IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v63y2010i3p276-283.html
   My bibliography  Save this article

Impulse buying and variety seeking: A trait-correlates perspective

Author

Listed:
  • Sharma, Piyush
  • Sivakumaran, Bharadhwaj
  • Marshall, Roger

Abstract

Impulse buying and variety seeking are low-effort feelings-based behaviors, yet the similarities and differences in their socio-psychological origin are under-explored. This article addresses this gap with a conceptual framework incorporating several individual and situational factors with a focus on three relevant consumer traits -- consumer impulsiveness (CI), optimum stimulation level (OSL), and self-monitoring (SM). Findings from a survey with retail shoppers about their actual purchase decisions show that both CI and OSL have a positive association with the level of impulse buying and variety seeking. However, CI is more strongly associated with impulse buying and OSL with variety seeking. Moreover, SM relates negatively with impulse buying and positively with variety seeking; it also moderates the influence of CI and OSL on both the behaviors in opposite directions. Finally, the article discusses the contribution of this research, its limitations and some directions for future research.

Suggested Citation

  • 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.
  • Handle: RePEc:eee:jbrese:v:63:y:2010:i:3:p:276-283
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(09)00086-1
    Download Restriction: Full text for ScienceDirect subscribers only

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Kathleen D. Vohs & Ronald J. Faber, 2007. "Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying," Journal of Consumer Research, Oxford University Press, vol. 33(4), pages 537-547, January.
    2. McAlister, Leigh & Pessemier, Edgar, 1982. " Variety Seeking Behavior: An Interdisciplinary Review," Journal of Consumer Research, Oxford University Press, vol. 9(3), pages 311-322, December.
    3. Ariely, Dan & Levav, Jonathan, 2000. " Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed," Journal of Consumer Research, Oxford University Press, vol. 27(3), pages 279-290, December.
    4. Holbrook, Morris B & Hirschman, Elizabeth C, 1982. " The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun," Journal of Consumer Research, Oxford University Press, vol. 9(2), pages 132-140, September.
    5. Rook, Dennis W & Fisher, Robert J, 1995. " Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Oxford University Press, vol. 22(3), pages 305-313, December.
    6. Bearden, William O & Netemeyer, Richard G & Teel, Jesse E, 1989. " Measurement of Consumer Susceptibility to Interpersonal Influence," Journal of Consumer Research, Oxford University Press, vol. 15(4), pages 473-481, March.
    7. 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.
    8. Ratner, Rebecca K & Kahn, Barbara E, 2002. " The Impact of Private versus Public Consumption on Variety-Seeking Behavior," Journal of Consumer Research, Oxford University Press, vol. 29(2), pages 246-257, September.
    9. Becherer, Richard C & Richard, Lawrence M, 1978. " Self-Monitoring as a Moderating Variable in Consumer Behavior," Journal of Consumer Research, Oxford University Press, vol. 5(3), pages 159-162, December.
    10. Rook, Dennis W, 1987. " The Buying Impulse," Journal of Consumer Research, Oxford University Press, vol. 14(2), pages 189-199, September.
    11. Steenkamp, Jan-Benedict E M & Baumgartner, Hans, 1992. " The Role of Optimum Stimulation Level in Exploratory Consumer Behavior," Journal of Consumer Research, Oxford University Press, vol. 19(3), pages 434-448, December.
    12. Jinhee Choi & B. Kyu Kim & Incheol Choi & Youjae Yi, 2006. "Variety-Seeking Tendency in Choice for Others: Interpersonal and Intrapersonal Causes," Journal of Consumer Research, Oxford University Press, vol. 32(4), pages 590-595, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. repec:eee:touman:v:46:y:2015:i:c:p:359-366 is not listed on IDEAS
    2. repec:eee:joreco:v:37:y:2017:i:c:p:33-42 is not listed on IDEAS
    3. repec:eee:joreco:v:21:y:2014:i:4:p:537-549 is not listed on IDEAS
    4. repec:eee:joreco:v:36:y:2017:i:c:p:164-171 is not listed on IDEAS
    5. Coleman Joshua T. & Peasley Michael C., 2015. "Demonstrating a lack of brand/cause effects on point of sale donations," Management & Marketing, De Gruyter Open, vol. 10(3), pages 226-243, October.
    6. repec:spr:decisn:v:44:y:2017:i:4:d:10.1007_s40622-017-0168-2 is not listed on IDEAS
    7. Park, Eun Joo & Kim, Eun Young & Funches, Venessa Martin & Foxx, William, 2012. "Apparel product attributes, web browsing, and e-impulse buying on shopping websites," Journal of Business Research, Elsevier, vol. 65(11), pages 1583-1589.
    8. repec:eee:joreco:v:19:y:2012:i:4:p:419-428 is not listed on IDEAS
    9. Punj, Girish, 2011. "Impulse buying and variety seeking: Similarities and differences," Journal of Business Research, Elsevier, vol. 64(7), pages 745-748, July.
    10. repec:eee:joreco:v:39:y:2017:i:c:p:286-295 is not listed on IDEAS
    11. repec:eee:joreco:v:20:y:2013:i:3:p:272-281 is not listed on IDEAS
    12. Samson, Alain & Voyer, Benjamin G., 2012. "Two minds, three ways: dual system and dual process models in consumer psychology," LSE Research Online Documents on Economics 47252, London School of Economics and Political Science, LSE Library.
    13. repec:spr:amsrev:v:2:y:2012:i:2:d:10.1007_s13162-012-0030-9 is not listed on IDEAS
    14. Harash J. Sachdev & Micah Murphy & Camila Belassi, 2016. "Uruguayan buyer behaviour: conspicuous versus inconspicuous consumption," International Journal of Business and Emerging Markets, Inderscience Enterprises Ltd, vol. 8(1), pages 67-93.
    15. repec:exl:25engi:v:27:y:2016:i:5:p:594-606 is not listed on IDEAS
    16. repec:eee:joreco:v:19:y:2012:i:4:p:438-444 is not listed on IDEAS
    17. repec:eee:joreco:v:21:y:2014:i:2:p:86-97 is not listed on IDEAS
    18. Desai, Kalpesh Kaushik & Trivedi, Minakshi, 2014. "Do consumer perceptions matter in measuring choice variety and variety seeking?," Journal of Business Research, Elsevier, vol. 67(1), pages 2786-2792.
    19. Cacciolatti, Luca & Lee, Soo Hee, 2016. "Revisiting the relationship between marketing capabilities and firm performance: The moderating role of market orientation, marketing strategy and organisational power," Journal of Business Research, Elsevier, vol. 69(12), pages 5597-5610.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:63:y:2010:i:3:p:276-283. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.