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Cited by 1,042

The DOI matches its Crossref record; 70 of the 70 references it cites were found in a registry or an index.

The Influence of Culture on Consumer Impulsive Buying Behavior

Kacen, Jacqueline J., Lee, Julie Anne·2002·Journal of Consumer Psychology
DOI 10.1207/s15327663jcp1202_08
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Abstract

Impulse buying generates over $4 billion in annual sales volume in the United States. With the growth of e‐commerce and television shopping channels, consumers have easy access to impulse purchasing opportunities, but little is known about this sudden, compelling, hedonically complex purchasing behavior in non‐Western cultures. Yet cultural factors moderate many aspects of consumer's impulsive buying behavior, including self‐identity, normative influences, the suppression of emotion, and the postponement of instant gratification. From a multi‐country survey of consumers in Australia, United States, Hong Kong, Singapore, and Malaysia, our analyses show that both regional level factors (individualism–collectivism) and individual cultural difference factors (independent –interdependent self‐concept) systematically influence impulsive purchasing behavior.

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Citations

Cites

Show all 70 references

Research works printed but not linked: 11

  1. Abrahams Ben, 1997, It's all in the mind, Marketing, March, 27, 31
  2. Bellenger Danny N., 1978, Impulse buying varies by product, Journal of Advertising Research, 18, 15, 10.1080/00218499.1978.12519001 · DOI
  3. Dawson Scott, 1990, Shopping motives, emotional states, and retail outcomes, Journal of Retailing, 66, 408
  4. Donovan Robert J., 1982, Store atmosphere: An environmental psychology approach, Journal of Retailing, 58, 34
  5. Lehmann Donald R., 2001, Proceedings of the 15th Paul D. Converse Symposium, 2
  6. McConatha Jasmin T., 1993, Magill's Survey of Social Science: Psychology
  7. Mick David Glen, 1992, A projective study of motivations and meanings of self‐gifts: Implications for retail management, Journal of Retailing, 68, 122
  8. Mogelonsky Marcia, 1998, Keep candy in the aisles, American Demographics, 20, 32
  9. Nunnally Jum C., 1978, Psychometric theory
  10. Triandis Harry C., 1994, Culture and social behavior
  11. 10.1037/0033-2909.98.2.219 · DOI · Paper page

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Metadata

Authors
Kacen, J. J., & Lee, J. A.
Venue
Journal of Consumer Psychology
Publisher
Wiley
Published
2002-01
Volume
12
Issue
2
Pages
163-176
ISSN
  • 1057-7408 (ISSN-L)
  • 1532-7663
DOI
10.1207/s15327663jcp1202_08
OpenAlex
W2054718618
Cited by
1,042
References
70
FWCI
26.61
Type
journal article
Language
en
Open access
closed
Licence
onlinelibrary.wiley.com/termsAndConditions#vor (vor, 2215 d)

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CoChat. (2026). Citation check: The Influence of Culture on Consumer Impulsive Buying Behavior. https://app.cochat.ai/papers/10.1207/s15327663jcp1202_08
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Kacen, J. J., & Lee, J. A. (2002). The Influence of Culture on Consumer Impulsive Buying Behavior. Journal of Consumer Psychology. https://doi.org/10.1207/s15327663jcp1202_08

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.