This paper finds that psychological distance at the point-of-sale negatively effects purchase abandonments and unplanned buying—variables with monetary importance to retailers. By including process measures obtained from point-of-sale observations we show that this is because consumers’ decision-making processes are more goal-oriented when perceiving a high distance to a product.

Gartmeier, Vanessa and Gunnar Mau (2014), “ Wertschöpfung im Handel durch Shopper Marketing,” [ Value Creation in Retailing by Shopper Marketing] in Wertschöpfung im Handel [ Value Creation in Retailing ], Werner Reinartz and Monika Käuferle, eds. Stuttgart: Kohlhammer, 122 – 39.