Impulse buying and variety seeking: Similarities and differences

Punj, Girish

doi:10.1016/j.jbusres.2010.07.007

Cited by 80 publications

(54 citation statements)

References 39 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…First, there are certain individual traits that influence the impulse buying tendency, such as general impulsiveness, optimal level of stimulation, temporal orientation, materialism, money attitudes or recreational shopping tendency (Beatty & Ferrel, 1998;Cobb & Hoyer, 1986;Dholakia, 2000;Gąsiorowska, 2003;Kacen & Lee, 2002;Punj, 2010;Rook & Fisher, 1995;Sharma et al, 2010;Weun et al, 1998;Youn & Faber, 2000). Second, there is a group of individual and situational factors triggering impulses in certain situations and they include emotions felt prior and during certain buying episodes (Beatty & Ferrell, 1998;Kacen & Lee, 2002;Rook, 1987;Rook & Gardner, 1993;Verplanken & Herabadi, 2001), attitude towards promotion, atmospherics, in-store stimuli (Shiv & Fedorikhin, 1999, comfort and easiness of buying (Stern, 1962;Tauber, 1972), and amount of time for shopping (Beatty & Ferrell, 1998;Shiv & Fedorikhin, 2002).…”

Section: Determinants Of Impulse Buyingmentioning

confidence: 99%

“…More precisely, the focal point of this investigation is the influence of temperament and gender together with genderbased shopping style on impulse buying. Impulsiveness as the temperamental trait Impulse buying tendency is recognised as a manifestation of general impulsiveness (Cobb & Hoyer, 1986;Dholakia, 2000;Kacen & Lee, 2002;Punj, 2010;Rook & Fisher, 1995;Sharma et al, 2010;Weun et al, 1998;Youn & Faber, 2000). Impulsiveness is an important psychological construct appearing in many systems or temperaments, for example those proposed by Eysenck, Tellegen or Cloninger (see Strelau, 1998;Whiteside & Lynam, 2001).…”

Section: Determinants Of Impulse Buyingmentioning

confidence: 99%

“…From a consumer's perspective, sensation-seeking tendency is usually operationalised as the optimal level of stimulation (Baumgartner & Steenkamp, 1996;Boedeker, 1992;Punj, 2010;Raju, 1982;Sharma et al, 2010;Steenkamp & Baumgartner, 1992, 1995Steenkamp & Burgess, 2002). Optimal level of stimulation is associated with detailed analysis of advertisements, searching for information just out of curiosity (Steenkamp & Baumgartner, 1992;Steenkamp & Burgess, 2002), variety and novelty seeking in consumption (Chalvatzis & Michaelidou, 2008;Sharma et al, 2010), risky decisions and innovative behaviour (Steenkamp & Baumgartner, 1992), exploratory consumer behaviour (Baumgartner & Steenkamp, 1996;Raju, 1980), recreational and hedonic shopping (Boedeker, 1992), and also with the impulse buying tendency (Gąsiorowska, 2003;Sharma et al, 2010).…”

Section: Temperament As the Sensation-seeking Tendencymentioning

confidence: 99%

“…general impulsiveness, optimal level of stimulation, temporal orientation, materialism, money attitudes or recreational shopping tendency (Beatty & Ferrel, 1998;Cobb & Hoyer, 1986;Dholakia, 2000;Gąsiorowska, 2003;Kacen & Lee, 2002;Punj, 2010;Rook & Fisher, 1995;Sharma, Sivakumaran & Marshall, 2010;Weun, Jones & Beatty, 1998;Youn & Faber, 2000). Also, research findings show that this buying style has been observed especially among women (Gąsiorowska, 2003).…”

