随着移动设备融入人们的购物行为中,购买行为不再受制于地点和时间的限制,冲动型购买越来越普遍,因此受到越来越多的学者关注。然而,近年来没有任何文献系统性地评估冲动购买的研究现状与趋势。因此,本文分析了2016年至2021年5月期间发表的冲动型购买国际期刊,利用了因果框架链接模型,进一步整理与分类出影响消费者冲动型购买的相关变量。最后,本文指出了现有文献的局限性并为后续研究提出几点建议,以帮助后续研究者更好地理解冲动型购买。 With the integration of mobile devices into people’s shopping behaviors, purchasing behaviors are no longer restricted by place and time. Impulsive purchases are becoming more and more common, and more and more scholars pay attention to this research topic. However, no previous studies have been conducted to systematically review and evaluate the research status and trends of impulse buying. Therefore, this article reviews the impulse buying research published from 2016 to May 2021 and analyzes it using the causal-chain framework to further classify the relevant variables that affect consumers’ impulsive buying. Finally, this article points out the limitations of the existing literature and provides some suggestions for follow-up research to help us better understand impulse buying.
随着移动设备融入人们的购物行为中,购买行为不再受制于地点和时间的限制,冲动型购买越来越普遍,因此受到越来越多的学者关注。然而,近年来没有任何文献系统性地评估冲动购买的研究现状与趋势。因此,本文分析了2016年至2021年5月期间发表的冲动型购买国际期刊,利用了因果框架链接模型,进一步整理与分类出影响消费者冲动型购买的相关变量。最后,本文指出了现有文献的局限性并为后续研究提出几点建议,以帮助后续研究者更好地理解冲动型购买。
冲动购买,文献分析,国际期刊,因果链接框架
—Taking International Journals from 2016 to 2021 as Example
Zixuan Jiang, Jungchieh Lee
International Business Faculty, Beijing Normal University at Zhuhai, Zhuhai Guangdong
Received: Jun. 2nd, 2021; accepted: Jul. 1st, 2021; published: Jul. 8th, 2021
With the integration of mobile devices into people’s shopping behaviors, purchasing behaviors are no longer restricted by place and time. Impulsive purchases are becoming more and more common, and more and more scholars pay attention to this research topic. However, no previous studies have been conducted to systematically review and evaluate the research status and trends of impulse buying. Therefore, this article reviews the impulse buying research published from 2016 to May 2021 and analyzes it using the causal-chain framework to further classify the relevant variables that affect consumers’ impulsive buying. Finally, this article points out the limitations of the existing literature and provides some suggestions for follow-up research to help us better understand impulse buying.
Keywords:Impulse Buying Behavior, Literature Review, International Journals, Causal-Chain Framework
Copyright © 2021 by author(s) and beplay安卓登录
This work is licensed under the Creative Commons Attribution International License (CC BY 4.0).
http://creativecommons.org/licenses/by/4.0/
当消费者遇到一个他想要的产品或者服务时,他们可能会经历激动的心情或者有一种不可抵抗的催促感让他们立刻购买 [
在现有和关冲动购买相关的文献当中,学者从多个视角帮助我们更全面地认识冲动购买 [
