The Influence of Culture on Consumer Impulsive Buying Behavior

J.J. Kacen, Julie Lee

Research output: Contribution to journalArticlepeer-review

499 Citations (Web of Science)


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) systernatically influence impulsive purchasing behavior.
Original languageEnglish
Pages (from-to)163-176
JournalJournal of Consumer Psychology
Issue number2
Publication statusPublished - 2002


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