Обдуманный выбор и импульсивное действие как детерминанты потребительского поведения (часть 1) 
Штрак Ф., Верт Л., Дойч Р.

Краткая характеристика моделей потребительского выбора;
Ограниченная рациональность;
Импульсная покупка;
Либо импульсное действие, либо обдумывание?;

Ключевые слова: обдуманный выбор, импульсивное действие, покупка, обдумывание, модели потребительского поведения

Аннотация

Статья описывает двухкомпонентную модель потребительского поведения, основанную на предположении, что все поступки человека представляют собой результат комплексного действия рефлексивных (основанных на обдумывании) и импульсивных механизмов. Эти механизмы имеют разную природу, но все они вносят свой вклад в совершение покупки. При этом относительный вклад импульсивных процессов и процессов обдумывания зависит от личных и ситуативных обстоятельств. Функционирование и взаимодействие обеих систем рассматривается на разных стадиях обработки информации с учетом динамики потребительского поведения. Особое внимание уделено импульсивным покупкам.

Журнал: «Реклама. Теория и практика» — №2, 2008 (© Издательский дом Гребенников)
Объем в страницах: 7
Кол-во знаков: около 14,347
* Деятельность Meta (соцсети Facebook и Instagram) запрещена в России как экстремистская.

1. Abrahams B. (1997). It’s all in the mind. Marketing, Vol. 27, pp. 31–33.

2. Bayley G. and Nancarrow C. (1998). Impulsive purchasing: A qualitative exploration of the phenomenon. Qualitative Market Research, Vol. 1, pp. 99–114.

3. Beatty S. E. and Ferrell M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, Vol. 74, pp. 169–191.

4. Cacioppo J. T., Priester J. R. and Berntson G. G. (1993). Rudimentary determinants of attitudes: II. Arm flexion and extension have differential effects on attitudes. Journal of Personality and Social Psychology, Vol. 65, pp. 5–17.

5. Chaiken S., Liberman A. and Eagly A. H. (1989). Heuristic and systematic processing within and beyond the persuasion context. In: Uleman, J. S. and Bargh, J. A. (Eds.). Unintended thought (pp. 212–252). Guilford, New York.

6. Cialdini R. B. (1984). Influence: How and why people agree to things. Morrow, New York.

7. Cialdini R. B. (1993). Influence: Science and practice. HarperCollins, New York.

8. Deaton A. and Muellbauer J. (1980). Economics and consumer behavior. Cambridge University Press, Cambridge, England.

9. Faber R. J. and Vohs K. D. (2004). To buy or not to buy?: Self-control and self-regulatory failure in purchase behavior. In: Vohs, K. D. and Baumeister, R. F. (Eds.). Handbook of self-regulation: Research theory, and applications (pp. 509–524). Guilford, New York.

10. Hoch S. J. and Loewenstein G. F. (1991). Time-inconsistent preferences and consumer self-control. Journal of Consumer Research, Vol. 17(4), pp 492–507.

11. Kacen J. J. and Lee J. A. (2002). The influence of culture on consumer impulsive buying behavior. Journal of Consumer Psychology, Vol. 12, pp. 163–176.

12. Kahneman D. (2003). A perspective on judgment and choice: Mapping bounded rationality. American Psychologist, Vol. 58, pp. 697–720.

13. Kahneman D., Knetsch J. L. and Thaler R. H. (1990). Experimental tests of the endowment effect and the Coase theorem. Journal of Political Economy, Vol. 98, pp. 1325–1347.

14. Kollat D. T. and Willett R. P. (1967). Customer impulse purchasing behavior. Journal of Marketing Research, Vol. 4, pp. 21–31.

15. Menon G. and Raghubir P. (2003). Ease of retrieval as an automatic input in judgments: A mere-accessibility framework? Journal of Consumer Research, Vol. 30(2), pp. 230–243.

16. Mischel W. (1996). From good intentions to willpower. In: Gollwitzer, P. M. and Bargh, J. A. (Eds.). The psychology of action: Linking cognition and motivation to behavior (pp. 197–218). Guilford, New York.

17. Mischel W. and Baker N. (1975). Cognitive appraisals and transformations in delay behavior. Journal of Personality and Social Psychology, Vol. 31, pp. 254–261.

18. Mischel W., Cantor N., and Feldman S. (1996). Principles of self-regulation: The nature of willpower and self-control. In: Higgins, E. T. and Kruglanski, A. W. (Eds.). Social psychology: Handbook of basic principles (pp. 329–360). Guilford, New York.

19. Mischel W. and Ebbesen E. B. (1970). Attention in delay of gratification. Journal of Personality and Social Psychology, Vol. 16, pp. 329–337.

20. Mischel W., Shoda Y. and Rodriguez M. L. (1989). Delay of gratification in children. Science, Vol. 244, pp. 933–938.

21. Mussweiler T., Strack F. and Pfeiffer T. (2000). Overcoming the inevitable anchoring effect: Considering the opposite compensates for selective accessibility. Personality and Social Psychology Bulletin, Vol. 26, pp. 1142–1150.

