Consumer decision making styles in retailing: Evolution of mindsets and psychological impacts

Journal of Consumer Marketing

Volumn 30, Issue 1, 2013, Pages 75-87

  Lysonski, Steven ^a   Durvasula, Srinivas ^a  

^a MARQUETTE UNIVERSITY   (United States)

Author keywords

Decision making; Decision making styles; India; Retailing; Retailing in India; Shopping

Indexed keywords

EID: 84872901782     PISSN: 07363761     EISSN: None     Source Type: Journal    
DOI: 10.1108/07363761311290858     Document Type: Article

References (55)

1. Ablett, J., Baijal, A., Beinhocker, E., Bose, A., Farrell, D., Gersch, U., Greenberg, E., Gupta, S. and Gupta, S. (2007), "The 'bird of gold': the rise of India's consumer market" in McKinsey Global Institute, pp. 1-17, May, available at: www.mckinsey.com/mgi/reports/pdfs/india_consumer_market/MGI_india_consumer_executive_summary.pdf.
2. Arnold, M. and Reynolds, K. (2003), "Hedonic shopping motivations" in Journal of Retailing, Vol. 79, No. 2, pp. 77-95.
3. Babin, B. and Attaway, J.S. (2000), "Atmospheric affect as a tool for creating value and gaining share of customer" in Journal of Business Research, Vol. 49, No. 2, pp. 91-9.
4. Babin, B., Darden, W. and Griffin, W. (1994), "Work and/or fun: measuring hedonic and utilitarian shopping value" in Journal of Consumer Research, Vol. 20, No. 4, pp. 644-56.
5. Babin, B.J., Griffin, M. and Boles, J.S. (1997), "Two ways to keep your customers: an exploratory investigation of patronage loyalty" Pride, W.M. and Hult, T.M. (Eds.), Enhancing Knowledge Development in Marketing, Vol. 8, American Marketing Association, Chicago, IL.
6. Bakewell, C. and Mitchell, V. (2003), "Generation Y female consumer decision making styles" in International Journal of Retail and Distribution Management, Vol. 31, No. 2, pp. 95-106.
7. Baoku, L., Cuixia, Z. and Weimin, B. (2010), "An empirical study on the decision-making styles of the Chinese peasant consumers" in Journal of Consumer Marketing, Vol. 27, No. 7, pp. 629-37.
8. Bearden, W.O., Hardesty, D.M. and Rose, R.L. (2001), "Consumer self-confidence: refinements in conceptualization and measurement" in Journal of Consumer Research, Vol. 28, June, pp. 121-34.
9. Bearden, W.O., Netemeyer, R.G. and Teel, J.E. (1989), "Measurement of consumer susceptibility to interpersonal influence" in Journal of Consumer Research, Vol. 15, March, pp. 473-81.
10. Belk, R.W. (1985), "Materialism: trait aspects of living in the material world" in Journal of Consumer Research, Vol. 12, No. 3, pp. 265-80.
11. Cohen, J.B. and Golden, E. (1972), "Informational social influences and product evaluation" in Journal of Applied Psychology, Vol. 56, pp. 54-9.
12. Cox, D.F. and Rich, S.U. (1964), "Perceived risk and consumer decision making - the case of telephone shopping" in Journal of Marketing Research, Vol. 1, No. 4, pp. 32-9.
13. Darden, W.R. and Ashton, D. (1974), "Psychographic profiles of patronage preference groups" in Journal of Retailing, Vol. 50, Winter, pp. 99-112.
14. D'Andrea, G., Marcotte, D. and Morrison, G. (2010), "Let emerging market customers be your teachers" in Harvard Business Review, December, pp. 115-20.
15. De Korte, J.M. (1977), "Mail and telephone shopping as a function of consumer self-confidence" in Journal of the Academy of Marketing Science, Vol. 5, No. 4, pp. 295-306.
