Impulse Buying and Variety Seeking: A Trait-Correlates Perspective
MetadataShow full item record
Impulse buying and variety seeking are low-effort feelings-based behaviors, yet the similarities and differences in their socio-psychological origin are under-explored. This article addresses this gap with a conceptual framework incorporating several individual and situational factors with a focus on three relevant consumer traits — consumer impulsiveness (CI), optimum stimulation level (OSL), and self-monitoring (SM). Findings from a survey with retail shoppers about their actual purchase decisions show that both CI and OSL have a positive association with the level of impulse buying and variety seeking. However, CI is more strongly associated with impulse buying and OSL with variety seeking. Moreover, SM relates negatively with impulse buying and positively with variety seeking; it also moderates the influence of CI and OSL on both the behaviors in opposite directions. Finally, the article discusses the contribution of this research, its limitations and some directions for future research.
Showing items related by title, author, creator and subject.
Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframeworkSharma, Piyush; Sivakumaran, B.; Marshall, R. (2010)Impulse buying and variety seeking are both low-effort feelings-based behaviours with similar psychological origins. However, there is little research exploring the common sociopsychological processes regulating these ...
Pojanavatee, Sasipa (2013)Mutual funds are emerging as an opportunity for investors to automatically diversify their investments in such a way that all their money is pooled and the investment decisions are left to a professional manager. There ...
Mohan, G.; Sivakumaran, B.; Sharma, Piyush (2012)This paper explores the influence of store environment on variety seeking behavior with a model incorporating various components of store environment (music, light, assortment, employee, and layout) and personality ...