Enhancing consumer behavior with implementation intentions

Abstract

Implementation intentions (Gollwitzer, 1993, 1999, 2014) are if-then plans that help individuals attain their goals. Implementation intentions have proven beneficial in various domains in which individuals fall short of attaining their goals, from health behavior through academic achievement to interpersonal issues (for reviews, see Adriaanse, Vinkers, De Ridder, Hox, & De Wit, 2011; Bélanger-Gravel, Godin, & Amireault, 2013; Gollwitzer & Sheeran, 2006; Gollwitzer, 2014; Hagger & Luszczynska, 2014). The aim of this chapter is to present research on how implementation intentions influence the affective, cognitive and conative components of consumer behavior. We outline the nature of implementation intentions and describe moderators and mediators identified in previous research. Next, we adopt the perspective of comprehensive models of consumer behavior (e.g., Bettman, 1979; Blackwell, Miniard, & Engel, 2006; Howard & Sheth, 1969) and systematically review implementation intention effects along the lines of these models. Specifically, we describe how implementation intentions affect information acquisition (i.e., perception, processing and comprehension), components of the decision process (i.e., pre- and post-decisional evaluation) and internal and external influences on behavior (i.e., affect, norms, priming and mimicry) in consumer context. We conclude by outlining topics for future research on implementation intentions in the domain of consumer behavior.

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