Marketing Letters

, Volume 16, Issue 3, pp 335–346

Choice Based on Goals

Authors

    • RSM Erasmus University
  • Suresh Ramanathan
    • University of Chicago
  • Margaret C. Campbell
    • University of Colorado
  • Joel B. Cohen
    • University of Florida
  • Jeannette K. Dale
    • University of Colorado
  • Paul M. Herr
    • University of Colorado
  • Chris Janiszewski
    • University of Florida
  • Arie W. Kruglanski
    • University of Maryland
  • Angela Y. Lee
    • Northwestern University
  • Stephen J. Read
    • University of Southern California
  • J. Edward Russo
    • Cornell University
  • Nader T. Tavassoli
    • London Business School
Article

DOI: 10.1007/s11002-005-5896-y

Cite this article as:
Van Osselaer, S.M.J., Ramanathan, S., Campbell, M.C. et al. Market Lett (2005) 16: 335. doi:10.1007/s11002-005-5896-y

Abstract

This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each class of goals, we discuss how goal activation is influenced by direct (subconscious) goal priming, by spreading activation from choice options, from other goals, and from the context, and by goal (non-)achievement. Opportunities for modeling goal-based choice, the integration of emotions in a theory of goal-based choice, and relationships with dual-process theories of decision making are discussed.

Keywords

goal-based choicegoal activationconsumer choice

Copyright information

© Springer Science + Business Media, Inc. 2005