IDEAS home Printed from https://ideas.repec.org/a/wly/mgtdec/v21y2000i3-4p111-122.html
   My bibliography  Save this article

Latent demand and the browsing shopper

Author

Listed:
  • Peter E Earl

    (University of Queensland, St Lucia, Brisbane, Queensland, Australia)

  • Jason Potts

    (University of Queensland, St Lucia, Brisbane, Queensland, Australia)

Abstract

This article explores ways of making sense of unplanned purchases on shopping expeditions without seeing shopping as lacking any systematic foundations or reflecting some kind of pathology. The analysis employs both introspection and inputs from cognitive science and focuses on shifts from planned search to browsing in response to promotional cues encountered whilst navigating malls that are designed to promote browsing behaviour. Browsing is examined both in terms of its socio-psychological foundations and with respect to a variety of kinds of latent demand. The economic psychology of attention is examined as are a variety of factors that bring browsing processes to a close. The paper concludes with a discussion of the significance of the analysis in terms of the path dependence of economic systems. Copyright © 2000 John Wiley & Sons, Ltd.

Suggested Citation

  • Peter E Earl & Jason Potts, 2000. "Latent demand and the browsing shopper," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 21(3-4), pages 111-122.
    • Handle: RePEc:wly:mgtdec:v:21:y:2000:i:3-4:p:111-122
    DOI: 10.1002/mde.976
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1002/mde.976
    File Function: Link to full text; subscription required
    Download Restriction: no
    File URL: https://libkey.io/10.1002/mde.976?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Olshavsky, Richard W & Granbois, Donald H, 1979. "Consumer Decision Making-Fact or Fiction?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 6(2), pages 93-100, Se.
    2. Berger, Lawrence A., 1989. "Economics and Hermeneutics," Economics and Philosophy, Cambridge University Press, vol. 5(2), pages 209-234, October.
    3. Peter E. Earl & Simon Kemp (ed.), 1998. "The Elgar Companion to Consumer Research and Economic Psychology," Books, Edward Elgar Publishing, number 1219.
    4. Stephen J. Hoch & Eric T. Bradlow & Brian Wansink, 1999. "The Variety of an Assortment," Marketing Science, INFORMS, vol. 18(4), pages 527-546.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Kanazawa, Satoshi, 2005. "Is "discrimination" necessary to explain the sex gap in earnings?," Journal of Economic Psychology, Elsevier, vol. 26(2), pages 269-287, April.
    2. Alexander S. Kritikos & Christoph Kneiding & Claas Christian Germelmann, 2006. "Is there a Market for Micro-Lending in Industrialized Countries? - Evidence from Germany," Working Papers 0003, Gesellschaft für Arbeitsmarktaktivierung (GfA).
    3. Andreas Chai, 2011. "Consumer specialization and the Romantic transformation of the British Grand Tour of Europe," Journal of Bioeconomics, Springer, vol. 13(3), pages 181-203, October.
    4. Chai, Andreas & Bradley, Graham & Lo, Alex & Reser, Joseph, 2015. "What time to adapt? The role of discretionary time in sustaining the climate change value–action gap," Ecological Economics, Elsevier, vol. 116(C), pages 95-107.
    5. Peter Earl & Tim Wakeley, 2010. "Alternative perspectives on connections in economic systems," Journal of Evolutionary Economics, Springer, vol. 20(2), pages 163-183, April.
    6. Park, Eun Joo & Kim, Eun Young & Funches, Venessa Martin & Foxx, William, 2012. "Apparel product attributes, web browsing, and e-impulse buying on shopping websites," Journal of Business Research, Elsevier, vol. 65(11), pages 1583-1589.
    7. Chai Andreas, 2012. "Consumer Specialization and the Demand for Novelty: a Reconsideration of the Links and Implications for Studying Fashion Cycles in Tourism," Journal of Economics and Statistics (Jahrbuecher fuer Nationaloekonomie und Statistik), De Gruyter, vol. 232(6), pages 678-701, December.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Minha Hwang & Bart J. Bronnenberg & Raphael Thomadsen, 2010. "An Empirical Analysis of Assortment Similarities Across U.S. Supermarkets," Marketing Science, INFORMS, vol. 29(5), pages 858-879, 09-10.
