Eye Buy: Attentional Scope Affects Product Choice Via Visual Exploration

One lab study and two field experiments demonstrate that shoppers’ attentional focus affects purchasing. Mouse-clicks and eye movements show that inducing broad (vs. narrow) attention increases visual exploration of product displays, ultimately increasing unplanned purchasing. This effect of attentional focus on unplanned purchasing is accentuated among chronically impulsive buyers.



Citation:

Mathias Streicher, Oliver Büttner, and Zachary Estes (2017) ,"Eye Buy: Attentional Scope Affects Product Choice Via Visual Exploration", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 286-290.

Authors

Mathias Streicher, University of Innsbruck, Austria
Oliver Büttner, University of Duisburg-Essen, Germany
Zachary Estes, Bocconi University, Italy



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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