TY - JOUR
AU - Rook, Dennis, W.
AB - 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 
TI - The Buying Impulse
JO - Journal of Consumer Research
DO - 10.1086/209105
DA - 1987-09-01
UR - https://www.deepdyve.com/lp/oxford-university-press/the-buying-impulse-PkdDBa0X8O
SP - 189
VL - 14
IS - 2
DP - DeepDyve
ER -