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.
- Impulse purchase behavior
- Need for touch