In past studies of impulse buying, the customer usually was ignored. This article attempts to explain customer differences in unplanned purchasing behavior. Thus serious questions are raised about the meaning and significance of impulse buying.
Get full access to this article
View all access options for this article.
References
1.
AldersonWroe, Marketing Behavior and Executive Action, Homewood, Ill.: Richard D. Irwin, Inc., 1957.
2.
ApplebaumWilliam, “Studying Customer Behavior in Retail Stores,” Journal of Marketing, 16 (October 1951), 172–8.
3.
Seymour Banks, Experimentation in Marketing, New York: McGraw-Hill Book Co., 1965.
4.
BaytonJames A., “Motivation, Cognition, Learning—Basic Factors in Consumer Behavior,” Journal of Marketing, 22 (January 1958), 282–9.
5.
Brand Switching and Impulse Buying, New York: Point-of-Purchase Advertising Institute, 1963.
6.
BrimOrville, et al., Personality and Decision Processes, Stanford: Stanford University Press, 1962.
7.
CloverVernon T., “Relative Importance of Impulse Buying in Retail Stores,” Journal of Marketing, 15 (July 1950), 66–70.
8.
Consumer Buying Habits Studies, E. I. du Pont De Nemours and Company, 1945, 1949, 1954, 1959, 1965.
9.
CoxKeith, “The Responsiveness of Food Sales to Shelf Space Changes in Supermarkets,” Journal of Marketing Research, 1 (May 1964), 63–7.
10.
FrenchJohn W., The Description of Personality Measurements in Terms of Rotated Factors, Princeton, N.J.: Educational Testing Service, Princeton University Press, 1953.
11.
How People Shop for Food, Market Research Corporation of America, manuscript.
12.
Impulse Buying, Philadelphia: The Curtis Publishing Company Research Department, February 1952.
13.
KatzDaniel, “Field Studies,” in FestingerLeon and KatzDaniel, eds., Research Methods in the Behavioral Sciences, New York: Holt, Rinehart, and Winston, 1953.
14.
KellyRobert F., “An Evaluation of Selected Variables of End Display Effectiveness,” Unpublished doctoral dissertation, Harvard University, 1965.
15.
One on the Aisle, New York: Life Marketing Laboratory, manuscript.
16.
PattersonLawrence W., In-Store Traffic Flow, New York: Point-of-Purchase Advertising Institute, 1963.
17.
ShafferJames D., “The Influence of Impulse Buying or In-the-Store Decisions on Consumers’ Food Purchases,” Michigan Agricultural Experimental Station Journal Paper No. 2591.
18.
SnedecorGeorge W., Statistical Methods, Ames, Iowa: Iowa State College Press, 1961.
19.
SternHawkins, “The Significance of Impulse Buying Today,” Journal of Marketing, 26 (April 1962), 59–62.
20.
WestC. John, “Results of Two Years of Study Into Impulse Buying,” Journal of Marketing, 15 (January 1951), 362–3.
