Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework
Impulse buying and variety seeking are both low-effort feelings-based behaviours with similar psychological origins. However, there is little research exploring the common sociopsychological processes regulating these behaviours. This gap is addressed with a conceptual framework incorporating the di...
| Main Authors: | , , |
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| Format: | Journal Article |
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Routledge
2010
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| Online Access: | http://hdl.handle.net/20.500.11937/3705 |
| _version_ | 1848744304833462272 |
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| author | Sharma, Piyush Sivakumaran, B. Marshall, R. |
| author_facet | Sharma, Piyush Sivakumaran, B. Marshall, R. |
| author_sort | Sharma, Piyush |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | Impulse buying and variety seeking are both low-effort feelings-based behaviours with similar psychological origins. However, there is little research exploring the common sociopsychological processes regulating these behaviours. This gap is addressed with a conceptual framework incorporating the discrepancy between actual and optimum stimulation levels as the driver of both the behaviours, and self-monitoring as the moderator of interpersonal influences on these. Findings from a field-survey-based study with retail shoppers show that both the behaviours are responses to exploratory urges triggered by lower stimulation levels. Moreover, high self-monitors exhibit greater impulsiveness in private and seek greater variety in public compared to lowself-monitors. The paper concludes with a discussion on its conceptual and managerial contribution along with some of its limitations and directions for future research. |
| first_indexed | 2025-11-14T05:59:21Z |
| format | Journal Article |
| id | curtin-20.500.11937-3705 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T05:59:21Z |
| publishDate | 2010 |
| publisher | Routledge |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-37052017-02-28T01:28:39Z Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework Sharma, Piyush Sivakumaran, B. Marshall, R. optimum stimulation level impulse buying consumer impulsiveness self-monitoring variety seeking actual stimulation level Impulse buying and variety seeking are both low-effort feelings-based behaviours with similar psychological origins. However, there is little research exploring the common sociopsychological processes regulating these behaviours. This gap is addressed with a conceptual framework incorporating the discrepancy between actual and optimum stimulation levels as the driver of both the behaviours, and self-monitoring as the moderator of interpersonal influences on these. Findings from a field-survey-based study with retail shoppers show that both the behaviours are responses to exploratory urges triggered by lower stimulation levels. Moreover, high self-monitors exhibit greater impulsiveness in private and seek greater variety in public compared to lowself-monitors. The paper concludes with a discussion on its conceptual and managerial contribution along with some of its limitations and directions for future research. 2010 Journal Article http://hdl.handle.net/20.500.11937/3705 Routledge restricted |
| spellingShingle | optimum stimulation level impulse buying consumer impulsiveness self-monitoring variety seeking actual stimulation level Sharma, Piyush Sivakumaran, B. Marshall, R. Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework |
| title | Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework |
| title_full | Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework |
| title_fullStr | Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework |
| title_full_unstemmed | Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework |
| title_short | Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework |
| title_sort | exploring impulse buying and variety seeking by retail shoppers: towards a common conceptualframework |
| topic | optimum stimulation level impulse buying consumer impulsiveness self-monitoring variety seeking actual stimulation level |
| url | http://hdl.handle.net/20.500.11937/3705 |