Mesmo apresentando rigor científico na execução desse estudo, algumas limitações metodológicas foram constatadas e devem ser detalhadas para efeito da compreensão dos resultados e das implicações desta tese. Adicionalmente, sugestões ou caminhos para novas investigações são comentados abaixo.
Essa tese utilizou-se de uma abordagem de corte transversal. Schumacker & Lomax (1996) apontam que os estudos dessa natureza não são os mais indicados para inferir relações de causa e efeito entre as variáveis, sendo recomendado o emprego de estudos experimentais para tal fim. A modelagem de equações estruturais auxilia para identificar algumas evidências de inferências causais. Assim, recomenda-se que futuras pesquisas sobre o tema utilizem outros desenhos metodológicos, como os experimentos, onde a manipulação de variáveis permite verificar com clareza o relacionamento causal entre os construtos do modelo, pois possui maior validade interna (eliminação dos efeitos de variáveis externas ao experimento).
Conforme indicado no método de estudo, a população utilizada nesse estudo era composta por compradores que possuíam experiência de compra em lojas virtuais para efeito de avaliação de seu comportamento de compra impulsiva. Para tanto, foi empregado o banco de dados de uma organização específica (e-bit). Deste modo, os resultados devem ser apreciados sob a perspectiva da amostra considerada, não devendo ser generalizados. Sugere-se que novas coletas de dados sejam efetuadas com outras amostras, permitindo ou não confirmação dos modelos estruturais propostos.
Outro tópico que merece consideração é o comportamento de compra do entrevistado. Conforme foi verificado na sua caracterização, a maior parte dos respondentes poderia ser considerada como heavy buyers na Internet, ou seja, que
realizam compras entre 3 a 4 vezes por mês em lojas virtuais. Deste modo, pode-se assumir que os compradores da amostra estudada tinham grande experiência em aquisições pela rede, o que reforça ainda mais a impossibilidade de generalização dos resultados. Para novos estudos acerca do tema, o emprego de amostras que contemplem usuários freqüentes e pouco freqüentes para efeito de comparação dos resultados seria recomendado.
Também é importante considerar ao analisar os resultados desse estudo o viés da resposta socialmente adequada. Segundo Rook & Fisher (1995), o comportamento de compra impulsiva pode ser interpretado por uma falha de autocontrole e, em alguns casos, como uma imperfeição no caráter ou na personalidade do indivíduo. Desta maneira, os resultados aqui apresentados estão sujeitos a esse tipo de comportamento, que pode omitir sua percepção real em favorecimento das opiniões socialmente apropriadas.
Para futuros estudos, inicialmente sugere-se o refinamento das escalas empregadas nessa tese, pois, conforme fora mencionado, os construtos empregados nesse trabalho são recentes e não sofreram o processo de aperfeiçoamento. Em destaque, os construtos de circulação e impulsividade, que foram submetidos a um número exíguo de verificações empíricas. Adicionalmente, os itens avaliados para efeito do construto de elementos ambientais, seja para as lojas físicas ou as virtuais, necessitam passar por um processo de refinamento. Mesmo apresentando confiabilidade para efeito deste estudo, esses foram gerados a partir da precária fundamentação teórica acerca do tema e de um conjunto de entrevistas em profundidade realizadas pelo pesquisador, exigindo novas verificações e melhorias.
Alguns tópicos que não foram estudados sobre o comportamento de compra por impulso geram oportunidades de pesquisa como, por exemplo, a relação entre as emoções pós-compra e satisfação do cliente. Até o momento, não foram verificados estudos que busquem relacionar os dois aspectos, assim como seu impacto na construção da lealdade do comprador para com a loja. Outro tema que pode trazer importantes contribuições acadêmicas e gerenciais diz respeito ao impacto das compras
impulsivas na rentabilidade das organizações varejistas, tópico igualmente desconhecido nos estudos da área.
Por fim, é importante destacar que esta tese consiste em um esforço preliminar, com natureza descritiva, para desenvolver um modelo que busca relacionar antecedentes e conseqüências do comportamento de compra impulsiva. Este modelo deve ser futuramente avaliado em diferentes contextos a fim de verificar sua capacidade de representação da realidade, objeto deste estudo.