为了更好地分析冲动购买目前的研究情况,本篇文章在Web of Science和Science Direct数据库中对Impulsive buying behavior做了一个关键词的文献检索。在筛选条件当中条件中,本文依据现有综述类型文献的建议 [
2016年至2021年5月的文章分布情况如图1所示。从这些数据我们可以看出,在这段时间内,有关冲动购买的相关文献数量总体呈上升趋势。从这一趋势来看,人们对冲动购买的关注度随着时间的推移正在逐渐增加。
图1. 2016至2021年3月冲动购买论文出版年份分布图
本文对以上筛选后文献所发表的期刊进行了统计,如表1所示。在所分析的文献中,来源最多的期刊是International Journal of Information Management (5篇)与Journal of Retailer and Consumer Services (5篇),其次是Journal of Asian Finance Economics and Business (4篇)、Journal of Consumer Behavior (3篇)、International Journal of Retail & Distribution Management (3篇)、Computers Inhuman Behavior (3篇)、Journal of Indian Business Research (3篇)、Asia Pacific Journal of Marketing and Logistic (2篇)、Heliyon (2篇)、Marketing Letters (2篇)、Journal of International Consumer Marketing (2篇)、Casopis Za Ekonomiju I Trzisne Komunikacije (2篇)、Journal of Electronic Commerce in Organizations (2篇)、Industrial Management Data Systems (2篇)、Journal of International Consumer Marketing (2篇)、Journal of Internet Commerce (2篇)及 Marketing Intelligence Planning (2篇)。
在这84篇文献中,我们为了对影响冲动购买的变量进行更深的研究,通过采用Abdelsalam等人研究出的因果链接框架:前因变量–中介变量–调节变量–结果变量(Antecedents-Mediators-Moderators-Outcomes) [
期刊名称 | 发表数量 |
---|---|
International Journal of Information management | 5 |
Journal of Retailer and Consumer Services | 5 |
Journal of Asian Finance Economics and business | 4 |
Journal of Consumer Behavior | 3 |
International Journal of Retail & Distribution Management | 3 |
Computers Inhuman Behavior | 3 |
Journal of Indian business research | 3 |
Asia Pacific Journal of Marketing and Logistic | 2 |
Heliyon | 2 |
Journal of Electronic Commerce In Organizations | 2 |
Marketing Letters | 2 |
Journal of international consumer marketing | 2 |
Casopis Za Ekonomiju I’Trzisne Komunikacije | 2 |
Industrial Management Data Systems | 2 |
Journal of International Consumer Marketing | 2 |
Journal of Internet Commerce | 2 |
Marketing Intelligence Planning | 2 |
表1. 2016年至2021年5月各期刊发表冲动购买相关文献数量(两篇及以上)
图2. 前因变量–中介变量–调节变量–结果变量
前因因素指的是在行为之前的一种刺激或者是提示,形成了这个因果链接的框架的输入 [
在之前的研究中,有19篇文章的前因涉及到社会相关因素,如下述表2所示。在社会相关因素中Observational Learning的使用频次最高,现有文献将基于行为的社会互动定义为观察性学习(OL) [
前因因素 | 参考文献 | 使用频数 |
---|---|---|
社会相关因素 | ||
Closeness | [
|
1 |
Familiarity | [
|
1 |
Social Environment | [
|
1 |
Observational Learning | [
|
3 |
Source Credibility | [
|
1 |
Review Quality | [
|
1 |
Opinion Leaders | [
|
1 |
Similarity | [
|
2 |
Festival Season | [
|
1 |
Limited Supply of Essential Goods | [
|
1 |
Consumption Situation | [
|
1 |
Option Framing | [
|
1 |
Vendor Enthusiasm | [
|
1 |
Popularity | [
|
1 |
Retail Store Environment | [
|
1 |
Salespersons’ Retail Service Quality | [
|
1 |
表2. 影响冲动购买的社会相关前因因素
消费者相关因素在冲动购买的前因占了很大一部分。其中,感知有用性是被定义为顾客在使用后的感受,并且可以影响顾客的满意度 [
