IDEAS home Printed from https://ideas.repec.org/a/eee/aumajo/v28y2020i4p145-159.html
   My bibliography  Save this article

Envisioning the future of behavioral decision-making: A systematic literature review of behavioral reasoning theory

Author

Listed:
  • Sahu, Aditya Kumar
  • Padhy, R.K.
  • Dhir, Amandeep

Abstract

Behavioral theories have been extensively referred to in consumer behavior literature to understand the factors influencing user intentions and behavior. Behavioral reasoning theory (BRT) is a relatively new theory that determines the linkage between beliefs, reasons, motives, intentions, and behavior. This study conducts a systematic literature review (SLR) to synthesize the existing body of knowledge around BRT. The present SLR critically examines the origin of this theory and its linkages with other behavioral theories, thus providing insightful knowledge on its foundations. Further, it presents the state-of-the-art research knowledge, research themes, implications, and future directions related to BRT literature. Our analysis shows that the reasons for and reasons against construct plays an important role in predicting consumer behavior. This study also finds that research related to BRT is growing rapidly and needs methodological advancements. These findings will enable scholars and practitioners to better understand how BRT works, what its strengths and potential are, the contexts in which it has been utilized, its existing limitations, and the sort of methodological advancements needed in future studies on marketing.

Suggested Citation

  • Sahu, Aditya Kumar & Padhy, R.K. & Dhir, Amandeep, 2020. "Envisioning the future of behavioral decision-making: A systematic literature review of behavioral reasoning theory," Australasian marketing journal, Elsevier, vol. 28(4), pages 145-159.
    • Handle: RePEc:eee:aumajo:v:28:y:2020:i:4:p:145-159
    DOI: 10.1016/j.ausmj.2020.05.001
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S1441358220300367
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.ausmj.2020.05.001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
    2. Brijesh Sivathanu, 2018. "Adoption of Online Subscription Beauty Boxes: A Behavioural Reasoning Theory (BRT) Perspective," Journal of Electronic Commerce in Organizations (JECO), IGI Global, vol. 16(4), pages 19-40, October.
    3. Mark Peterson & Travis Simkins, 2019. "Consumers' processing of mindful commercial car sharing," Business Strategy and the Environment, Wiley Blackwell, vol. 28(3), pages 457-465, March.
    4. Fred D. Davis & Richard P. Bagozzi & Paul R. Warshaw, 1989. "User Acceptance of Computer Technology: A Comparison of Two Theoretical Models," Management Science, INFORMS, vol. 35(8), pages 982-1003, August.
    5. Gupta, Anil & Arora, Neelika, 2017. "Understanding determinants and barriers of mobile shopping adoption using behavioral reasoning theory," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 1-7.
    6. Francesc Miralles & Ferran Giones & Brian Gozun, 2017. "Does direct experience matter? Examining the consequences of current entrepreneurial behavior on entrepreneurial intention," International Entrepreneurship and Management Journal, Springer, vol. 13(3), pages 881-903, September.
    7. Shiksha Kushwah & Amandeep Dhir & Mahim Sagar & Bhumika Gupta, 2019. "Determinants of organic food consumption. A systematic literature review on motives and barriers," Post-Print hal-02559373, HAL.
    8. Seth, Himanshu & Talwar, Shalini & Bhatia, Anuj & Saxena, Akanksha & Dhir, Amandeep, 2020. "Consumer resistance and inertia of retail investors: Development of the resistance adoption inertia continuance (RAIC) framework," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    9. Denise Parris & Jon Peachey, 2013. "A Systematic Literature Review of Servant Leadership Theory in Organizational Contexts," Journal of Business Ethics, Springer, vol. 113(3), pages 377-393, March.
    10. Ryan, Jessica & Casidy, Riza, 2018. "The role of brand reputation in organic food consumption: A behavioral reasoning perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 239-247.
    11. Westaby, James D., 2005. "Behavioral reasoning theory: Identifying new linkages underlying intentions and behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 97-120, November.
    12. Gilal, Faheem Gul & Zhang, Jian & Paul, Justin & Gilal, Naeem Gul, 2019. "The role of self-determination theory in marketing science: An integrative review and agenda for research," European Management Journal, Elsevier, vol. 37(1), pages 29-44.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Sadiq, Muhammad Ahsan & Rajeswari, Balasundaram & Ansari, Lubna & Danish Kirmani, Mohd, 2021. "The role of food eating values and exploratory behaviour traits in predicting intention to consume organic foods: An extended planned behaviour approach," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    2. Calza, Francesco & Cannavale, Chiara & Zohoorian Nadali, Iman, 2020. "How do cultural values influence entrepreneurial behavior of nations? A behavioral reasoning approach," International Business Review, Elsevier, vol. 29(5).