REFERÊNCIAS BIBLIOGRÁFICAS
ALBA, Joseph et al. Interactive home shopping: consumer, retailer, and manufacturer incentives to participate in electronic marketplaces. Journal of Marketing, 61, p.38-53, July, 1997.
ALBERTIN, Alberto Luiz. Comércio eletrônico: modelo, aspectos e contribuições de sua aplicação. 4ª edição. São Paulo: Atlas, 2002.
ALBAUM, Gerald. The Likert scale revisited: an alternative version. Journal of the Market Research Society, v. 39, n. 2, p.331-48, April, 1997.
ALMEIDA, Sonia Trigueiro & JO LIBERT, Alain. A influência do humor sobre a compra impulsiva. Revista de Administração USP, v. 28, n. 4, p. 36-50, 1993. ANDERSON, James. C.; GERBING, David. W. Structural equation modeling in
practice: a review and recommended two-step approach. Psychological Bulletin, v. 103, n. 3, p. 411-23, 1988.
APPLEBAUM, William. Studying consumer behavior in retail stores. Journal of Marketing, v. 16, p.172-178, October, 1951.
ARENI, C.S. & KIM, D. The influence of background music on shopping behavior: classical versus top-forty music in a wine store. Advances in Consumer Research: Association for Consumer Research, p. 336-340, 1993.
ASSAEL, Henry. Consumer behavior: a strategic approach. 5th edition. Irwin, 1992. BABIN, Barry; DARDEN, William & GRIFFIN, Mitch. Work and/or fun: measuring
hedonic and utilitarian shopping value. Journal of Consumer Research, 20, p. 644-656, March, 1994.
BAGOZZI, Richard P. Structural equations models in marketing research: basic principles. In: BAGOZZI, Richard P. Principles of Marketing Research. Cambridge: Blackwell, p.317-385, 1994
BAGOZZI, Richard P.; EDWARDS, Jeffrey R. A general approach for representing constructs in organizational research. Organizational Research Methods, v. 1, n. 1, p.45-87, January, 1998.
BAGOZZI, Richard P.; YI, Youjae; PHILLIPS, Lynn W. Assessing Construct Validity in Organizational Research. Administrative Science Quarterly, v. 36, n. 3, p. 421- 458, September, 1991.
BAKER, J. The role of environment in marketing services: the consumer perspective. In: The Services Marketing Challenge: Integrated for Competitive Advantage, 1987. Proceedings. American Marketing Association, 1987. p. 79-84.
BAKER, J.; GREWAL, D. & LEVY, M. An experimental approach to making retail store environmental decisions. Journal of Retailing, v.68, 445-460, 1992.
BARRATT, Ernest S. & PATTON, Jim H. Impulsivity: cognitive, behavioral and psychophysiological corelates. In McCOWN, W.; JOHNSON, Judith L. SHURE, Myrna B. The Impulsive Client - Theory, Research and Treatment. Washington, DC: American Psychological Association, 1993.
BAUMEISTER, Roy F. Yielding to temptation: self-control failures, impulsive purchasing, and consumer behavior. Journal of Consumer Research, v.28, p. 670-676, March, 2002.
BEARDEN, William & NETEMEYER, Richard. Handbook of marketing scales – multi-item measures for marketing and consumer behavior research. 2nd edition. Thousand Oaks, CA: Sage Publications, 1999.
BEATTY, Sharon & FERREL, Elizabeth. Impulse buying: modeling its precursors. Journal of Retailing, v. 74, 2, 1998.
BEATTY, Sharon & TALPADE, Salil. Adolescent influence in family decision making: a replication with extension. Apud BEATTY, Sharon & FERREL, Elizabeth. Impulse buying: modeling its precursors. Journal of Retailing, v. 74, 2, 1998. BELK, Russel. Possessions and extended-self. Journal of Consumer Research, v.15,
p.139-168, September, 1988.
BELLENGER, D. & KORGAONKAR, P. Profiling the recreational shopper. Journal of Retailing, v.58, p.58-81, Spring, 1980.
