Attentional Breadth Affects In-Store Exploration and Unplanned Purchasing
A series of field experiments demonstrate that shoppers’ attentional focus affects unplanned purchasing. Eye movements and distance traveled in-store show that activating broad (vs. narrow) attention increases exploration of shopping environments, ultimately increasing unplanned purchasing. This effect of attentional focus on unplanned purchasing is accentuated among chronically impulsive buyers.
Mathias Clemens Streicher, Zachary Estes, and Oliver B. Büttner (2018) ,"Attentional Breadth Affects In-Store Exploration and Unplanned Purchasing", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 803-804.
Mathias Clemens Streicher, University of Innsbruck, Austria
Zachary Estes, Bocconi University, Italy
Oliver B. Büttner, University of Duisburg-Essen
NA - Advances in Consumer Research Volume 46 | 2018
Guilt Undermines Consumer Willingness to Buy More Meaningful Time
Ashley V. Whillans, Harvard Business School, USA
Elizabeth W. Dunn, University of British Columbia, Canada
Does a Blurry Background Make a High Roller? The Effects of Blurry versus Sharp Backgrounds on Consumers’ Risk-Taking Behavior
Yoonho Jin, INSEAD, Singapore
Amitava Chattopadhyay, INSEAD, Singapore
The Power of Pottymouth in Word-of-Mouth
Katherine C Lafreniere, University of Alberta, Canada
Sarah G Moore, University of Alberta, Canada