Articlegreen2005

How Does Shopping With Others Influence Impulsive Purchasing?

427 citations0/0 files storedJournal of Consumer Psychology

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Consumer Retail Behavior Studies Decision-Making and Behavioral Economics Consumer Market Behavior and Pricing

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.

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References

1975Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research 2025Advances in Consumer Research 1965Social Facilitation 1989Measurement of Consumer Susceptibility to Interpersonal Influence 1987The Buying Impulse 1982Reference Group Influence on Product and Brand Purchase Decisions 1995Normative Influences on Impulsive Buying Behavior 2002Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer Behavior

Cited by

2013Impact of store environment on impulse buying behavior 2022Why do consumers buy impulsively during live streaming? A deep learning-based dual-stage SEM-ANN analysis 2011Online Impulse Buying: Understanding the Interplay between Consumer Impulsiveness and Website Quality 2019The impact of social media celebrities' posts and contextual interactions on impulse buying in social commerce 2018How do product recommendations affect impulse buying? An empirical study on WeChat social commerce 2019Social Support, Source Credibility, Social Influence, and Impulsive Purchase Behavior in Social Commerce

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