BELLENGER, D., ROBERTSON, D. & HIRSCHMAN, E. Impulse buying varies by product. Journal of Advertising Research, v.18, p.15-18, 1978.
BELLIZI, J. & HITE, R. Environmental color, consumer feelings, and purchase likelihood. Psychology & Marketing, v.9, 5, p. 347-363, September/October, 1992.
BELLIZZI, J.; CROWLEY, A. & HASTY, R.. Effects of color in store design. Journal of Retailing, p. 21-45, Spring, 1983.
BITNER, M.J. Servicescapes: the impact of physical surroundings on customers and employees. Journal of Marketing, v. 56, p. 57-71, April, 1992.
BLOCH, Peter; SHERELL, Daniel & RIDGWAY, Nancy. Consumer search: an extended framework. Journal of Consumer Research, v. 13, p.119-126, June, 1986.
BLOCH, Peter; RIDGWAY, Nancy & SHERREL, Daniel. Extending the concept of shopping: an investigation of browsing activity. Journal of Academy of Marketing Science, v.17, p. 13-21, Winter, 1989.
BOONE, Louis & KURTZ, David. Marketing contemporâneo. 8ª. edição. Rio de Janeiro: LTC, 1998.
BOSTON CONSULTING GROUP. Tendências da Internet Apud THE INDUSTRY STANDARD. Rio de Janeiro: IDG, janeiro 2001.
BRUGGEN, Gerrit H. Van; WIERENGA, Berend. Broading the perspective on Marketing decision models. International Journal of Research in Marketing, v. 17, n. 2/3, p. 159-168, September. 2000.
BRYNJOLFSSON, Erik & SMITH, Michael D. Frictionless Commerce ? A Comparison of Internet and Conventional Retailers. Management Science, 46, 4, p. 563-585, 2000.
BURKE, Raymond. Virtual shopping: breakthrough in marketing research. Harvard Business Review, March, 1996.
BURROUGHS, James E. Product symbolism, self meaning, and holistic matching: the role of information processing in impulsive buying. Advances in Consumer Research: Association for Consumer Research, p. 463-469, 1996.
BYRNE, Barbara M. One Application of Structural Equation Modeling From Two Perspectives: Exploring the EQS and LISREL Strategies. In: HOYLE, Rick H (editor). Structural Equation Modeling: Concepts, Issues, and Applications. London: SAGE, 1995.
CHIN, Wynne W. Issues and Opinion on Structural Equation Modeling. MIS Quarterly, v. 22, n. 1, March, 1998.
CHOU, Chih-Ping; BENTLER, Peter M. Estimates and Tests in Structural Equation Modeling. In: HOYLE, Rick H (editor). Structural Equation Modeling: Concepts, Issues, and Applications. London: SAGE, 1995.
CHURCHILL, Gilbert A. A paradigm for developing better measures of marketing constructs. Journal of Marketing Research, v. 16, 1, p. 64-73, February, 1979.
CHURCHILL, Gilbert A. & PETER, Paul. Marketing: criando valor para o cliente. São Paulo: Saraiva, 2000.
CHURCHILL, Gilbert A. Marketing Research: Methodological Foundations. Orlando: The Dryden Press, 1999.
CLOVER, V. Relative importance of impulse buying in retail stores. Journal of Marketing, 15, p.66-70, July, 1950.
COBB, Cathy J. & HOYER, Wayne D. Planned versus impulse purchase behavior. Journal of Retailing, v.62, 4, Winter, 1986.
COSTA, Filipe. As influências ambientais no comportamento de compra por impulso: um estudo exploratório. IN DE ANGELO, Cláudio F. & SILVEIRA, José A. G. Varejo competitivo – Volume 6. Sao Paulo: Atlas, 2001.
CROWLEY, A. The two-dimensional impact of color on shopping. Marketing Letters, p. 59-69, January, 1883.
D’ANTONI, J. & SHENSON, H. Impulse buying revisited: a behavioral typology. Journal of Retailing, v.49, 1, p. 63-76, 1973.
