A Multidisciplinary Cognitive Behavioural Framework of Impulse Buying: A Systematic Review of the Literature

By S. Xiao, Michael G. Nicholson. 2013

180 citations recorded by the source corpus.

Impulse buying (IB) is one of the most fragmented concepts in the marketing and consumer literature. This has resulted in some contradictory findings and a lack of an overarching theoretical framework for understanding the IB process and its outcomes. Based on a systematic review of the literature published over the past 60 years, the authors synthesize various research perspectives into a comprehensive multidisciplinary framework of IB – linking antecedents, triggers, the buying act and post‐purchase outcomes. The paper makes four specific contributions relevant to both academic researchers and practitioners. First, it provides a comprehensive understanding of IB as a process and outcome, by systematically reviewing the existing literature. Second, it specifically recognizes and discusses the triggers of IB, by drawing on literature related to the buying process, intentions and motivations. Third, this is the first meta‐analysis review in the area. Finally, it considers the potential consequences of IB that lead to subsequent IB, and provides a framework for future investigation. This paper also addresses a problem of relevance to both academics and practitioners, proposing further research and managerial implications.

Subfields: Marketing

View Paper: https://www.semanticscholar.org/paper/0ecf37fef3da8ae89f678df71e0662b9db8b206f

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Citations in the corpus

Sample Selection in Systematic Literature Reviews of Management Research (2021, unknown): “For instance, for topics at the intersection of management and psychology, the review articles I analyzed often drew on PsycINFO in addition to other multipublisher databases (e.g., Anseel et al., 2007; Atewologun et al., 2017; Xiao & Nicholson, 2013).”
Antecedents and consequences of chronic impulsive buying: Can impulsive buying be understood as dysfunctional self‐regulation? (2018, background): “While there is a paucity of studies that directly examine the role of emotion regulation processes in impulsive buying, a recent systematic review of impulsive buying research suggests that mood management may be an important mediating variable (Xiao & Nicholson, 2013).”
A meta-analysis of consumer impulse buying (2014, background): “Granting research has shown that both impulse buying and compulsive buying may result in the implementation of coping strategies (Yi and Baumgartner, 2011), research has empirically demonstrated the distinctness of the two constructs and that compulsive buying is a conspicuously different phenomenon”