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Choice Based on Goals

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Author Info

  • Stijn Osselaer

    ()

  • Suresh Ramanathan
  • Margaret Campbell
  • Joel Cohen
  • Jeannette Dale
  • Paul Herr
  • Chris Janiszewski
  • Arie Kruglanski
  • Angela Lee
  • Stephen Read
  • J. Russo
  • Nader Tavassoli
Registered author(s):

    Abstract

    This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each class of goals, we discuss how goal activation is influenced by direct (subconscious) goal priming, by spreading activation from choice options, from other goals, and from the context, and by goal (non-)achievement. Opportunities for modeling goal-based choice, the integration of emotions in a theory of goal-based choice, and relationships with dual-process theories of decision making are discussed. Copyright Springer Science + Business Media, Inc. 2005

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    File URL: http://hdl.handle.net/10.1007/s11002-005-5896-y
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    Bibliographic Info

    Article provided by Springer in its journal Marketing Letters.

    Volume (Year): 16 (2005)
    Issue (Month): 3 (December)
    Pages: 335-346

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    Handle: RePEc:kap:mktlet:v:16:y:2005:i:3:p:335-346

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    Web page: http://www.springerlink.com/link.asp?id=100312

    Related research

    Keywords: goal-based choice; goal activation; consumer choice;

    References

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    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
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    1. Brendl, C Miguel & Markman, Arthur B & Messner, Claude, 2003. " The Devaluation Effect: Activating a Need Devalues Unrelated Objects," Journal of Consumer Research, University of Chicago Press, vol. 29(4), pages 463-73, March.
    2. Shiv, Baba & Huber, Joel, 2000. " The Impact of Anticipating Satisfaction on Consumer Choice," Journal of Consumer Research, University of Chicago Press, vol. 27(2), pages 202-16, September.
    3. Ariely, Dan & Levav, Jonathan, 2000. " Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed," Journal of Consumer Research, University of Chicago Press, vol. 27(3), pages 279-90, December.
    4. Lee, Angela Y & Sternthal, Brian, 1999. " The Effects of Positive Mood on Memory," Journal of Consumer Research, University of Chicago Press, vol. 26(2), pages 115-27, September.
    5. Bettman, James R & Luce, Mary Frances & Payne, John W, 1998. " Constructive Consumer Choice Processes," Journal of Consumer Research, University of Chicago Press, vol. 25(3), pages 187-217, December.
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    Cited by:
    1. Shane Frederick & George Loewenstein, 2008. "Conflicting motives in evaluations of sequences," Journal of Risk and Uncertainty, Springer, vol. 37(2), pages 221-235, December.
    2. Frank Goedertier & Kristof Geskens & Maggie Geuens & Bert Weijters, 2012. "Increasing choice satisfaction through goal-based labeling," Marketing Letters, Springer, vol. 23(1), pages 119-136, March.
    3. Emma Soane & Chris Dewberry & Sunitha Narendran, 2010. "The role of perceived costs and perceived benefits in the relationship between personality and risk-related choices," LSE Research Online Documents on Economics 28353, London School of Economics and Political Science, LSE Library.

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