Envisioning the Future of Behavioral Decision-Making: A Systematic Literature Review of Behavioral Reasoning Theory

By Aditya Kumar Sahu, R. Padhy, Amandeep Dhir. 2020

341 citations recorded by the source corpus.

Behavioral theories have been extensively referred to in consumer behavior literature to understand the factors influencing user intentions and behavior. Behavioral reasoning theory (BRT) is a relatively new theory that determines the linkage between beliefs, reasons, motives, intentions, and behavior. This study conducts a systematic literature review (SLR) to synthesize the existing body of knowledge around BRT. The present SLR critically examines the origin of this theory and its linkages with other behavioral theories, thus providing insightful knowledge on its foundations. Further, it presents the state-of-the-art research knowledge, research themes, implications, and future directions related to BRT literature. Our analysis shows that the reasons for and reasons against construct plays an important role in predicting consumer behavior. This study also finds that research related to BRT is growing rapidly and needs methodological advancements. These findings will enable scholars and practitioners to better understand how BRT works, what its strengths and potential are, the contexts in which it has been utilized, its existing limitations, and the sort of methodological advancements needed in future studies on marketing.

Subfields: Applied Psychology, Information Systems and Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/d0daaa6f4439a512284b7ddd2c99d6178a728eab

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

1. Shalini Talwar
2. Amandeep Dhir
3. Marc Arul Weissmann
4. Puneet Kaur
5. Weng Marc Lim

In Information Systems and Management

1. Shalini Talwar
2. Puneet Kaur
3. Manish Talwar
4. Amandeep Dhir

In Sociology and Political Science

1. Shalini Talwar
2. Amandeep Dhir
3. Puneet Kaur
4. Manish Talwar
5. Marc Arul Weissmann
6. Weng Marc Lim
7. Sushant Kumar
8. Arunima Shah

Citations in the corpus

• Toward a theory of behavioral control (2021, background): “…(Ajzen & Schmidt, 2020; Bay & Daniel, 2003; Fishbein & Ajzen, 2010), have been particularly prominent because of their ease of operationalization and their relative ability to predict behavior (Armitage & Conner, 2001; Conner & Armitage, 1998; Sahu et al., 2020; Sultan et al., 2020; Sutton, 1998).”
• Consumers’ Resistance to Digital Innovations: A Systematic Review and Framework Development (2020, methodology): “Search protocol A robust search protocol was devised to identify studies to be reviewed, which aligns with the SLR methodology used by prior scholars ( Kushwah et al., 2019 b; Sahu et al., 2020 ; Seth et al., 2020 ).”