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dc.contributor.authorSharma, Piyush
dc.contributor.authorSivakumaran, B.
dc.contributor.authorMarshall, R.
dc.date.accessioned2017-01-30T10:33:22Z
dc.date.available2017-01-30T10:33:22Z
dc.date.created2014-11-19T01:13:17Z
dc.date.issued2010
dc.identifier.citationSharma, 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.urihttp://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.publisherRoutledge
dc.subjectoptimum stimulation level
dc.subjectimpulse buying
dc.subjectconsumer impulsiveness
dc.subjectself-monitoring
dc.subjectvariety seeking
dc.subjectactual stimulation level
dc.titleExploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework
dc.typeJournal Article
dcterms.source.volume26
dcterms.source.number5-6
dcterms.source.startPage473
dcterms.source.endPage494
dcterms.source.issn0267-257X
dcterms.source.titleJournal of Marketing Management
curtin.accessStatusFulltext not available


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