CSR 631- Consumer Behavior
Assigned Readings
Overview of consumer behavior models and research
1. Holbrook, Morris B. (1987), What is Consumer Research? Journal of Consumer Research, 14 (1), 128-132.
2. Calder, Bobby J. and Alice M. Tybout (1987), What Consumer Research is ..., Journal of Consumer Research, 14 (1), 136-140.
3. Wells, William (1993). Discovery-oriented Consumer Research. Journal of Consumer Research, 19(March), 489-503
Other Readings:
Howard, John A. and Jagdish Sheth (1967), The Theory of Buyer Behavior, Chapter 2.
Calder, B. J., & Tybout, A. M. (1999). A Vision of Theory, Research, and the Future of Business Schools. Journal of the Academy of Marketing Science, 27(3), 359-366.
Sheth, J. N. (1992). Acrimony in the Ivory Tower: A Retrospective on Consumer Research. Journal of the Academy of Marketing Science, 20(4), 345-353.
Chakravarti, D. (1992), Appraising Consumer Research: There's More to Vision Than Meets the Eye, Journal of the Academy of Marketing Science, 20, 361-366
Holbrook, M.B. and J. O'Shaughnessy (1988). On the Scientific Status of Consumer Research and the Need for an Interpretive Approach to Studying Consumption Behavior, Journal of Consumer Research, 15(December), 398-402.
Attention, Perception, and Comprehension
4. Alba, Joseph W. and J. Wesley Hutchinson (1987), Dimensions of Consumer Expertise. Journal of Consumer Research, 13, 411-454.
5. Janiszewski, C. (1998), The Influence of Display Characteristics on Visual Exploratory Search Behavior, Journal of Consumer Research, 25, 290-301.
Other Readings:
Kellogg, R.T. (1980), Is Conscious Attention Necessary for Long-Term Storage?, Journal of Experimental Psychology: Learning, Memory and Cognition, 6(4), 379-390.
Häfner, M. (2004), How Dissimilar Others May Still Resemble the Self: Assimilation and Contrast after Social Comparison. Journal of Consumer Psychology, 14, 187-196.
Lynch, John G. and Dan Ariely (2000), Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution. Marketing Science, 19, 83-103.
Information Processing; Attribution Theory
6. Markin, Rom J., Jr. (1974). Information Processing and Consumer Risk-Taking. Consumer Behavior: A Cognitive Orientation. NY: Macmillan Publishing Co., Inc., pp. 521-549.
7. Tybout, A.M., B.J. Calder, and B. Sternthal (1981), Using Information Processing Theory to Design Marketing Strategies, Journal of Marketing Research, 17, 73-79.
8. Weiner, B. (2000), “Attributional Thoughts about Consumer Behavior,” Journal of Consumer Research, 27(3), 382-387.
Other Readings:
MacInnis, D. and B. Jaworski (1989), Information Processing from Advertisements: Toward an Integrative Framework, Journal of Marketing, 53(October), 1-23.
McKenzie, S.B., The Role of Attention in Mediating the Effect of Advertising on Attribute Importance, Journal of Consumer Research, 13 (September), 174-195.
Folkes, V. (1988), Recent Attribution Research in Consumer Behavior: A Review and New Directions. Journal of consumer Research, 14, 548-565.
Learning and Memory
9. Hoch, Steven J. and Young-Won Ha (1986), Consumer Learning: Advertising and the Ambiguity of Product Experience, Journal of Consumer Research, 13, 221-133.
10. Park, J. and R. S. Wyer (1993), The Cognitive Organization of Product Information: Effects of Attribute Category Set Size on Information Recall. Journal of Consumer Psychology, 2, 329-357.
11. Angela Lee (2002), Effects of Implicit Memory on Memory Based Versus Stimulus-Based Brand Choice. Journal of Marketing Research, 39, 440-454.
Other Readings:
West, Patricia, Brown, Christina, & Stephen Hoch (1996), Consumption Vocabulary and Preference Formation. Journal of Consumer Research, 23, 120-135.
