Using individual differences to detect customer shopping behaviour

$54.78 plus tax (Refund Policy)

Buy Article:


This paper uses two individual differences reflecting consumers' processing preferences - cognitive and affective - to categorize customers and explore differences in shopping behaviours. Results suggest that individuals with different traits report different shopping behaviours. A comparison between groups found 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. Theoretical and practical implications are discussed.

Keywords: Affect; cognition; individual differences; retailing; shopping behaviour

Document Type: Research Article


Affiliations: 1: Department of Marketing Ohio University Athens OH 45701-2979 USA 2: Department of Marketing Washington State University Pullman WA 99164-4730 USA

Publication date: January 1, 2003

More about this publication?
Related content

Share Content

Access Key

Free Content
Free content
New Content
New content
Open Access Content
Open access content
Subscribed Content
Subscribed content
Free Trial Content
Free trial content
Cookie Policy
Cookie Policy
ingentaconnect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more