Beruflich Dokumente
Kultur Dokumente
Retrospect and
Prospect
Hans Baumgartner
Penn State University
Consumer Psychology
Overview
Retrospect
Prospect
Consumer Psychology
(2)
(3)
(4)
(5)
(6)
(7)
Total # of
articles
Total # of
citations
(2) (1)
# of
articles
cited 100
# of
citations of
articles
cited 100
(4) (1)
(5) (2)
JCR
1,503
58,232
39
125
22,285
8%
38%
JMR
1,646
57,966
35
112
23,512
7%
41%
JM
1,374
58,279
42
150
32,373
11%
56%
Overall
4,523
174,477
39
387
78,170
9%
45%
Consumer Psychology
Categorization of influential
articles
Articles were classified using the scheme shown on
the next slide;
Articles in JCR, JMR, and JM were categorized;
Articles with at least 100 citations are shown (the
number of citations follows each article), although
articles with a smaller number of citations were also
classified;
Articles reporting empirical studies are underlined;
Consumer Psychology
Psychological
foundation
Cognition
Affect
Motivation &
personality
Product programs
Price programs
Marketing communication programs
Distribution programs
The purchase
process
Types of purchase
behavior
Decision making and
choice
The consumption
experience
Post-purchase
processes
Environmental
influences
Physical environmental influences
Social environmental influences
Consumer Psychology
Consumer memory
Lynch and Srull (1982) 172
Consumer inferences
Meyer (1981) 108 , Huber and McCann (1982) 142 , Folkes (1988) 135 ,
Kardes (1988) 100
Imagery processing
MacInnis and Price (1987) 114
Consumer learning
Hoch and Ha (1986) 193 , Johnson and Russo (1984) 190 ,
Hoch and Deighton (1989) 165
Consumer Psychology
Consumption emotions
Consumer Psychology
Involvement
Conceptual essays: Bloch and Richins (1983) 129 , Greenwald and Leavitt
(1984) 213
Consumer Psychology
Consumer personality
Review of theories: Kassarjian (1971) 128
Innovativeness: Midgley and Dowling (1978) 141 , Hirschman (1980) 117 ,
Scales: Raju (1980) 143 , Shimp and Sharma (1987) 152 , Bearden,
Netemeyer, and Teel (1989) 146
The self
Self-concept: Sirgy (1982) 181
Products as social stimuli: Solomon (1983) 195
Possessions and the extended self: Belk (1988) 495
Consumer Psychology
(1989) 186
Consumer search
Amount of search: Newman and Staelin (1972) 124 , Punj and Staelin (1983)
127 , Brucks (1985) 251 , Bloch, Sherrell, and Ridgway (1986) 160 , Beatty and
Smith (1987) 170
Consumer Psychology
Preference formation:
Consumer Psychology
Consideration sets:
Nedungadi (1990) 156 , Hauser and Wernerfelt (1990) 144
Consumer choice:
Regret and choice deferral: Simonson (1992) 126 , Dhar (1997) 102
Post-purchase processes
Consumer satisfaction
Consumer Psychology
Equity theory: Oliver and Swan (1989) 104 , Oliver and Swan (1989) 186
Comparison of theories: Oliver and DeSarbo (1988) 191
Desires congruency: Spreng, MacKenzie, and Olshavsky (1996) 160
Positive/negative performance: Mittal, Ross, and Baldasare (1998) 106
Affective influences:
Westbrook (1987) 183 , Westbrook and Oliver (1991) 165 , Oliver (1993)
213 , Mano and Oliver (1993) 163
Consequences of dissatisfaction
Bearden and Teel (1983) 176 , Richins (1983) 168 , Folkes (1984) 151
Consumer Psychology
Environmental influences
Situational influences
Belk (1975) 225 , Milliman (1982) 118
Adoption of innovation
Gatignon and Robertson (1985) 181 , Steenkamp, ter Hofstede, and Wedel
(1999) 112
Interpersonal influences
WOM influence: Arndt (1967) 109 , Brown and Reingen (1987) 106, Herr,
Kardes, and Kim (1991) 135
Consumer socialization
Ward (1974) 131
Consumer Psychology
Brand extension
Aaker and Keller (1990) 232 , Boush and Loken (1991) 125 , Park, Milberg, and
Lawson (1991) 122 , Keller and Aaker (1992) 138 , Loken and John (1993) 106 ,
Broniarczyk and Alba (1994) 122
Consumer Psychology
SERVQUAL: Parasuraman, Zeithaml, and Berry (1985) 980 , Brown and Swartz
(1989) 129 , Cronin and Taylor (1992) 526 , Teas (1993) 167, Parasuraman,
Zeithaml, and Berry (1994) 230 , Cronin and Taylor (1994) 202 , Zeithaml, Berry,
and Parasuraman (1996) 381
Dynamic models: Bolton and Drew (1991) 235 , Bolton and Drew (1991) 124 ,
Boulding, Kalra, Staelin, and Zeithaml (1993) 321 , Bolton and Lemon (1999) 101
Critical incidents: Bitner, Booms, and Tetreault (1990) 385 , Keaveney (1995)
168 , Meuter, Ostrom, Roundtree, and Bitner (2000) 128
Consumer Psychology
Unit prices
Russo (1977) 128
Consumer Psychology
Affect in advertising
Gorn (1982) 180 , Aaker,Stayman, and Hagerty (1986) 126 , Batra and Ray (1986)
210 , Edell and Burke (1987) 224 , Holbrook and Batra (1987) 197 , Goldberg and
Gorn (1987) 106 , Burke and Edell (1989) 126
Consumer Psychology
Fishbein model and alternatives: Ryan and Bonfield (1975) 112 , Bagozzi (1982)
