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

Joann Peck ^a^,^,,
Terry L. Childers ^b

^a University of Wisconsin-Madison, 3114 Grainger Hall, 975 University Avenue, Madison, WI 53706-1323, United States
^b University of Kentucky, United States

: Corresponding author. Tel.: +1 608 262 3603; fax: +1 608 262 0394.

Received 1 April 2005

Revised 1 November 2005

Accepted 1 January 2006

Available online 21 February 2006

http://dx.doi.org/10.1016/j.jbusres.2006.01.014, How to Cite or Link Using DOI

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1. Theoretical background

2. Overview of study

3. Results

4. General discussion

References

Abstract

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.

Keywords

Touch;
Need for touch;
Impulse purchase behavior

Figures and tables from this article:

Fig. 1. Buying impulsiveness by autotelic NFT and point of purchase sign.

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Table 1. Correlations between impulse buying trait and actual impulse purchase

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: Corresponding author. Tel.: +1 608 262 3603; fax: +1 608 262 0394.