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Impulse buying and variety seeking: Similarities and differences

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  • Punj, Girish
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    Abstract

    Impulse buying and variety seeking seem to emerge from similar personality traits, yet the similarities and differences in the manifestation of these behaviors have not been fully explored. Despite the common origin, research on the two constructs has diverged as definitions of the phenomena have become more elaborate. Previous research on the two constructs shows that they are classifiable as low-effort, feeling-based behaviors with hedonic undertones. A middle-range theory that provides a more comprehensive depiction of how variety seeking and impulse buying are theoretically related is necessary. One way toward such a theory is the addition of a fourth "hidden" socio-normative dimension to the three-dimensional typology of purchase behaviors that Baumgartner (2002) proposes.

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    File URL: http://www.sciencedirect.com/science/article/B6V7S-50V4VP1-1/2/d7b70ab8cb1d9fd3084db0908b92332c
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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 64 (2011)
    Issue (Month): 7 (July)
    Pages: 745-748

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    Handle: RePEc:eee:jbrese:v:64:y:2011:i:7:p:745-748

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    Web page: http://www.elsevier.com/locate/jbusres

    Related research

    Keywords: Impulse buying Variety seeking Impulsiveness Sensation seeking Self-construal Self-monitoring Self-regulation Behavior typology;

    References

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    1. Harper A. Roehm Jr. & Michelle L. Roehm, 2005. "Revisiting the Effect of Positive Mood on Variety Seeking," Journal of Consumer Research, University of Chicago Press, vol. 32(2), pages 330-336, 09.
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    3. Kathleen D. Vohs & Ronald J. Faber, 2007. "Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying," Journal of Consumer Research, University of Chicago Press, vol. 33(4), pages 537-547, 01.
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    5. Rook, Dennis W & Fisher, Robert J, 1995. " Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, University of Chicago Press, vol. 22(3), pages 305-13, December.
    6. Menon, Satya & Kahn, Barbara E, 1995. " The Impact of Context on Variety Seeking in Product Choices," Journal of Consumer Research, University of Chicago Press, vol. 22(3), pages 285-95, December.
    7. Sharma, Piyush & Sivakumaran, Bharadhwaj & Marshall, Roger, 2010. "Impulse buying and variety seeking: A trait-correlates perspective," Journal of Business Research, Elsevier, vol. 63(3), pages 276-283, March.
    8. Ratner, Rebecca K & Kahn, Barbara E, 2002. " The Impact of Private versus Public Consumption on Variety-Seeking Behavior," Journal of Consumer Research, University of Chicago Press, vol. 29(2), pages 246-57, September.
    9. Yinlong Zhang & L. J. Shrum, 2009. "The Influence of Self-Construal on Impulsive Consumption," Journal of Consumer Research, University of Chicago Press, vol. 35(5), pages 838-850, October.
    10. Jones, Michael A. & Reynolds, Kristy E. & Weun, Seungoog & Beatty, Sharon E., 2003. "The product-specific nature of impulse buying tendency," Journal of Business Research, Elsevier, vol. 56(7), pages 505-511, July.
    11. Rook, Dennis W, 1987. " The Buying Impulse," Journal of Consumer Research, University of Chicago Press, vol. 14(2), pages 189-99, September.
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