If I touch it I have to have it: Individual and environmental influences on impulse purchasing

To link to full-text access for this article, visit this link: http://dx.doi.org/10.1016/j.jbusres.2006.01.014 Byline: Joann Peck (a), Terry L. Childers (b) Keywords: Touch; Need for touch; Impulse purchase behavior Abstract: This research examines the influence of touch on impulse-purchasing behavior. We first replicate the Rook and Fisher [Rook DW, Fisher RJ. Normative influences on impulsive buying behavior. J Consum Res 1995;22:305-13.] studies about the moderating effect of the normative evaluation of impulse purchase on impulse-purchasing behavior. Extending the impulse-purchasing literature, we examine individual differences in touch and how they affect impulsive-buying behavior. Results from a field experiment suggest that both individual and environmental touch-related factors increase impulse purchasing. Author Affiliation: (a) University of Wisconsin-Madison, 3114 Grainger Hall, 975 University Avenue, Madison, WI 53706-1323, United States (b) University of Kentucky, United States Article History: Received 1 April 2005; Revised 1 November 2005; Accepted 1 January 2006