Journal of Consumer Psychology (2005), 15(4), 288-294
Posted: 21 Dec 2016
Date Written: 2005
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: Suggested Citation
Luo, Xueming, How Does Shopping with Others Influence Impulsive Purchasing? (2005). Journal of Consumer Psychology (2005), 15(4), 288-294. Available at SSRN: https://ssrn.com/abstract=2888507