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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
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    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.
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    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. Peter Earl & Tim Wakeley, 2010. "Alternative perspectives on connections in economic systems," Journal of Evolutionary Economics, Springer, vol. 20(2), pages 163-183, April.
    5. 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.
    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.

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