Advancing theory on consumer plans, actions, and how marketing information affects both

Applying Social Cognition to Consumer-Focused Strategy

Volumn , Issue , 2005, Pages 155-179

  March, Roger ^a   Woodside, Arch G ^b  

^a UNIVERSITY OF NEW SOUTH WALES   (Australia)

^b BOSTON COLLEGE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 77949776662     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.4324/9781410613271     Document Type: Chapter

References (123)

1. Aarts, H., Verplanken, B., & van Knippenberg, A. (1998). Predicting behavior from actions in the past: Repeated decision making or a matter of habit. Journal of Applied Social Psychology, 28, 1355-1374.
2. Abratt, R., & Goodey, S. D. (1990). Unplanned buying and in-store stimuli in supermarkets. Managerial and Decision Economics, 11, 111-121.
3. Agee, T., & Martin, B. A. S. (2001). Planned or impulse purchases? How to create effective infomercials. Journal of Advertising Research, 41, 35-42.
4. Ajzen, I., & Driver, B. L. (1992). Application of the theory of planned behavior to leisure choice. Journal of Leisure Research, 24(3), 207-224.
5. Alford, P. (1998). Positioning the destination product-Can regional tourist boards learn from private sector practice? Journal of Travel & Tourism Marketing, 7, 53-68.
6. Basala, C. L., & Klenosky, D. B. (2001). Travel-style preferences for visiting a novel destination: A conjoint investigation across the novelty-familiarity continuum. Journal of Travel Research, 40, 172-182.
7. Bayley, G., & Nancarrow, C. (1998). Impulse purchasing: A qualitative exploration of the phenomenon. Qualitative Market Research: An International Journal, 1, 99-114.
8. Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, 74, 169-191.
9. Beatty, S. E., & Smith, S. M. (1987). External search effort: An investigation across several product categories. Journal of Consumer Research, 14, 83-95.
10. Belk, R. W. (1974). An exploratory assessment of situational effects in buyer behavior. Journal of Marketing Research, 11, 156-163.
11. Belk, R. W. (1975). Situational variables and consumer behavior. Journal of Consumer Research, 2, 157-163.
12. Bellenger, D. N., Robertson, D. H., & Hirschman, E. C. (1978). Impulse buying varies by product. Journal of Advertising Research, 18, 15-18.
13. Bettman, J. R. (1979). Memory factors in consumer choice: A review. Journal of Marketing, 43, 37-53.
14. Bettman, J. R., & Park, C. W. (1980). Effects of prior knowledge and experience and phase of the choice process on consumer decision processes: A protocol analysis. Journal of Consumer Research, 7, 234-248.
15. Bettman, J. R., Luce, M. F., & Payne, J. W. (1998). Constructive consumer choice processes. Journal of Consumer Marketing, 25, 187-217.
16. Bishop, D. W., & Witt, P. A. (1970). Sources of behavioral variance during leisure time. Journal of Personality and Social Psychology, 16, 352-360.
17. Bloch, P. H., Sherrell, D. L., & Ridgway, N. M. (1986). Consumer search: An extended framework. Journal of Consumer Research, 13, 119-126.
18. Bruce, V., & Green, P. R. (1991). Visual perception. Hillsdale, NJ: Lawrence Erlbaum Associates.
19. Burch, W. R. (1969). The social circles of leisure: Competing explanations. Journal of Leisure Research, 1, 125-147.
20. Chadwick, R. A. (1987). Concepts, definitions, and measures used in travel and tourism research. In J. R. B. Ritchie & C. R. Goeldner (Eds.), Travel, tourism and hospitality research (pp. 110-116). New York: Wiley.
21. Christensen, J. E., & Yoesting, D. R. (1973). Social and attitudinal variants in high and low use of outdoor recreational facilities. Journal of Leisure Research, 5, 6-15.
