Affective and rational consumer choice modes: The role of intuition, analytical decision-making, and attitudes to money
AbstractThis paper was motivated by a paucity of research addressing how consumer decision-making is related to beliefs about money and different modes of reasoning. To investigate this issue, data were collected from 142 participants, who filled out questionnaires involving scales aimed to measure affective and rational purchase approaches, intuitive and analytical decision-making styles, as well as money attitudes. One finding was that consumers interchangeably rely on affective and rational approaches when interacting with the marketplace. Another finding was that those approaches were not only related to either intuitive or analytical decision-making styles but also to money attitudes. The findings are argued to provide an impetus to continuous investigation of the role of decision-making styles and money beliefs for consumer choice modes.
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Bibliographic InfoPaper provided by Stockholm School of Economics in its series Working Paper Series in Business Administration with number 2006:13.
Length: 16 pages
Date of creation: 03 Jan 2006
Date of revision:
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affect; attitudes to money; consumer choice; decision-making; intuition; shopping orientation; reasoning;
This paper has been announced in the following NEP Reports:
- NEP-ALL-2006-12-16 (All new papers)
- NEP-CBE-2006-12-16 (Cognitive & Behavioural Economics)
- NEP-MKT-2006-12-16 (Marketing)
- NEP-UPT-2006-12-16 (Utility Models & Prospect Theory)
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.:
- Allen, Michael W. & Ng, Sik Hung, 1999. "The direct and indirect influences of human values on product ownership," Journal of Economic Psychology, Elsevier, vol. 20(1), pages 5-39, February.
- Peterson, Robert A, 1994. " A Meta-analysis of Cronbach's Coefficient Alpha," Journal of Consumer Research, University of Chicago Press, vol. 21(2), pages 381-91, September.
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