Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework
dc.contributor.author | Sharma, Piyush | |
dc.contributor.author | Sivakumaran, B. | |
dc.contributor.author | Marshall, R. | |
dc.date.accessioned | 2017-01-30T10:33:22Z | |
dc.date.available | 2017-01-30T10:33:22Z | |
dc.date.created | 2014-11-19T01:13:17Z | |
dc.date.issued | 2010 | |
dc.identifier.citation | Sharma, P. and Sivakumaran, B. and Marshall, R. 2010. Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework. Journal of Marketing Management. 26 (5-6): pp. 473-494. | |
dc.identifier.uri | http://hdl.handle.net/20.500.11937/3705 | |
dc.description.abstract |
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 behaviours. This gap is addressed with a conceptual framework incorporating the discrepancy between actual and optimum stimulation levels as the driver of both the behaviours, and self-monitoring as the moderator of interpersonal influences on these. Findings from a field-survey-based study with retail shoppers show that both the behaviours are responses to exploratory urges triggered by lower stimulation levels. Moreover, high self-monitors exhibit greater impulsiveness in private and seek greater variety in public compared to lowself-monitors. The paper concludes with a discussion on its conceptual and managerial contribution along with some of its limitations and directions for future research. | |
dc.publisher | Routledge | |
dc.subject | optimum stimulation level | |
dc.subject | impulse buying | |
dc.subject | consumer impulsiveness | |
dc.subject | self-monitoring | |
dc.subject | variety seeking | |
dc.subject | actual stimulation level | |
dc.title | Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework | |
dc.type | Journal Article | |
dcterms.source.volume | 26 | |
dcterms.source.number | 5-6 | |
dcterms.source.startPage | 473 | |
dcterms.source.endPage | 494 | |
dcterms.source.issn | 0267-257X | |
dcterms.source.title | Journal of Marketing Management | |
curtin.accessStatus | Fulltext not available |