22. Clover, V. T. (1950). Relative importance of impulse buying in retail stores. Journal of Marketing, 25, 66-70.
23. Cobb, C. J., & Hoyer, W. D. (1986). Planned versus impulse purchase behavior. Journal of Retailing, 62, 384-409.
24. Cohen, E. (1972). Towards a sociology of international research. Social Research, 39, 164-182.
25. Coupey, E., Irwin, J. R., & Payne, J. W. (1996). Product category familiarity and preference evaluation. Working paper, Stern School of Business, New York University.
26. Cox, K. (1964). The responsiveness of food sales to shelf space changes in supermarkets. Journal of Marketing Research, 1, 63-67.
27. Crompton, J. (1979). Motivations for pleasure vacation. Journal of Leisure Research, 6, 408-424.
28. Crotts, J. C., & Reid, L. J. (1993). Segmenting the visitor market by the timing of their activity decisions. Visions in Leisure and Business, 12, 4-7.
29. Dann, G. M. S. (1981). Tourist motivation: An appraisal. Annals of Tourism Research, 8, 187-219.
30. Dimanche, F., & Havitz, M. E. (1994). Consumer behavior and tourism: Review and extension of four study areas. Economic Psychology of Travel and Tourism, 3, 37-57.
31. Dittmar, H., Beattie, J., & Friese, S. (1996). Gender identity and material symbols: Objects and decision considerations in impulse purchases. Journal of Economic Psychology, 15, 391-511.
32. East, R. (1997). Consumer behavior: Advances and applications in marketing. London: Prentice-Hall.
33. Engel, J. F., Blackwell, R. D., & Miniard, R. W. (1993). Consumer behavior (7th ed.). New York: Dryden Press.
34. Etzel, M. J., & Wahlers, R. G. (1985). The use of requested promotional material by pleasure travelers. Journal of Travel Research, 12, 2-61.
35. Fazio, R. H., & Zanna, M. P. (1981). Direct experience and attitude behavior consistency. Advances in Experimental Social Psychology, 14, 161-202.
36. Feldman, L. P., & Hornik, J. (1981). The use of time: An integrated conceptual model. Journal of Consumer Research, 7, 407-419.
37. Fesenmaier, D. R., & Johnson, B. (1989). Involvement-based segmentation. Journal of Tourism Research, 28, 293-300.
38. Fesenmaier, D. R., Vogt, C. A., & Stewart, W. P. (1993). Investigating the influence of welcome center information on travel behavior. Journal of Travel Research, 34, 47-52.
39. Filiatrault, P., & Ritchie, J. R. B. (1988). The impact of situational factors on the evaluation of hospitality services. Journal of Travel Research, 26, 29-37.
40. Fisher, R. J. (2001). The role of collaboration in consumers' in-store decisions. Advances in Consumer Research, 28, 251.
41. Fodness, D., & Murray, B. (1999). A model of tourist information search behavior. Journal of Travel Research, 37, 220-230.
42. Gardner, M. P., & Rook, D. W. (1988). Effects of impulse purchases on consumers affective states. Advances in Consumer Research, 15, 127-130.
43. Gilbert, D. C. (1991). An examination of the consumer behavior process related to tourism. In Progress in tourism, recreation and hospitality management, 3, 78-105.
44. Gitelson, R. J., & Crompton, J. L. (1983). The planning horizons and sources of information used by pleasure vacationers. Journal of Travel Research, 23, 2-7.
45. Gitelson, R. J., & Kerstetter, D. L. (1990). The relationship between sociodemographic variables, benefits sought and subsequent vacation behavior: A case study. Journal of Travel Research, 29, 24-29.
46. Godbey, G., & Graefe, A. (1991). Repeat tourism, play and monetary spending. Annals of Tourism Research, 18, 213-225.
47. Graburn, N. H. H. (1977). Tourism: The sacred journey. In V. Smith (Ed.), Hosts and guests: The anthropology of tourism (pp. 21-36). Philadelphia: University of Pennsylvania.
