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

Xiao, Shangxi; Nicholson, Michael

doi:10.1111/j.1468-2370.2012.00345.x

Cited by 115 publications

(110 citation statements)

References 112 publications

(315 reference statements)

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“…Grégoire et al . ; Xiao and Nicholson ) and excluded books, dissertations and conference proceedings (91 articles). Second, following Busenitz et al .…”

Section: Methodsmentioning

confidence: 99%

How Affect Relates to Entrepreneurship: A Systematic Review of the Literature and Research Agenda

García

Puente

Mazagatos

2015

Int J Management Reviews

109

111

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The study of how affect relates to entrepreneurship has become a relevant topic of research in recent years. Unfortunately, such rapid developments have led to theoretical inconsistencies and empirical gaps that could result in an incomplete understanding of entrepreneurship's affective dimensions. To address these issues and motivate future work, the authors conducted a systematic review of 65 articles on the role of affect in entrepreneurship. The results show that research has focused on the valence facet of affect, has paid little attention to affect's role beyond the individual level of analysis, and has devoted more attention to the consequences of affect than to its antecedents. The results also show that unbalanced attention has been paid to affect's role in different stages of the entrepreneurial process. Building on these analyses, the authors propose a research agenda that not only encourages investigations of previously overlooked topics and facets of affect, but also stresses the potential of examining competing cognitive and non‐cognitive arguments relating to affect's role. The authors also encourage future investigations of affect's role across levels of analysis and stages of the entrepreneurial process.

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“…Grégoire et al . ; Xiao and Nicholson ) and excluded books, dissertations and conference proceedings (91 articles). Second, following Busenitz et al .…”

Section: Methodsmentioning

confidence: 99%

How Affect Relates to Entrepreneurship: A Systematic Review of the Literature and Research Agenda

García

Puente

Mazagatos

2015

Int J Management Reviews

109

111

View full text Add to dashboard Cite

show abstract

“…Although we found that negative emotions are less significant than positive emotions, our study verifies the importance of emotions as a whole. Indeed, formulation of emotions may lead to impulse purchases (Parboteeah et al 2009), a behavior which has recently been described as "emotionalized buying" (Xiao and Nicholson 2012). There is not sufficient research in that area, and this study is a first step towards the understanding of emotions in personalized online shopping, leading researchers to focus on both positive and negative emotions.…”

Section: Theoretical Implicationsmentioning

confidence: 97%

Shiny happy people buying: the role of emotions on personalized e-shopping

et al. 2014

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Personalized services are diffusing rapidly in online shopping communities. However, the current understanding of the influence of personalization is limited. This study extends personalization literature into the area of emotions related to intention to purchase and into the context of online shopping. Responses from 182 online shoppers were used to examine the impact of personalization on customer emotions and intention to purchase. The results show that there is a direct positive association between personalization and purchase intentions. In addition, provision of personalization features in e-shops may evoke positive emotions to online shoppers but does not evoke nor mitigate negative ones. Finally, our study reports that emotions influence online shopping behavior either positively, through the formulation of positive emotions, or negatively, through negative emotions. These findings indicate that positive emotions mediate the relationship between personalization and purchase intentions. Our study concludes with a critical appraisal of our findings and a discussion of prospective theoretical and managerial implications for e-shop practitioners.

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“…The AIDA hierarchical model is used to measure the effectiveness of advertising (Ehrenberg, 2000; T.-R. Lee, Lin, Liao, & Yeh, 2013). An effective marketing strategy can be represented by impulse buying and impulse buying is one of the most important determinants of company outcome (Xiao & Nicholson, 2013). The AIDA model was developed to measure four stages: Attention, Interest, Desire, and Action of their customers in the selling process.…”

Section: Introductionmentioning

confidence: 99%

Under Interruptive Effects of Rarity and Mental Accounting, Whether the Online Purchase Intention Can Still Be Enhanced Even with Higher Search Costs and Perceived Risk

Liaw¹,

Le²

2017

IJBM

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The purpose of this study was to explore the impact of search costs and perceived risk to online buying intention under the moderators of rarity and mental accounting in marketing practices. In this study, four types of online products food, toys, travelling and clothing were divided into pre-test and post-test to observe the rarity and mental accounting conditions. To investigate this study a survey was conducted with a sample size of 473 college students. The results found that (1) without moderators, search costs and perceived risk had no significant effects on purchase intention but had a positive significant effect on purchase intention under the interruptive effects of rarity and mental accounting. (2) In rarity moderator, online customers are more sensitive to limited time than limited quantity. (3) In mental accounting interruption, pay less and get more had significant moderating effects. (4) Limited time and get more had the highest contribution to an improvement in purchase intention. Contributions of this study provide to relevant businesses or network operators considerations of rarity and mental accounting in online promotion strategy implementation.

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

Cited by 115 publications

References 112 publications

How Affect Relates to Entrepreneurship: A Systematic Review of the Literature and Research Agenda

How Affect Relates to Entrepreneurship: A Systematic Review of the Literature and Research Agenda

Shiny happy people buying: the role of emotions on personalized e-shopping

Under Interruptive Effects of Rarity and Mental Accounting, Whether the Online Purchase Intention Can Still Be Enhanced Even with Higher Search Costs and Perceived Risk

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