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Consumer Behavior Analysis and Social Marketing: The Case of Environmental Conservation

Foxall, G.R.; Oliveira-Castro, J.M.; James, V.K.; Yani-de Soriano, M.; Sigurdsson, V.

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Authors

G.R. Foxall

J.M. Oliveira-Castro

V.K. James

M. Yani-de Soriano

V. Sigurdsson



Contributors

VK Wells v.k.wells@durham.ac.uk
Other

Abstract

Consumer behavior analysis represents one development within the behavior-analytic tradition of interpreting complex behavior, in which a specific conceptual framework has been proposed (i.e., the Behavioral Perspective Model). According to this model, consumer behavior occurs at the intersection of a consumer-behavior setting and an individual’s learning history of consumption and is a function of utilitarian (mediated by the product) and informational (mediated by other persons) consequences. The model has been useful in analyses of consumers’ brand choice and reactions to different settings. In the present paper, the model was applied to the interpretation of environmental deleterious behaviors (use of private transportation, consumption of domestic energy, waste disposal, and domestic consumption of water). This application pointed to specific marketing strategies that should be adopted to modify each of these operant classes.

Citation

Foxall, G., Oliveira-Castro, J., James, V., Yani-de Soriano, M., & Sigurdsson, V. (2006). Consumer Behavior Analysis and Social Marketing: The Case of Environmental Conservation. Behavior and Social Issues, 15(1), 101-124. https://doi.org/10.5210/bsi.v15i1.338

Journal Article Type Article
Publication Date Mar 31, 2006
Deposit Date Feb 4, 2011
Publicly Available Date Mar 28, 2024
Journal Behavior and Social Issues
Print ISSN 1064-9506
Publisher Springer
Peer Reviewed Peer Reviewed
Volume 15
Issue 1
Pages 101-124
DOI https://doi.org/10.5210/bsi.v15i1.338
Public URL https://durham-repository.worktribe.com/output/1512779

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Copyright Statement
Behavior and Social Issues, 15, 101-124 (2006). © Gordon R. Foxall, Jorge M. Oliveira-
Castro, Victoria K. James, M. Mirella Yani-de-Soriano, Valdimar Sigurdsson. Readers of this
article may copy it without the copyright owner’s permission, if the author and publisher are
acknowledged in the copy and the copy is used for educational, not-for-profit purposes.




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