Five-Factor Model personality traits, materialism, and excessive buying: A mediational analysis

Previous research has shown consistent relationships between the Five-Factor Model personality traits, materialism and excessive buying. However, little is known about the channels of influence through personality traits and materialism leading to excessive buying. Therefore, the main objective of this current study is to examine whether materialism is a mediating variable in the relationship between the Five-Factor Model and excessive buying. The results of the path analysis using a sample of 667 women generally confirm the suitability of materialism as a vehicle for the effects of Big-Five personality traits on excessive buying. Specifically, neuroticism exerts both positive direct and indirect influences on excessive buying. Moreover, materialism mediates the influence of extraversion, openness, and agreeableness on excessive buying. Whereas extraversion shows a positive association with materialism, openness and agreeableness present negative relations with materialism which, in turn, is associated with higher excessive buying propensity. Conscientiousness is the only exception to the mediating model, and presents a direct and negative relation with excessive buying. Generally speaking, the finding that five factors effects are mediated by materialism increases the probability that preventive and interventive efforts aimed at reducing materialistic values effectively influence the associated risk for excessive buying originating from certain personality traits. (C) 2012 Elsevier Ltd. All rights reserved.