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Summary Consumer Behaviour
- Instelling
- Universiteit Van Amsterdam (UvA)
Samenvatting van alle artikelen van de Consumer Behavior course (elective/Marketing)
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InhoudsopgaveIntroduction
to
Consumer
Behavior
.................................................................................................
3
Peter,
J.
P.,
&
Olson,
J.
C.
(2001).
Consumer
Behavior
and
Marketing
Strategy.
Boston,
Ma:
McGraw‐Hill.
Chapter
1:
Introduction
to
Consumer
Behavior
and
Marketing
Strategy,
4‐14.
......................................................
3
Peter,
J.
P.,
&
Olson,
J.
C.
(2001).
Consumer
Behavior
and
Marketing
Strategy.
Boston,
Ma:
McGraw‐Hill.
Chapter
2:
A
Framework
for
Consumer
Analysis,
20‐31.
...................................................................................................
4
Zajonc,
R.
B.,
&
Markus,
H.
(1982).
Affective
and
Cognitive
Factors
in
Preferences.
Journal
of
Consumer
Research,
9(2),
123‐131.
..................................................................................................................................................................
5
Armitage,
C.
J.,
&
Christian,
J.
(2003).
From
Attitudes
to
Behavior:
Basic
and
Applied
Research
on
the
Theory
of
Planned
Behavior.
Current
Psychology,
22(3),
187‐195.
..............................................................................
7
Behavior
Modification
Perspective
..................................................................................................
9
Nord,
W.
R.,
&
Peter,
J.
P.
(1980).
A
Behavior
Modification
Perspective
on
Marketing.
Journal
of
Marketing,
44(2),
36‐47.
..........................................................................................................................................................................................
9
Peter,
J.
P.,
&
Nord,
W.
R.
(1982).
A
Clarification
and
Extension
of
Operant
Conditioning
Principles
in
Marketing.
Journal
of
Marketing,
46(3),
102‐107.
..............................................................................................................
13
Fournier,
A.
K.,
Ehrhart,
I.
J.,
Glindemann,
K.
E.,
&
Geller,
E.
S.
(2004).
Intervening
to
Decrease
Alcohol
Abuse
at
University
Parties:
Differential
Reinforcement
of
Intoxication
Level.
Behavior
Modification,
28(2),
167‐181.
...................................................................................................................................................................................
15
Deslauriers,
B.
C.,
&
Everett,
P.
B.
(1977).
Effects
of
Intermittent
and
Continuous
Token
Reinforcement
on
Bus
Ridership.
Journal
of
Applied
Psychology,
62(4),
369‐
375.
..................................................................................
16
Kim,
J.,
Lim,
J.‐S.,
&
Bhargava,
M.
(1998).
The
role
of
affect
in
attitude
formation:
A
classical
conditioning
approach.
Journal
of
the
Academy
of
Marketing
Science,
26(2),
143‐152.
Focus
on
the
first
experiment
(pp.
143‐147)!
.....................................................................................................................................................................................
17
Attitude
Formation
and
Persuasion
...............................................................................................
20
Reynolds,
T.
J.,
&
Gutman,
J.
(1984).
Advertising
Is
Image
Management.
Journal
of
Advertising
Research,
24(1),
27‐37.
........................................................................................................................................................................................
20
Petty,
R.
E.,
&
Cacioppo,
J.
T.
(1983).
Central
and
peripheral
routes
to
persuasion:
Application
to
advertising.
In
L.
Percy
&
A.
Woodside
(Eds.),
Advertising
and
consumer
psychology,
3‐23.
Lexington,
MA:
D.
C.
Heath.
Posted
in
Blackboard!
.......................................................................................................................................
23
Zhang,
Y.,
&
Zinkhan,
G.
M.
(2006).
Responses
to
Humorous
Ads.
Journal
of
Advertising,
35(4),
113‐127.
.......................................................................................................................................................................................................................
26
Kim,
J.,
Lim,
J.‐S.,
&
Bhargava,
M.
(1998).
The
role
of
affect
in
attitude
formation:
A
classical
conditioning
approach.
Journal
of
the
Academy
of
Marketing
Science,
26(2),
143‐152.
Focus
on
the
second
experiment
(p.
147
and
further)!
............................................................................................................................................................................
29
Consumer
Irrationality
..................................................................................................................
29
Ariely,
D.,
Loewenstein,
G.,
&
Prelec,
D.
(2006).
Tom
Sawyer
and
the
construction
of
value.
Journal
of
Economic
Behavior
&
Organization,
60(1),
1‐10.
................................................................................................................
29
Shampanier,
K.,
Mazar,
N.,
&
Ariely,
D.
(2007).
Zero
as
a
Special
Price:
The
True
Value
of
Free
Products.
Marketing
Science,
26(6),
742‐757.
...........................................................................................................................................
30
Lee,
L.,
Frederick,
S.,
&
Ariely,
D.
(2006).
Try
It,
You'll
Like
It:
The
Influence
of
Expectation,
Consumption,
and
Revelation
on
Preferences
for
Beer.
Psychological
Science,
17(12),
1054‐1058.
........................................
33
Consumers
on
Online
Social
Networks
..........................................................................................
34
Steinfield,
C.,
Ellison,
N.B.,
Lampe,
C.
(2008).
Social
capital,
self‐esteem,
and
use
of
online
social
network
sites:
A
Longitudinal
Analysis.
Journal
of
Applied
Developmental
Psychology,
29,
434‐445.
.........................
34
Wilcox,
K.,
&
Stephen,
A.T.
(2013).
Are
Close
Friends
the
Enemy?
