A meta-analysis of consumer impulse buying Clinton Amos a,n , Gary R. Holmes b,1 , William C. Keneson c a Goddard School of Business, Weber State University, 3801 University Circle, Ogden, UT 84408, United States b Breech School of Business Administration, Drury University, 900 North Benton, Springfield, MO 65802, United States c Moore School of Business, University of South Carolina, 1705 College Street, Columbia, SC 29208, United States article info Article history: Received 20 September 2012 Received in revised form 18 November 2013 Accepted 19 November 2013 Keywords: Impulse buying Meta-analysis Impulsivity Impulsive Impulse buying trait Impulse buying tendency abstract This study provides a meta-analysis of the impulse buying literature and examines common antecedents for impulse buying behavior. An exploration of the impulse buying literature results in the establishment of three overarching constructs used as independent variables: dispositional, situational, and socio- demographic variables. The Kruskal–Wallis test was used to assess which variables are shown to have the strongest effect on impulse buying and suggest that the dispositional/situational interaction variables have the strongest relationship with impulse buying followed by dispositional, situational, and socio- demographic main effects, respectively. Specific dispositional, situational, and sociodemographic con- structs are explored further along with moderating effects. Implications of the findings are discussed. & 2013 Elsevier Ltd. All rights reserved. 1. Introduction Retailers are delighted when a shopper feels a sudden impulse to buy a new blouse while browsing at a shopping mall or places a candy bar in their shopping cart while standing in the checkout line. Past research has shown that unplanned purchases account for up to 60% of all purchases (Inman and Winer, 1998; Mattila and Wirtz, 2008) and that impulse buys can account for anywhere from 40% to 80% of purchases depending on product category (e.g., Hausman, 2000; Kacen et al., 2012; NEFE, 2012; West, 1951). The fact that unplanned, and specifically, impulse buying, accounts for a sizable percentage of all purchases is supported by recent industry research. For instance, in a 2012 study by Point-of- Purchase Advertising International, it was reported that 76% of all purchase decisions are made in the store (POPAI, 2012) and according to the National Endowment for Financial Education, more than 87% of American adults admit to making impulse buys (NEFE, 2010). Research by Coca Cola has shown that impulse buying accounts for more than 50% of all grocery purchases (CNBC, 2009). In addition, recent research reports that the Millen- nial generation is 52% more likely to make an impulse purchase to pamper oneself than any other generation (Tuttle, 2012). Retailers, armed with the knowledge that consumers frequently make impulse purchases, are interested in the impulse buying phenomenon because they hope to appeal to consumers’ impulsive tendencies (e.g., Clover, 1950; Kacen et al., 2012; Pentecost and Andrews, 2010; Puri, 1996). Recently in an online context, research- ers have examined how to better appeal to impulse buyers to take advantage of the behavior which has assisted brick-and-mortar retailers flourish for decades (Kervenoael et al., 2009; Park et al., 2012; Verhagen and van Dolen, 2011; Wells et al., 2011). Regardless of context, a primary objective in retailing is to increase impulse temptation to enhance sales (e.g., Beatty and Ferrell, 1998; Kacen et al., 2012; Puri, 1996). Due to the practical implications and pervasiveness of impulse buying, retailing has focused considerable efforts on facilitating the behavior (e.g., Dholakia, 2000; Kervenoael et al., 2009; Roberts and Manolis, 2012). Retailers are not the only group with interest; researchers have also been interested in impulse buying behavior, generating numerous studies in recent decades. Consumer organizations such as the National Consumers’ League and American Association of Retired Persons (AARP) have exerted effort to inform consumers about marketers’ desires to facilitate the behavior (National Consumers League, 2011; Yeager, 2012). It is astonishing to note, with the high level of interest from retailers, consumer groups, and researchers, impulse buying is still considered to be a construct without a clear theoretical frame- work. The definition of impulse buying has evolved over time and there has been little effort to amalgamate the findings related to impulse buying antecedents. Studies have explored a great variety Contents lists available at ScienceDirect journal homepage: www.elsevier.com/locate/jretconser Journal of Retailing and Consumer Services 0969-6989/$ - see front matter & 2013 Elsevier Ltd. All rights reserved. http://dx.doi.org/10.1016/j.jretconser.2013.11.004 n Corresponding author. Tel.: þ1 801 626 6075, mobile: þ940 595 2788; fax: þ1 801 626 7423. E-mail addresses: clintonamos@weber.edu (C. Amos), gholmes@drury.edu (G.R. Holmes), kenesonw@email.sc.edu (W.C. Keneson). 1 Tel.: þ1 417 873 7828; fax: þ1 417 873 7537. Please cite this article as: Amos, C., et al., A meta-analysis of consumer impulse buying. Journal of Retailing and Consumer Services (2013), http://dx.doi.org/10.1016/j.jretconser.2013.11.004i Journal of Retailing and Consumer Services ∎ (∎∎∎∎) ∎∎∎–∎∎∎