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      Eyes Wide Shopped: Shopping Situations Trigger Arousal in Impulsive Buyers

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      Author(s): 1 , * , 1 , 2 , 1
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      Publication date (Electronic):
      Journal: PLoS ONE
      Publisher: Public Library of Science

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          Abstract

          The present study proposes arousal as an important mechanism driving buying impulsiveness. We examined the effect of buying impulsiveness on arousal in non-shopping and shopping contexts. In an eye-tracking experiment, we measured pupil dilation while participants viewed and rated pictures of shopping scenes and non-shopping scenes. The results demonstrated that buying impulsiveness is closely associated with arousal as response to viewing pictures of shopping scenes. This pertained for hedonic shopping situations as well as for utilitarian shopping situations. Importantly, the effect did not emerge for non-shopping scenes. Furthermore, we demonstrated that arousal of impulsive buyers is independent from cognitive evaluation of scenes in the pictures.

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          The pupil as a measure of emotional arousal and autonomic activation.

          Margaret M Bradley, Laura Miccoli, Miguel A. Escrig … (2008)
          Pupil diameter was monitored during picture viewing to assess effects of hedonic valence and emotional arousal on pupillary responses. Autonomic activity (heart rate and skin conductance) was concurrently measured to determine whether pupillary changes are mediated by parasympathetic or sympathetic activation. Following an initial light reflex, pupillary changes were larger when viewing emotionally arousing pictures, regardless of whether these were pleasant or unpleasant. Pupillary changes during picture viewing covaried with skin conductance change, supporting the interpretation that sympathetic nervous system activity modulates these changes in the context of affective picture viewing. Taken together, the data provide strong support for the hypothesis that the pupil's response during affective picture viewing reflects emotional arousal associated with increased sympathetic activity.
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            Emotional distress regulation takes precedence over impulse control: if you feel bad, do it!

            D. Tice, E Bratslavsky, R F Baumeister (2001)
            Why do people's impulse controls break down during emotional distress? Some theories propose that distress impairs one's motivation or one's ability to exert self-control, and some postulate self-destructive intentions arising from the moods. Contrary to those theories, Three experiments found that believing that one's bad mood was frozen (unchangeable) eliminated the tendency to eat fattening snacks (Experiment 1), seek immediate gratification (Experiment 2), and engage in frivolous procrastination (Experiment 3). The implication is that when people are upset, they indulge immediate impulses to make themselves feel better, which amounts to giving short-term affect regulation priority over other self-regulatory goals.
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              The unconscious eye opener: pupil dilation reveals strategic recruitment of resources upon presentation of subliminal reward cues.

              Erik Bijleveld, Ruud Custers, Henk J.M. Aarts (2009)
              Article 0 comments Cited 55 times – based on 0 reviews     Review now
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                Author and article information

                Contributors
                Susana Jiménez-Murcia: Role: Editor
                Journal
                Journal ID (nlm-ta): PLoS One
                Journal ID (iso-abbrev): PLoS ONE
                Journal ID (publisher-id): plos
                Journal ID (pmc): plosone
                Title: PLoS ONE
                Publisher: Public Library of Science (San Francisco, USA )
                ISSN (Electronic): 1932-6203
                Publication date Collection: 2014
                Publication date (Electronic): 9 December 2014
                Volume: 9
                Issue: 12
                Electronic Location Identifier: e114593
                Affiliations
                [1 ]Department of Applied Psychology: Work, Education, and Economy, University of Vienna, Vienna, Austria
                [2 ]Department of Economic Sciences, Zeppelin University, Friedrichshafen, Germany
                University Hospital of Bellvitge-IDIBELL; CIBER Fisiopatología Obesidad y Nutrición (CIBERObn), Instituto Salud Carlos III; Department of Clinical Sciences, School of Medicine, University of Barcelona, Spain, Spain
                Author notes

                Competing Interests: The authors have declared that no competing interests exist.

                Conceived and designed the experiments: BGS OBB AF. Performed the experiments: BGS OBB. Analyzed the data: BGS. Contributed reagents/materials/analysis tools: BGS AF OBB. Wrote the paper: BGS OBB AF.

                Article
                Publisher ID: PONE-D-14-26083
                DOI: 10.1371/journal.pone.0114593
                PMC ID: 4260908
                PubMed ID: 25489955
                SO-VID: 9dedf87a-1cec-407f-976b-6d9fe3257996
                Copyright statement: Copyright @ 2014
                License:

                This is an open-access article distributed under the terms of the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original author and source are credited.

                History
                Date received : 24 June 2014
                Date accepted : 10 November 2014
                Page count
                Pages: 9
                Funding
                This work was supported by a Marie Curie FP7 Integration Grant within the 7th European Union Framework Program to Oliver B. Büttner (FP7-PEOPLE-2011-CIG 293577). The funders had no role in study design, data collection and analysis, decision to publish, or preparation of the manuscript.
                Categories
                Subject: Research Article
                Subject: Biology and Life Sciences
                Subject: Neuroscience
                Subject: Cognitive Science
                Subject: Cognitive Psychology
                Subject: Motivation
                Subject: Perception
                Subject: Priming (Psychology)
                Subject: Psychology
                Subject: Personality
                Subject: Personality Differences
                Subject: Personality Traits
                Subject: Applied Psychology
                Subject: Experimental Psychology
                Subject: Social Psychology
                Subject: Social Sciences
                Custom metadata
                Data Availability The authors confirm that all data underlying the findings are fully available without restriction. All data files are available from u:scholar, the institutional repository of the University of Vienna (persistent identifier: http://phaidra.univie.ac.at/o:367887).

                ScienceOpen disciplines: Uncategorized
                Data availability:
                ScienceOpen disciplines: Uncategorized

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