Online
Social
Networks,
Self‐Esteem,
and
Self‐Control.
Journal
of
Consumer
Research,
40(1),
90‐
103.
............................................................................
37
Zhu,
R.,
Dholakia,
U.,
Chen,
X.,
and
Algesheimer,
R.
(2012).
Does
Online
Community
Participation
Foster
Risky
Financial
Behavior?
Journal
of
Marketing
Research,
394‐407.
Focus
on
Study
3
(pp.
394‐396,
402‐405).
...............................................................................................................................................................................................
39
,Utz,
S.,
&
Beukeboom,
C.K.
(2011).
The
Role
of
Social
Network
Sites
in
Romantic
Relationships:
Effects
on
Jealousy
and
Relationship
Happiness,
Journal
of
Computer‐Mediated
Communication,
16,
511‐527.
....
41
Paradoxes
in
Consumer
Behavior
..................................................................................................
43
Acquisti,
A.
&
Grossklags,
J.
(2004).
Losses,
Gains,
and
Hyperbolic
Discounting:
An
Experimental
Approach
to
Personal
Information
Security
Attitudes
and
Behavior.
In
J.
Camp
and
R.
Lewis
(eds),
The
Economics
of
Information
Security,
Kluwer.
.........................................................................................................................................................
43
Sweeny,
K.,
Melnyk,
D.,
Miller,
W.,
&
Shepperd,
J.
A.
(2010).
Information
avoidance:
Who,
what,
when,
and
why.
Review
of
General
Psychology,
14(4),
340–
353.
.........................................................................................................
45
Scheibehenne,
B.,
Greifeneder,
R.,
&
Todd,
P.
M.
(2010).
Can
There
Ever
Be
Too
Many
Options?
A
Meta‐
Analytic
Review
of
Choice
Overload.
Journal
of
Consumer
Research,
37(3),
409–425.
........................................
48
Norton,
M.
I.,
Mochon,
D.,
&
Ariely,
D.
(2012).
The
IKEA
effect:
When
labor
leads
to
love.
Journal
of
Consumer
Psychology,
22(3),
453–460.
.....................................................................................................................................
50
Dickerson,
C.,
Thibodeau,
R.,
Aronson,
E.,
&
Miller,
D.
(1992).
Using
Cognitive
Dissonance
to
Encourage
Water
Conservation.
Journal
of
Applied
Social
Psychology,
22(11),
841–854.
.........................................................
52
, Introduction
to
Consumer
Behavior
Peter,
J.
P.,
&
Olson,
J.
C.
(2001).
Consumer
Behavior
and
Marketing
Strategy.
Boston,
Ma:
McGraw-‐Hill.
Chapter
1:
Introduction
to
Consumer
Behavior
and
Marketing
Strategy,
4-‐14.
How
can
consumer
behaviour
research
help
Internet
marketers
increase
their
chances
of
success?
Marketers
have
long
argued
that
the
marketing
concept
is
the
appropriate
philosophy
for
conducting
business.
Simply
stated,
the
marketing
concept
suggests
an
organization
should
satisfy
consumer
needs
and
wants
to
make
profits.
• Companies
are
making
changes
to
serve
consumers
better
for
three
major
reasons:
o First,
the
dramatic
success
of
Japanese
companies,
such
as
Toyota
and
Sony,
that
focus
on
providing
consumers
with
value-‐laden
products
has
spurred
other
companies
to
follow
suit.
o The
second
major
reason
for
the
shift
to
focusing
on
consumers
is
the
dramatic
increase
in
the
quality
of
consumer
and
marketing
research.
! Thus,
companies
are
now
better
able
to
actually
implement
the
marketing
concept.
o A
third
reason
for
the
increased
emphasis
on
consumers
is
the
development
of
the
Internet
as
a
marketing
tool.
• Savvy
marketers
have
also
recognized
that
the
Internet
can
be
used
to
conduct
marketing
research
studies
and
collect
other
useful
information
about
consumers
that
can
be
used
to
develop
effective
marketing
strategies.
What
is
consumer
behaviour
Consumer
behaviour:
the
dynamic
interaction
of
affect
and
cognition,
behaviour,
and
the
environment
by
which
human
beings
conduct
the
exchange
aspects
of
their
lives.
In
other
words,
consumer
behaviour
involves
the
thoughts
and
feelings
people
experience
and
the
actions
they
perform
in
consumption
processes.
• These
include
comments
from
other
consumers,
advertisements,
price
information,
packaging,
product
appearance,
and
many
others.
Consumer
behaviour
is
dynamic
Consumer
behaviour
is
dynamic
because
the
thinking,
feeling,
and
actions
of
individual
consumers,
target
consumer
groups,
and
society
at
large
are
constantly
changing.
• Because
product
life
cycles
are
shorter
than
ever
before,
many
companies
have
to
innovate
constantly
to
create
superior
value
for
customers
and
stay
profitable.
Consumer
behaviour
involves
interactions
Consumer
behaviour
involves
interactions
among
people’s
thinking,
feelings,
and
actions,
and
the
environment.
Thus
marketers
need
to
understand
what
products
and
brands
mean
to
consumers,
what
consumers
must
do
to
purchase
and
use
them,
and
what
influences
shopping,
purchase,
and
consumption.
Consumer
behaviour
involves
exchanges
Consumer
behaviour
involves
exchanges
between
human
beings.
In
other
words,
people
give
up
something
of
value
to
others
and
receive
something
in
return.
Approaches
to
consumer
behaviour
research
As
shown
in
the
following
figure,
there
are
three
major
approaches
to
studying
consumer
behaviour.
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