16. Douglas, S and Craig, C.S. (2000), International Marketing Research, Prentice Hall, Englewood Cliffs, NJ.
17. Durvasula, S. and Lysonski, S. (2010), "Money, money, money - how do attitudes toward money impact vanity and materialism? - the case of young Chinese consumers" in Journal of Consumer Marketing, Vol. 27, No. 2, pp. 169-79.
18. Durvasula, S., Lysonski, S. and Andrews, J.C. (1993), "Cross-cultural generalizability of a scale for profiling consumers' decision-making styles" in The Journal of Consumer Affairs, Vol. 27, No. 1, pp. 55-65.
19. Fan, J. and Xiao, J. (1998), "Consumer decision making styles of young-adult Chinese" in Journal of Consumer Affairs, Vol. 32, No. 2, pp. 275-94.
20. Feick, L.F. and Price, L. (1987), "Market maven: a diffuser of marketing information" in Journal of Marketing, Vol. 51, January, pp. 83-97.
21. Hafstrom, J.L., Chae, J.S. and Chung, Y.S. (1992), "Consumer decision-making styles: comparison between United States and Korean young consumers" in The Journal of Consumer Affairs, Vol. 26, No. 1, pp. 114-22.
22. Hanzaee, K. and Aghasibeig, S. (2008), "Generation Y female and male decision making styles in Iran: are they different" in The International Review of Retail, Distribution and Consumer Research, Vol. 18, No. 5, pp. 521-31.
23. Jones, M., Reynolds, K. and Arnold, M. (2006), "Hedonic and utilitarian shopping value: investigating differential effects on retail outcomes" in Journal of Business Research, Vol. 59, No. 9, pp. 974-81.
24. Kaplan, R. (2008), "Oh! Kolkata!" in Atlantic Monthly, April, pp. 72-9.
25. Kassarjian, H.H. (1981) in Monroe, K.B. (Ed.), Advances in Consumer Research, Vol. 8, Association for Consumer Research, Ann Arbor, MI, pp. 31-4.
26. Kassarjian, H. and Robertson, T.S. (1981), "Social processes" in Perspectives in Consumer Behavior, Foresman, Glenview, IL, pp. 317-28.
27. Kiel, G.C. and Layton, R.A. (1981), "Dimensions of consumer information seeking behavior" in Journal of Marketing Research, Vol. 18, May, pp. 233-9.
28. Lastovicka, J.L. (1982), "On the validation of lifestyle traits: a review and illustration" in Journal of Marketing Research, Vol. 19, February, pp. 126-38.
29. Lumpkin, J.R. (1985), "Shopping orientation segmentation of the elderly consumer" in Journal of the Academy of Marketing Science, Spring, pp. 271-89.
30. Lumpkin, J.R. and Darden, W.R. (1982), "Relating TV preference viewing to shopping orientations, lifestyles, and demographics" in Journal of Advertising, Vol. 11, No. 4, pp. 56-67.
31. Lysonski, S., Durvasula, S. and Zotos, Y. (1996), "Consumer decision making styles: a multi-country investigation" in European Journal of Marketing, Vol. 30, No. 12, pp. 10-21.
32. McDonald, W. (1994), "Psychological associations with shopping: a moderator variable perspective" in Psychology and Marketing, Vol. 11, No. 6, pp. 549-68.
33. Mitchell, V. and Walsh, G. (2004), "Gender differences in German consumer decision making styles" in Journal of Consumer Behaviour, Vol. 3, No. 4, pp. 331-47.
34. Moschis, G.P. (1976), "Shopping orientations and consumer uses of information" in Journal of Retailing, Vol. 52, Summer, pp. 61-70.
35. Moscovici, S. (1985), "Social influence and conformity" in Garden, L. and Aronson, E. (Eds.), Handbook of Social Psychology, Vol. 2, Random House, New York, NY, pp. 347-412.
36. Narayanswamy, S. and Zainulbhai, A. (2007), "India's consumer evolution", McKinsey and Company, available at: www.mckinsey.com/mgi/mginews/indiaconsumerevolution.asp.
