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
So-Bad-It’s-Good: When Consumers Prefer Bad Options
Evan Weingarten, University of California San Diego, USA
Amit Bhattacharjee, Erasmus University Rotterdam, The Netherlands
Patti Williams, University of Pennsylvania, USA
Featured
Enhancing the Effectiveness of Narratives Among Vaccine-Skeptical Parents
Sandra Praxmarer-Carus, Universität der Bundeswehr München
Stefan Wolkenstoerfer, Universität der Bundeswehr München
Featured
The Ex-Money Effect: When and Why People Feel Connected to Outcomes that Involve Money They Previously Had
Charis Li, University of Florida, USA
Yanping Tu, University of Florida, USA