48. Granbois, D. H. (1968). Improving the study of customer in-store behavior. Journal of Marketing, 32, 28-33.
49. Gregory, R., Lichenstein, S., & Slovic, P. (1993). Valuing environmental resources: A constructive approach. Journal of Risk and Uncertainty, 7, 177-197.
50. Gross, B. L. (1994). Consumer responses to time pressure: A qualitative study with homeowners in foreclosure. Advances in Consumer Research, 21, 121-125.
51. Hawkins, S. A., & Hoch, S. J. (1992). Low-involvement learning: Memory without evaluation. Journal of Consumer Research, 19, 212-225.
52. Heilman, C. M., Bowman, D., & Wright, G. P. (2000). The evolution of brand preferences and choice behavior of consumers new to a market. Journal of Marketing Research, 37, 139-155.
53. Hendrick, C., Mills, J., & Kiesler, C. A. (1968). Decision time as a function of the number and complexity of equally attractive alternatives. Journal of Personality and Social Psychology, 8, 313-318.
54. Hornik, J. (1982). Situational effects on the consumption of time. Journal of Marketing, 40, 44-55.
55. Howard, J. A., & Sheth, J. N. (1969). The theory of buyer behavior. New York: Wiley.
56. Hu, Y., & Ritchie, J. R. B. (1993). Measuring destination attractiveness: A contextual approach. Journal of Travel Research, 32, 25-34.
57. Hyde, K. F. (2000). A hedonic perspective on independent vacation planning, decision-making and behavior. In A. G. Woodside, G. I. Crouch, J. A. Mazanec, M. Oppermann, & M. Y. Sakai (Eds.), Consumer psychology of tourism, hospitality and leisure (pp.). New York: CABI Publishing.
58. Inman, J. J., & Winer, R. S. (1998). Where the rubber hits the road: A model of in-store consumer decision making. Cambridge, MA: Marketing Science Institute.
59. Iyer, E. S. (1989). Unplanned purchasing: Knowledge of shopping environment and time pressure. Journal of Retailing, 65, 40-57.
60. Jacoby, J., Szybillo, A. J., & Berning, C. K. (1976). Time and consumer behavior: An interdisciplinary overview. Journal of Consumer Research, 2, 320-329.
61. Jeng, J. (1997, June). Facets of the complex trip decision making process. Paper presented at the Travel and Tourism Research Association's 28th Annual Conference, Norfolk, VA.
62. Kalwani, M. U., & Silk, A. J. (1982). On the relationship and predictive ability of purchase intention measures. Marketing Science, 1, 243-286.
63. Kardes, F. R. (1994). Consumer judgment and decision processes. In R. S. Wyer & T. K. Srull (Eds.), Handbook of social recognition (2nd ed.). Hillsdale, NJ: Lawrence Erlbaum Associates.
64. Katona, G. (1975). Psychological economics. New York: Elsevier.
65. Kelly, R. (1965). An evaluation of selected variables of end display effectiveness. Unpublished doctoral dissertation, Harvard University.
66. Klenosky, D. B., & Rethans, A. J. (1988). The formation of consumer choice sets: A longitudinal investigation at the product class level. Advances in Consumer Research, 15, 13-18.
67. Kollat, D. T., & Willett, R. P. (1967). Customer impulse purchasing behavior. Journal of Marketing, 6, 21-31.
68. Leclerc, F., Schmitt, B., & Dube, L. (1995). Waiting time and decision making: Is time like money? Journal of Consumer Research, 22, 110-119.
69. Lilien, G. L., Kotter, P., & Moorthy, K. S. (1992). Marketing models. Englewood Cliffs, NJ: Prentice-Hall.
70. Manski, C. (1990). The use of intentions data to predict behavior: A best-case analysis. Journal of American Statistical Association, 85, 934-940.
71. Mazursky, D. (1989). Past experience and future tourism decisions. Annals of Tourism Research, 16, 333-344.
72. McFarlane, B., Boxall, P., & Watson, D. (1998). Past experience and behavioral choice among wilderness users. Journal of Leisure Research, 30, 195-213.
