Abstract
Impulse shopping has been studied and reported on for at least 75 years in the academic press. Yet, there is still no clear or agreed-upon theory for why it occurs or among whom. In this study, a large number of consumers (big data) responded to an “I live for today because tomorrow is so uncertain” statement (a surrogate for impulsive purchasing) through a national US online survey. Demographic differences were used in a grounded theory approach to parse out differences among those reporting. Questionnaire findings were then combined with neural concepts such as relative preference and prospect theory to provide a potential solution to the “who is an impulse” buyer question. Managerial implications for the findings are included in the report.
Original language | English (US) |
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Title of host publication | Marketing at the Confluence between Entertainment and Analytics. Developments in Marketing Science |
Subtitle of host publication | Proceedings of the Academy of Marketing Science |
Editors | P Rossi |
Publisher | Springer, Cham |
Pages | 1465-1478 |
Number of pages | 14 |
ISBN (Electronic) | 9783319473314 |
ISBN (Print) | 9783319473307 |
DOIs | |
State | Published - 2017 |