Compulsive Buyers Show an Attentional Bias in Shopping Situations

Oliver B. Büttner, University of Vienna, Austria
Matthew Paul, University of Vienna, Austria
Arnd Florack, University of Vienna, Austria
Helmut Leder, University of Vienna, Austria
Anna Maria Schulz, University of Vienna, Austria
This research used eye tracking to examine attentional processes that underlie compulsive buying. The results demonstrate an attentional bias: Compulsive (vs. noncompulsive) buyers were more likely to get distracted by products that were unrelated to their goal. The effect emerged only when the task was framed as a shopping situation.
[ to cite ]:
Oliver B. Büttner, Matthew Paul, Arnd Florack, Helmut Leder, and Anna Maria Schulz (2012) ,"Compulsive Buyers Show an Attentional Bias in Shopping Situations", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 1121-1121.