Abstract
This research examines the influence of touch on impulse-purchasing behavior. We first replicate the Rook and Fisher [Rook DW, Fisher RJ. Normative influences on impulsive buying behavior. J Consum Res 1995;22:305-13.] studies about the moderating effect of the normative evaluation of impulse purchase on impulse-purchasing behavior. Extending the impulse-purchasing literature, we examine individual differences in touch and how they affect impulsive-buying behavior. Results from a field experiment suggest that both individual and environmental touch-related factors increase impulse purchasing.
Original language | English (US) |
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Pages (from-to) | 765-769 |
Number of pages | 5 |
Journal | Journal of Business Research |
Volume | 59 |
Issue number | 6 |
DOIs | |
State | Published - Jun 2006 |
Keywords
- Impulse purchase behavior
- Need for touch
- Touch