The Role of Impulsiveness in Consumers’ Choice: Impulsive Behavior Can Be Economically Rational

We investigate the economic rationality of consumers acting on impulse. In two studies we manipulate impulsiveness and we assess the rationality of consumers’ choice. Using state-of-the art elicitation methods, we find that impulsiveness does not have an impact on economic rationality, though it does impact choice.

Citation:

Angelos Stamos, Sabrina Bruyneel, Bram De Rock, Laurens Cherchye, and Siegfried Dewitte (2013) ,"The Role of Impulsiveness in Consumers’ Choice: Impulsive Behavior Can Be Economically Rational ", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.