"…Do I need it, do I, do I really need this?": Exploring the Role of Rationalization in Impulse Buying Episodes

Andreas Chatzidakis · Andrew Smith · Sally Ann Hibbert

20 citations0/0 files storedACR North American Advances

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Consumer Retail Behavior Studies Decision-Making and Behavioral Economics Consumer Market Behavior and Pricing

Abstract

The paper complements existing research regarding the interplay between impulsive and deliberative processes in consumer decision making, by examining how cognition (in the form of rationalizations or motivated judgements) enables people to proceed with (rather than control) their impulses. It applies the concept of neutralization (Sykes and Matza, 1957), in the manner of a theory of motivated cognition and as a taxonomy of pre- and postbehavioral rationalizations; and presents findings from a preliminary study which suggests that neutralization theory can be applied to accounts of impulse buying episodes.

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References

2006Using thematic analysis in psychology 1990The case for motivated reasoning.1957Techniques of Neutralization: A Theory of Delinquency 1987The Buying Impulse 1995Normative Influences on Impulsive Buying Behavior 2002Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer Behavior 1991Time-inconsistent Preferences and Consumer Self-Control 2007Spent Resources: Self‐Regulatory Resource Availability Affects Impulse Buying

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2014The Relationship of Compulsive Buying with Consumer Culture and Post-Purchase Regret 2014Consumers’ neutralization strategies to counter normative pressure: The case of illegal downloading 2021What inhibits consumers in emerging countries from engaging in status consumption? A latent class conjoint analysis approach 2013Impact of relational collectivism on impulse buying for others 2015Impulse buying behaviour: an emerging market perspective 2017

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