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How Does Shopping With Others Influence Impulsive Purchasing?
Author(s) -
Luo Xueming
Publication year - 2005
Publication title -
journal of consumer psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 4.433
H-Index - 110
eISSN - 1532-7663
pISSN - 1057-7408
DOI - 10.1207/s15327663jcp1504_3
Subject(s) - purchasing , psychology , contrast (vision) , social psychology , consumer behaviour , marketing , advertising , business , artificial intelligence , computer science
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.