Anticipatory consumer socialization

While most consumer socialization research has focused upon the development of consumer orientations that young people can enact, little research exists on how children and adolescents develop consumer orientations that have relevance for adult consumer behavior. This article addresses the concept of anticipatory consumer socialization by focusing on a variety of consumer cognitions and how they are acquired.     

基于营销学视角的生活方式研究述评

生活方式的概念与研究最初起源于心理学与社会学，20世纪60年代，市场营销研究者将生活方式的概念引入了营销学领域，特别是应用在消费者市场细分上，逐步在营销管理与消费行为研究领域中得到了广泛地应用与关注。本文从生活方式的概念出发，着重研究了国内外衡量生活方式的衡量方法，最后分析了生活方式的发展趋势，提出了将来的发展方向。     

The role of rationalization in consumer decision processes: A revisionist approach to consumer behavior

Consumer behavior theory, as it has largely evolved from economics with its rigid adherence to marginal utility theory, suggests that consumers are highly rational and that they basically strive to maximize utility or satisfaction by the careful rationing of resources. In this paper, the typical assumptions in consumer decision process models are reviewed and analyzed, the empirical evidence supporting the models of the rational consumer is challenged, the concept of rationalization is developed and the existential support for the concept is examined, the role and significance of alternative ego state on consumer decision processes are explained and finally, the rudiments of a revisionist approach to consumer behavior are advanced. An earlier draft of this paper entitled “Consumer Decision Processes: The Role and Influence of Rationalization” was presented at the annual meeting of The American Psychological Association Division 23 in 1977. The author was assisted in the preparation and development of this earlier draft by Dr. Chem Narayana. This assistance is herewith acknowledged.     

On the significance of statistically insignificant results in consumer behavior experiments

Experimentation is the sine qua non of consumer behavior research, and much of what is thought to be known about the behavior of consumers is based on findings from experiments. However, many articles that report consumer behavior experiments contain one or more results that are significantly insignificant. That is, one or more experimental results are so unusually weak or minuscule that they are unlikely to have come about by chance. As such, significantly insignificant results can be due to the “failure” of the theory underlying an experiment and/or the flawed design or implementation of an experiment. Consequently, significantly insignificant results have implications for the theories and methodologies employed in consumer behavior experiments, the quality of conclusions drawn from the experiments, and the credibility of the consumer behavior research discipline as a whole.     

Extending the concept of shopping: An investigation of browsing activity

In many previous studies of consumer behavior, shopping has been equated with buying. This research examines the concept of browsing—the examination of a retailer’s merchandise without a current intent to buy. Results indicate that for the product classes of clothing and personal computers, browsing is related to perceptions of relevant dimensions of the retail environment. In addition, heavy browsers are more involved with the product, are more knowledgeable, and are more likely to be opinion leaders than are other consumers. Suggestions for future research are also noted.     

Consumer behavior in later life: Multidisciplinary contributions and implications for research

The recent focus on the aging population has created increasing interest in studying older consumers. Numerous theories, models, and frameworks available in various disciplines have been or could be used to study the behavior of older adults in the marketplace. This article presents many of these approaches and assesses their current status and relevance to consumer research. Contributions of various approaches to the study of consumer behavior in later life are discussed in the form of propositions and implications for consumer research and marketing practice, methodological issues related to some of these approaches are highlighted, and a research agenda is recommended to help investigators in future research.     

A conceptualization of the consumer behavior discipline

Consumer behavior, as a social science discipline, is analyzed from a developmental perspective. Seven developmental levels or stages are identified reflecting the growing role of consumer behavior study in applied social settings. A classification schema is also presented in an attempt to categorize consumer behavior research     

Life course perspectives on consumer behavior

Although marketing researchers have recognized the importance of early life experiences in shaping patterns of consumer behavior in later life, they have inadequate theoretical and methodological bases for investigating consumption-related issues over the life course. As a result, relatively little is known about the changes consumers experience over time, how they respond to these changes, and how early life experiences affect their consumer behavior. The life course approach, developed as an interdisciplinary program for studying various aspects of behavior, offers a framework for filling gaps in previous efforts to study consumer behavior over time. The purpose of this article is to advocate the life course approach for studying various types of market behavior. First, the author presents a general conceptual life course framework that serves as a blueprint for discussing theoretical perspectives and organizing, integrating, and reporting consumer research relevant to the life course paradigm. Second, methods of data analysis compatible with life course research are discussed. Finally, select areas of interest to marketing researchers (materialism and compulsive consumption) illustrate how the life course approach might contribute to previous efforts to study these consumer behaviors in an innovative way.     

