Skip to main content
SpringerLink
Log in

Habit, Affect, and Cognition: A Constructivist Model on How They Shape Decision Making

  • Conference paper
  • First Online:
Modelling Value

Part of the book series: Contributions to Management Science ((MANAGEMENT SC.))

Abstract

This paper presents a cybernetic decision model linking discrepancy theory to perceived risk and decision-type research. A scarce set of variables is used for modelling the pre-purchase, purchase and post-purchase phase. Five decision types are proposed and a bigger picture on consumer perception, decision making, and customer value creation is provided.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 129.00
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 169.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 169.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  • Aaker, J. L., & Lee, A. Y. (2001). “I” seek pleasure and “We” avoid pains: The role of self-regulatory goals in information processing and persuasion. Journal of Consumer Research, 28, 33–49.

    Article  Google Scholar 

  • Andrade, E. B. (2005). Behavioral consequences of affect: Combining evaluative and regulatory mechanisms. Journal of Consumer Research, 32, 355–362.

    Article  Google Scholar 

  • Asch, S. E. (1956). Studies of independence and conformity: A minority of one against a unanimous majority. Psychological Monographs, 70(416), 1–70.

    Google Scholar 

  • Bagozzi, R. P., Gopinath, M., & Nyer, P. U. (1999). The role of emotions in marketing. Journal of the Academy of Marketing Science, 27(2), 184–206.

    Article  Google Scholar 

  • Bauer, R. A. (1960). Consumer behavior as risk taking. In R. S. Hancock (Ed.), Dynamic marketing for a changing world (pp. 389–398). Chicago: American Marketing Association.

    Google Scholar 

  • Bellenger, D. N., & Korgaonkar, P. K. (1980). Profiling the recreational shopper. Journal of Retailing, 56(3), 77–92.

    Google Scholar 

  • Brickman, P., & Campbell, D. T. (1971). Hedonic relativism and planning the good society. In M. H. Appley (Ed.), Adaptation level theory: A symposium (pp. 287–302). New York: Academic.

    Google Scholar 

  • Brunner, G. C., II, & Pomazal, R. J. (1988). Problem recognition: The crucial first stage of the consumer decision process. Journal of Consumer Marketing, 5(1), 53–63.

    Article  Google Scholar 

  • Burnham, T. A., Frels, J. K., & Mahajan, V. (2003). Consumer switching costs: A typology, antecedents, and consequences. Journal of the Academy of Marketing Science, 31(2), 109–126.

    Article  Google Scholar 

  • Charlton, P., & Ehrenberg, A. S. C. (1976). An experiment in brand choice. Journal of Marketing Research, 13, 152–160.

    Article  Google Scholar 

  • Chernev, A. (2006). Decision focus and consumer choice among assortments. Journal of Consumer Research, 33(1), 50–59.

    Article  Google Scholar 

  • Conchar, M. P., Zinkhan, G. M., Peters, C., & Olavarrieta, S. (2004). An integrated framework for the conceptualization of consumers’ perceived-risk processing. Journal of the Academy of Marketing Science, 32, 418–436.

    Article  Google Scholar 

  • Cryder, C. E., Lerner, J. S., Gross, J. J., & Dahl, R. E. (2008). Misery is not miserly: Sad and self-focused individuals spend more. Psychological Science, 19(6), 525–530.

    Article  Google Scholar 

  • Csikszentmihalyi, M. (1990). Flow: The psychology of optimal experience. New York: Harper & Row.

    Google Scholar 

  • de Matos, C. A., & Rossi, C. A. V. (2008). Word-of-mouth communications in marketing: A meta-analytic review of the antecedents and moderators. Journal of the Academy of Marketing Science, 36, 578–596.

    Article  Google Scholar 

  • Deci, E. L., & Ryan, R. M. (1985). Intrinsic motivation and self-determinant in human behavior. New York: Plenum.

    Google Scholar 

  • Derbaix, C., & Vanhamme, J. (2003). Inducing word-of-mouth by eliciting surprise – A pilot investigation. Journal of Economic Psychology, 24, 99–116.

    Article  Google Scholar 

  • Dhar, R., & Wertenbroch, K. (2000). Consumer choice between hedonic and utilitarian goods. Journal of Marketing Research, 37, 60–71.

    Article  Google Scholar 

  • Drucker, P. F. (1954). The Practice of management (1st ed.). New York: Harper & Brothers.

    Google Scholar 

  • Drucker, P. F. (1964). The customer is the business. In P. F. Drucker (Ed.), Managing for results (pp. 110–131). London: Heinemann.

