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Some Internal Psychological Factors Influencing Consumer Choice

391 citations0/0 files storedJournal of Consumer Research

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Consumer Behavior and Marketing Influence Consumer Behavior and Market Dynamics Cognitive and psychological constructs research

Abstract

The directive, information-processing aspects of the personality are described in terms of eight successive steps: exposure, perception, comprehension, agreement, retention, retrieval, decision making, and action. Each of these steps is illustrated by recent psychological research. The dynamic, motivational aspect of human personality is described more briefly in terms of 16 basic human motives that have received attention in recent psychological research.

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2002Stimulus‐Organism‐Response Reconsidered: An Evolutionary Step in Modeling (Consumer) Behavior 1997Using a hierarchy-of-effects approach to gauge the effectiveness of corporate social responsibility to generate goodwill toward the firm: Financial versus nonfinancial impacts 2011The influences of electronic word‐of‐mouth message appeal and message source credibility on brand attitude 1990Differentiating between cognitive and sensory innovativeness 1994Foreign Branding and Its Effects on Product Perceptions and Attitudes 1984Cognitive Theories of Persuasion 2008Consumers' need for uniqueness: short‐form scale development and cross‐cultural validation 1979Activation Research: Psychobiological Approaches in Consumer Research

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