Institutional positioning: A dynamic concept for retailing strategy

The importance of retail image, i.e., consumers' perceptions of retail institutions, is well known to retailers and to marketers alike. The popularity of the issues surrounding the actual measurement of consumer perceptions of various stores is evidenced by the large number of studies published during the last 15 years. A review of the published research, however, teveals that this increased interest in retail image research has not been matched with an increase in methodological sophistication. The indication is that, with few exceptions, retail image research has not progressed very far in the past 10 years. The major weaknesses of the current retail image studies are discussed, and suggestions for improving the quality and usefulness of image research are outlined.     

“Add-on” purchasing: Consumer behavior in the trial of new products

The research reported here examines consumer behavior in the trial of new consumer packaged goods. Panel data tracking purchase patterns over the first two years of introduction for seven low-priced consumer goods was utilized to study both the timing and quantity of individual household new product trials. A behavior termed “add-on” purchasing (buying trial brands in addition to regularly purchased brands) was exhibited across all seven new products. Implications of this “add on” behavior are discussed.     

The role of aesthetic taste in consumer behavior

In light of the increasing interest in hedonic aspects of consumer behavior, it is clear that consumer taste plays a critical role in judgment and decision making, particularly for hedonic products and services. At the present time, however, our understanding of consumer aesthetic taste and its specific role for consumer behavior is limited. In this article, we review the literature from a variety of fields such as sociology, psychology, philosophy, and consumer behavior in order to develop a conceptual definition of consumer aesthetic taste. We then explore various issues related to taste and develop a conceptual framework for the relevance of expertise vs. taste in consumer decision-making. Finally, we present an agenda for future research on this important topic.     

从家电下乡看河南农村消费市场的开发

河南是家电下乡活动首批试点,在开发农村消费市场上取得了一定成绩,如在一定程度上缩小了农村与城市消费市场增速差距,但也存在一些问题,如农民收入低限制农村消费市场空间的释放等。通过对河南家电下乡活动的研究,给开发农村消费市场带来不少启示,如增加农民收入是开发农村消费市场的关键,改善消费硬环境、完善农村社会保障制度、转变农民消费观念是开发农村消费市场不容忽视的因素。     

Attitudes of advertising executives toward the consumer behavior course

What should be taught to marketing students has always been an intriguing question. The marketing curriculum as a whole and specific courses have been the topic of much debate. One of the marketing courses, consumer behavior, was the subject of this research. A survey of advertising executives revealed some interesting perceptions regarding the consumer behavior course. Most executives believed the course was helpful in making decisions in the advertising area. However, the advertising executives ranked the consumer behavior course as only moderately important in usefulness to advertisers when compared with nine other marketing courses. Interestingly, the executives that had completed a consumer behavior course ranked the course lower in importance than the executives who had not taken the course. Generally, advertising executives believed the consumer behavior course was too abstract and theoretical in orientation and could be imporved through the use of case studies and more direct application examples of the consumer behavior theories presented in the course.     

Consumer life styles and market segmentation

Consumer behaviorists faced with the task of segmenting markets increasingly turn to the study of consumer life styles. The life style concept and its role in predicting consumer decisions are analyzed here. One methodology known as AIO or life style research has proven especially useful in identifying heavy users of specific product categories. Three representative AIO portraits—for beer, eye make-up, and bank credit cards—are outlined. An evaluation of life styles as a systems concept suggests bright prospects for presenting research findings to clients, formulating creative strategies, positioning products and services and selecting media. C. W. Post Center, L.I.U. Doubleday Advertising Co.     

