To read this content please select one of the options below:

A multi‐method investigation of consumer motivations in impulse buying behavior

Angela Hausman (Assistant Professor of Marketing, Division of Management/Marketing, Lewis College of Business, Marshall University, Huntington, West Virginia, USA)

Journal of Consumer Marketing

ISSN: 0736-3761

Article publication date: 1 September 2000



This study used both qualitative and quantitative data to test hypotheses related to consumers’ motivations to engage in impulse buying. A grounded theory approach was used to develop hypotheses from in‐depth interviews. These hypotheses were tested by the collection and analysis of survey data. Data support the theory that impulse buying is a common method of product selection, in part, because the shopping act and impulsive product selection provide hedonic rewards. Further information‐processing overload confounds product selection, reinforcing the rewards to be obtained from alternative section heuristics, like impulse buying.



Hausman, A. (2000), "A multi‐method investigation of consumer motivations in impulse buying behavior", Journal of Consumer Marketing, Vol. 17 No. 5, pp. 403-426.




Copyright © 2000, MCB UP Limited

Related articles