37. Paridon, T.J. (2005), "Personal shopping value, consumer self-confidence, and information sharing measures for retailers: suggestions for large and small alike", available at: www.sbaer.uca.edu/research/asbe/2005/9.pdf (accessed 17 November 2010).
38. Park, C.W., Motherbaugh, D.L. and Feick, L. (1994), "Consumer knowledge assessment" in Journal of Consumer Research, Vol. 21, June, pp. 71-82.
39. Preacher, K., Rucker, D.D., McCallum, R.C. and Nicewander, W.A. (2005), "Use of extreme group approach: a critical reexamination and new recommendations" in Psychological Methods, Vol. 10, No. 2, pp. 178-92.
40. Price, L.L. and Feick, L.F. (1984), "The role of interpersonal sources in external search: an informational perspective" in Kinnear, T.C. (Ed.), Advances in Consumer Research, Vol. 11, Association for Consumer Research, Ann Arbor, MI, pp. 250-3.
41. Reynolds, F.D. (1974), "An analysis of catalog buying behavior" in Journal of Marketing, Vol. 38, July, pp. 47-51.
42. Richins, M. (1987), "Media, materialism, and human happiness" in Wallendorf, M. and Anderson, P. (Eds.), Advances in Consumer Research Proceedings, Vol. 14, Association for Consumer Research, Provo, UT, pp. 352-6.
43. Ryan, M. and Bonfield, E.H. (1975), "The extended Fishbein model and consumer behavior" in Journal of Consumer Research, Vol. 2, September, pp. 118-24.
44. Sheth, J.N. (1968), "Perceived risk and diffusions" in Arndt, J. (Ed.), Insights Into Consumer Behavior, Allyn and Bacon, Boston, MA, pp. 173-88.
45. Sheth, J.N. (1971), "Word-of-mouth in low-risk innovations" in Journal of Advertising Research, Vol. 11, June, pp. 15-18.
46. Shim, S. (1996), "Adolescent consumer decision-making styles: the consumer socialization perspective" in Psychology and Marketing, Vol. 13, No. 6, pp. 547-59.
47. Siu, N. and Hui, A. (2001), "Consumer decision-making styles in China: a cross-cultural validation" in Asia Pacific Advances in Consumer Research, Vol. 4, pp. 258-62.
48. Spence, H.E., Engel, J.F. and Blackwell, R.D. (1970), "Perceived risk in mail-order and retail store buying" in Journal of Marketing Research, Vol. 7, August, pp. 364-9.
49. Sproles, G.B. (1985), "From perfectionism to fadism: measuring consumers' decision-making styles" in Schnittgrund, K.P. (Ed.), Proceedings of American Council on Consumer Interests, ACCI, Columbia, MO, pp. 79-85.
50. Sproles, G.B. and Kendall, E.L. (1986), "A methodology for profiling consumer decision-making styles" in Journal of Consumer Affairs, Vol. 20, Winter, pp. 267-79.
51. Udell, J.G. (1966), "Pre-purchase behavior of buyers of small electrical appliances" in Journal of Marketing, Vol. 30, October, pp. 50-2.
52. Walsh, G., Mitchell, V. and Hennig-Thurau, T. (2001), "German consumer decision making styles" in Journal of Consumer Affairs, Vol. 35, No. 1, pp. 73-95.
53. Wells, W.D. (1975), Life Style and Psychographics, American Marketing Association, Chicago, IL.
54. Zhou, J., Arnold, M., Pereira, A. and Yu, J. (2010), "Chinese consumer decision-making styles: a comparison between coastal and island regions" in Journal of Business Research, Vol. 63, pp. 45-51.
55. Sproles, E.K. and Sproles, G.B. (1990), "Consumer decision-making styles as a function of individual learning styles" in Journal of Consumer Affairs, Vol. 24, Summer, pp. 134-47.