Spontaneous selection: The influence of product and retailing factors on consumer impulse purchases

Journal of Retailing and Consumer Services

Volumn 19, Issue 6, 2012, Pages 578-588

  Kacen, Jacqueline J ^a   Hess, James D ^a   Walker, Doug ^b  

^a UNIVERSITY OF HOUSTON   (United States)

^b IOWA STATE UNIVERSITY   (United States)

Author keywords

Hedonic products; Impulse buying; Retailer promotions; Sales promotion

Indexed keywords

CONSUMPTION BEHAVIOR; HEDONIC ANALYSIS; LOGIT ANALYSIS; NUMERICAL MODEL; PRICE DETERMINATION; RETAILING; SHOPPING ACTIVITY;

EID: 84866744381     PISSN: 09696989     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretconser.2012.07.003     Document Type: Article

References (66)

1. Abrahams, B., 1997. It's all in the mind. Marketing, March 27, 1997, pp. 31-33.
2. Babin B.J., Attaway J.S. Atmospheric affect as a tool for creating value and gaining share of customer. Journal of Business Research 2000, 49(August):91-99.
3. Bailey A.A. Evaluating consumer response to EDLPs. Journal of Retailing and Consumer Services 2008, 15(3):211-223.
4. Beatty S.E., Ferrell M.E. Impulse buying: modeling its precursors. Journal of Retailing 1998, 74(2):169-191.
5. Bellenger D.N., Robertson D.H., Hirschman E.C. Impulse buying varies by product. Journal of Advertising Research 1978, 18:15-18.
6. Blattberg R.C., Briesch R., Fox E.J. How promotions work. Marketing Science 1995, 14(3):G122-G132.
7. Blattberg R.C., Neslin S.A. Sales Promotion: Concepts, Methods, and Strategies 1990, Prentice Hall, Englewood Cliffs, NJ.
8. Cobb C.J., Hoyer W.D. Planned versus impulse purchase behavior. Journal of Retailing 1986, 4(Winter):384-409.
9. Cox K. The responsiveness of food sales to shelf space changes in supermarkets. Journal of Marketing Research 1964, 1(May):63-67.
10. Dhar R., Wertenbroch K. Consumer choice between hedonic and utilitarian goods. Journal of Marketing Research 2000, 37(February):60-71.
11. Dittmar H., Beattie J., Friese S. Gender identity and material symbols: objects and decision considerations in impulse purchases. Journal of Economic Psychology 1995, 16:491-511.
12. Donovan R.J., Rossiter J.R. Store atmosphere: an environmental psychology approach. Journal of Retailing 1982, 58(Spring):34-57.
13. Donovan R.J., Rossiter J.R., Marcoolyn G., Nesdale A. Store atmosphere and purchasing behavior. Journal of Retailing 1994, 70(Fall):283-294.
14. Eroglu S.A., Machleit K.A., Chedat J.C. The interaction of retail density and music tempo: effects on shopper responses. Psychology & Marketing 2005, 22(July):577-589.
15. FMI/ACNielsen FMI/ACNielsen Study: Shopping for Food in 2004 2005, AC Nielsen, New York, NY.
16. Greene W.H. Econometric Analysis 2003, Pearson Education, Upper Saddle River, NJ. 5th ed.
17. Hampson, D.P., McGoldrick, P.J. A typology of adaptive shopping patterns in recession. Journal of Business Research, , in press. http://dx.doi.org/10.1016/j.jbusres.2011.06.008.
18. Hirschman E.C., Holbrook M.B. Hedonic consumption: emerging concepts, methods, and propositions. Journal of Marketing 1982, 46(Summer):92-101.
19. Hoch S.J., Loewenstein G.F. Time-inconsistent preferences and consumer self control. Journal of Consumer Research 1991, 17(March):492-507.
20. Hoch S., Dreze X., Purk M.E. EDLP, Hi-Lo, and margin arithmetic. Journal of Marketing 1994, 58(October):16-27.
21. Howard J.A., Sheth J.N. The Theory of Buyer Behavior 1969, Wiley, New York, NY.
22. Inman J.J., Winer R.S., Ferraro R. The interplay among category characteristics, customer characteristics, and customer activities on in-store decision making. Journal of Marketing 2009, 73(September):19-29.
23. Kacen J.J., Lee J.A. The influence of culture on consumer impulsive buying behavior. Journal of Consumer Psychology 2002, 12(2):163-176.
24. Kamakura W.A., Kim B.D., Lee J. Modeling preference and structural heterogeneity in consumer choice. Marketing Science 1996, 15(2):152-172.
25. Kollat D.T., Willett R.P. Customer impulse purchasing behavior. Journal of Marketing Research 1967, 4(February):21-31.
26. Kotler P. Atmospherics as a marketing tool. Journal of Retailing 1973-74, 49(Winter):48-64.
27. Lee B.C.Y. Consumer attitude toward virtual stores and its correlates. Journal of Retailing and Consumer Services 2007, 14(3):182-191.
28. Little R.J.A., Rubin D.B. Statistical Analysis with Missing Data 2002, Wiley, Hoboken, NJ. 2nd ed.
29. Luo X. How does shopping with others influence impulsive purchasing?. Journal of Consumer Psychology 2005, 15(4):288-294.
30. MacInnis D.J., Patrick V.M. Spotlight on affect: affect and affective forecasting in impulse control. Journal of Consumer Psychology 2006, 16(3):224-231.
31. Martinez E., Monaner T. The effect of consumer's psychographic variables upon deal-proneness. Journal of Retailing and Consumer Services 2006, 13(3):157-168.