DICKMAN, Scott J. Functional and dysfunctional impulsivity: pernoality and cognitive correlates. Journal of Personality and Social Psychology, v.58, 1, p. 95-102, 1990. DICKMAN, Scott J. Impulsivity and information processing. In McCOWN, W.; JOHNSON, Judith L. SHURE, Myrna B. The Impulsive Client - Theory, Research And Treatment. Washington, DC: American Psychological Association, 1993.
DILLON, William R., MADDEN, Thomas J.; FIRTLE, Neil H.. Marketing Research in a Marketing Environment. St. Louis: Times Mirror, 1994.
DITTMAR, Helga; BEATTIE, Jane & FRIESE, Susanne. Gender identity and material symbols: objects and decisions considerations in impulse purchases. Journal of Economic Psychology, v. 16, p.491-511, 1995.
DONOVAN, Robert & ROSSITER, John. Store atmosphere: an experimental psychology approach. Journal of Retailing, v. 58, p. 34-57, 1982.
DONOVAN, R. et al. Store atmosphere and purchasing behavior. Journal of Retailing, v. 70, 3, p. 283-294, 1994.
DOOB, L. Hesitation: impulsivity and reflection. In McCOWN, W.; JOHNSON, Judith L. SHURE, Myrna B. The Impulsive Client - Theory, Research And Treatment. Washington, DC: American Psychological Association, 1993.
DUBE, Laurette & MORIN, Sylvie. Background music pleasure and store evaluation: intesity effects and psychological mechanisms. Journal of Business Research, v.54, p.107-113, 2001.
DU PONT DE NEMOURS & CO. Consumer buying habits studies. Apud COBB, Cathy J. & HOYER, Wayne D. Planned versus impulse purchase behavior. Journal of Retailing, v.62, 4, Winter, 1986.
DUNNE, Patrick & LUSCH, Robert. Retailing. 3rd. edition. South Western College, 1999.
DUNN, S. C.; SEAKER, R. F.; WALLER M. A. Latent variables in business logistic research: scale development and validation. Journal of Business Logistics, v. 15, n. 2, p. 145-72, 1994.
ENGEL, Gary. BLACKWELL, Roger & MINIARD, Paul. Consumer behavior. 8th edition. Fort Worth: Irwin, 1995.
EROGLU, S. & MACHLEIT, K. Atmospherics factors in the retail environment: sights, sounds and smells. Advances in Consumer Research: Association for Consumer Research, p.34,1993.
EROGLU, S.; MACHLEIT, K; DAVIS, L. Atmospherics qualities of online retailing - a conceptual model and implications. Journal of Business Research, v. 54, p. 177- 184, 2001.
ERNST & YOUNG. Global Online Retailing. Disponível em < http://www.ey.com/reports>
Acesso em 20/08/01.
EVRARD, Y.; PRAS, B. & ROUX, E. Market – Études et Recherches en Marketing. 2ª edição. Paris: Nathan, 1997.
EYSENCK, H.J. & EYSENCK, M.W. Personality and individual differences. In YOUN, S. The dimensional structure of consumer buying impulsivity: measurement and validation. Tese (doutorado), University of Minnessota, 2000. FABER, Ronald & O´GUINN, Thomas. A clinical screener for compulsive buying.
Journal of Consumer Research, v. 19, p.459-469, 1992.
FABER, Ronald & O’GUINN, Thomas. Compulsive comsumption and credit abuse. Journal of Consumer Policy, v.11, 1, p. 97-109,1988.
FAIRBURN, Christopher G. & WILSON, Terence. Binge eating: nature, assessment and treatment. The Guilford Press, 1993.
FORNELL, Claes; LARCKER, David F. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing, v.18, 1, p. 39-50, February, 1981.
FREUD, S. Beyond the pleasure principle Apud ROOK, Dennis W. & HOCH, Stephen J. Consuming impulses. Advances in Consumer Research: Association for Consumer Research, p. 23-27, 1985.
GARDNER, Meryl & ROOK, Dennis W. Effects of impulse purchases on consumers’ affective states. Advances in Consumer Research: Association for Consumer Research, p.127-130, 1988.
GARVER, M. S.; MENTZER, J. T. Logistics research methods: employing structural equation modeling to test for construct validity. Journal of Business Logistics, v. 20, 1, p. 33-57, 1999.
