What helps children resist distracting marketing stimuli? Implementation intentions and restrictions alter food choice

Mau, Gunnar; Schramm‐Klein, Hanna; Schuhen, Michael; Steinmann, Sascha

doi:10.1016/j.appet.2019.05.016

Cited by 7 publications

(4 citation statements)

References 50 publications

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“…Some of the situation variables that prevented impulse buying had a continuous mitigating impact (Dholakia et al, 2005; Sultan et al, 2012), experiences after impulse purchase (Mittal et al, 2018; Spiteri Cornish, 2020), and crowding in space (Bandyopadhyay, 2020). Aligning with implementation objectives and training the retention objective were two consumer tactics to minimise impulse purchases (Mau et al, 2019).…”

Section: Literature Reviewmentioning

confidence: 99%

Exploring the inhibitory effect of maximising mindset on impulse buying

Ding

Guo

2023

J of Consumer Behaviour

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Although impulse buying could temporarily increase sales, it is essential to explore how to curb impulse buying because impulse buying leads to negative consequences for both consumers and enterprises in the long run. Previous research investigated the negative correlation between impulse buying and situational factors or personal traits. However, these factors were complicated for marketers or consumers to manipulate, so the research gap was that a lack of research focused on how to curb impulse buying through external intervention. This study aimed to find an effective external intervention to curb impulse buying and thus fill the blanket. This study introduced maximising mindset, a mindset that could be manipulated externally and used effectively by consumers and marketers to curb impulse buying. Data were collected online from 1106 participants in China through the research platform Sojump.The results demonstrated that maximising mindset negatively correlated with impulse buying, and future-oriented thinking played a role as a mediator. This study contained theoretical for future research on impulse buying and practical value in helping consumers achieve better decisions and helping companies achieve long-term growth.

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Section: Literature Reviewmentioning

confidence: 99%

Exploring the inhibitory effect of maximising mindset on impulse buying

Ding

Guo

2023

J of Consumer Behaviour

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“…Anstatt sich allein auf persönliche oder ästhetische Fak toren zu konzentrieren, sollten sie auch die gesundheitlichen, sozialen, öko nomischen und ökologischen Auswirkungen im Hinterkopf behalten. Dies stellt jedoch eine große Herausforderung für die Kauf-und Konsumkompe tenz junger Kinder dar, die oft noch nicht in vollem Umfang entwickelt ist (Mau et al, 2019). Kinder werden hingegen aufgrund ihrer sich noch entwickelnden kognitiven Fähigkeiten und ihres Stadiums im Entwicklungs prozess als eine besondere Gruppe der verletzlichen Verbraucherinnen und Verbraucher angesehen, denn sie verfügen (noch) nicht über die notwendi gen Fähigkeiten zur Bewältigung komplexer Kauf-und Konsumentscheidun gen (Schramm-Klein 2020).…”

Section: Digitalen Stress Bewältigenunclassified

Verbraucherresilienz

2023

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The topic of resilience has received attention in the behavioural sciences since the 1950s. In particular, the Kauai Longitudinal Study by Emmy Werner was groundbreaking in terms of resilience research. In recent years, this research has also attracted the interest of the consumer sciences. Although fundamentally scarce, corresponding research either deals with the resilience of consumers in the context of extreme events such as floods (Marg 2016) and terrorist attacks (Rew & Minor 2018) or with recurring stress factors, which can be located, for example, in the context of analogue or digital consumption. Against this backdrop, this book aims to highlight the state of research in the field of ‘consumer resilience’ and provide impetus for further research. With contributions by Anja Achtziger | Carmela Aprea | Maja Eilender | Martin Endreß | Arnd Florack | Anja Göritz | Stefanie Graefe | Peter Kenning | Jörn Lamla | Kathrin Loer | René Riedl | Christiane Rohleder | Sarah K. Schäfer | Hanna Schramm-Klein

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“…Some situational variables that inhibit IB (culled from the body or work that quotes/corroborates Dholakia (2000) in the IB reduction domain) are cognitive accessibility (Haynes et al, 2014), sequential mitigation effect (if a consumer is part of an impulsive task at time “t,” the propensity to choose on impulse is reduced at time “t + 1”) (Dholakia et al, 2005; Sultan et al, 2012), post purchase experience (Mittal et al, 2018; Spiteri Cornish, 2020) and spatial crowding (Bandyopadhyay, 2020). Consumer strategies to reduce IB include going in accordance with implementation intentions and forming the goal of restraint (Mau et al, 2019). Other inhibitors of IB may include negative affect (Parsad et al, 2019).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Consumer strategies to reduce IB include going in accordance with implementation intentions and forming the goal of restraint (Mau et al, 2019). Other inhibitors of IB may include negative affect (Parsad et al, 2019).…”

Section: Literature Reviewmentioning

confidence: 99%

Can planning prompt be a boon for impulsive customers? Moderating roles of product category and decisional procrastination

Upadhye

Sivakumaran

Pradhan

et al. 2021

Psychology and Marketing

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Extant research in the Impulse Buying domain has predominantly focused on how it can be enhanced and has mostly benefitted marketers. This study, however, shifts the focus to consumers and how they can mitigate or reduce impulse buying.Drawing on Action Regulation Theory, we posit that planning prompts mitigates impulse buying; and that this mitigating effect is stronger for individuals with high (vis-à-vis low) decisional procrastination as also for vice (vis-à-vis virtue) products.Hypotheses were tested using two studies conducted in India. Study 1 (n = 200) was conducted using a vignette-based experiment in a hypothetical scenario while Study 2 (n = 200) was a field experiment conducted on consumers in a mall setting. Our research advances knowledge with regard to mitigating avoidable impulse buying and adds to extant research on planning prompts. We also document key theoretical and managerial implications of our findings.

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What helps children resist distracting marketing stimuli? Implementation intentions and restrictions alter food choice

Cited by 7 publications

References 50 publications

Exploring the inhibitory effect of maximising mindset on impulse buying

Exploring the inhibitory effect of maximising mindset on impulse buying

Verbraucherresilienz

Can planning prompt be a boon for impulsive customers? Moderating roles of product category and decisional procrastination

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