Show simple item record

dc.contributor.authorSharma, Piyush
dc.contributor.authorSivakumaran, B.
dc.contributor.authorMarshall, R.
dc.date.accessioned2017-01-30T12:37:07Z
dc.date.available2017-01-30T12:37:07Z
dc.date.created2015-06-17T20:00:40Z
dc.date.issued2014
dc.identifier.citationSharma, P. and Sivakumaran, B. and Marshall, R. 2014. Exploring Impulse Buying in Services: Toward an Integrative Framework. Journal of the Academy of Marketing Science. 42 (2): pp. 154-170.
dc.identifier.urihttp://hdl.handle.net/20.500.11937/23415
dc.identifier.doi10.1007/s11747-013-0346-5
dc.description.abstract

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.

dc.publisherSpringer US
dc.subjectExperience
dc.subjectSearch
dc.subjectIntangible
dc.subjectCredence
dc.subjectConsumer impulsiveness
dc.subjectOptimum stimulation level
dc.subjectSelf-monitoring
dc.subjectTangible
dc.subjectImpulse buying
dc.titleExploring Impulse Buying in Services: Toward an Integrative Framework
dc.typeJournal Article
dcterms.source.volume42
dcterms.source.number2
dcterms.source.startPage154
dcterms.source.endPage170
dcterms.source.issn0092-0703
dcterms.source.titleJournal of the Academy of Marketing Science
curtin.note

The final publication is available at Springer via http://doi.org/10.1007/s11747-013-0346-5

curtin.accessStatusOpen access


Files in this item

Thumbnail

This item appears in the following Collection(s)

Show simple item record