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Consumer behaviour analysis and the Behavioural Perspective Model

Foxall, Gordon, Oliveira-Castro, J., James, V. and Schrezenmaier, T. 2007. Consumer behaviour analysis and the Behavioural Perspective Model. Management Online Review

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Abstract

This is the FIRST of TWO linked articles on consumer behavioural analysis. Cognitive theories have dominated the field of consumer behaviour for the last few decades, however, an observed lack of consistency between attitudes and behaviour has suggested the need to investigate more thoroughly situational and behavioural variables. Consumer behaviour analysis can be viewed as an alternative theoretical approach that emphasizes situational variables and measures of behaviour. Within consumer behaviour analysis, the Behavioural Perspective Model (BPM) interprets consumer behaviour as occurring at the intersection of the individual’s learning history and the consumer setting, which signals utilitarian and informational consequences associated with consumption-related responses. Utilitarian consequences are mediated by the product or service and are related to its functional benefits. Informational consequences are social, mediated by other people, and are related to feedback upon consumers’ behaviour, such as social status and prestige.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > HF Commerce
Publisher: Oxford Management Publishing
Last Modified: 04 Jun 2017 04:28
URI: http://orca.cf.ac.uk/id/eprint/39690

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Cited 15 times in Google Scholar. View in Google Scholar

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