How Does Shopping with Others Influence Impulsive Purchasing?

Journal of Consumer Psychology (2005), 15(4), 288-294

Fox School of Business Research Paper Forthcoming

Posted: 21 Dec 2016

Date Written: 2005

Abstract

Most research in consumer psychology assumes that impulsive purchasing can be best explained by factors at the individual level. In contrast, this research examines how the presence of others influences this behavior. Results of 2 experiments suggest that the presence of peers increases the urge to purchase, and the presence of family members decreases it. However, this difference is greater when the group (peers or family) is cohesive and when participants are susceptible to social influence.

Suggested Citation

Luo, Xueming, How Does Shopping with Others Influence Impulsive Purchasing? (2005). Journal of Consumer Psychology (2005), 15(4), 288-294; Fox School of Business Research Paper Forthcoming. Available at SSRN: https://ssrn.com/abstract=2888507

Xueming Luo (Contact Author)

Temple University ( email )

1810 N. 13th Street
Floor 2
Philadelphia, PA 19128
United States

HOME PAGE: http://www.fox.temple.edu/mcm_people/xueming-luo/

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