How Does Shopping With Others Influence Impulsive Purchasing?

FURTHER VERIFIE Luo (2005) · Journal of Consumer Psychology · Read the paper

two experiments. The presence of peers increased the urge to purchase; the presence of family members decreased it. Both effects were larger when the group was cohesive and when participants were susceptible to social influence. Stated scope: impulsive purchasing, measured as urge to purchase, against the field's individual-level assumption. Single-authored. The direction reverses with the identity of the companion, which is the finding, and it is the cleanest refutation available of any claim that shopping with people has one effect

two experiments. The presence of peers increased the urge to purchase; the presence of family members decreased it. Both effects were larger when the group was cohesive and when participants were susceptible to social influence. Stated scope: impulsive purchasing, measured as urge to purchase, against the field's individual-level assumption. Single-authored. The direction reverses with the identity of the companion, which is the finding, and it is the cleanest refutation available of any claim that shopping with people has one effect

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FURTHER VERIFIED. Luo, X. (2005). How Does Shopping With Others Influence Impulsive Purchasing? Journal of Consumer Psychology, 15(4), 288-294. doi:10.1207/s15327663jcp1504_3.