32. Martinez-Ruiz M.P., Jimenez-Zarco A.I., Izquierdo-Yusta A. Customer satisfaction's key factors in Spanish grocery stores: evidence from hypermarkets and supermarkets. Journal of Retailing and Consumer Services 2010, 17(4):278-285.
33. Mattioli D. J.C. Penney chief thinks different. The Wall Street Journal 2012, B1. January 26.
34. McGoldrick P.J. How unplanned are impulse purchases?. Retail and Distribution Management 1982, 10(January/February):27-32.
35. Mogelonsky M. Keep candy in the aisles. American Demographics 1998, 20:32.
36. Narasimhan C., Neslin S.A., Sen S.K. Promotional elasticities and category characteristics. Journal of Marketing 1996, 60(April):17-30.
37. Neff, J., 2009. P&G Taking its Marketing Back to the Store. Advertising Age September 21.
38. Nelson E., Ellison S. In a shift, marketers beef up ad spending inside stores. The Wall Street Journal 2005, A1. (September 21).
39. Neuendorf K.A. The Content Analysis Guidebook 2002, Sage, Thousand Oaks, CA.
40. Peck J., Childers T.L. If I touch it I have to have it: individual and environmental influences on impulse purchasing. Journal of Business Research 2006, 59(6):765-769.
41. Prasad V.K. Unplanned buying in two retail settings. Journal of Retailing 1975, 51(Fall):3-12.
42. Progressive Grocer, 2011. Annual Report of the Grocery Industry, April, pp. 32-54.
43. Puri R. Measuring and modifying consumer impulsiveness: a cost-benefit accessibility framework. Journal of Consumer Psychology 1996, 5(2):87-113.
44. Rogers E. Diffusion of Innovations 1962, Free Press, New York, NY.
45. Rook D.W. The buying impulse. Journal of Consumer Research 1987, 14(September):189-199.
46. Rook, D.W., Hoch, S.J., 1985. In: Holbrook, M., Hirschman, E. (Eds.), Consuming Impulses, vol. 12. Association for Consumer Research, Provo, UT, pp. 23-27.
47. Rook, D.W., Gardner, M., 1993. In the mood: impulse buying's affective antecedents. In: Research in Consumer Behavior, vol. 6(1). JAI Press, Greenwich, CT, pp. 1-28.
48. Rook D.W., Fisher R.J. Normative influences on impulsive buying behavior. Journal of Consumer Research 1995, 22(December):305-313.
49. Russell J.A., Weiss A., Mendelsohn G.A. Affect grid: a single-item scale of pleasure and arousal. Journal of Personality and Social Psychology 1989, 57(September):493-502.
50. Sethuraman R., Srinivasan V., Kim D. Asymmetric and neighborhood cross-price effects: some empirical generalizations. Marketing Science 1999, 18(1):23-41.
51. Shamdasani P.N., Yeow O.G. An exploratory study of in-home shoppers in a concentrated retail market: the case of Singapore. Journal of Retailing and Consumer Services 1995, 2(1):15-23.
52. Silber J.H., Rosenbaum P.R., Ross R.N. Comparing the contributions of groups of predictors: which outcomes vary with hospital rather than patient characteristics?. Journal of the American Statistical Association 1995, 90(429):7-18.
53. Sinha P.K., Uniyal D.P. Using observational research for behavioural segmentation for shoppers. Journal of Retailing and Consumer Services 2005, 12(1):35-48.
54. Skallerud K., Korneliussen T., Olsen S.O. An examination of consumers' cross-shopping behavior. Journal of Retailing and Consumer Services 2009, 16(3):181-189.
55. Smith D. The joy of candy. National Petroleum News Supplement February 1996, S2.
56. Stern H. The significance of impulse buying today. Journal of Marketing 1962, 26(April):59-62.
57. Strack F., Werth L., Deutsch R. Reflective and impulsive determinants of consumer behavior. Journal of Consumer Psychology 2006, 16(3):205-216.
58. Suarez A., del Bosque I.R., Rodriguez-Poo J.M., Moral I. Accounting for heterogeneity in shopping centre choice models. Journal of Retailing and Consumer Services 2004, 11(2):119-129.
59. Train K. Discrete Choice Methods with Simulation 2003, Cambridge University Press, Cambridge, UK.
60. Weinberg P., Gottwald W. Impulsive consumer buying as a result of emotions. Journal of Business Research 1982, 10:43-57.
61. West J.C. Results of two years of study into impulse buying. Journal of Marketing 1951, 15(January):362.
62. Williams J., Dardis R. Shopping behavior for soft goods and marketing strategies. Journal of Retailing 1972, 48(Fall):32-41.
63. Wolman B. Dictionary of Behavioral Science 1973, Wan Nostrand Reinhold, New York, NY.
64. Wong A., Dean A. Enhancing value for Chinese shoppers: the contribution of store and customer characteristics. Journal of Retailing and Consumer Services 2009, 16(2):123-134.
65. York, E.B., 2010. Shopping Aisles at Cutting Edge of Consumer Research and Technology. Advertising Age March 15.
66. Yuxing R., Kamakura W.A., Mela C.F. Size and share of customer wallet. Journal of Marketing 2007, 71(April):94-113.