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Product Experience Is Seductive
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 29, Heft 3, S. 448-454
ISSN: 1537-5277
Who Do We Know: Predicting the Interests and Opinions of the American Consumer
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 15, Heft 3, S. 315
ISSN: 1537-5277
Low-Involvement Learning: Memory without Evaluation
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 19, Heft 2, S. 212
ISSN: 1537-5277
The Presence of Variety Reduces Perceived Quantity
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 36, Heft 3, S. 406-417
ISSN: 1537-5277
Spending Time versus Spending Money
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 31, Heft 2, S. 313-323
ISSN: 1537-5277
Time-inconsistent Preferences and Consumer Self-Control
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 17, Heft 4, S. 492-507
ISSN: 1537-5277
Abstract
Why do consumers sometimes act against their own better judgment, engaging in behavior that is often regretted after the fact and that would have been rejected with adequate forethought? More generally, how do consumers attempt to maintain self-control in the face of time-inconsistent preferences? This article addresses consumer impatience by developing a decision-theoretic model based on reference points. The model explains how and why consumers experience sudden increases in desire for a product, increases that can result in the temporary overriding of long-term preferences. Tactics that consumers use to control their own behavior are also discussed. Consumer self-control is framed as a struggle between two psychological forces, desire and willpower. Finally, two general classes of self-control strategies are described: those that directly reduce desire, and those that overcome desire through will power.
Ambiguity, Processing Strategy, and Advertising-Evidence Interactions
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 16, Heft 3, S. 354
ISSN: 1537-5277
Consumer Learning: Advertising and the Ambiguity of Product Experience
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 13, Heft 2, S. 221
ISSN: 1537-5277
Consumption Vocabulary and Preference Formation
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 23, Heft 2, S. 120
ISSN: 1537-5277
An Anchoring and Adjustment Model of Spousal Predictions
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 13, Heft 1, S. 25
ISSN: 1537-5277