An Applied, Combined View of Impulse Shopping

Research output: Chapter in Book/Report/Conference proceedingConference contribution


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 languageEnglish (US)
Title of host publicationMarketing at the Confluence between Entertainment and Analytics. Developments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
EditorsP Rossi
PublisherSpringer, Cham
Number of pages14
ISBN (Electronic)9783319473314
ISBN (Print)9783319473307
StatePublished - 2017


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