Outside the Organization: The Analysis of Consumer Behavior

Abstract

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Behavioural psychology, marketing and consumer behaviour: a literature review and future research agenda

“…Rajala and Hantula (2000) first introduced the idea of foraging as a possible model of consumer behaviour, as well as a specific model-the BEC (see also DiClemente & Hantula, 2003a, 2003bHantula, DiClemente, & Rajala, 2001). Building on the synergistic coupling between behaviour analysis and behavioural ecology (Fantino, 1985), the BEC applies mathematical models of optimal foraging theory (Stephens & Krebs, 1986) to human consumption through operant experimentation and is described as a synthesis of Darwinian theory, foraging theory, and the effects of delay on decision making (Hantula, DiClemente, Brockman, & Smith, 2008).…”

Functions of Organizational Leaders in Cultural Change: Financial and Social Well-Being

“…The consumer side of an organization has been largely ignored within behavior analysis. Fortunately, a few ideas about this area lay substantial groundwork for an advanced analysis of consumer behavior (e.g., Foxall, 1999Foxall, , 2001Foxall, , 2010Foxall, , 2015Hantula, DiClemente, & Rajala, 2001). Most consumer research disregards the effect of the consumer setting on behavior and is often not grounded in empirically demonstrated principles.…”

Behavioral Economics in Consumer Behavior Analysis

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Since its inception, consumer behavior analysis has sought to meld behavioral psychology, behavioral economics, and marketing science into a unified whole that comprehends consumer behavior in a unique way (Foxall, 1990(Foxall, /2004(Foxall, , 2011Hantula, DiClemente, & Rajala, 2001). A special issue of the journal Managerial and Decision Economics was recently devoted to operant behavioral economics, and I am delighted that this special issue of The Behavior Analyst brings together further contributions of that discipline to consumer behavior analysis.

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“…Consumer behavior analysis draws upon this confluence of the behavioral psychology and microeconomics that comprise operant behavioral economics, relating them to the behavior of consumers as it is revealed by consumer research and marketing science (Foxall, 1998;Hantula et al, 2001;Hantula & Wells, 2013). Recent contributions include a volume dedicated to a wide range of theoretical and empirical studies (Foxall, 2016b) and a succinct introduction to consumer behavior analysis as a means of integrating behavior analysis, behavioral economics, and marketing science (Foxall, 2017).…”