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| Author: | Sojka, J.Z. Giese, J.L. |
| Title: | Using individual differences to detect customer shopping behaviour |
| Journal: | International Review of Retail, Distribution and Consumer Research
2003 : OCT, VOL. 13:4, p. 337-353 |
| Index terms: | Cognition Consumer behaviour Individual behaviour Retailing Shopping |
| Language: | eng |
| Abstract: | Two individual differences reflecting consumers' processing preferences - cognitive and affective - are used to categorize customers and differences in shopping behaviours are explored. Results suggest that individuals with different traits report different shopping behaviours. It was found in a comparison between groups that individuals with high cognition compared prices and brands, individuals with high affect made impulse purchases and showed a preference for brand names and individuals with high cognition and high affect evaluated sales personnel. |
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