消费者相关因素 | 参考文献 | 使用频数 |
---|---|---|
Trustworthiness | [
|
2 |
Hedonic and Utilitarian Motivation | [
|
4 |
Urgency | [
|
1 |
Limiting Factor (Time/Money) | [
|
1 |
Consumers’ Desires | [
|
1 |
Comments’ Sentiment Polarity | [
|
1 |
Perceived Usefulness | [
|
3 |
Perceived Risk | [
|
1 |
Task Skill | [
|
2 |
Task Challenge | [
|
2 |
Perceived Ease of Use | [
|
1 |
Perceived Interactivity | [
|
1 |
Limited-Time Scarcity | [
|
1 |
Limited-Quantity Scarcity | [
|
1 |
Perceived Transaction Value | [
|
1 |
Perceived Acquisition Value | [
|
1 |
Attitude | [
|
1 |
Subjective Norms | [
|
1 |
Self-Efficacy | [
|
1 |
Compatibility | [
|
2 |
Personal Innovation In IT | [
|
1 |
Perceived Behavioral Control | [
|
1 |
Fear of Complete Lockdown | [
|
1 |
Peers Buying | [
|
1 |
Scarcity of Food & Essential Items | [
|
1 |
Panic Buying | [
|
1 |
Boredom Proneness | [
|
1 |
Personalized Recommendation | [
|
1 |
Emotional Brand Attachment | [
|
1 |
Upward Social Comparison | [
|
1 |
Price Sensitivity | [
|
1 |
Perceived Benefit | [
|
1 |
Convenience | [
|
1 |
Excitement | [
|
1 |
Stress | [
|
1 |
Sociability/Social Bridging and Bonding | [
|
2 |
Expertise | [
|
1 |
Information Fit-to-Task | [
|
1 |
Choice Overload | [
|
1 |
---|---|---|
Personality (Big-five) | [
|
2 |
Impulsivity Traits | [
|
1 |
Self-esteem | [
|
2 |
Shyness | [
|
1 |
Customer Information | [
|
1 |
Insight Ability | [
|
1 |
Arousal | [
|
1 |
Value Shopping | [
|
1 |
Idea Shopping | [
|
1 |
Body Image Dissatisfaction | [
|
1 |
Consumer Self-control | [
|
1 |
Emotions | [
|
1 |
Transformation Expectations | [
|
1 |
Task-relevant Cues | [
|
1 |
Mood-relevant Cues | [
|
1 |
Impulse Buying Tendency | [
|
2 |
Urge to Buy | [
|
1 |
Media Multitasking | [
|
1 |
Shopping Enjoyment Tendency | [
|
1 |
Pre-shopping Preparation Tendency | [
|
1 |
表3. 影响冲动购买的消费者相关前因因素
在网站相关因素上,visual appeal作为使用频次最高的网站相关因素。之前的学者认为网站的设计和网站的视觉上吸引可以作为影响消费者冲动购买的前因 [
网站相关因素 | 参考文献 | 使用频数 |
---|---|---|
Website Characteristics/ Personality | [
|
2 |
System Usability | [
|
1 |
Top Reviews Information | [
|
1 |
Exterior Design | [
|
2 |
Visual Appeal | [
|
3 |
Product Description | [
|
1 |
Product Display | [
|
1 |
Product Content | [
|
1 |
Para-Social Interaction | [
|
1 |
E-Store Content | [
|
1 |
E-Store Navigation | [
|
1 |
---|---|---|
E-Store Design | [
|
2 |
Subject Involvement | [
|
1 |
Vividness | [
|
2 |
Textual Information Quality | [
|
1 |
Likeability | [
|
1 |
Website Quality | [
|
1 |
Interactivity | [
|
1 |
表4. 影响冲动购买的网站相关前因因素
现有的文献对营销相关因素作为前因的研究大部分涉及到了促销 [
营销相关因素 | 参考文献 | 使用频数 |
---|---|---|
Rewards Giving | [
|
1 |
Badges Upgrading | [
|
1 |
Sales Promotion | [
|
4 |
