Shop Different: Impulsivity, Sequential Decision Making, and Motivations For Unplanned Purchases
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.
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 , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 705-706.
Jacob Suher, University of Texas at Austin, USA
Wayne Hoyer, University of Texas at Austin, USA
NA - Advances in Consumer Research Volume 43 | 2015
Stacy Wood, North Carolina State University
Visualizing Price Magnitude: How Slider Scales Change Willingness-to-Pay
Manoj Thomas, Cornell University, USA
Ellie Kyung, Dartmouth College, USA
Alternative “Facts”: The Effects of Narrative Processing on the Acceptance of Factual Information
Anne Hamby, Hofstra University
David Brinberg, Virginia Tech, USA