    Google Scholar 

  • Duesenberry, J. S. (1949). Income, saving and the theory of consumer behavior. Cambridge, MA: Harvard University Press.

    Google Scholar 

  • East, R., Lomax, W., Willson, G., & Harris, P. (1994). Decision making and habit in shopping times. European Journal of Marketing, 28(4), 56–71.

    Article  Google Scholar 

  • Feick, L., & Price, L. L. (1987). The market maven: A diffuser of marketplace information. Journal of Marketing, 51, 83–97.

    Article  Google Scholar 

  • Fiedler, K., & Bless, H. (2000). The formation of beliefs at the interface of affective and cognitive processes. In N. H. Frijda, A. S. R. Manstead, & S. Bem (Eds.), Emotions and beliefs: How feelings influence thoughts (pp. 144–170). Cambridge: Cambridge University Press.

    Chapter  Google Scholar 

  • Fiske, S. T., & Taylor, S. E. (1984). Social cognition. Reading: Addison-Wesley.

    Google Scholar 

  • Foa, E. B., & Foa, U. G. (1976). Resource theory of social exchange. In J. W. Thibaut, J. T. Spence, & R. C. Carlson (Eds.), Contemporary topics in social psychology (pp. 99–131). New York: General Learning Press.

    Google Scholar 

  • Forgas, J. P. (1995). Mood and judgment: The affect infusion model (AIM). Psychological Bulletin, 117(1), 39–66.

    Article  Google Scholar 

  • Gale, B. T. (1994). Managing customer value: Creating quality and service that customers can see. New York: The Free Press.

    Google Scholar 

  • Garbarino, E. C., & Edell, J. A. (1997). Cognitive effort, affect, and choice. Journal of Consumer Research, 24, 147–158.

    Article  Google Scholar 

  • Gemünden, H.-G. (1985). Perceived risk and information search. A systematic meta-analysis of the empirical evidence. International Journal of Research in Marketing, 2(2), 79–100.

    Article  Google Scholar 

  • Gendolla, G. H. E. (2000). On the impact of mood on behavior: An integrative theory and a review. Review of General Psychology, 4(4), 378–408.

    Article  Google Scholar 

  • Gregory, G. D., & Di Leo, M. (2003). Repeated behavior and environmental psychology: The role of personal involvement and habit formation in explaining water consumption. Journal of Applied Social Psychology, 33(6), 1261–1296.

    Article  Google Scholar 

  • Gross, J. J. (1998). The emerging field of emotion regulation: An integrative review. Review of General Psychology, 2(3), 271–299.

    Article  Google Scholar 

  • Heider, F. (1958). The psychology of interpersonal relations. New York: Wiley.

    Book  Google Scholar 

  • Helson, H. (1964). Adaptation-level theory: An experimental and systematic approach to behavior. New York: Harper & Row.

    Google Scholar 

  • Hill, D. J. (1986). Satisfaction and Consumer Services. In R. J. Lutz (Ed.), Advances in consumer research (Vol. 13, pp. 311–315). Ann Arbor: Association for Consumer Research.

    Google Scholar 

  • Holbrook, M. B., & Hirschman, E. C. (1982). The experiential aspects of consumption: Consumer fantasies, feelings, and fun. Journal of Consumer Research, 9(2), 132–140.

    Article  Google Scholar 

  • Howard, J. A., & Sheth, J. N. (1967). Theory of buyer behavior. In R. Moyer (Ed.), Changing marketing systems. Consumer, corporate and government interfaces (pp. 253–262). Chicago: American Marketing Association.

    Google Scholar 

  • Iyengar, S. S., & Lepper, M. R. (2000). When choice is demotivating: Can one desire too much of a good thing? Journal of Personality and Social Psychology, 79(6), 995–1006.

    Article  Google Scholar 

  • Jones, M. A. (1999). Entertaining shopping experiences: An exploratory investigation. Journal of Retailing and Consumer Services, 6(3), 129–139.

    Article  Google Scholar 

  • Katona, G. (1953). Rational behavior and economic behavior. Psychological Review, 60, 307–318.

    Article  Google Scholar 

  • Khare, A., & Inman, J. J. (2006). Habitual behavior in American eating patterns: The role of meal occations. Journal of Consumer Research, 32, 567–575.

    Article  Google Scholar 

  • Knowlton, B., & Squire, L. R. (1994). Artificial grammar learning and implicit memory: Reply to Higham and Vokey. Psychological Science, 5(1), 61.

    Article  Google Scholar 

  • Kraigher-Krainer, J. (2006). A framework for conceptualizing purchase emotions. In J. Kraigher-Krainer et al. (Eds.), Proceedings of the FH science day 2006 (pp. 3–21, Vol. 2). Aachen: Shaker.

