Exploring the connection between frustration and consumer choice behavior in a dynamic decision environment

Psychology and Marketing

Volumn 21, Issue 12, 2004, Pages 1059-1076

  Strebel, Judi ^a   O'Donnell, Kathleen ^a   Myers, John G ^b  

^a SAN FRANCISCO STATE UNIVERSITY   (United States)

^b UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 10044265456     PISSN: 07426046     EISSN: None     Source Type: Journal    
DOI: 10.1002/mar.20037     Document Type: Article

References (47)

1. Aaker, D., Bagozzi, R. P., Carman, J., & MacLachlan, J. M. (1980). On using response latency to measure preference. Journal of Marketing Research, 17, 237-244.
2. Alba, J. W., & Hutchinson, J. W. (1987). Dimensions of consumer expertise. Journal of Consumer Research, 13, 411-454.
3. Amsel, A. (1958). The role of frustrative nonreward in noncontinuous reward situations. Psychological Bulletin, 55, 102-119.
4. Amsel, A. (1992). Frustration theory: An analysis of dispositional learning and memory. New York: Cambridge University Press.
5. Bagozzi, R. P., Baumgartner, H., & Pieters, R. (1998). Goal-directed emotions. Cognition and Emotion, 12, 1-26.
6. Balakrishnan, P. V., Patton, C., & Lewis, P. A. (1993). Toward a theory of agenda setting in negotiations. Journal of Consumer Research, 19, 637-654.
7. Bozzolo, A. M., & Brock, T. C. (1992). Unavailability effects on message processing: A theoretical analysis and an empirical test. Basic and Applied Social Psychology, 13, 93-101.
8. Brehm, W. (1966). A theory of psychological reactance. New York: Academic Press.
9. Brock, T. C., & Brannon, L. (1992). Liberalization of commodity theory. Basic and Applied Psychology, 12, 135-144.
10. Brown, J. S., & Faber, I. E. (1951). Emotions conceptualized as intervening variable with suggestions toward a theory of frustration. Psychological Bulletin, 48, 465-495.
11. Brucks, M. (1985). The effects of product class knowledge on information search behavior. Journal of Consumer Research, 12, 1-16.
12. Dhebar, A. (1996). Speeding high-tech producer, meet the balking consumer. Sloan Management Review, 37, 37-52.
13. Ditto, P. H., & Jemmott, J. B. III (1989). From rarity to evaluative extremity: Effects of prevalence information on evaluations of positive and negative characteristics. Journal of Personality and Social Psychology, 57, 16-26.
14. Elster, J. (1982). Sour grapes - Utilitarianism and the genesis of wants. In A. Sen & B. Williams (Eds.), Utilitarianism and beyond (pp. 219-238). Cambridge: Cambridge University Press.
15. Folkes, V. S. (1988). Recent attribution research in consumer behavior: A review and new directions. Journal of Consumer Research, 14, 548-565.
16. Folger, R. (1992). On wanting what we do not have. Basic and Applied Social Psychology, 13, 123-133.
17. Frijda, N. H. (1986). The emotions. Cambridge, England: Cambridge University Press.
18. Frijda, N. H. (1988). The laws of emotion. American Psychologist. 43, 349-358.
19. Frijda, N. H., Kuipers, P., & ter Schure, E. (1989). Relations among emotion, appraisal, and emotional action readiness. Journal of Personality and Social Psychology, 57, 212-228.
20. Glazer, R. (1993). Measuring the value of information: The information-intensive organization. IBM Systems Journal, 32, 99-111.
21. Greenspan, R. (2003). Buyers bewildered by techno-speak. Available: http://cyber-atlas.internet.com/big_picture/hardware/article/0,5921_2233291,00. html
22. Joerges, B. (1988). Technology in everyday life: Conceptual queries. Journal for the Theory of Social Behaviour, 18, 219-237
23. Keane, M., & Moffitt, R. A. (1995). A structural model of multiple welfare program participation and labor supply (Working Paper No. 356). Baltimore: The Johns Hopkins University, Department of Economics.