Advertisements | [
|
1 |
Promotional Campaigns | [
|
1 |
Celebrity Endorser | [
|
1 |
Aesthetic Appeal | [
|
1 |
Vicarious Expression | [
|
1 |
Immediate Promotion | [
|
1 |
Delayed Promotion | [
|
1 |
表5. 影响冲动购买的营销相关前因因素
中介变量是指在因果关系中的位于前因与结果之间的变量 [
中介变量 | 参考文献 | 使用频数 |
---|---|---|
Social Interaction | [
|
1 |
Social Media Fake News | [
|
1 |
Impulsive Buying Tendency | [
|
6 |
表6. 影响冲动购买的中介因素
调节因素是指某个可以加强或削弱自变量和因变量之间的关系的因素。根据表7所示,在分析的文献中,使用频数最高的是“gender”性别因素,一共出现了4次。在做决策的情景下,性别是最重要的调节因素 [
调节变量 | 参考文献 | 使用频数 |
---|---|---|
Gender | [
|
4 |
Age | [
|
2 |
Rumination | [
|
1 |
Self-Control | [
|
1 |
Product Category/Type | [
|
2 |
Personal Impulsiveness | [
|
1 |
Risk | [
|
1 |
COVID-19 | [
|
1 |
Impulse Buying Tendency | [
|
3 |
Celebrities’ Authenticity | [
|
1 |
Consumers' Impulsiveness | [
|
1 |
Cash Refund Promotion | [
|
1 |
Deal Proneness | [
|
1 |
Scarcity | [
|
1 |
Serendipity Information | [
|
1 |
Time Pressure | [
|
1 |
Shopping Involvement | [
|
1 |
Perceived Usefulness | [
|
1 |
Money Availability | [
|
1 |
Time Availability | [
|
1 |
Task Definition | [
|
1 |
表7. 影响冲动购买的调节因素
在结果变量中,本文将现有冲动购买文献进行统计分析,如表8所示。根据本文的结果,Impulse buying/Impulse purchase为现有文献讨论最多的,有43篇。接着,有7篇为Urge to buy impulsively。我们可以看出目前文献在结果变量的研究上,还是比较单一。
结果变量 | 参考文献 | 使用频数 |
---|---|---|
Impulse Buying/Impulse Purchase | [
|
43 |
Impulsive Buying Tendency | [
|
5 |
Urge to Buy Impulsively | [
|
7 |
Post-Purchase Cognitive Behavior | [
|
1 |
Purchase Completion Intention | [
|
1 |
E-store Patronage Intentions | [
|
1 |
Variety Seeking Tendency | [
|
1 |
Continuous Impulse Buying Intention | [
|
1 |
Impulse Buying Intention | [
|
2 |
表8. 影响冲动购买的结果因素
冲动购买在现代营销管理中,引起了学者的广泛关注。本篇文章通过对影响消费者冲动购买的因素进行分析,帮助我们更好地理解冲动购买。我们首先通过年份和期刊进行分类,其中2020年发表的有关冲动购买的文章是最多的。本文影响消费者冲动购买因素采用因果框架链接模型进一步细分为四大类,我们得出消费者个人特征相关因素是目前为止使用在冲动购买领域中占比相当大的一个因素。这对于以后研究该领域的学者也有一定帮助。
基于对以上的文章系统地分析,我们还发现现有的文章仍然存在着一定的局限性,这些局限性的存在同时为进一步的研究提供了机会。第一,本文的文献检索是在web of science和science direct数据库下impulse buying进行检索,对文献搜索不够全面,因此本文认为在后续的研究当中可以纳入其他的数据库进行检索,以便我们对冲动购买有更好的了解。
第二,以上所有文献的研究采用问卷调查法和情景模拟实验法。而这两种调查方法本身也具有一定的局限性。比如,在模拟情景的情况下,参与实验人员可能会对他认为的研究人员所期望的趋势来做出反应或者选择。在问卷调查的情况下,参与问卷调查的人员的选择也可能以自己理想的行为来填问卷,并不能完全真实反应。因此,本文认为在后续研究中可以整合多种研究方法,如定量(如问卷法)及定性(如深度访谈)研究方法,以得到更稳定的结果。
第三,目前文献对于冲动购买可以区分为四种类型:提示性冲动购买,暗示性冲动购买,计划冲动购买和纯粹冲动购买 [
最后,文化是影响消费者行为的关键变量,但在现有的冲动型购买文献中却没有讨论该变量。未来的研究可以加入文化因素作为调节变量。以往的研究表明,文化会影响到消费者的购买 [
本文来自于北京师范大学珠海分校国际商学部励学计划的支持。
江紫璇,李荣杰. 冲动型购买文献研究分析——以2016至2021年国际期刊为例The Analysis of the Impulsive Buying Behavior Studies—Taking International Journals from 2016 to 2021 as Example[J]. 社会科学前沿, 2021, 10(07): 1683-1697. https://doi.org/10.12677/ASS.2021.107233
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