    Google Scholar 

  • Kraigher-Krainer, J. (2007). Das ECID-Modell. Fünf Kaufentscheidungstypen als Grundlage der strategischen Unternehmensplanung. Wiesbaden: Gabler.

    Google Scholar 

  • Kroeber-Riel, W. (1979). Activation research – Psychobiological approaches in consumer research. Journal of Consumer Research, 5, 240–250.

    Article  Google Scholar 

  • Krugman, H. E. (1965). The impact of television advertising: Learning without involvement. Public Opinion Quarterly, 29, 349–356.

    Article  Google Scholar 

  • Lazarus, R. S. (1991). Emotion and adaptation. New York: Oxford University Press.

    Google Scholar 

  • Ledoux, J. (1996). The emotional brain: The mysterious underpinnings of emotional life. New York: Touchstone.

    Google Scholar 

  • Lerner, J. S., & Keltner, D. (2000). Beyond valence: Toward a model of emotion-specific influences on judgement and choice. Cognition and Emotion, 14(4), 473–493.

    Article  Google Scholar 

  • Levitt, T. (1960). Marketing myopia. Harvard Business Review, 38(4), 45–56.

    Google Scholar 

  • Lin, M. Y., & Chang, L. H. (2003). Determinants of habitual behavior for national and leading brands in China. Journal of Product and Brand Management, 12(2), 94–107.

    Article  Google Scholar 

  • McGuire, W. J. (1969). The nature of attitudes and attitude change. In G. Lindzey & E. Aronson (Eds.), The handbook of social psychology (2nd ed., Vol. 3, pp. 136–314). Reading: Addison-Wesley.

    Google Scholar 

  • Meyer, C., & Schwager, A. (2007). Understanding customer experience. Harvard Business Review, 85(2), 116–126.

    Google Scholar 

  • Michalos, A. C. (1985). Multiple discrepancy theory (MDT). Social Indicators Research, 16, 347–413.

    Article  Google Scholar 

  • Mitchell, V.-W. (1999). Consumer perceived risk: Conceptualisations and models. European Journal of Marketing, 33(1/2), 163–195.

    Article  Google Scholar 

  • Moorthy, S., Ratchford, B. T., & Talukdar, D. (1997). Consumer information search revisited: Theory and empirical analysis. Journal of Consumer Research, 23, 263–277.

    Article  Google Scholar 

  • Okada, E. M., & Hoch, S. J. (2004). Spending time vs. spending money. Journal of Consumer Research, 31, 313–323.

    Article  Google Scholar 

  • Oliver, R. L. (1980). A cognitive model of the antecedents and consequences of satisfaction decisions. Journal of Marketing Research, 17(4), 460–469.

    Article  Google Scholar 

  • Pham, M. T. (1998). Representativeness, relevance, and the use of feelings in decision making. Journal of Consumer Research, 25(2), 144–159.

    Article  Google Scholar 

  • Piaget, J. (1963). Origins of intelligence in children. New York: International University Press.

    Google Scholar 

  • Pine, J. B., & Gilmore, J. H. (1998). Welcome to the experience economy. Harvard Business Review, 76(4), 97–105.

    Google Scholar 

  • Powers, W. T. (1973). Feedback: Beyond behaviorism. Stimulus-response laws are wholly predictable within a control-system model of behavioral organization. Science, 179, 351–356.

    Article  Google Scholar 

  • Rothschild, M. L. (1984). Perspectives on involvement: Current problems and future directions. In T. C. Kinnear (Ed.), Advances in consumer research (Vol. 11, pp. 216–217). Provo: Association for Consumer Research.

    Google Scholar 

  • Ryan, R. M., & Deci, E. L. (2000). Intrinsic and extrinsic motivations: Classic definitions and new directions. Contemporary Educational Psychology, 25(1), 54–67.

    Article  Google Scholar 

  • Schwartz, B. (2004). The paradox of choice: Why more is less (1st ed.). New York: HarperCollins.

    Google Scholar 

  • Schwarz, N., & Clore, G. L. (1983). Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology, 45(3), 513–523.

    Article  Google Scholar 

  • Shapiro, S., MacInnis, D. J., & Heckler, S. E. (1997). The effects of incidental ad exposure on the formation of consideration sets. Journal of Consumer Research, 24(1), 94–104.

    Article  Google Scholar 

  • Sheth, J. N. (1983). Marketing megatrends. Journal of Consumer Marketing, 1(1), 5–13.