GECAS, V. & BURKE, P. Self & Identity. Apud BURROUGHS, James E. Product symbolism, self meaning, and holistic matching: the role of information processing in impulsive buying. Advances in Consumer Research: Association for Consumer Research, p. 463-469, 1996.
GERBING, David W., AHADI, Stephan A. & PATTON, Jim H. Toward a conceptualization of impulsivity: a comparison across the behavioral and self- report domains. Multivariate Beahavioral Research, v.22, p.357-379, 1987. GERBING, D. W.; ANDERSON, J. C. An updated paradigm for scale development
incorporating unidimensionality and its assessement. Journal of Marketing Research, v. 15, 2, p. 186-92, May, 1988.
GIRAUD, Magali. L´ achat impulsif: un etat de l´art. 1999, Strasbougr. Anais..Strasbourg: 15o Congress de l`Association Française de Marketing, 1999. GIRAUD, Magali & BONNEFONT, Annie. Creation d´une echelle de mesure de
l´impulsivite dans l´achat: impulsivite fonctionelle et impulsivite dysfonctionnelle. Biarritz, 2000. Anais.. Biarritz: XV Journées Nationales des IAE, 2000.
GOLDENSON, Robert M. Longman Dictionary of Psychology and Psychiatry. In YOUN, S. The dimensional structure of consumer buying impulsivity: measurement and validation. Tese (doutorado), University of Minnessota, 2000.
GREWAL, D. & BAKER, J. Do retail store environmental factors affect consumers´ price acceptability ? An empirical examination. International Journal of Research in Marketing, 11, 2, p. 107-115, 1994.
GUICHARD, Nathalie, LEHU, Jean-Marc, VANHEEMS, Régine. Le dépôt d’une marque olfactive – un entretien avec Pierre Bresse (Conseil em Propriété Industrielle. Décision Marketing, 14, p.7-17, Mai-Août, 1998.
HAIR, Joseph F., Jr.; ANDERSON, Rolph E.; TATHAM, Ronald L.; BLACK, William C. Multivariate Data Analysis. 5a Ed. New Jersey: Prentice Hall, 1998.
HAUSMAN, Angela. A multi-method investigation of consumer motivations in impulse buying behavior. Journal of Consumer Marketing, 17, p.403-419, 2000.
HAWKINS, Del. BEST, Roger & CONEY, Kenneth. Consumer behavior – implications for marketing strategy. 6th edition. Chicago: Irwin, 1995.
HIRSCHMAN, Elizabeth. The consciouness of addition: toward a general theory of compulsive consumption. Journal of Consumer Research, v.19, p.155-179, 1992. HIRSCHMAN, Elizabeth. Cognitive processes in experimental consumer behavior.
Research in Consumer Behavior, 1, p.67-102, 1985.
HIRSCHMAN, Elizabeth & HOLBROOK, Morris. Hedonic comsumption: emerging concepts, methods and propositions. Journal of Marketing, 46, p.92-101, 1982. HOCH, S. & LOEWENSTEIN, G. Time-inconsistent preferences and consumer self-
control. Journal of Consumer Research, v.17, p.492-507, 1991.
HOFFMAN, Donna. & NOVAK, Thomas. A New Marketing Paradigm for Electronic Commerce. Paper submitted for the Special Issue on Electronic Commerce for the Information Society, February, 1996 [http://www2000.ogsm.vanderbilt.edu]. HOFFMAN, Donna; NOVAK, Thomas & PERALTA, Marcos. Building consumer trust
online. Communications of the ACM, v. 42, 4, p. 80-85, April, 1999.
HOFFMANN, Jonas André. As dimensões do materialismo em uma cultura de consumo: estudo da relação com a auto-estima, o bem-estar e o capital cultural. Dissertação (Mestrado em Administração) - PPGA / Escola de Administração, UFRGS, Porto Alegre, 2002.
HOPPEN, Norberto; LAPOINTE, Liette; MOREAU, Eliane. Avaliação de artigos de pesquisa em sistemas de informação: proposta de um guia. In: ENANPAD, 21, 1997, Rio das Pedras (RJ). Anais... Rio das Pedras: ANPAD, 1997.