116 , Shimp and Kavas (1984) 118 , Sheppard, Hartwick, and Warshaw (1988) 535 ,
Bagozzi and Warshaw (1990) 123
Direct experience: Smith and Swinyard (1983) 123 , Fazio, Powell, and Williams
(1989) 135
Consumer Psychology
Marketing influences:
Personal selling and distribution programs
Buyer-seller relationships
Schurr and Ozanne (1985) 137 , Crosby and Stephens (1987)
136 , Crosby and Evans (1990) 359
Electronic shopping
Alba et al. (1997) 273 , Hoffman and Novak (1996) 409
Consumer Psychology
Methodological papers
Conjoint analysis: Green and Srinivasan (1978) 627 , Green (1974) 114
SEM: Gerbing and Anderson (1984) 109 , Steenkamp and Baumgartner
(1998) 307 , Jarvis, MacKenzie, and Podsakoff (2003) 141
Other papers: Calder, Phillips, and Tybout (1981) 243 , Blair and Burton
(1987) 121 , Peter, Churchill, and Brown (1993) 106 , Peterson (1994) 155
Consumer Psychology
JMR
JM
All
Psychological Foundations
12
17
Prepurchase processes
15
19
Postpurchase processes
12
Environmental influences
Product programs
17
23
Price programs
Advertising programs
10
17
Distribution programs
48
21
31
100
Total
Consumer Psychology
Consumer Psychology
Conceptual articles:
Analytical frameworks
(e.g., Shugan 1980; Hauser and Wernerfelt 1990)
Consumer Psychology
Empirical articles:
Mitchell and Olson (1981); Winer (1986); Aaker and Keller (1990);
Fournier (1998)
Huber, Payne, and Puto (1982); Simonson (1989)
Oliver (1980); MacKenzie, Lutz, and Belch (1986)
Bettman and Park (1980); Brucks (1985); Edell and Burke (1987); Celsi
and Olson (1988)
Consumer Psychology
Consumer Psychology
Consumer Psychology
ELM
Extended ED model of consumer satisfaction
GAP model of service quality
Consumer Psychology
Consumer Psychology
Consumer Psychology
Price fairness
The mere-measurement effect
Other examples
Conceptually-motivated research
Methodologically-motivated research
Consumer neuroscience
Implicit association test
Consumer Psychology
Consumer Psychology
Consumer Psychology
Other substantively-motivated
research developments
New marketing technologies (internet recommendation systems, online communities, design of web pages, virtual product experiences,
customization, self-service technologies)
Customer relationship management
Financial consequences of satisfaction
Cross-cultural consumer behavior
Really new products
Brand communities
Identity signaling
Sales promotion (loyalty and frequency programs)
Product assortments
Transformative consumer behavior and consumer welfare
Corporate social responsibility and consumer boycotts
Consumer Psychology
Consumer Psychology
Other conceptually-motivated
research developments
Consumer Psychology
Consumer Psychology
Consumer Psychology
Consumer Psychology
Additional readings
Haugtvedt, Curtis P., Paul M Herr, and Frank R.
Kardes, eds. (2008), Handbook of Consumer
Psychology, New York, NY: Lawrence Erlbaum.
Loken Barbara (2006), Consumer Psychology:
Categorization, Inferences, Affect, and Persuasion,
Annual Review of Psychology, 57, 453-485.
Simonson, Itamar, Ziv Carmon, Ravi Dhar, Aimee
Drolet, and Stephen M. Nowlis (2001), Consumer
Research: In Search of Identity, Annual Review of
Psychology, 52, 249-275.
Consumer Psychology
Conceptual
domain
Methodological
domain
Consumer Psychology
yes
no
ability
to process ?
no
yes
favorable
thoughts
predominate
yes
peripheral
cue present ?
central positive
attitude change
neither or
neutral thoughts
predominate
unfavorable
thoughts
predominate
yes
central negative
attitude change
yes
peripheral
attitude shift
yes
Consumer Psychology
ELM (contd)
Conceptually sophisticated theory of the middle
range that integrates many disparate persuasion
findings;
Useful mental model for thinking about persuasion
problems in practice variables can influence the
Consumer Psychology
customer
complaints
perceived
value
perceived
quality
customer
satisfaction
customer
loyalty
Consumer Psychology
C
O
N
S
U
M
E
R
M
A
R
K
E
T
E
R
WOM
Personal Needs
Past Experience
Expected Service
GAP 5
Perceived Service
GAP 1
Service Delivery
GAP 3
GAP 4
Translation of Mgmt.
Perceptions into SQ specs
GAP 2
Management Perceptions
of Consumer Expectations
External
Communication
to Consumers
Consumer Psychology
price
sale
logic
quality
value
problemsolving
utilitarian
variety
curiosity
senses
fashion
social
approval
status
image
style
reputation
emotion
performance
change
trial
fun
time pressure
convenience
feelgood
unplanned
impulse
random
replacement
brand name
w ant
preference
mindless
thoughtless
satisfaction
past purchase
routine
familiarity
loyalty
usual
habit
liking
personality
self-esteem
Consumer Psychology
Consumer Psychology
Chelsea or Unpleasant
Love
Vomit
Chelsea or Pleasant
Freedom
Sickness