Impulse buying:a meta-analytic review

Abstract

Impulse buying by consumers has received considerable attention in consumer research. The phenomenon is interesting because it is not only prompted by a variety of internal psychological factors but also influenced by external, market-related stimuli. The meta-analysis reported in this article integrates findings from 231 samples and more than 75,000 consumers to extend understanding of the relationship between impulse buying and its determinants, associated with several internal and external factors. Traits (e.g., sensation-seeking, impulse buying tendency), motives (e.g., utilitarian, hedonic), consumer resources (e.g., time, money), and marketing stimuli emerge as key triggers of impulse buying. Consumers’ self-control and mood states mediate and explain the affective and cognitive psychological processes associated with impulse buying. By establishing these pathways and processes, this study helps clarify factors contributing to impulse buying and the role of factors in resisting such impulses. It also explains the inconsistent findings in prior research by highlighting the context-dependency of various determinants. Specifically, the results of a moderator analysis indicate that the impacts of many determinants depend on the consumption context (e.g., product’s identity expression, price level in the industry).

Publication DOI: https://doi.org/10.1007/s11747-019-00670-w
Divisions: Aston Business School > Marketing & Strategy
Aston Business School
Additional Information: © The Author(s) 2019. This article is distributed under the terms of the Creative Commons Attribution 4.0 International License (http://creativecommons.org/licenses/by/4.0/), which permits unrestricted use, distribution, and reproduction in any medium, provided you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license, and indicate if changes were made.
Uncontrolled Keywords: Impulse buying,Impulsivity,Marketing stimuli,Meta-analysis,Mood states,Self-control,Business and International Management,Economics and Econometrics,Marketing
Full Text Link:
Related URLs: http://www.scop ... tnerID=8YFLogxK (Scopus URL)
https://link.sp ... 747-019-00670-w (Publisher URL)
PURE Output Type: Review article
Published Date: 2019-07-09
Published Online Date: 2019-07-09
Accepted Date: 2019-06-06
Authors: Iyer, Gopalkrishnan R.
Blut, Markus ( 0000-0003-0436-6846)
Xiao, Sarah Hong
Grewal, Dhruv

Download

[img]

Version: Published Version

License: Creative Commons Attribution

| Preview

Export / Share Citation


Statistics

Additional statistics for this record