    2. Li, Eric A.L., 2014. "Test for the real option in consumer behavior," Research in Economics, Elsevier, vol. 68(1), pages 70-83.
    3. M. Calciu & Sylvain Willart, 2011. "Assortments and local competition in retailing," Post-Print halshs-00784015, HAL.
    4. Hans Schenk, 1996. "Bandwagon mergers, international competitiveness, and government policy," Empirica, Springer;Austrian Institute for Economic Research;Austrian Economic Association, vol. 23(3), pages 255-278, October.
    5. A. Yeşim Orhun & Sriram Venkataraman & Pradeep K. Chintagunta, 2016. "Impact of Competition on Product Decisions: Movie Choices of Exhibitors," Marketing Science, INFORMS, vol. 35(1), pages 73-92, January.
    6. Toke Christensen & Mirjam Godskesen & Kirsten Gram-Hanssen & Maj-Britt Quitzau & Inge Røpke, 2007. "Greening the Danes? Experience with consumption and environment policies," Journal of Consumer Policy, Springer, vol. 30(2), pages 91-116, June.
    7. W. Michael Hanemann, 1994. "Valuing the Environment through Contingent Valuation," Journal of Economic Perspectives, American Economic Association, vol. 8(4), pages 19-43, Fall.
    8. Els Breugelmans & Katia Campo & Els Gijsbrechts, 2007. "Shelf sequence and proximity effects on online grocery choices," Marketing Letters, Springer, vol. 18(1), pages 117-133, June.
    9. Lee, Seunghwan & Kim, Yukyoum & Heere, Bob, 2018. "Sport team emotion: Conceptualization, scale development and validation," Sport Management Review, Elsevier, vol. 21(4), pages 363-376.
    10. Granot, Elad & Greene, Henry & Brashear, Thomas G., 2010. "Female consumers: Decision-making in brand-driven retail," Journal of Business Research, Elsevier, vol. 63(8), pages 801-808, August.
    11. Emrich, Oliver & Paul, Michael & Rudolph, Thomas, 2015. "Shopping Benefits of Multichannel Assortment Integration and the Moderating Role of Retailer Type," Journal of Retailing, Elsevier, vol. 91(2), pages 326-342.
    12. Anocha Aribarg & Neeraj Arora, 2008. "—Interbrand Variant Overlap: Impact on Brand Preference and Portfolio Profit," Marketing Science, INFORMS, vol. 27(3), pages 474-491, 05-06.
    13. Erik Brynjolfsson & Yu (Jeffrey) Hu & Michael D. Smith, 2003. "Consumer Surplus in the Digital Economy: Estimating the Value of Increased Product Variety at Online Booksellers," Management Science, INFORMS, vol. 49(11), pages 1580-1596, November.
    14. Jonah Berger & Michaela Draganska & Itamar Simonson, 2007. "The Influence of Product Variety on Brand Perception and Choice," Marketing Science, INFORMS, vol. 26(4), pages 460-472, 07-08.
    15. van Herpen, H.W.I. & Pieters, R., 2000. "Assortment Variety : Attribute versus Product-Based," Other publications TiSEM 5743e33b-4f0b-4149-8d20-6, Tilburg University, School of Economics and Management.
    16. East, Robert & Hogg, Annik, 2000. "Advertising for economic change," Journal of Economic Psychology, Elsevier, vol. 21(5), pages 577-590, October.
    17. Muramatsu, Roberta & Hanoch, Yaniv, 2005. "Emotions as a mechanism for boundedly rational agents: The fast and frugal way," Journal of Economic Psychology, Elsevier, vol. 26(2), pages 201-221, April.
    18. Nayeem, Tahmid & Casidy, Riza, 2015. "Australian consumers' decision-making styles for everyday products," Australasian marketing journal, Elsevier, vol. 23(1), pages 67-74.
    19. Qin, Dan, 2024. "A simple model of two-stage choice," Journal of Mathematical Economics, Elsevier, vol. 112(C).
    20. Juin-Kuan Chong & Teck-Hua Ho & Christopher S. Tang, 2001. "A Modeling Framework for Category Assortment Planning," Manufacturing & Service Operations Management, INFORMS, vol. 3(3), pages 191-210, January.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:wly:mgtdec:v:21:y:2000:i:3-4:p:111-122. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Wiley Content Delivery (email available below). General contact details of provider: http://www3.interscience.wiley.com/cgi-bin/jhome/7976 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.