The Effect of Mind-Sets on Consumer Decision Strategies
نویسندگان
چکیده
When consumers consider their preference for one of a set of products without having decided whether or not they want to buy something, they develop a “whichto-buy” mind-set that increases their likelihood of making a purchase both in the situation at hand and in subsequent unrelated situations. The effect of this mindset is evident regardless of the commonality of the alternatives’ features and regardless of whether or not the purchase decision is revocable. The mind-set that is induced by stating preferences in one situation influences the thoughts that people generate in response to other unrelated situations they encounter subsequently and consequently affects their actual purchase behavior in these situations.
منابع مشابه
Providing marketing strategies based on the model and indicators of international life style and type of consumer decision making-case study : Consumers of cosmetic products.
This study aimed to provide marketing strategies based on the model and indicators of international life style and types of purchase decision making. Methodology of the research is descriptive-survey and it targeted to be applied research. Data were collected by both primary and secondary styles. Considering krejcie and Morgan’s table, statistical sample included 384 questionnaires for unlimite...
متن کاملThe role of behavioral mind-sets in goal-directed activity: Conceptual underpinnings and empirical evidence
The cognitive and motor behavior that people perform in the course of pursuing a goal can induce a mind-set that persists to influence the strategy they use to attain very different goals in unrelated situations. Although the strategies governed by a mind-set are typically applied consciously and deliberately, they are performed without awareness of the reasons for their selection. Research in ...
متن کاملConsumer Theory
Consumer theory is concerned with how a rational consumer would make consumption decisions. What makes this problem worthy of separate study, apart from the general problem of choice theory, is its particular structure that allows us to derive economically meaningful results. The structure arises because the consumer’s choice sets sets are assumed to be defined by certain prices and the consume...
متن کاملReligion and Family Structure: Two Factors Affecting on Consumer Decision Making Styles in Iran
Purpose- The aim of this essay is to attempt to explain the impact of religion and family structure on consumer decision-making style within a Muslim country. This paper wants to demonstrate how and why husbands/wives with Eastern culture and Islamic norms use different decision-making styles. Design/methodology/approach- Literature reviews on consumer decision-making, religion and family struc...
متن کاملDilemma in two game structures for a closed-loop supply chain under the influence of government incentives
The government organizations grant incentives to promote green product consumption, improve green product quality, boost remanufacturing activities, etc. through various policies. The objective of this study is to highlight pros and cons of two incentive policies, namely (1) incentive on manufacturer’s R&D investment and (2) direct incentive to consumer based on greening level of the product on...
متن کامل