73. McGoldrick, P. J. (1982). How unplanned are impulse purchases? Retail & Distribution Management, 56, 27-30.
74. McIntosh, R. W., & Goeldner, C. R. (1990). Tourism: Principles, practices, philosophies. New York: Wiley.
75. Mintzberg, H. (1978). Patterns in strategy formation. Management Science, 24, 934-948.
76. Mintzberg, H. (1994). The rise and fall of strategic planning: Reconceiving roles for planning, plans, planners. New York: The Free Press.
77. Mitra, A. (1995). Advertising and the stability of consideration sets over multiple purchase considerations. International Journal of Research in Marketing, 12, 81-94.
78. Mo, C., Howard, D. R., & Havitz, M. E. (1993). Testing an international tourist role typology. Annals of Tourism Research, 20, 319-335.
79. Moore, B. (Ed.). (2004). Australian Oxford Dictionary. Sydney: Oxford University Press.
80. Morrison, A. (1996). Hospitality and travel marketing. Albany, NY: Delmar.
81. Morwitz, V. G. (1997a). It seems like only yesterday: The nature and consequences of telescoping errors in marketing research. Journal of Consumer Psychology, 6(1), 1-29.
82. Morwitz, V. G. (1997b). Why consumers don't always accurately predict their own future behavior. Marketing Letters, 8, 57-70.
83. Morwitz, V. G., & Schmittlein, D. C. (1992). Using segmentation to improve sales forecasts based on purchase intent: Which 'intenders' actually buy? Journal of Marketing Research, 29, 391-405.
84. Moutinho, L. (1987). Consumer behavior in tourism. European Journal of Marketing, 21, 5-44.
85. Newman, J. W., & Staelin, R. (1974). Prepurchase information seeking for new cars and major household appliances. Journal of Marketing Research, 9, 249-257.
86. Nickols, S. Y., & Fox, K. D. (1983). Buying time and saving time: Strategies for managing household production. Journal of Consumer Research, 10, 197-208.
87. Otto, J. E., & Ritchie, J. R. B. (1996). The service experience in tourism. Tourism Management, 17, 165-174.
88. Parr, D. (1989). Free independent travelers. Master's thesis, Lincoln College, Canterbury, New Zealand.
89. Pearce, P. L., & Caltabiano, M. (1983). Inferring travel motivations from travelers' experiences. Journal of Travel Research, 22, 25-30.
90. Perdue, R. R. (1986). The influence of unplanned attraction visits on expenditures by travel-through visitors. Journal of Travel Research, 25, 14-19.
91. Peter, J. P., & Olson, J. C. (1999). Consumer behavior and marketing strategy (5th ed.). Boston: McGraw-Hill.
92. Peterson, L. (1987, October 12). Study confirms impulse buying on the rise. Promote, 6-10.
93. Plog, S. (1974). Why destination areas rise and fall in popularity. Cornell Hotel Restaurant and Administration Quarterly, 14, 55-58.
94. Prasad, V. K. (1975). Unplanned buying in two retail settings. Journal of Retailing, 51, 3-12.
95. Raju, P. S. (1980). Optimum stimulation level: Its relationship to personality, demographics, and exploratory behavior. Journal of Consumer Research, 7, 272-282.
96. Rao, S. R., Thomas, E. G., & Javalgi, R. G. (1992). Activity preferences and trip planning behavior of the U.S. outbound pleasure travel market. Journal of Travel Research, 30, 3-13.
97. Ritchie, J. R. B. (1994). Research on leisure behavior and tourism-state of the art. In R. V. Gasser & K. Weiermair (Eds.), Spoilt for choice: Decision making processes and preference changes of tourists-Intertemporal and intercountry perspectives (pp. 3-27). Frankfurt, Germany: Kultur.
98. Roehl, W., & Fesenmaier, D. (1992). Risk perception and pleasure travel: An exploratory analysis. Journal of Travel Research, 30, 17-26.
