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Journals / İşletme Bilimi Dergisi / 2026 / Cilt: 14 Sayı: 3

The Mediating Role of Hedonic Consumption Tendency in the Association Between Emotional Intelligence and Impulse Buying Behavior

İbrahim Atilla Karataş
Pages
606–625
Publication Date
2026-09-25
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AI Summary & Key Takeaways

AI Insight
⚡ TL;DR(Too Long; Didn't Read)

The results indicate that emotional intelligence does not have a significant direct effect on impulsive buying behavior overall.

📌 3 Key Takeaways

🎯
Objective & Hypothesis:This study examines the mediating role of hedonic consumption tendencies in the relationship between emotional intelligence and impulsive buying behavior.
📊
Key Findings & Data:Data were collected via an online survey from 393 participants aged 18 and over, using convenience sampling through social media.
💡
Conclusion & Impact:The results indicate that emotional intelligence does not have a significant direct effect on impulsive buying behavior overall.
🔬Design:Survey & Empirical Study
📍Scope:Comprehensive Sample
⚙️Variables:Emotional Intelligence · Impulse Buying Behavior · Hedonic Consumption Tendency

Abstract

This study examines the mediating role of hedonic consumption tendencies in the relationship between emotional intelligence and impulsive buying behavior. The primary aim is to clarify the psychological mechanisms through which emotional competencies, particularly in pleasure-oriented contexts, influence consumer decision-making processes. Data were collected via an online survey from 393 participants aged 18 and over, using convenience sampling through social media. Reliability, validity and mediation analyses were conducted using Jamovi software. The results indicate that emotional intelligence does not have a significant direct effect on impulsive buying behavior overall. However, hedonic consumption tendency shows a significant positive relationship with impulsive buying behavior. Of the emotional intelligence dimensions, only the ‘use of emotions’ dimension significantly affects pleasure-driven consumption and mediates its impact on impulsive buying. These findings suggest that emotional intelligence influences impulsive buying indirectly, through hedonic consumption tendencies rather than directly. This study contributes to consumer behavior literature by emphasizing the central role of hedonic motivations, and provides practical recommendations for stakeholders to help them understand and influence impulsive buying tendencies. Overall, the results emphasize the importance of considering emotional processes and pleasure-oriented tendencies in consumer decision-making, suggesting that strategies targeting hedonic motivations may be more effective than interventions focused solely on enhancing emotional competencies.

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Cite This Article

Karataş, İ. A. (2026). The Mediating Role of Hedonic Consumption Tendency in the Association Between Emotional Intelligence and Impulse Buying Behavior. İşletme Bilimi Dergisi, Cilt: 14 Sayı: 3, 606–625. https://doi.org/10.22139/jobs.1829039

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