24. Krishnamurthy, P., & Sivaraman, A. (2002). Counterfactual thinking and advertising responses. Journal of Consumer Research, 28, 650-658.
25. Lazarus, R. S. (1991). Emotion and adaptation. New York: Oxford University Press.
26. Lynn, M. (1989). Scarcity effects on desirability: Mediated by assumed expensiveness. Journal of Economic Psychology, 10, 257-274.
27. Lynn, M. (1991). Scarcity effects on value: A quantitative review of the commodity theory literature. Psychology & Marketing, 8, 43-57.
28. Luce, M. F., Bettman, J. R., & Payne, J. W. (2001). Emotional decisions: Trade-off difficulty and coping in consumer. Journal of Consumer Research, 1, 1-200.
29. MacGregor, J. N. (1987). Short-term memory capacity: Limitation or optimization? Psychological Review, 94, 107-108.
30. MacLachlan, J., Czepiel, J., & LaBarbera, P. (1979). Implementation of response latency measures. Journal of Marketing Research, 16, 573-577.
31. Masters, J. C. (1970). Effects of measurement delay and probability of reward attainment upon responses to frustration. Journal of Experimental Research in Personality, 4, 222-227.
32. McConnell, A. R., Niedermeier, K. E., Leibold, J. M., El-Alayli, A. G., Chin, P. P., & Kuiper, N. M. (2000). What if I find it cheaper someplace else? Role of prefactual thinking and anticipated regret in consumer behavior. Psychology & Marketing, 17, 281-298.
33. McFadden, D. (1981). Econometric models of probabilistic choice. In C. F. Manski & D. McFadden (Eds.), Structural analysis of discrete data with econometric applications (pp. 198-272). Cambridge, MA: MIT Press.
34. McFadden, D. (1989). A method of simulated moments for estimation of discrete response models without numerical integration. Econometrica, 57, 995-1026.
35. Mick, D. G., & Fournier, S. (1998). Paradoxes of technology: Consumer cognizance, emotions, and coping strategies. Journal of Consumer Research, 25, 123-144.
36. Namwoon, K., Rajendra, K. S., & Han, J. K. (2001). Consumer decision-making in a multigenerational choice set context. Journal of Business Research, 53, 123-136.
37. Pakes, A., & Pollard, D. (1989). Simulation and the asymptotics of optimization estimators. Econometrica, 57, 1027-1057.
38. Pereira, R. E. (2002). An adopter-centered approach to understanding adoption of innovations. European Journal of Innovation Management, 5, 40-50.
39. Prasad, P. (1993). Symbolic processes in the implementation of technological change: A symbolic interactionist study of work computerization. Academy of Management Journal, 36, 1400-1430.
40. Roseman, I. J. (1991). Appraisal determinants of discrete emotions. Cognition and Emotion. 5, 161-200.
41. Sheth, J. N., & Ram, S. (1987). Bringing innovation to market: How to break corporate and customer barriers. New York: John Wiley & Sons.
42. Smith, C. A., & Lazarus, R. S. (1990). Emotion and adaptation. In L. Pervin (Ed.), Handbook of personality: Theory and research (pp. 609-637). New York: Guilford Press.
43. Venkatesh, V., & Brown, S. A. (2001). A longitudinal investigation of personal computers in homes: Adoption determinants and emerging challenges. MIS Quarterly, 25, 71-103.
44. Verhallen, T. (1982). Scarcity and consumer choice behavior. Journal of Economic Psychology, 2, 299-321.
45. Weiner, B. (1986). An attributional theory of motivation and emotion. New York: Springer.
46. Weiss, A. M., & Heide, B. J. (1993). The nature of organizational search in high technology markets. Journal of Marketing Research, 30, 220-33.
47. Worchel, S. (1992). Beyond a commodity theory analysis of censorship: When abundance and personalism enhance scarcity effects. Basic and Applied Social Psychology, 13, 79-92.