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Consumer Behaviour Analysis and the Behavioural Perspective Model

Foxall, G.R.; Oliveira-Castro, J.M.; James, V.K.; Schrezenmaier, T.C.

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Authors

G.R. Foxall

J.M. Oliveira-Castro

V.K. James

T.C. Schrezenmaier



Contributors

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

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.

Citation

Foxall, G., Oliveira-Castro, J., James, V., & Schrezenmaier, T. (2011). Consumer Behaviour Analysis and the Behavioural Perspective Model. Management online review,

Journal Article Type Article
Online Publication Date Feb 4, 2011
Publication Date Feb 4, 2011
Deposit Date Feb 4, 2011
Publicly Available Date Mar 28, 2024
Journal Management Online Review (MORE)
Publisher Oxford Management Publishing
Peer Reviewed Peer Reviewed
Keywords Consumer behaviour, Brand choice, Marketing, Behaviour analysis, Buying behaviour.
Public URL https://durham-repository.worktribe.com/output/1512694
Publisher URL http://www.morexpertise.com/view.php?id=70

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