An Applied, Combined View of Impulse Shopping

Don Edward Schultz; Martin Paul Block; Vijaymahadev Viswanathan

doi:10.1007/978-3-319-47331-4_288

An Applied, Combined View of Impulse Shopping

Don Edward Schultz, Martin Paul Block, Vijaymahadev Viswanathan

Integrated Marketing Communications

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

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)
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	https://doi.org/10.1007/978-3-319-47331-4_288
State	Published - 2017

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10.1007/978-3-319-47331-4_288

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title = "An Applied, Combined View of Impulse Shopping",

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.",

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An Applied, Combined View of Impulse Shopping. / Schultz, Don Edward; Block, Martin Paul ; Viswanathan, Vijaymahadev.

Marketing at the Confluence between Entertainment and Analytics. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. ed. / P Rossi. Springer, Cham, 2017. p. 1465-1478.

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

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