IDEAS home Printed from
   My bibliography  Save this paper

Affective and rational consumer choice modes: The role of intuition, analytical decision-making, and attitudes to money


  • Andersson, Patric

    () (Dept. of Business Administration, Stockholm School of Economics)

  • Engelberg, Elisabeth

    () (Dept. of Business Administration, Stockholm School of Economics)


This 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.

Suggested Citation

  • Andersson, Patric & Engelberg, Elisabeth, 2006. "Affective and rational consumer choice modes: The role of intuition, analytical decision-making, and attitudes to money," SSE/EFI Working Paper Series in Business Administration 2006:13, Stockholm School of Economics.
  • Handle: RePEc:hhb:hastba:2006_013

    Download full text from publisher

    File URL:
    Download Restriction: no

    References listed on IDEAS

    1. 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.
    2. Peterson, Robert A, 1994. " A Meta-analysis of Cronbach's Coefficient Alpha," Journal of Consumer Research, Oxford University Press, vol. 21(2), pages 381-391, September.
    Full references (including those not matched with items on IDEAS)

    More about this item


    affect; attitudes to money; consumer choice; decision-making; intuition; shopping orientation; reasoning;

    NEP fields

    This paper has been announced in the following NEP Reports:


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hhb:hastba:2006_013. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Helena Lundin). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.