Exploring Impulse Buying in Services: Toward an Integrative Framework
MetadataShow full item record
Prior research on impulse buying focuses mostly on goods, ignoring its incidence in services despite growing evidence about the prevalence of impulsive behaviors across diverse consumption contexts. This paper introduces an integrative conceptual framework to study impulse buying in both goods and services by using perceived risk as a focal construct in the impulse buying process and reports findings from two empirical studies. The first study uses a mall intercept survey to show that perceived risk is lower and likelihood of impulse buying is greater for services with higher tangible (vs. intangible) attributes and higher search (vs. experience and credence) properties. The second study uses a lab-experiment to show significant differences in the influence of three relevant consumer traits (consumer impulsiveness, optimum stimulation level, and self-monitoring) on the level of perceived risk and impulsiveness in purchase decisions for six different services with varying levels of attributes (tangible vs. intangible) and evaluation properties (search, experience, and credence). Overall, the two studies provide substantial evidence of the presence of impulse buying in services and useful insights for researchers and services marketers.
The final publication is available at Springer via http://doi.org/10.1007/s11747-013-0346-5
Showing items related by title, author, creator and subject.
Lucke, Klaus; Lepper, P.; Blanchet, M.; Siebert, U. (2008)The planned construction of offshore wind turbines in the North and Baltic Seas involves the emission of high numbers of intense impulsive sounds when turbine foundations are driven into the ground by pile driving. Based ...
Hao, Hong; Li, Z.; Shi, Y. (2016)Some structures, both military and civilian, might experience explosive loads during their service life. Owing to high uncertainties in blast load predictions and structural parameters, accurate assessment of the performances ...
Zhao, Z.; Yao, C.; Zhao, X.; Hashemnia, N.; Islam, Syed (2016)© 2015 IEEE. Detecting the early signs of mechanical failures of power transformer winding is necessary and is possible with online monitoring techniques. Online impulse frequency response analysis (IFRA) is a promising ...