Srull, Thomas (1989), Advertising and Product Evaluation: The Relation Between Consumer Memory and Judgment. In P. Cafferata and A. Tybout (Eds.), Cognitive and Affective Responses to Advertising, Lexington, MA: Heath. Pp. 121-134.
Belief, Attitude, & Behavior Formation
12. Norman, R. (1975). Affective-cognitive consistency, attitudes, conformity, and behavior. Journal of Personality and Social Psychology, 32 (1), 83-91
13. Fazio, R.H., M.C.Powell, and C.J. Williams (1989). The Role of Attitude Accessibility in the Attitude-to-Behavior Process. Journal of Consumer Research, 16, 280-288.
14. Sengupta, J and G. V. Johar (2002). Effects of Inconsistent Attribute Information on the Predictive Value of Product Attitudes: Toward a Resolution of Opposing Perspectives. Journal of Consumer Research, 29(1), 39-56.
Other Readings:
Markin, Rom J., Jr. (1974). Attitudes: Structure, Function, and Measurement. Consumer Behavior: A Cognitive Orientation. NY: Macmillan Publishing Co., Inc., pp. 260-294.
Peracchio, L. and J. Meyers Levy (1997), Evaluating Persuasion-Enhancing Techniques from a Resource-Matching Perspective, Journal of Consumer Research, 24(2), 178-191.
Petty, R.E., H.R. Unnava, and A.J. Strathman (1991), Theories of Attitude Change, in Robertson and Kassarjian (eds.), Handbook of Consumer Behavior, Prentice Hall, 241-280.
Ajzen and Fishbein (1980). Understanding attitudes and predicting social behavior. NJ: Prentice Hall.
Fishbein, M. and S. Middlestadt (1995). Noncognitive Effects on Attitude Formation and Change: Fact or Artifact? Journal of Consumer Psychology, 4(2), 181-202.
Janiszewski, C. (1993). Preattentive Mere Exposure Effects. Journal of Consumer Research, 20(December), 376-392.
Consumer Decision Making Process
15. Thaler, Richard (1985). Mental Accounting and Consumer Choice. Marketing Science, 4, 199-214.
16. Bettman, James R., Eric J. Johnson, and John W. Payne (1998). “Consumer Decision Making.” In Handbook of Consumer Behavior, Harold H. Kassarijian and Thomas S. Robertson (Eds.), Upper Saddle River, NJ: Prentice-Hall, 50-84.
17. Bettman, J. R., & Luce, M. F. (1998). Constructive consumer choice processes. Journal of Consumer Research, 25(3), 187.
Other Readings:
Punj, G. N., & Stewart, D. W. (1983). An Interaction Framework of Consumer Decision Making. Journal of Consumer Research, 10(2), 181.
Markin, Rom J., Jr. (1974). “Consumer Decision Processes: Scope and Implication.” Consumer Behavior: A Cognitive Orientation. NY: Macmillan Publishing Co., Inc., pp. 487-520.
Tversky, Amos & Daniel Kahneman (1974), "Judgment Under Uncertainty: Heuristics and Biases," Science, 185, 1124-1131.
Kahneman, Daniel (2003), “A Perspective on Judgment and Choice: Mapping Bounded Rationality,” American Psychologist, 58, 697-720.
Bettman, James, Mary Frances Luce, and John Payne (1998), "Constructive Consumer Choice Processes," Journal of Consumer Research, 25, 187-217.
White, Tiffany Barnett (2005), “Consumer Trust and Advice Acceptance: The Moderating Roles of Benevolence, Expertise, and Negative Emotions,” Journal of Consumer Psychology, 15(2), 141-148.
Motivation and Self-regulation
18. Rook, Dennis W. (1987), “The Buying Impulse,” Journal of Consumer Research, 14, 189-199.
19. Hoch & Loewenstein (1991), “Time-inconsistent Preferences and Consumer Self-Control,” Journal of Consumer Research, 17: 492-507.
