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Title (en)
Eyes wide shopped: Shopping situations trigger arousal in impulsive buyers
Language
English
Description (en)
The present study proposes arousal as an important mechanism driving buying impulsiveness. We examined the effect of buying impulsiveness on arousal in non-shopping and shopping contexts. In an eye-tracking experiment, we measured pupil dilation while participants viewed and rated pictures of shopping scenes and non-shopping scenes. The results demonstrated that buying impulsiveness is closely associated with arousal as response to viewing pictures of shopping scenes. This pertained for hedonic shopping situations as well as for utilitarian shopping situations. Importantly, the effect did not emerge for non-shopping scenes. Furthermore, we demonstrated that arousal of impulsive buyers is independent from cognitive evaluation of scenes in the pictures.
Keywords (en)
keyword 1keyword 2
DOI
10.1371/journal.pone.0114593
Author of the digital object
Benjamin G. Serfas
473
Author of the digital object
Oliver B. Büttner
473
Author of the digital object
Arnd Florack
473
OpenAIRE Version Type
publishedVersion
Format
application/pdf
Size
159.2 kB
Licence Selected
All rights reserved
OpenAIRE Access Rights
openAccess
European Projects
Openaire
Type of publication
Article
Organization Association
Faculty of Psychology > Department of Applied Psychology: Work, Education and Economy
Organization Association
Faculty of Psychology > Department of Applied Psychology: Work, Education and Economy
Organization Association
Faculty of Psychology > Department of Applied Psychology: Work, Education and Economy
European Union (all programmes)
293577
Name of Publication (en)
PLOS ONE
Volume
9
Number
12
From Page
e114593
Publication Date
2014-12-09