If I touch it I have to have it: Individual and environmental influences on impulse purchasing

06-01-2006

This research examines the influence of touch on impulse-purchasing behavior. We first replicate the Rook and Fisher [Rook DW, Fisher RJ. Normative influences on impulsive buying behavior. J Consum Res 1995;22:305–13.] studies about the moderating effect of the normative evaluation of impulse purchase on impulse-purchasing behavior. Extending the impulse-purchasing literature, we examine individual differences in touch and how they affect impulsive-buying behavior. Results from a field experiment suggest that both individual and environmental touch-related factors increase impulse purchasing.

Methodology
field study of 239 shoppers in Midwestern supermarket

Channel
grocery

Source
Journal of Business Research
Volume 59, Issue 6, June 2006, Pages 765–769

Author
Joann Pecka, Terry L. Childersb

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