The consumer retail search process: A conceptual model and research agenda

Consumers are continually faced with the task of finding their way through a wide variety of retail environments. Surprisingly, very little research has addressed questions about how consumers physically search through retail settings. This article explores this important, yet little researched behavior. A conceptual model of the consumer’s retail search process (CRSP) and several research propositions are advanced. The CRSP model integrates research findings relevant to an understanding of consumer retail search behavior. Literature from such diverse fields of scientific inquiry as environmental psychology, human factors, architecture, and marketing are reviewed and serve as the theoretical basis of the CRSP model. He received his Ph.D. in marketing from Pennsylvania State University in 1991. His current research interest concerns how consumers interact with the physical environment and how this interaction influences subsequent behavior. His research has been published in theInternational Journal of Research in Marketing and theJournal of Marketing Education. His teaching and research interests focus on marketing and the environment and services marketing. He has carried out extensive research under sponsorship of federal, state, and local agencies on consumer behavior and urban travel and energy consumption. He received a B.S. degree in psychology from the University of Washington in 1966 and a Ph.D., also in psychology, from the University of North Carolina in 1972.     

消费者情感依恋形成机理研究演进

消费者情感依恋是消费者与产品或者品牌之间的情感联结,是研究消费者忠诚形成的一条新路径,也是近年来消费者行为研究的新视角.综观20多年来国外心理学依恋理论及营销学中有关消费者情感依恋的研究成果,人们对情感依恋理论的起源、内涵、影响因素及作用机理已有相当了解,这对于企业与消费者形成稳固的长期关系、赢得持续竞争优势具有重要的...     

The behavioral perspective model of purchase and consumption: From consumer theory to marketing practice

The Behavioral Perspective Model of purchase and consumption (BPM) portrays the rate at which consumer behaviors take place as a function of the relative openness of the setting in which they occur and the informational and hedonic reinforcement available in or promised by the setting. Each of eight combinations of contingencies based on these explanatory variables is uniquely related to a specific mode of observed consumer behavior. By providing an environmental perspective on consumer behavior, the model makes a critical contribution to the development of contemporary consumer research that frequently decontextualizes its subject matter. It also presents an innovative conceptualization of the nature of marketing strategies.     

How low spending control harms consumers

Self-control is a critical aspect of consumer behavior that has wide-ranging implications for individual and societal welfare. The present research builds upon previous work regarding consumer spending self-control by examining the financial, decision making, social, and psychological consequences of low consumer spending self-control. Further, the relationship between consumer spending self-control and general self-control is explored, contributing to a greater understanding of how more general traits translate into spending-related outcomes. This research includes investigations of allocations to retirement accounts, responses to credit limits, resource depletion effects from repeated decision making, and the potential for broader negative social and psychological consequences from low consumer spending self-control.     

Older consumers’ orientations toward age-based marketing stimuli

The increasing size of the aged population is becoming important to marketers interested in developing marketing programs, policymakers interested in the effects of marketing activities on the well-being of older adults, and researchers who wish to understand this segment as consumers. This research presents theoretical foundations useful in understanding older adults as consumers and, based on these foundations, a model is developed and tested to help learn about antecedents and processes that affect the way older adults respond to marketing offerings targeted at them. where he is also a member of the Gerontology program faculty. He received his Ph.D. from the University of Wisconsin. An internationally recognized authority on marketing to older adults, Dr. Moschis is the author of several books and more than 100 peer-reviewed articles and papers. He has been a consultant to leading agencies throughout the country and abroad, a frequent speaker at business forums, and a contributor to various consumer and trade publications. He received his Ph.D. in Business Administration from Georgia State University. His current research interests are in the areas of consumer behavior and research methodology. He has published several papers in various proceedings and the Journal of Direct Marketing. She received her Ph.D. in Business Administration from Georgia State University. Her major research interests are in the areas of consumer behavior of the elderly and consumer socialization. She has published several articles and papers in various journals and proceedings.