Perspectives on consumer decision making: an integrated approach

Hansen, Torben

doi:10.1002/cb.33

Cited by 147 publications

(106 citation statements)

References 77 publications

(76 reference statements)

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“…This finding confirms earlier findings indicating that utilitarian value interacts positively with hedonic value (Babin, Darden, & Griffen, 1994) and that when online consumers form cognition about an advertisement, this will facilitate more intense hedonic reactions (Hansen, 2005;Fiore & Kim, 2007). This leads us to conclude that utilitarian value plays an important mediating role, converting rational stimuli into purchase acts.…”

Section: Summery Of Findingssupporting

confidence: 91%

“…Babin et al (1994) point out that utilitarian and hedonic values are not merely alternatives to one another but also actually interact. Hansen (2005) also posits that an overall assessment of utility based on perceptions will lead to a greater emotional reaction. Fiore and Kim (2007) argue that when consumers feel that they can more efficiently acquire goods because the desired items are easy to locate, they will also feel that they have time for more leisurely browsing and, therefore, feel pleasure.…”

Section: H2mentioning

confidence: 99%

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Exploring Routes to Persuasive Online Advertising

Tsao¹

2014

IJBM

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Studies show that the Internet is gaining status as a mainstream medium for delivering advertisements and that online advertising may surpass advertising in traditional media. This study proposes a model for evaluating the effects of various elements of Internet advertisements on purchase intention and outlines a potential route by which persuasive messages might travel. A structural equation model is developed to test the causal effect between those constructs. The multiple-group analysis is applied to investigate the moderating effect of Internet usage.The empirical results show that (1) purchase intention is influenced indirectly by peripheral cues via the mediation of hedonic value, (2) purchase intention is influenced indirectly by central cues via the mediation of utilitarian value and search intention, (3) Internet usage plays a partial moderating role in persuasive communication, and (4) utilitarian value plays a critical meditating role by converting rational ad stimuli into purchase acts after the persuasive communication effected by online advertisements. This study clarified the process of consumer perception and interpretation towards online advertisement information, proposing two pathways for persuasion. Furthermore, we confirmed that in the event that more central cures are released in online advertisements, the consumers will enhance a greater utilitarian value to the message. This further induces greater search intention and purchase intention, the finding of which is the contribution of this study.

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Section: Summery Of Findingssupporting

confidence: 91%

Section: H2mentioning

confidence: 99%

Exploring Routes to Persuasive Online Advertising

Tsao¹

2014

IJBM

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“…Stimuli affect the senses, whether auditory, visual, tactile, olfactory and/or taste, and individuals selectively organise perceptions into meaningful relationships, with interpretation influenced by social and personal factors (Moutinho, 1993, p. 11). As theory on perception is drawn into CB from cognitive psychology, research on consumer perceptions tends to analyse cognitive elements in the perceptual process (Axelsen & Swan, 2010), often at the expense of affective elements (Pike & Ryan, 2004), without due recognition that cognitive and affective dimensions interplay (Hansen, 2005).…”

Section: Perceptionsmentioning

confidence: 99%

Consumer behaviour in tourism: Concepts, influences and opportunities

Cohen

Prayag

Moital

2013

Current Issues in Tourism

563

333

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Although consumer behaviour (CB) is one of the most researched areas in the field of tourism, few extensive reviews of the body of knowledge in this area exist. This review article examines what we argue are the key concepts, external influences and opportune research contexts in contemporary tourism CB research. Using a narrative review, we examine the CB literature published in three major tourism journals from 2000 to 2012. Of 519 articles identified and reviewed, 191 are included in this article. We examine the development of and scope for future research on nine key concepts, including decision-making, values, motivations, self-concept and personality, expectations, attitudes, perceptions, satisfaction, trust and loyalty. We then examine three important external influences on tourism behaviour, technology, Generation Y and the rise in concern over ethical consumption. Finally, we identify and discuss five research contexts that represent major areas for future scholarship: group and joint decision-making, under-researched segments, cross-cultural issues in emerging markets, emotions and consumer misbehaviour. Our examination of key research gaps is concluded by arguing that the hedonic and affective aspects of CB research in tourism must be brought to bear on the wider CB and marketing literature.Keywords: consumption; travel; behaviour; marketing; research agenda Introduction Consumer behaviour (CB) involves certain decisions, activities, ideas or experiences that satisfy consumer needs and wants (Solomon, 1996). It is 'concerned with all activities directly involved in obtaining, consuming and disposing of products and services, including the decision processes that precede and follow these actions' (Engel, Blackwell, & Miniard, 1995, p. 4). CB remains one of the most researched areas in the marketing and tourism fields, with the terms 'travel behaviour' or 'tourist behaviour' typically used to describe this area of inquiry. Few comprehensive reviews of the literature on CB concepts and models exist in the field of tourism. Exceptions include Moutinho (1993) who reviews the social and psychological influences on individual travel behaviour with the aim of developing a model of tourist behaviour and Dimanche and Havitz (1995) Tourism, 2014 Vol. 17, No. 10, 872 -909, http://dx.doi.org/10.1080/13683500.2013 four concepts (ego-involvement, loyalty and commitment, family decision-making and novelty-seeking) in an attempt to methodologically advance CB in tourism studies.A lack of comprehensive reviews is not only due to the extensive breadth of the topic area itself, but also because travel behaviour is generally considered as a continuous process that includes varied yet inter-correlated stages and concepts that cannot always be analysed separately (Mill & Morrison, 2002). Tourism researchers have reviewed individual concepts (e.g. Riley, Niininen, Szivas, & Willis, 2001, on loyalty), specific influences (e.g. Moutinho, 1993, on social influences on CB), and particular research contexts (e.g. Hong, Lee, L...

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“…For the consumer, a complex information environment can complicate the decision making process, especially if that information is disorganised or incomprehensible (Hansen, 2005) or even incorrect (Ellen, 1994). Current thinking in marketing suggests adopting an integrated approach which involves (but is more than) a coherent programme of communications across all contacts with stakeholders (Kitchen, et al, 2004).…”

Section: Information Sourcesmentioning

confidence: 99%