    Article  Google Scholar 

  • Snyder, A. W. (2001). Paradox of the savant mind. Nature, 413(9), 251–252.

    Article  Google Scholar 

  • Söderlund, M., Vilgon, M., & Gunnarsson, J. (2001). Predicting purchasing behavior on business to business markets. European Journal of Marketing, 35, 168–181.

    Article  Google Scholar 

  • Solomon, R. L. (1980). The opponent-process theory of acquired motivation: The costs of pleasure and the benefits of pain. American Psychologist, 35(8), 691–712.

    Article  Google Scholar 

  • Solomon, M. R. (1986). The missing link: Surrogate consumers in the marketing chain. Journal of Marketing, 50, 208–218.

    Article  Google Scholar 

  • Stern, H. (1962). The significance of impulsive buying today. Journal of Marketing, 26(2), 59–62.

    Article  Google Scholar 

  • Suri, R., & Monroe, K. B. (2003). The effects of time constraints in consumers’ judgements of prices and products. Journal of Consumer Research, 30, 92–104.

    Article  Google Scholar 

  • Tauber, E. M. (1972). Why do people shop? Journal of Marketing, 36, 46–49.

    Article  Google Scholar 

  • Tice, D. M., Bratslavsky, E., & Baumeister, R. F. (2001). Emotional distress regulation takes precedence over impulse control: If you feel bad, do it! Journal of Personality and Social Psychology, 80(1), 53–67.

    Article  Google Scholar 

  • Treacy, M., & Wiersema, F. (1995). The discipline of market leaders: Choose your customers, narrow your focus, dominate your market (2nd ed.). Reading: Addison-Wesley.

    Google Scholar 

  • Tyebjee, T. T. (1979). Refinement of the involvement concept: An advertising planning point of view. In J. C. Maloney & B. Silverman (Eds.), Attitude research plays for high stakes (pp. 94–111). Chicago: American Marketing Association.

    Google Scholar 

  • Uncles, M. D., Dowling, G. R., & Hammond, K. (2003). Customer loyalty and customer loyalty programs. Journal of Consumer Marketing, 20(4), 294–316.

    Article  Google Scholar 

  • Vanhamme, J. (2000). The link between surprise and satisfaction: An exploratory research on how best to measure surprise. Journal of Marketing Management, 16(6), 565–582.

    Article  Google Scholar 

  • von Glasersfeld, E. (1997). Radikaler konstruktivismus: Ideen, ergebnisse, probleme (1st ed.). Frankfurt/Main: Suhrkamp.

    Google Scholar 

  • Walker, C. (1995). Word of mouth. American Demographics, 17(7), 38–44.

    Google Scholar 

  • Wells, W. D. (1993). Discovery-oriented consumer research. Journal of Consumer Research, 19, 489–504.

    Article  Google Scholar 

  • White, L., & Yanamandram, V. (2004). Why customers stay: Reasons and consequences of inertia in financial services. Managing Service Quality, 14(2/3), 183–194.

    Article  Google Scholar 

  • Zajonc, R. B. (1968). Attitudinal effects of mere exposure. Journal of Personality and Social Psychology, 9(2), 1–27.

    Article  Google Scholar 

  • Zeelenberg, M., & Pieters, R. (2004). Beyond valence in customer dissatisfaction: A review and new findings on behavioral responses to regret and disappointment in failed services. Journal of Business Research, 57(4), 445–455.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Management Research Center Steyr, University of Applied Sciences Upper Austria, Steyr, Austria

    Jörg Kraigher-Krainer

Authors
  1. Jörg Kraigher-Krainer
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Jörg Kraigher-Krainer .

Editor information

Editors and Affiliations

  1. FH Oberösterreich, Wehrgrabengasse 1-3, Steyr, 4400, Austria

    Herbert Jodlbauer

  2. , Department of Management, Linköping University, Linköping, 58183, Sweden

    Jan Olhager

  3. Schonberger & Associates, 107th Avenue N.E. #2101 177, Bellevue, 98004, Washington, USA

    Richard J. Schonberger

Rights and permissions

Reprints and permissions

Copyright information

© 2012 Springer-Verlag Berlin Heidelberg

About this paper

Cite this paper

Kraigher-Krainer, J. (2012). Habit, Affect, and Cognition: A Constructivist Model on How They Shape Decision Making. In: Jodlbauer, H., Olhager, J., Schonberger, R. (eds) Modelling Value. Contributions to Management Science. Physica-Verlag HD. https://doi.org/10.1007/978-3-7908-2747-7_10

Download citation

Publish with us

Policies and ethics

Search

Navigation