Author: Michel Laroche
Publisher:
ISBN:
Category : Brand choice
Languages : en
Pages : 58

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Book Description

Author: Barry Schwartz
Publisher: Harper Collins
ISBN: 0061748994
Category : Psychology
Languages : en
Pages : 308

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Book Description
Whether we're buying a pair of jeans, ordering a cup of coffee, selecting a long-distance carrier, applying to college, choosing a doctor, or setting up a 401(k), everyday decisions—both big and small—have become increasingly complex due to the overwhelming abundance of choice with which we are presented. As Americans, we assume that more choice means better options and greater satisfaction. But beware of excessive choice: choice overload can make you question the decisions you make before you even make them, it can set you up for unrealistically high expectations, and it can make you blame yourself for any and all failures. In the long run, this can lead to decision-making paralysis, anxiety, and perpetual stress. And, in a culture that tells us that there is no excuse for falling short of perfection when your options are limitless, too much choice can lead to clinical depression. In The Paradox of Choice, Barry Schwartz explains at what point choice—the hallmark of individual freedom and self-determination that we so cherish—becomes detrimental to our psychological and emotional well-being. In accessible, engaging, and anecdotal prose, Schwartz shows how the dramatic explosion in choice—from the mundane to the profound challenges of balancing career, family, and individual needs—has paradoxically become a problem instead of a solution. Schwartz also shows how our obsession with choice encourages us to seek that which makes us feel worse. By synthesizing current research in the social sciences, Schwartz makes the counter intuitive case that eliminating choices can greatly reduce the stress, anxiety, and busyness of our lives. He offers eleven practical steps on how to limit choices to a manageable number, have the discipline to focus on those that are important and ignore the rest, and ultimately derive greater satisfaction from the choices you have to make.

Author: Canada. Consumer Research and Evaluation Branch
Publisher: Consumer Research and Evaluation Branch, Consumer and Corporate Affairs Canada
ISBN:
Category : Consumers
Languages : en
Pages : 400

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Author: Jisook April Park
Publisher:
ISBN:
Category :
Languages : en
Pages :

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Book Description
Consumers' choice behaviors are influenced by multifaceted decision factors. Information processing theory (Bettman, 1979) predicts that consumers' decision processes are constructed at the time of a decision, and consumers' meta-goals model (Bettman, Luce, & Payne, 1998) posits that their choice behaviors are generally guided by the minimization of cognitive effort and negative emotion, and the maximization of accuracy and justification. Insightful as this model may be at describing how consumers' choices are shaped, it does not specify the interactions among the goals, assess the benefits of cognitive effort, or fairly evaluates the importance of emotion and justification in consumer decision making. Thus, the current studies collectively propose an alternative meta-goals choice model. Particularly, the current studies speculate on the importance of regret in consumer decision making. Consistent with previous research, Study 1 shows that participants trade-off between cognitive effort and accuracy goals depending on the monetary value of the products at hand, suggesting that the cognitive effort-accuracy trade-off may be moderated by price. Study 2 investigated the impact of cognitive effort on the experience of regret, showing the effectiveness of cognitive effort in attenuating the experienced regret. This relationship is explored with respect to the role of cognitive effort as a means of the justification factor in Study 3. Results showed that unjustified (wasted) cognitive effort did not make a substantial difference in post-purchase regret, but under spent cognitive effort generated more post-purchase regret. Study 4 examined both anticipated and experienced regret in relation to cognitive effort and justification; results showed that an exertion of cognitive effort is helpful in reducing the experience of regret but the justification of the choice also affects this relationship especially when the choice during the decision search is incongruent with the final decision. These results from current studies suggest interrelations between consumers' four meta-goals. Based on these findings, an alternative meta-goals model is proposed which includes the benefits of cognitive effort exertion on consumer decision making, shedding light on how and when consumers choose to exert effort in an attempt to alleviate the potential future experience of regret.

Author: James R. Bettman
Publisher: Addison Wesley Publishing Company
ISBN:
Category : Business & Economics
Languages : en
Pages : 424

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Author: Henry Assael
Publisher: South Western Educational Publishing
ISBN:
Category : Business & Economics
Languages : en
Pages : 824

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Book Description
This text takes a strategic approach to consumer behavior; that is, once you know how consumers behave and react, what do you do about it? New to this edition is a much needed balance between the strategic approach and consumer rights and social implications.

Author: Jeffrey Parker
Publisher:
ISBN:
Category :
Languages : en
Pages : 0

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Book Description
To date, research on no-choice options has primarily examined the conditions that foster choice deferral, thus focusing on the frequency with which consumers select the no-choice option. in this article, the authors argue that even if the no-choice option is not selected, its mere presence in the choice set may alter consumers' choices. more specifically, they investigate how decision processes and preferences change when consumers have a no-choice option versus when they are forced to choose from a given choice set. they propose that the inclusion of a no- choice option in a choice set affects preferences by leading consumers to determine not only which alternative is best, but which, if any, are acceptable (i.e., meet the consumer's minimum needs). accordingly, the authors demonstrate that the inclusion of a no-choice option in the choice set (1) leads to more alternative- (rather than attribute-) based information processing, (2) increases the importance of attributes that are more meaningful when alternatives are evaluated one by one (i.e., enriched attributes), and (3) increases the importance of attributes with levels that are closer to the consumer's minimum needs (thresholds). they demonstrate that such changes influence consumers' preference structures and ultimate choices. they conclude with a discussion of the theoretical, methodological, and managerial implications of these findings.

