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Consumer substitution decisions: an integrative framework

Author

Listed:
  • Rebecca Hamilton

    ()

  • Debora Thompson

    ()

  • Zachary Arens

    ()

  • Simon Blanchard

    ()

  • Gerald Häubl

    ()

  • P. Kannan

    ()

  • Uzma Khan

    ()

  • Donald Lehmann

    ()

  • Margaret Meloy

    ()

  • Neal Roese

    ()

  • Manoj Thomas

    ()

Abstract

Substitution decisions have been examined from a variety of perspectives. The economics literature measures cross-price elasticity, operations research models optimal assortments, the psychology literature studies goals in conflict, and marketing research has examined substitution-in-use, brand switching, stockouts, and self-control. We integrate these perspectives into a common framework for understanding consumer substitution decisions; their specific drivers (availability of new alternatives, internal vs. external restrictions on choice); the moderating role of a consumer’s commitment to an initially desired alternative; and the affective, motivational, cognitive, and behavioral outcomes of substitution. We use this framework to recommend new avenues for research. Copyright Springer Science+Business Media New York 2014

Suggested Citation

  • Rebecca Hamilton & Debora Thompson & Zachary Arens & Simon Blanchard & Gerald Häubl & P. Kannan & Uzma Khan & Donald Lehmann & Margaret Meloy & Neal Roese & Manoj Thomas, 2014. "Consumer substitution decisions: an integrative framework," Marketing Letters, Springer, vol. 25(3), pages 305-317, September.
  • Handle: RePEc:kap:mktlet:v:25:y:2014:i:3:p:305-317
    DOI: 10.1007/s11002-014-9313-2
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    References listed on IDEAS

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    1. repec:eee:joreco:v:29:y:2016:i:c:p:12-21 is not listed on IDEAS
    2. repec:spr:amsrev:v:7:y:2017:i:1:d:10.1007_s13162-017-0093-8 is not listed on IDEAS
    3. Santi, Éverton & Aloise, Daniel & Blanchard, Simon J., 2016. "A model for clustering data from heterogeneous dissimilarities," European Journal of Operational Research, Elsevier, vol. 253(3), pages 659-672.

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