Procedural learning,consumer decision making,and marketing communication |
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Authors: | Amna Kirmani Peter Wright |
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Institution: | (1) Fuqua School of Business, Duke University, 27706 Durham, NC;(2) Graduate School of Business, Stanford University, 94305 Stanford, CA |
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Abstract: | We examine the applicability of Anderson's (1982) procedural learning framework to consumer decision making within the context of how marketing communications influence people's procedural knowledge about selecting decision criteria for a buying decision. In particular, we explore the importance of explicit, conditional if-then statements (e.g., if you are choosing amongst ..., then you should ... ) in which the recommended decision-making operation is compatible with prior procedural knowledge. We test this framework in an exploratory study on advertising effects on women's decision criteria for fitness centers. |
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Keywords: | Procedural Knowledge Advertising Effects Decision Making |
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