Section: Introductionmentioning

confidence: 99%

See 3 more Smart Citations

Gender as a moderator of temperamental causes of impulse buying tendency

Gąsiorowska¹

2011

J. Cust. Behav.

View full text Add to dashboard Cite

Stern, 1962). The behavioural approach to consumer decision-making treats the impulse buying tendency as an individual trait, which in certain circumstances can lead to an act of impulse buying (e.g. AbstractThe behavioural approach to consumer decision-making focuses on impulse buying tendency as an individual trait that (in certain circumstances) leads to an act of impulse buying. Many authors believe that this trait is related to general impulsiveness as a temperamental factor. However, there is no precise data on the temperamental background of impulsive buying. Furthermore, even if it is agreed that men and women differ in terms of shopping style, there are only a few studies showing the nature of these differences when it comes to impulse buying. This research aims to verify the hypothesis on different temperamental determinants of impulse buying tendency for both genders in a Polish sample. For females, impulse buying tendency was positively related to optimum level of stimulation and also to reactivity. For males, this tendency was related, according to the Regulation Theory of Temperament, to formal characteristics of behaviour, especially to low briskness, sensory sensitivity and perseverance. Formal characteristics of behaviourThe formal attributes of behaviour were understood here as the dimensions of temperament postulated by RTT, and were measured with The Formal Characteristics of Behaviour -Temperament Inventory (FCB-TI), which was constructed specifically to verify this theory. FCB-TI is based on the assumption that temperament refers to formal attributes of behaviour expressed in energetic and temporal characteristics. This is a standardised psychological 120-item inventory, with "yes" and "no" as answers. It consists of six subscales representing six dimensions of formal attributes Journal of Customer Behaviour, Volume 10 JCB 130

show abstract

Section: Determinants Of Impulse Buyingmentioning

confidence: 99%

Section: Determinants Of Impulse Buyingmentioning

confidence: 99%

Section: Temperament As the Sensation-seeking Tendencymentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Gender as a moderator of temperamental causes of impulse buying tendency

Gąsiorowska¹

2011

J. Cust. Behav.

View full text Add to dashboard Cite

show abstract

“…Although firms can benefit from occupying more market segments by providing various products, variety may still backfire because consumers tend to give up studying the overload information (Gourville & Soman, 2005;Chernev, 2003). Extensive researches also show that variety seeking closely relates to other domains of consumer behavior such as impulse buying, ethical behavior, cultural studies (Punj 2011;Van Trijp, Hoyer, & Inman, 1996;Kim & Drolet, 2003). The understanding of variety seeking is also deepened from extending the research contexts into emerging markets (e.g., Grünhagen, Dant, & Zhu, 2012) and various purchasing situations (Choi, Kim, & Yi, 2006).…”

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

Consumers’ Variety Seeking: From an Information Perspective

2015

IBR

View full text Add to dashboard Cite

Variety seeking is one of the most common psychological heuristics when consumers make decisions. The literature posits that understanding the mechanism of variety seeking is critical to explain consumers' decision-making process. Yet little is known about the effects of information, which also significantly influences consumers' choice behavior. Drawing on established theories of psychology and economics, the author develops a synergetic framework investigating the impact of information adequacy on degree of variety seeking. Results from three studies show that information scarcity significantly stimulates the degree of variety seeking (Study 1). In addition, consumers' preference stability, which represents consumers' inherent information, also inhibits the degree of variety seeking (Study 2). Finally, consumers' expertise level, which represents information acquired by learning and experience, shows a moderating effect on variety seeking-information link. Specifically, novice consumers are more likely to prefer variety than expert consumers when information is limited (Study 3).

show abstract

Modeling precursors of impulsive tourist shopping behavior: Evidence from long‐haul Chinese outbound tourists

Meng

Zhang

et al. 2019

Journal of Tourism Research

View full text Add to dashboard Cite

Studies have examined tourism shopping in various aspects, but scarce research has specifically focused on impulsive shopping behavior of tourists, which is of particular relevance in the tourism settings. This study addresses this paucity by examining factors influencing impulsive tourist shopping urge and purchase from the aspects of tourist internal attribute, social influence, and product attribute. By examining Chinese long-haul tourists traveled outside Asia, the empirical results suggest that

show abstract

Impulse buying and variety seeking: Similarities and differences

Cited by 80 publications

References 39 publications

Gender as a moderator of temperamental causes of impulse buying tendency

Gender as a moderator of temperamental causes of impulse buying tendency

Consumers’ Variety Seeking: From an Information Perspective

Modeling precursors of impulsive tourist shopping behavior: Evidence from long‐haul Chinese outbound tourists

Contact Info

Product

Resources

About