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

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 purcha...

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Bibliographic Details
Published in:	Journal of business research 2006-06, Vol.59 (6), p.765-769
Main Authors:	Peck, Joann, Childers, Terry L.
Format:	Article
Language:	eng
Subjects:	Attitudes Business studies Consumer behaviour Consumption Differences Impact analysis Impulse buying Impulse purchase behavior Influence Need for touch Perception Purchasing Social psychology Strategic planning Studies Touch
Online Access:	Get full text
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Summary:	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.
ISSN:	0148-2963 1873-7978