    3. Ying, Shiyi & Huang, Youlin & Qian, Lixian & Song, Jinzhu, 2023. "Privacy paradox for location tracking in mobile social networking apps: The perspectives of behavioral reasoning and regulatory focus," Technological Forecasting and Social Change, Elsevier, vol. 190(C).
    4. Sarah Zafar & Saeed Badghish & Rana Muhammad Shahid Yaqub & Muhammad Zafar Yaqub, 2023. "The Agency of Consumer Value and Behavioral Reasoning Patterns in Shaping Webrooming Behaviors in Omnichannel Retail Environments," Sustainability, MDPI, vol. 15(20), pages 1-21, October.
    5. Sreen, Naman & Dhir, Amandeep & Talwar, Shalini & Tan, Teck Ming & Alharbi, Fatimah, 2021. "Behavioral reasoning perspectives to brand love toward natural products: Moderating role of environmental concern and household size," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    6. Muhammad Zeeshan Zafar & Adnan Maqbool & Lucian-Ionel Cioca & Syed Ghulam Meran Shah & Shahjahan Masud, 2021. "Accentuating the Interrelation between Consumer Intention and Healthy Packaged Food Selection during COVID-19: A Case Study of Pakistan," IJERPH, MDPI, vol. 18(6), pages 1-14, March.
    7. Arun T. M. & Puneet Kaur & Stefano Bresciani & Amandeep Dhir, 2021. "What drives the adoption and consumption of green hotel products and services? A systematic literature review of past achievement and future promises," Business Strategy and the Environment, Wiley Blackwell, vol. 30(5), pages 2637-2655, July.
    8. Ruparel, Namita & Bhardwaj, Seema & Seth, Himanshu & Choubisa, Rajneesh, 2023. "Systematic literature review of professional social media platforms: Development of a behavior adoption career development framework," Journal of Business Research, Elsevier, vol. 156(C).
    9. Chakraborty, Debarun & Singu, Hari Babu & Patre, Smruti, 2022. "Fitness Apps's purchase behaviour: Amalgamation of Stimulus-Organism-Behaviour-Consequence framework (S–O–B–C) and the innovation resistance theory (IRT)," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    10. Antonino Galati & Giuseppina Migliore & Alkis Thrassou & Giorgio Schifani & Giuseppina Rizzo & Nino Adamashvili & Maria Crescimanno, 2023. "Consumers’ Willingness to Pay for Agri-Food Products Delivered with Electric Vehicles in the Short Supply Chains," FIIB Business Review, , vol. 12(2), pages 193-207, June.
    11. Jeeyeon Jeong & Yaeri Kim & Taewoo Roh, 2021. "Do Consumers Care About Aesthetics and Compatibility? The Intention to Use Wearable Devices in Health Care," SAGE Open, , vol. 11(3), pages 21582440211, August.
    12. McLean, Graeme & Osei-Frimpong, Kofi & Al-Nabhani, Khalid & Marriott, Hannah, 2020. "Examining consumer attitudes towards retailers' m-commerce mobile applications – An initial adoption vs. continuous use perspective," Journal of Business Research, Elsevier, vol. 106(C), pages 139-157.
    13. Tandon, Anushree & Dhir, Amandeep & Kaur, Puneet & Kushwah, Shiksha & Salo, Jari, 2020. "Why do people buy organic food? The moderating role of environmental concerns and trust," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    14. Elizabeth Kempen & Lorna Christie, 2022. "Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension," Journal of Marketing and Consumer Behaviour in Emerging Markets, University of Warsaw, Faculty of Management, vol. 1(14), pages 4-21.
    15. Chen, Ching-Fu & Eccarius, Timo & Su, Pin-Chi, 2021. "The role of environmental concern in forming intentions for switching to electric scooters," Transportation Research Part A: Policy and Practice, Elsevier, vol. 154(C), pages 129-144.
    16. Lalicic, Lidija & Weismayer, Christian, 2021. "Consumers’ reasons and perceived value co-creation of using artificial intelligence-enabled travel service agents," Journal of Business Research, Elsevier, vol. 129(C), pages 891-901.
    17. Kihyung Kim & Sang-Lin Han & Young-Yong Jang & Yun-Chang Shin, 2020. "The Effects of the Antecedents of “Buy-Online-Pick-Up-In-Store” Service on Consumer’s BOPIS Choice Behaviour," Sustainability, MDPI, vol. 12(23), pages 1-15, November.
    18. Verma, Anuj & Chakraborty, Debarun & Verma, Meenakshi, 2023. "Barriers of food delivery applications: A perspective from innovation resistance theory using mixed method," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    19. Jan, Ihsan Ullah & Ji, Seonggoo & Kim, Changju, 2023. "What (de) motivates customers to use AI-powered conversational agents for shopping? The extended behavioral reasoning perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    20. Talwar, Shalini & Talwar, Manish & Kaur, Puneet & Dhir, Amandeep, 2020. "Consumers’ resistance to digital innovations: A systematic review and framework development," Australasian marketing journal, Elsevier, vol. 28(4), pages 286-299.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:aumajo:v:28:y:2020:i:4:p:145-159. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/australasian-marketing-journal/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.