22. Neumann R. and Strack F. (2000). Approach and avoidance: The influence of proprioceptive and exteroceptive cues on encoding affective information. Journal of Personality and Social Psychology, Vol. 79, pp. 39–48.

23. Petty R. E. and Cacioppo J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.), Advances in experimental social psychology Vol. 19, pp. 123–205. Academic, New York.

24. Petty R. E. and Wegener D. T. (1998). Attitude change: Multiple roles for persuasion variables. In: Gilbert, D., Fiske, S. and Lindzey, G. (Eds.). Handbook of social psychology (4th ed., Vol. 1, pp. 323–390). McGraw-Hill, Boston.

25. Petty R. E. and Wegener D. T. (1999). The elaboration likelihood model: Current status and controversies. In: Trope, Y. and Chaiken, S. (Eds.). Dual-process theories in social psychology (pp. 37–72). Guilford, New York.

26. Rook D. W. (1987). The buying impulse. Journal of Consumer Research, Vol. 14(2), pp. 189–199.

27. Rook D. W. and Gardner M. P. (1993). In the mood: Impulse buying’s affective antecedents. In: Arnold-Costa, J. and Hirschman, E. C. (Eds.). Research in consumer behavior (Vol. 6, pp. 1–26). JAI, Greenwich, CT.

28. Rook D. W. and Hoch S. J. (1985). Consuming impulses. In: Holbrook, M. B. and Hirschman, E. C. (Eds.). Advances in consumer research (Vol. 12, pp. 23–27). Association for Consumer Research, Provo, UT.

29. Schwarz N. (2004). Metacognitive experiences in consumer judgment and decision making. Journal of Consumer Psychology, Vol. 14, pp. 332–348.

30. Schwarz N. and Clore G. L. (1983). Mood, misattribution, and judgments of well being: Informative and directive functions of affective states. Journal of Personality and Social Psychology, Vol. 45, pp. 513–523.

31. Schwarz N. and Clore G. L. (1988). How do I feel about it? Informative functions of affective states. In: Fiedler, K. and Forgas, J. P. (Eds.). Affect, cognition, and social behavior (pp. 44–62). Hogrefe International, Toronto, Canada.

32. Schwarz N. and Clore G. L. (1996). Feelings and phenomenal experiences. In: Higgins, E. T. and Kruglanski, A. W. (Eds.). Social psychology: Handbook of basic principles (pp. 433–465). Guilford, New York.

33. Sfiligoj E. (1996). Helping the little guy to merchandise. Periscope, Vol. 20.

34. Simon H. A. (1990). Alternative visions of rationality. In: Moser, P. K. (Ed.). Rationality in action: Contemporary approaches (pp. 189–204). Cambridge University Press, New York.

35. Simon H. A. (1992). Decision making and problem solving. In: Zey, M. (Ed.). Decision making: Alternatives to rational choice models (pp. 32–53). Sage, Thousand Oaks, CA.

36. Smith D. (1996). The joy of candy. National Petroleum News Supplement, Vol. S2.

37. Strack F. and Mussweiler T. (1997). Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. Journal of Personality and Social Psychology, Vol. 73, pp. 437–446.

38. Thaler R. H. (1985). Mental accounting and consumer choice. Marketing Science, Vol. 4, pp. 199–214.

39. Thaler R. H. (1999). Mental accounting matters. Journal of Behavioral Decision Making, Vol. 12, pp. 183–206.

40. Thaler R. H. and Johnson E. J. (1990). Gambling with the house money and trying to break even: The effects of prior outcomes on risky choice. Management Science, Vol. 36, pp. 643–660.

41. Thompson C. J., Locander W. B. and Pollio H. R. (1990). The lived meaning of free choice: An existential-phenomenological description of everyday consumer experiences of contemporary married women. Journal of Consumer Research, Vol. 17(3), pp. 346–361.

42. Tversky A. and Kahneman D. (1974). Judgment under uncertainty: Heuristics and biases. Science, Vol. 185, pp. 1124–1131.

43. Tversky A. and Kahneman D. (1981). The framing of decisions and the psychology of choice. Science, Vol. 211, pp. 453–458.

44. Tversky A. and Kahneman D. (1984). Choices, values, and frames. American Psychologist, Vol. 39, pp. 341–350.

45. Underhill P. (1999). Why we buy: The science of shopping. Simon & Schuster, New York.

46. Wänke M., Bohner G. and Jurkowitsch A. (1997). There are many reasons to drive a BMW: Does imagined ease of argument generation influence attitudes? Journal of Consumer Research, Vol. 24(2), pp. 170–177.

47. Weinberg P. and Gottwald W. (1982). Impulsive consumer buying as a result of emotions. Journal of Business Research, Vol. 10, 43–57.

Штрак Ф.

Университет Вюрцбурга (Германия).

Другие статьи автора 2

Верт Л.

Университет Вюрцбурга (Германия).

Другие статьи автора 2

Дойч Р.

Университет штата Огайо (США).

Другие статьи автора 2