20. Babin, B. J., & Darden, W. R. (1994). Work and/or fun: Measuring hedonic and utilitarian shopping value. Journal of Consumer Research, 20(4), 644.
Other Readings:
Arndt, Jamie, Sheldon Solomon, Tim Kasser, & Kennon Sheldon (2004), “The Urge to Splurge: A Terror Management Account of Materialism and Consumer Behavior,” Journal of Consumer Psychology, 14 (3), 198-212.
Baumeister, Roy F. (2002), “Yielding to Temptation: Self-Control Failure, Impulsive Purchasing, and Consumer Behavior,” Journal of Consumer Research, 28, 670-676.
Higgins, E. Tory (2002), "How Self-Regulation Creates Distinct Values: The Case of Promotion and Prevention Decision Making," Journal of Consumer Psychology, 12 (3), 177-191.
Affection, Emotion, and Mood in Consumer Behavior
21. Richins, Marsha L. (1997), “Measuring Emotions in the Consumption Experience,” Journal of Consumer Research, 24 (September), 127-146.
22. Bagozzi, Richard P., Mahesh Gopinath, and Prashanth U. Nyer (1999), "The Role of Emotions in Marketing," Journal of the Academy of Marketing Science, 27 (2), 184-206.
23. Gardner, Meryl Paula (1985), "Mood States and Consumer Behavior: A Critical Review," Journal of Consumer Research, 12 (3), 281-300.
Other Readings:
Cohen, Joel B. and Charles S. Areni (1998). “Affect and Consumer Behavior.” In Handbook of Consumer Behavior, Harold H. Kassarijian and Thomas S. Robertson (Eds.), Upper Saddle River, NJ: Prentice-Hall, 188-240.
Smith, Craig A. and Phoebe C. Ellsworth (1985), “Patterns of Cognitive Appraisal in Emotion,” Journal of Personality and Social Psychology, 48 (4), April, pp. 813-838.
Larsen, Jeff T., A. Peter McGraw and John T. Cacioppo (2001), “Can People Feel Happy and Sadat the Same Time?” Journal of Personality and Social Psychology, 81(4), 684-696.
Pham, Michel Tuan, Joel B. Cohen, John W. Pracejus and G. David Hughes (2001), “Affect Monitoring and the Primacy of Feelings in Judgments,” Journal of Consumer Research, 28 (September), 167-188.
Unconscious and Automatic Factors in Consumer Behavior
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24. Dijksterhuis, A., P.K. Smith, R.B. Van Baaren, and D.H.J. Wigboldus (2005), “The Unconscious Consumer: Effects of Environment on Consumer Behavior,” Journal of Consumer Psychology, 15, 193-202
25. Bargh, J. A. (2002), “Losing Consciousness: Automatic Influences on Consumer Judgment, Behavior, and Motivation,” Journal of Consumer Research, 29, 280-285.
26. Adaval, R., and Kent B. Monroe (2002), “Automatic Construction and Use of Contextual Information for Product and Price Evaluation,” Journal of Consumer Research, 28, 572-588
Other Readings:
Greenwald, A. G., & Banaji, M. R. (1995). Implicit social cognition: Attitudes, self-esteem, and stereotypes. Psychological Review. 102, 4-27.
Jacoby, Larry L. (1991), “A process dissociation framework: separating automatic from intentional uses of memory,” Journal of Memory and Language, 30, 513-541.
Bargh, J. A. (1994). The Four Horsemen of automaticity: Awareness, efficiency, intention, and control in social cognition. In R. S. Wyer, Jr., & T. K. Srull (Eds.), Handbook of social cognition (2nd ed., pp. 1-40). Hillsdale, NJ: Erlbaum.
Janiszewski (1993), “Preattentive Mere Exposure Effects,” Journal of Consumer Research, 20 (December), 376-392.
