Sometimes it is not so bad to decide in a hurry: Influence of different levels of temporal opportunity on the elaboration of purchasing intention

• Authors: Giger Jean-Christophe , Pochwatko Grzegorz
• Languages of publication: EN

Abstracts

EN

The present study examines the impact of different levels of time pressure on the elaboration of purchase intention. Participants formed attitudes towards two stores and then indicate in which stores they would go shopping. Descriptions of the stores were experimentally constructed in order to indicate whether participants rely on an attribute-based or an attitude-based strategy when forming their purchase intention. Participants made their choices under time pressure (either 5, 9 or 15 seconds) or were given unlimited time to deliberate. Results show that in 5 second limit and unlimited time conditions, they rely more on an attitude-based decision strategy and chose the less optimal store. Under moderate time pressure (9 and 15 seconds), participants are able to use relevant knowledge about the stores and rely more on an attribute-based strategy. Results are discussed in light of the Unconscious Theory of Thought (Dijksterhuis & Nordgren, 2006).

Keywords

EN

ATTITUDE-BASED STRATEGY; BEHAVIOURAL DECISION MAKING; DELIBERATION; PURCHASING INTENTION; TIME PRESSURE

Discipline

• PSYCHOLOGY: PSYCHOLOGY

• Publisher: Committee for Psychological Sciences, Polish Academy of Sciences
• Journal: Polish Psychological Bulletin
• Year: 2008
• Volume: 39
• Issue: 4
• Pages: 209-216
• Physical description: source-id: PPB_39_4\U1128469022P3667.xml
• Document type: ARTICLE

Contributors

author

Giger Jean-Christophe

author

Pochwatko Grzegorz

• Jean-Chrstophe Giger, Instytut Psychologii PAN, ul. Chodakowska 19/31, 03-815 Poland

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Identifiers

CEJSH db identifier

09PLAAAA071021

DOI

10.2478/v10059-008-0026-3