Shop Different: Impulsivity, Sequential Decision Making, and Motivations For Unplanned Purchases

Jacob Suher, University of Texas at Austin, USA
Wayne Hoyer, University of Texas at Austin, USA
Over 50% of purchases are unplanned, yet shoppers’ motivations for unplanned purchases are poorly understood. To address this research gap, we propose a model of intrinsic and extrinsic motivations to make unplanned purchases. Three studies support our framework and its implications for the shopper marketing and sequential decision making literature.
[ to cite ]:
Jacob Suher and Wayne Hoyer (2015) ,"Shop Different: Impulsivity, Sequential Decision Making, and Motivations For Unplanned Purchases", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 705-706.