temporal discounting and, therefore, reflect a better capability to make decisions with implications for the future. The total administration time of the TDT is 15-25 minutes. IBQ: Impulsive buying questionnaire The Impulsive Buying Questionnaire (IBQ) is used to investigate the tendency to buy on impulse or making sudden unplanned purchases (Rook, 1987). Impulsive buying tendency is defined as “the degree to which an individual is likely to make unintended, immediate and unreflective purchases” (Jones et al., 2003, p. 506). Two related and partly overlapping models of impulsive buying underly the IBQ. First, the ‘rational model of impulsive buying’ by Beatty and Ferrell (1998) describes eight precursors to predict impulsive buying tendency. In this model, an impulsive purchase depends on available time, available money, shopping enjoyment, impulse buying tendency, negative affect, in-store browsing, positive affect and the urge to buy impulsively. Impulse buying, however, also correlates with the lack of planning and deliberation (Verplanken & Herabadi, 2001) and seems to have an emotional component (Rook, 1987). These important components are lacking in this rational model of impulsive buying. Therefore, based on the work of Beatty and Ferrell (1998), a second model of impulsive buying is suggested (Youn, 2000; as cited in Coley & Burgess, 2003). In this second model, impulsive buying is described as a function of affect (i.e., the irresistible urge to buy, positive buying emotion and mood management) and cognition (i.e., cognitive deliberation, unplanned buying and disregard for the future). Both models show considerable overlap and similar questions are used in questionnaires developed based on these models. However, in the second model, more emphasis is placed on the emotions and feelings of the impulsive buyer and less attention is payed to the actual impulsive buying behavior and the external factors that contribute to whether or not a person will buy on impulse (e.g., available money). In the IBQ, therefore, items on affect and cognition are combined with items related to external factors that contribute to impulsive buying behavior. The items included in the IBQ are originating from the questionnaires of Beatty and Ferrell (1998) and Coley and Burgess (2003). As a result, the IBQ differentiates three components, i.e., an affective, a cognitive and a situational component of impulsive buying. The affective component refers to emotions and feelings that lead to impulsive buying behavior (e.g., ‘I always buy it if I really like it’ ) and the cognitive component refers to thoughts of and the urge to buy on impulse (e.g., ‘When I go shopping, I buy things that I did not intend to purchase’ ) (Coley & Burgess, 2003). The situational component describes the available time and money that contribute to the ability to execute impulsive purchases (e.g., ‘I cannot afford unplanned purchases’ ) (Beatty & Ferrell, 1998).