HOYLE, Rick H (editor). Structural Equation Modeling: Concepts, Issues, and Applications. London: SAGE, 1995.
HOYLE, Rick H. The Structural Equation Modeling: Basic Concepts and Fundamental Issues. In: HOYLE, Rick H (editor). Structural Equation Modeling: Concepts, Issues, and Applications. London: SAGE, 1995b.
HOYLE, Rick H. & PANTER, Abigail T. Writing About Structural Equation Models. In: HOYLE, Rick H (editor). Structural Equation Modeling: Concepts, Issues, and Applications. London: SAGE, 1995.
HUI, M.; DUBÉ, L. & CHEBAT, J.C. The impact of music on consumers´reactions to waiting for services. Journal of Retailing, v.73, 1, p.87-104, 1997.
HU, Li-tze; BENTLER, Peter M. Evaluating Model Fit. In: HOYLE, Rick H (editor). Structural Equation Modeling: Concepts, Issues, and Applications. London: SAGE, 1995.
IYER, Easwar & AHALAWAT, Sucheta. Deviations from a shopping plan: when and why do consumers not buy items as planned. Advances in Consumer Research: Association for Consumer Research, p.246-250, 1987.
IYER, Easwar. Unplanned purchasing: knowledge of shopping environment and time pressure. Journal of Retailing, 65, p. 40-57, 1989.
IZARD, Carol. Human emotions. New York: Plenum Press, 1977.
JARBOE, G.R.; McDANIEL, C.D. A profile of browsers in regional shopping malls. Journal of the Academy of Marketing Science, v.15, p. 46-53, 1987.
JEON, Jung-Ok. An empirical investigation of relationship between affective states, in- store browsing, and impulse buying. Tese (doutorado). Tuscaloosa, AL: The University of Alabama, 1990.
KALAKOTA, R.; WHINSTON, A. Eletronic commerce: a manager´s guide. Addison- Wesley, 1997.
KLEIN, Lisa R. Creating virtual experiences in computer-mediated environments. East Lansing, 2001. Anais.. East Lansing, Michigan State University: 2001 Proceedings of the Experimential E-commerce Conference (Cd-Rom), 2001. KLINE, R.B. Principles and practice of structural equation modeling. New York: The
Guilford Press, 1998.
KOLLAT, D. & WILLET, R. Customer impulse purchasing behavior. Journal of Marketing Research, 4, p.21-31, February, 1967.
KOTLER, Philip. Administração de marketing: análise, planejamento, implementação e controle. 4ª. edição. São Paulo: Atlas, 1996.
LADEIRA, Rodrigo. Razões que levam os consumidores a comprarem pela Internet. Tese (Doutorado em Administração) - PPGA / Faculdade da Economia, Administração e Contabilidade, USP, São Paulo, 2000.
LAWRENCE, Jeniffer B. & STANFORD, Matthew S. Impulsivity and time of day: effects on performance and cognitive tempo. Personality and Individual Differences, v. 26, p.199-207, 1999.
LEVY, Michael & WEITZ, Barton. Retail management: a strategic approach. 2nd edition. Irwin, 1995.
LEWISON, Dale. Retailing. 3rd. edition. Prentice-Hall, 1994,.
LIEBERT, Robert M. & LIEBERT, Lynn L. Liebert & Spiegler´s personality: strategies and issues. In YOUN, S. The dimensional structure of consumer buying impulsivity: measurement and validation. Tese (doutorado), University of Minnessota, 2000.
LOHSE, Gerald L.; BELLMAN, Steven; JOHNSON, Eric J. Consumer buying behavior on the Internet: findings from panel data. Journal of Interactive Marketing, v. 14, 1; p.15-29, 2000.
MACCALLUM, Robert C. Model Specification: Procedures, Strategies, and Related Issues. In: HOYLE, Rick H (editor). Structural Equation Modeling: Concepts, Issues, and Applications. London: SAGE, 1995.