Menon, Geeta and Priya Raghubir (2003), “Ease of Retrieval as an Automatic Input in Judgments: A Mere-Accessibility Framework,” Journal of Consumer Research, 30 (September), 230-243.
Williams, Patti, Gavan J. Fitzsimons and Lauren G. Block (forthcoming), “When Consumers Don’t Recognize ‘Benign’ Intentions Questions as Persuasion Attempts,” Journal of Consumer Research
Individual Differences and Interpersonal Communications
27. Meyers-Levy, Joan & Durairaj Maheswaran (1991), “Exploring Differences in Males' and Females' Processing Strategies,” Journal of Consumer Research, 18, 63-70.
28. Bearden, William O., Richard Netemeyer, & Jesse Teel (1989), “Measurement of Consumer Susceptibility to Interpersonal Influence,” Journal of Consumer Research, 15, 473-481.
29. Gilly, Mary C., John L. Graham, Mary Finley Wolfinbarger, and Laura J. Yale (1998), "A Dyadic Study of Interpersonal Information Search." Journal of the Academy of Marketing Science, 26 (2), 83-100.
Other Readings:
Lynn, Michael and Judy Harris (1997), "Individual Difference in the Pursuit of Self-Uniqueness Through Consumption." Journal of Applied Social Psychology, 27 (21), 1861-83.
Viswanathan, Madhubalan, Terry L. Childers, and Elizabeth S. Moore (2000), "The Measurement of Intergenerational Communication and Influence on Consumption: Development, Validation, and Cross-Cultural Comparison of the IGEN Scale." Journal of the Academy of Marketing Science, 28 (3), 406.
Viswanathan, Madhubalan (1997), “Individual Differences in Need for Precision,” Personality & Social Psychology Bulletin, 23, 717-735.
James C. Ward and Peter H. Reingen, “Sociocognitive Analysis of Group Decision Making among Consumers,” Journal of Consumer Research, 17 (December 1990), 245-262.
Briley, D. A., & R. S. Wyer. Jr. (2002), “The Effect of Group Membership Salience on The Avoidance of Negative Outcomes: Implications for Social and Consumer Decisions,” Journal of Consumer Research, 29, 400-415.
Consumers in Social and Cultural Settings
30. Markin, Rom J., Jr. (1974). “Socialization Processes: The Role of Social Interaction.” Consumer Behavior: A Cognitive Orientation. NY: Macmillan Publishing Co., Inc., pp. 361-388.
31. Arnould, Eric J. and Craig J. Thompson (2005), "Consumer Culture Theory (CCT): Twenty Years of Research." Journal of Consumer Research, 31 (4), 868-82.
32. Aaker, J. (2000), “Accessibility or Diagnosticity? Disentangling the influence of culture on persuasion processes and attitudes,” Journal of Consumer Research, 26(4), 340-357.
Other Readings:
Ariely, D. and J. Levav (2000), “Sequential choice in group settings: Taking the road less traveled and less enjoyed,” Journal of Consumer Research, 27(3), 279-290.
Briley, D and B Wyer (2002), The Effect of Group Membership Salience on the Avoidance of Negative Outcomes: Implications for Social and Consumer Decisions, Journal of Consumer Research, 29(3), 400-415.
Briley, D. A., M.W.Morris and I. Simonson, (2000), “Reasons as carriers of culture: dynamic versus dispositional models of cultural influence on decision making,” Journal of Consumer Research, 27(2), 157-178.
Hamilton, R. W. (2003), Why Do People Suggest What They Do Not Want? Using Context Effects to Influence Others’ Choices, Journal of Consumer Research, 29 (March), 492-507.
Gürhan-Canli, Z., & D.Maheswaran (2000), “Cultural Variations in Country of Origin Effects,” Journal of Marketing Research, 37(3), 309-317.
Lau-Gesk, L. G. (2003), “Activating Culture through Persuasion Appeals: An Examination of the Bicultural Consumer,”Journal of Consumer Psychology, 13(3), 301-315.