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.
Citation:
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.
Authors
Mathias Clemens Streicher, University of Innsbruck, Austria
Zachary Estes, Bocconi University, Italy
Oliver B. Büttner, University of Duisburg-Essen
Volume
NA - Advances in Consumer Research Volume 46 | 2018
Share Proceeding
Featured papers
See MoreFeatured
Foods for Sharing: The Social Value of Handmade Foods
Xin Wang, Nanjing University
Chunqu Xiao, Nanjing University
Xingyu Duan, Nanjing University
Hong Zhu, Nanjing University
Featured
D12. Future Decisions and Temporal Contiguity Cues: When Absence of Temporal Contiguity Cues Increases Online Reviews’ Persuasiveness.
Francesco Zanibellato, Ca' Foscari University, Venice, Italy
Featured
Identity Threats, Compensatory Consumption and Working Memory Capacity: When and Why Feeling Threatened Leads to Heightened Evaluations of Identity-Relevant Products