Consumer Attention and Impulsive Shopping Decisions

A core area of our research focuses on how consumers' attention is influenced and the role that attention plays in purchase decisions. In this context, we also study the emergence of impulsive buying decisions. We are also interested in gaining more insight into whether consumers learn to neglect certain products.

Read more about our findings in this area:

Büttner, O. B., Florack, A. Leder, H., Paul, M. A., Serfas, B. G. & Schulz, A. M. (2014). Hard to ignore: Impulsive buyers show an attentional bias in shopping situations. Social Psychological and Personality Science, 5, 343–351. https://doi.org/10.1177/1948550613494024

Büttner, O. B., Wieber, F., Schulz, A. M., Bayer, U. C., Florack, A., & Gollwitzer, P. M. (2014). Visual attention and goal pursuit: Deliberative and implemental mindsets affect breadth of attention. Personality and Social Psychology Bulletin, 40, 1248–1259. https://doi.org/10.1177/0146167214539707

Egger, M., & Florack, A., (2022). Investigating the mechanisms by which selective attention affects subsequent preferences and choice. Scientific Reports, 12, Article 19345. https://doi.org/10.1038/s41598-022-23859-6

Egger, M., Florack, A., & Hübel, C. (2022). How placement affects brand preferences in advergames: A test of inhibition and facilitation processes during search. Computers in Human Behavior, 134(C), Article 107328. https://doi.org/10.1016/j.chb.2022.107328

Florack, A., Egger, M., & Hübner, R. (2020). When products compete for consumer attention: How selective attention affects preferences. Journal of Business Research, 111, 117–127. https://doi.org/10.1016/j.jbusres.2019.05.009

Halkias, G., Florack, A., Diamantopoulos, A., & Palcu, J. (2021). Eyes wide shut? Understanding and managing consumers' visual processing of country-of-origin cues. British Journal of Management, 33(3), 1432–1449. https://doi.org/10.1111/1467-8551.12545

Kim, H. & Florack, A. (2021). Immediate self-information is prioritized over expanded self-information across temporal, social, spatial, and probability domains. Quarterly Journal of Experimental Psychology, 74(9), 1615–1630. https://doi.org/10.1177/17470218211004208

Palcu, J., Sudkamp, J., & Florack, A. (2017). Judgments at gaze value: gaze cuing in banner advertisements, its effect on attention allocation and product judgments. Frontiers in Psychology, 8, Article 881. https://doi.org/10.3389/fpsyg.2017.00881

Serfas, B., Florack, A., Büttner, O., & Vögeding, T. (2017). What does it take for sour grapes to remain sour? Persistent effects of behavioral inhibition in go/no-go tasks on the evaluation of appetitive stimuli. Motivation Science, 3(1), 1–18. https://doi.org/10.1037/mot0000051

Serfas, B., Büttner, O., & Florack, A. (2016). Using implementation intentions in shopping situations: How arousal can help shield consumers against temptations. Applied Cognitive Psychology, 30(5), 672–680. https://doi.org/10.1002/acp.3241

Serfas, B. G., Büttner, O. B., & Florack, A. (2014). Eyes wide shopped: Shopping situations trigger arousal in impulsive buyers. PloS One, 9(12), Article e114593. https://doi.org/10.1371/journal.pone.0114593