Eye Buy: Broad Visual Attention Increases Unplanned Purchases

Mathias Streicher, University of Innsbruck, Austria
Oliver Büttner, University of Vienna, Austria
Zachary Estes, Bocconi University, Italy
We investigate whether manipulating the scope of visual attention influences subsequent attention to products and unplanned purchases. We find that a broad vs. a narrow scope of attention increases attention to products in the visual periphery and that this may lead to more unplanned purchases and spending.
[ to cite ]:
Mathias Streicher, Oliver Büttner, and Zachary Estes (2016) ,"Eye Buy: Broad Visual Attention Increases Unplanned Purchases", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau and Stefano Puntoni, Duluth, MN : Association for Consumer Research, Pages: 760-760.