Psychological Dimensions of Consumer Decision

Woods, Walter A.

doi:10.1177/002224296002400303

Cited by 55 publications

(13 citation statements)

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“…Conversely, functional goods embed a rational appeal and cognitively oriented benefits. Research argued that functional products generate less arousal (Hirschman, 1980;Woods, 1960) than hedonic ones and such arousal is not an important determinant of attitude (Kempf, 1999). However, recent research suggests that additional factors may influence the evaluation of products, raising doubts about the validity of the mere product nature as an explanation of the different emotional responses and evaluations.…”

Section: Literature Background and Hypotheses Developmentmentioning

confidence: 99%

Do mind and body agree? Unconscious versus conscious arousal in product attitude formation

Bettiga

Lamberti

Noci

2017

Journal of Business Research

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Marketing research addressing the role of arousal in attitude formation and change mostly looks at arousal as a merely conscious emotion. However, a substantial body of research, in cognitive psychology and neuroscience, now offers insights on the implicit, subliminal reactions of individuals to external stimuli, sustaining that unconscious emotions may drive to different attitudinal responses. Following a conceptualization of conscious and unconscious arousal and its influence on product attitude formation, this study provides empirical evidence of the hypothesised relationships through a laboratory experiment on 160 subjects. By employing electrodermal activity, a physiological measure, to assess unconscious arousal and self-reported scales to assess conscious arousal, the study reveals that conscious and unconscious arousal are two independent emotional responses and they influence attitude toward the product differently. The study extends theory on emotions and provides an initial step toward using physiological measures to evaluate consumer emotional response to new products

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Section: Literature Background and Hypotheses Developmentmentioning

confidence: 99%

Do mind and body agree? Unconscious versus conscious arousal in product attitude formation

Bettiga

Lamberti

Noci

2017

Journal of Business Research

View full text Add to dashboard Cite

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“…While some purchases are planned, researched, and budgeted for, many purchases are made on impulse (Chenet, Dagger, and O’Sullivan 2010). Impulse buying can be defined as an unplanned purchase characterized by “(1) relatively rapid decision-making, and (2) a subjective bias in favor of immediate possession” (Clark, Mills, and Powell 1986; Woods 1960). The item is purchased after the customer sees the article (Hoch and Loewenstein 1991), although he was not actively looking for that item and did not have plans to purchase it (Worth, Smith, and Mackie 1992).…”

Section: Theorymentioning

confidence: 99%

The Impact of Gender and Prepurchase Mood on Consumer Guilt after a Travel Purchase

Hanks

Mattila

2013

Journal of Travel Research

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The purpose of this study is to add to the literature on consumer financial guilt in hospitality and tourism by exploring the circumstances in which it occurs and investigating antecedents that influence the experience of consumer financial guilt. Using an impulsive travel purchase as the context, this mixed-methods study examined the effects of gender and prepurchase mood on feelings of postpurchase guilt and satisfaction. Qualitative and quantitative results indicated that women were more likely than men to experience consumer guilt following an impulse travel purchase, and that this effect was moderated by prepurchase mood. Hierarchical regression analysis also indicated that consumer financial guilt affected levels of anticipated satisfaction with the purchase, over and above the effect attributed to prepurchase mood and gender.

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“…The historic imagery links a consumer to a past episode while fantasy imagery happens when the consumer's response is not drawn from experience (Singer, 1966). Hedonic items are mostly used up in sensual fulfilment and emotional drives (Woods, 1960) or pleasurable and delightful motives (Holbrook, 1986). Hence, these hedonic elements produce emotive stimulation (Mano and Oliver, 1993) with benefits that are appraised mainly on a sense of taste, attractiveness, symbolic meaning and sensory experience (Holbrook and Moore, 1981).…”

Section: Hedonism and Consumption: Integrative Perspectivesmentioning

confidence: 99%

Hedonism and luxury fashion consumption among Black African women in the UK: an empirical study

Emmanuel-Stephen

Gbadamosi

2021

JFMM

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PurposeAlthough consumption is a universal phenomenon, it is characterised with considerable degree of diversity in relation to various factors such as culture, age, gender, ethnicity and many others. Accordingly, more often than not, these factors underpin consumers' reactions to different market offerings including luxury products. While a plethora of scholarship efforts are evident in the extant literature in regards to luxury consumption, there is dearth of studies around how this is linked hedonism and ethnic consumers. Hence, this paper aims to fill a palpable gap in the literature by exploring the UK Black African women's taste for luxury fashion consumption.Design/methodology/approachThe study is interpretive in nature with the use of 20 in-depth interviews conducted with Black African women through the use of snowballing and purposive sampling methods.FindingsThe study shows that the respondents' motivation for luxury consumption is driven by success and evolutionary motives, belongingness, societal pressures, cultural connection, anthropomorphism, consumer brand relationship and hedonism.Originality/valueApart from the theoretical implication of the study, which revolves around extending the discourse of taste in consumption and ethnic consumer behaviour, the paper will be greatly beneficial for marketing practitioners, especially in the area of segmentation, targeting and positioning vis-à-vis the marketing of luxury products.

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Psychological Dimensions of Consumer Decision

Cited by 55 publications

References 0 publications

Do mind and body agree? Unconscious versus conscious arousal in product attitude formation

Do mind and body agree? Unconscious versus conscious arousal in product attitude formation

The Impact of Gender and Prepurchase Mood on Consumer Guilt after a Travel Purchase

Hedonism and luxury fashion consumption among Black African women in the UK: an empirical study

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