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The Buying Impulse

The Buying Impulse Downloaded from https://academic.oup.com/jcr/article-abstract/14/2/189/1830380 by guest on 15 October 2019 DENNIS W. ROOK* What is impulse buying? Despite the marketing and lifestyle factors that encourage it today, impulse buying is not yet well understood. This is due in ~art to the long­ standing absence of a compelling conceptualization of this. distin~tlve type .of pur­ chasing behavior. This article reviews extant rese.arch on I~pulsl~e behaVior and then introduces a new interpretation of impulse bUYing. FollOWing thiS are the results of an exploratory study that investigates the phenomenology of co~sumers' im~ul~e buying episodes. The research identifies: (1) the subjective expen~nces.t~at dls~ln­ guish the onset of the buying impulse, (2) how consumers cope With their Impulsive urges to buy, and (3) the types of negative consequences they incur as a result of their impulsive buying. pulse buying and (4) a report of the findings from an mpulse buying is a perv~si:e and distinctive aspect exploratory ;tudy of consumers' self-reported impulse of American consumers hfestyles and also a focal buying episodes. point of considerable marketing management ~ctivity. Research dating back over 35 years reports Impulse purchasing to be widespread among the consun;'er pop­ PSYCHOLOGICAL IMPULSES AND ulation and across numerous product categones (Ap­ IMPULSIVE http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Consumer Research Oxford University Press

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References (65)

Publisher
Oxford University Press
Copyright
© JOURNAL OF CONSUMER RESEARCH
ISSN
0093-5301
eISSN
1537-5277
DOI
10.1086/209105
Publisher site
See Article on Publisher Site

Abstract

Downloaded from https://academic.oup.com/jcr/article-abstract/14/2/189/1830380 by guest on 15 October 2019 DENNIS W. ROOK* What is impulse buying? Despite the marketing and lifestyle factors that encourage it today, impulse buying is not yet well understood. This is due in ~art to the long­ standing absence of a compelling conceptualization of this. distin~tlve type .of pur­ chasing behavior. This article reviews extant rese.arch on I~pulsl~e behaVior and then introduces a new interpretation of impulse bUYing. FollOWing thiS are the results of an exploratory study that investigates the phenomenology of co~sumers' im~ul~e buying episodes. The research identifies: (1) the subjective expen~nces.t~at dls~ln­ guish the onset of the buying impulse, (2) how consumers cope With their Impulsive urges to buy, and (3) the types of negative consequences they incur as a result of their impulsive buying. pulse buying and (4) a report of the findings from an mpulse buying is a perv~si:e and distinctive aspect exploratory ;tudy of consumers' self-reported impulse of American consumers hfestyles and also a focal buying episodes. point of considerable marketing management ~ctivity. Research dating back over 35 years reports Impulse purchasing to be widespread among the consun;'er pop­ PSYCHOLOGICAL IMPULSES AND ulation and across numerous product categones (Ap­ IMPULSIVE

Journal

Journal of Consumer ResearchOxford University Press

Published: Sep 1, 1987

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