If I touch it I have to have it: Individual and environmental influences on impulse purchasing

Joann Peck, Terry L Childers

Research output: Contribution to journalArticle

158 Scopus citations

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 languageEnglish (US)
Pages (from-to)765-769
Number of pages5
JournalJournal of Business Research
Volume59
Issue number6
DOIs
StatePublished - Jun 1 2006

Keywords

  • Impulse purchase behavior
  • Need for touch
  • Touch

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