99. Rook, D. W., & Fisher, R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22, 305-313.
100. Rook, D. W., & Gardner, M. P. (1993). In the mood: Impulse buyings' affective antecedents. In J. Arnold-Costa & R. W. Belk (Eds.), Research in consumer behavior (Vol. 6, pp. 1-28). Greenwich, CT: JAI Press.
101. Rook, D. W., & Hoch, S. J. (1985). Consuming impulses. Advances in Consumer Research, 12, 23-27.
102. Schul, P., & Crompton, J. L. (1983). Search behavior of international vacationers: Travel-specific lifestyle and socio-demographic variables. Journal of Travel Research, 21, 25-30.
103. Shapiro, S., & Krishnan, H. S. (1999). Consumer memory for intentions: A prospective memory perspective. Journal of Experimental Psychology, 5, 169-189.
104. Shoemaker, S. (1994). Segmenting the U.S. travel market according to benefits realized. Journal of Travel Research, 32, 8-21.
105. Snepenger, D. (1987). Segmenting the vacation market by novelty seeking role. Journal of Travel Research, 26, 8-14.
106. Stayman, D. M., & Deshplande, R. (1989). Situational ethnicity and consumer behavior. Journal of Consumer Research, 16, 361-371.
107. Stewart, S. I., & Vogt, C. A. (1999). A case-based approach to understanding vacation planning. Leisure Sciences, 21, 79-95.
108. Tsang, G. K. Y. (1993). Visitor information network study: Visitors' information seeking behavior for on-site travel-related sub-decision making and evaluation of service performance. Unpublished master's thesis, University of Otago, Dunedin, NZ.
109. Um, S., & Crompton, J. L. (1990). Attitude determinants in tourism destination choice. Annals of Tourism Research, 17, 432-448.
110. Verplanken, B., Aarts, H., & van Knippenberg, A. (1997). Habit, information acquisition, and the process of making travel mode choices. European Journal of Social Psychology, 27, 539-560.
111. Warshaw, P. R. (1980). Predicting purchase and other behavior from general and contextually specific intentions. Journal of Marketing Research, 17, 26-33.
112. West, C. J. (1951). Results of two years of study into impulse buying. Journal of Marketing, 15, 362-363.
113. Weun, S., Jones, M. A., & Beatty, S. E. (1998). The development and validation of the impulse buying tendency scale. Psychological Reports, 82, 1123-1133.
114. Wicks, B., & Schuett, M. (1991). Examining the role of tourism promotion through the use of brochures. Tourism Management, 12, 301-313.
115. Williams, J., & Dardis, R. (1972). Shopping behavior for soft goods and marketing strategies. Journal of Retailing, 48, 32-41.
116. Woodside, A. G., & Jacobs, L. W. (1985). Step two in benefit segmentation: Learning the benefits realized by major travel markets. Journal of Travel Research, 24, 7-14.
117. Woodside, A. G., Trappey, R. J., & MacDonald, R. (1997). Measuring linkage-advertising effects on customer behavior and net revenue: Using quasi-experiments of advertising treatments with novice and experienced product-service users. Canadian Journal of Administrative Sciences, 14, 214-228.
118. Wright, P. L. (1974). The harassed decision maker: Time pressure, distraction, and the use of evidence. Journal of Applied Psychology, 59, 555-561.
119. Yiannakis, A., & Gibson, H. (1992). Roles tourists play. Annals of Tourism Research, 19, 287-303.
120. Young, M. R., DeSarbo, W. S., & Morwitz, V. G. (1998). The stochastic modeling of purchase intentions and behavior. Management Science, 44(2), 188-202.
121. Young, R. A., & Kent, A. T. (1985). Using the theory of reasoned action to improve the understanding of recreation behavior. Journal of Leisure Research, 17, 90-106.
122. Zajonc, R. B., & Markus, H. (1982). Affective and cognitive factors in preferences. Journal of Consumer Research, 9, 123-131.
123. Zalatan, A. (1996). The determinants of planning time in vacation travel. Tourism Management, 17, 123-131.