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Marketing Letters

, Volume 29, Issue 1, pp 23–35 | Cite as

Visual attention, buying impulsiveness, and consumer behavior

  • Hayk KhachatryanEmail author
  • Alicia Rihn
  • Bridget Behe
  • Charles Hall
  • Ben Campbell
  • Jennifer Dennis
  • Chengyan Yue
Article

Abstract

Buying impulsiveness is frequently triggered by point-of-sale information. In order to impact consumer behavior, this information must be visually noticed. In this study, researchers propose that consumers’ level of buying impulsiveness impacts their visual attention to point-of-sale information (i.e., signs, displays). Specifically, individuals scoring high on the buying impulsiveness scale (BIS) fixate less on point-of-sale information. This was tested in two experiments where participants’ task was to rate their purchase likelihood for ornamental plants. Both experiments demonstrate that consumers with high BIS fixate less on in-store signs but more on displays than low BIS consumers. High BIS participants’ visual attention to informational signs positively impacts their purchasing behavior while their visual attention to the displays does not. Theoretical contributions to consumer behavior literature and implications for retail marketing efforts are discussed.

Keywords

Eye tracking In-store signs Point-of-sale Product displays 

Notes

Funding information

This research was supported by the Specialty Crop Block Grant Program of the Florida Department of Agricultural and Consumer Services (Contract Number 020707) and Federal-State Marketing Improvement Program (Contract Number 02085) of the Agricultural Marketing Service, U.S. Department of Agriculture.

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Copyright information

© Springer Science+Business Media, LLC, part of Springer Nature 2018

Authors and Affiliations

  1. 1.Food and Resource Economics Department and Mid-Florida Research and Education CenterUniversity of FloridaApopkaUSA
  2. 2.Mid-Florida Research and Education CenterUniversity of FloridaApopkaUSA
  3. 3.Department of HorticultureMichigan State UniversityEast LansingUSA
  4. 4.Department of Horticultural SciencesTexas A&M UniversityCollege StationUSA
  5. 5.Agricultural and Applied EconomicsUniversity of GeorgiaAthensUSA
  6. 6.Department of HorticultureOregon State UniversityCorvallisUSA
  7. 7.Departments of Applied Economics and Horticultural ScienceUniversity of MinnesotaSt. PaulUSA

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