Author: Isabelle Pfeiffer
Publisher: GRIN Verlag
ISBN: 3638115038
Category : Business & Economics
Languages : en
Pages : 27

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Book Description
Seminar paper from the year 2000 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,7 (A-), Nürtingen University (University of Applied Sciences), course: Hauptseminar Transnational Business, language: English, abstract: Introduction 1.1 In general to the “Hauptseminar” paper consumer behavior – consumer as decision maker with cultural background The target of this “Hauptseminar” paper is, to show the decision making process of consumers with different cultural background and also the influences on the choice of the product or service. Consumers have to make decisions all the time. Sometimes decisions are made on habits, and sometimes consumers first have to collect information before deciding, because the purchase is a deal with risk. One of the main objectives of this paper are to understand how consumers process information into decisions and the strategic implication of this process, and to gain an insight into the continuum of factors that affect consumer decisions. In the case “‘But where are the French?’ – The trials and tribulations of Euro Disneyland” I have chosen the difference between Americans and Europeans in the decision making process is described. Textual this “Hauptseminar” paper is structured as the following: After advancing to the topic, the terms “consumer behavior”, “decision maker”, and “culture” are defined within the introduction. The main part is divided into three blocks, the case, the dimensions of consumer behavior, and the influences on consumer behavior. In the first main part the case of Eurodisney is described and analyzed. The difference between Europeans and Americans in spending money in theme parks, the difference in their tastes and the different vacation situation is shown in this case. In the second main part the dimensions of consumer behavior are explained and discussed on the basis of the case. The three dimensions who buys, how consumers buy (the decision making process) and the choice criteria are discussed in more detail. The decision making process is subdivided into five steps: the problem recognition, the information search, the evaluation of alternatives, the product choice, and the outcomes like costumer satisfaction. The influences on consumer behavior are forming the third main part of this “Hauptseminar” paper, which is subdivided into the buying situation, personal influences, such like lifestyle, stage in the life cycle, or beliefs and attitudes, and the social influences, such like family, culture, and geodemographics. The summary forms the closing of the text of this hauptseminarpaper, followed by the appendices, and the bibliography. [...]

Author: Cathrine V. Jansson-Boyd
Publisher: Taylor & Francis
ISBN: 131753994X
Category : Business & Economics
Languages : en
Pages : 749

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Book Description
This unique handbook maps the growing field of consumer psychology in its increasingly global context. With contributions from over 70 scholars across four continents, the book reflects the cross-cultural and multidisciplinary character of the field. Chapters relate the key consumer concepts to the progressive globalization of markets in which consumers act and consumption takes place. The book is divided into seven sections, offering a truly comprehensive reference work that covers: The historical foundations of the discipline and the rise of globalization The role of cognition and multisensory perception in consumers’ judgements The social self, identity and well-being, including their relation to advertising Social and cultural influences on consumption, including politics and religion Decision making, attitudes and behaviorally based research Sustainable consumption and the role of branding The particularities of online settings in framing and affecting behavior The Routledge International Handbook of Consumer Psychology will be essential reading for anyone interested in how the perceptions, feelings and values of consumers interact with the decisions they make in relation to products and services in a global context. It will also be key reading for students and researchers across psychology and marketing, as well as professionals interested in a deeper understanding of the field.

Author: Jennifer L. Clinehens
Publisher: Jennifer L. Clinehens
ISBN:
Category : Business & Economics
Languages : en
Pages : 219

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Book Description
What if you could use Nobel prize-winning science to predict the choices your customers will make? Customer and user behaviors can seem irrational. Shaped by mental shortcuts and psychological biases, their actions often appear random on the surface. In Choice Hacking, we'll learn to predict these irrational behaviors and apply the science of decision-making to create unforgettable customer experiences. Discover a framework for designing experiences that doesn't just show you what principles to apply, but introduces a new way of thinking about customer behavior. You'll finish Choice Hacking feeling confident and ready to transform your experience with science. In Choice Hacking, you'll discover: - How to make sure your customer experience is designed for what people do (not what they say they'll do) - How to increase the odds that customers will make the "right choice" in any environment - How to design user experiences that drive action and engagement - How to create retail experiences that persuade and drive brand love - How brands like Uber, Netflix, Disney, and Starbucks apply these principles in their customer and user experiences Additional resources included with the book: - Access to free video Companion Course - Access to exclusive free resources, tools, examples, and use cases online Who will benefit from reading Choice Hacking? This book was written for anyone who wants to better understand customer and user decision-making. Whether you're a consultant, strategist, digital marketer, small business owner, writer, user experience designer, student, manager, or organizational leader, you will find immediate value in Choice Hacking. About the Author Jennifer Clinehens is currently Head of Experience at a major global experience agency. She holds a Master's degree in Brand Management as well as an MBA from Emory University's Goizueta School. Ms. Clinehens has client-side and consulting experience working for brands like AT&T, McDonald's, and Adidas, and she's helped shape customer experiences across the globe. A recognized authority in marketing and customer experience, she is also the author of CX That Sings: An Introduction To Customer Journey Mapping. To learn more about this book or contact the author, please visit ChoiceHacking.com