The impact of self-control on search behavior

The purpose of this research is to clarify what impact the regulatory resources of the customer have on search behavior and the resultant search benefit. Regulatory resources of the customer engendered by failure of self-control on the part of the customer change along with the string of purchase de...

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Bibliographic Details
Published in:Procedia computer science 2019, Vol.159, p.2137-2143
Main Authors: Gu, Hongen, Yada, Katsutoshi
Format: Article
Language:English
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Summary:The purpose of this research is to clarify what impact the regulatory resources of the customer have on search behavior and the resultant search benefit. Regulatory resources of the customer engendered by failure of self-control on the part of the customer change along with the string of purchase decisions made in-store. This paper examines the impact of these changes on search behavior in order to present suggestions for more efficient business. It also clarifies the fact that there are differences in search behavior and search benefits depending on the customer and their varying regulatory resources. Discoveries made in this research are provided to store managers as key suggestions on layout, in-store promotions, and strategic pricing for product categories.
ISSN:1877-0509
1877-0509
DOI:10.1016/j.procs.2019.09.387