A Method for Distinguishing between Shopper's Intentions: Whether Their Purchase Is 'Planned Buying' or 'Impulse Buying' Utilizing the Shopper's Behavior Process Model

摘要

The accomplishments of our study are summarized as follows: the "planned buying" and "impulse buying" process extended models are combined quantitatively after the field research of several different shoppers' behavior, transformed to be applicable to automatic computer processes, substantiated in our field experiments, and their significance is confirmed in actual shops. Our analysis method focuses on the characteristic of the shoppers' human motions and specifically human bio-information to indicate the shoppers' intentions to purchase. The characteristic feature quantity in this work should be effective to distinguish between these two purchasing models. This method should prove helpful to shop owners' management in order to increase sales efficiency, service quality, merchandising, displays and to produce improved service innovation.