MAGER, John; KLUGE, E. Alan. One-Stage versus two-stage attitude measurement: separating the dimensions of direction and intensity. In: Bi-Annual World Marketing Congress, 1987, Barcelona (Espanha). Proceedings... Barcelona: Academy of Marketing Science, 1987.
MALHOTRA, Naresh K. Pesquisa de Marketing: uma Orientação Aplicada. Porto Alegre: Bookman, 2001.
MARTIN, Wendy, WEUN, Seungoog & BEATTY, Sharon. Validation of an impulse buying tendecy scale. Advances in Consumer Research: Association for Consumer Research, 1993. Advances in Consumer Research, 20. Paper presented at the Association, 1993.
MAZZON, José A. Análise do Programa de Alimentação do Trabalhador sob o Conceito de Marketing Social. 1981. Tese (Doutorado em Administração) - Faculdade de Economia e Administração, USP, São Paulo.
McCOWN, W.; JOHNSON, Judith L. SHURE, Myrna B. The Impulsive Client - Theory, Research and Treatment. Washington, DC: American Psychological Association, 1993.
McCOWN, W. & DeSIMONE, P. Impulses, impulsivity, and impulsive behaviors: a historical review of a contemporary issue. In: The Impulsive Client - Theory, Research and Treatment. Washington, DC: American Psychological Association, 1993.
McQUITTY, Shaun. Recent issues in marketing scale testing and development using structural equations model. 1999. Proceedings. American Marketing Association, Winter Educator´s Conference, 1999.
MEHRABIAN, Albert & RUSSELL, James. An approach to environmental psychology. Cambridge: MIT Press, 1974.
MILLER, Peter V. Alternative question forms for attitude scale questions in telephone interviews. Public Opinion Quarterly, v. 48, 4, p. 766-778, 1984.
MILLIMAN, Ronald. Using background music to affect the behavior of supermarkets shoppers. Journal of Marketing, v. 46, p. 86-91, 1982.
MILLIMAN, Ronald. The influence of background music on the behavior of restaurant patrons. Journal of Consumer Research, v. 13, p.286-289, 1986.
MITCHELL, D. For the smell of it all: functions and effects of olfaction in consumer behavior. Advances in Consumer Research: Association for Consumer Research, p.330, 1994.
MITTAL, Banwari & SHANK, Matthew. Can impulse buying be distinguished from unplanned purchasing: a pilot empirical investigation. Academy of Marketing Science, presentation, may, 1993.
MOWEN, J.C. & MINOR, M. Consumer behavior. 5th edition. Upper Saddle River, NJ: Prentice Hall, 1998.
NAVARICK, Douglas J. Reinforcement probability and delay as determinants of human impulsiveness. The Psychological Record, v.37, p.219-226, 1987.
NEWBOLD, Paul; THORNE, Betty; CARLSON, William. Statistics for Business and Economics. 5th edition. Upper Saddle River, NJ: Prentice Hall, 1998. Prentice- Hall, 2002
NUNNALLY, Jum C.; BERNSTEIN, Ira H. Teoría Psicométrica. Madrid: McGraw- Hill, 1995.
O’GUINN, Thomas & FABER, Ronald. Compulsive buying: a phenomenological exploration. Journal of Consumer Research, v.16, p.147-157, 1989.
O´NEILL, Michael. Evaluation of a conceptual model of architectural legibility. Environment and Behavior, v.23, 3, p.259-284, 1991.
OLIVER, Richard. Satisfaction – a behavioral perpective on the consumer. Boston: Irwin McGraw-Hill, 1997.
PERIN, Marcelo Gatterman. Relação entre orientação para mercado, aprendizagem organizacional e performance. Tese (Doutorado em Administração) - PPGA / Escola de Administração, UFRGS, Porto Alegre, 2001.
PETERSON, Robert. Electronic Marketing: Visions, Definitions and Implications. In: PETERSON, Robert (org.). Electronic Marketing and the Consumer. Thousands Oks: SAGE Publications, 1997.
PIRON, Francis. Defining impulse purchasing. Advances in Consumer Research: Association for Consumer Research, p. 509-514, 1991.
PIRON, Francis. A comparison of emotional reactions experienced by planned,