Skip to main content
SpringerLink
Log in

Wer kontrolliert unser Verbraucher-Verhalten?

Autonomie und Manipulierbarkeit der Konsumenten

  • Chapter
  • First Online:
Fremdkontrolle

  • 2963 Accesses

Zusammenfassung

Stellen Sie sich vor, Sie arbeiten am Computer an einer Aufgabe. Während dieser Arbeit erscheint hin und wieder für 60 Millisekunden ein Logo, z. B. von Aldi, Netto oder Lidl. Es spricht viel dafür, dass Sie (wenn bestimmte weitere Bedingungen erfüllt sind) diese Einblendungen nicht bemerken. Nach Ihrer Arbeit kaufen Sie dann noch ein – vielleicht bei einem Online-Shop. Wie viel Geld würden Sie wohl unter dieser Bedingung ausgeben? Vergleichen wir diese Situation mit einer anderen, in der die Einblendungen aus den Logos von Louis Vuitton, Mont Blanc und Tiffany bestanden. Wie hoch wäre Ihre Rechnung nun?

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 39.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 74.99
Price excludes VAT (USA)
  • Compact, lightweight 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

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Literatur

  • Ariely, D., Loewenstein, G., & Prelec, D. (2003). „Coherent arbitrariness“: Stable demand curves without stable preferences. Th e Quarterly Journal of Economics 11 8 (1), 73–106.

    Article  Google Scholar 

  • Bargh, J. A. (1996). Automaticity in social psychology. In E. T. Higgins & A. W. Kruglanski (Hrsg.), Social psychology: Handbook of basic principles (S. 169–183). New York: Th e Guilford Press.

    Google Scholar 

  • Bauer, F. (2000). Die Psychologie der Preisstruktur. Entwicklung der „Entscheidungspsychologischen Preisstrukturgestaltung“ zur Erklärung und Vorhersage nicht-normativer Einfl üsse der Preisstruktur auf die Kaufentscheidung. München: CS Press.

    Google Scholar 

  • Bornstein, R. F. (1989). Exposure and aff ect: Overview and meta-analysis of research 1968- 1987. Psychological Bulletin 106, 265–289.

    Article  Google Scholar 

  • Brand, H. W. (1978). Die Legende von den „geheimen Verführern“. Kritische Analysen zur unterschwelligen Wahrnehmung und Beeinfl ussung. Weinheim: Beltz.

    Google Scholar 

  • Chaiken, S., & Trope, Y. (Hrsg.). (1999). Dual Process Th eories in Social Psychology. New York: Guilford Press.

    Google Scholar 

  • Chartrand, T. L., Huber, J., Shiv, B., & Tanner, R. J. (2008). Nonconscious goals and consumer choice. Journal of Consumer Research 35, 189–201.

    Article  Google Scholar 

  • Cialdini, R. B. (2009). Infl uence – Science and Practice. Fift h edition. Boston: Allyn and Bacon.

    Google Scholar 

  • Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). Reciprocal concessions procedure to induce compliance: Th e door-in-the-facetechnique. Journal of Personality and Social Psychology 31, 206–215.

    Article  Google Scholar 

  • De Houwer, J. D. (2009). Conditioning as a source of liking. Th ere is nothing simple about it. In M. Wänke (Hrsg.), Social psychology of consumer behavior (S. 151–166). New York: Psychology Press.

    Google Scholar 

  • Devine, P. G. (1989). Stereotypes and prejudice. Journal of Personality and Social Psychology 56, 5–18.

    Article  Google Scholar 

  • Dijksterhuis, A., Aarts, H., & Smith, P. K. (2005). Th e power of the subliminal: Subliminal perception and possible applications. In R. Hassin, J. Uleman & J. A. Bargh (Hrsg.), Th e new unconscious (S. 77–106). New York: Oxford University Press.

    Google Scholar 

  • Ebeling, P. (1990). Hundert Tips für Verkäufer. 11. Aufl . Landsberg am Lech: Verlag moderne industrie.

    Google Scholar 

  • Englich, B., Mussweiler, T., & Strack, F. (2006). Playing dice with criminal sentences: Th e infl uence of irrelevant anchors on experts’ judicial decision making. Personality and Social Psychology Bulletin 32 (2), 188–200.

    Article  Google Scholar 

  • Felser, G. (2007). Werbe- und Konsumentenpsychologie. Stuttgart: Spektrum Akademischer Verlag.

    Google Scholar 

  • Fiske, S. T. (1995). Social cognition. In A. Tesser (Hrsg.), Advanced Social Psychology (S. 149–194). New York: McGraw Hill.

    Google Scholar 

  • Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: Th e foot-in-the-door technique. Journal of Personality and Social Psychology 4, 196–202.

    Google Scholar 

  • Friestad, M., & Wright, P. (1994). Th e persuasion knowledge model: How people cope with persuasion attempts. Journal of Consumer Research 21 (1), 1–31.

    Article  Google Scholar 

  • Friestad, M., & Wright, P. (1995). Persuasion knowledge: Lay people’s and researchers’ beliefs about the psychology of advertising. Journal of Consumer Research 22 (1), 62–74.

    Article  Google Scholar 

  • Galinsky, A. D., & Mussweiler, T. (2001). First off ers as anchors: Th e role of perspectivetaking and negotiator focus. Journal of Personality and Social Psychology 81 (4), 657–669.

    Article  Google Scholar 

  • Gilbert, D. T. (1998). Speeding with Ned: A personal view of the correspondence bias. In J. M. Darley & J. Cooper (Hrsg.), Attribution and social interaction. Th e legacy of Edward E. Jones (S. 5–36). Washington, DC: American Psychological Association.

    Chapter  Google Scholar 

  • Graf, H. (1982). Manipulationstechniken für Verkäufer. Landsberg am Lech: Verlag moderne industrie.

    Google Scholar 

  • Hofmann, W., Baumeister, R. F., Förster, G., & Vohs, K. D. (2012). Everyday temptations: An experience sampling study of desire, confl ict, and self-control. Journal of Personality and Social Psychology 102 (6), 1318–1335.

    Article  Google Scholar 

  • Janiszewski, C., & Warlop, L. (1993). Th e infl uence of classical conditioning on subsequent attention to the conditioned brand. Journal of Consumer Research 20, 171–189.

    Article  Google Scholar 

  • Kahneman, D. (2011). Th inking, fast and slow. London: Penguin.

    Google Scholar 

  • Kahneman, D., & Snell, J. S. (1992). Predicting a changing taste: Do people know what they will like? Journal of Behavioral Decision Making 5 (3), 187–200.

    Article  Google Scholar 

  • Karremans, J. C., Stroebe, W., & Claus, J. (2006). Beyond Vicary’s fantasies: Th e impact of subliminal priming and brand choice. Journal of Experiment al Social Psychology 42, 792–798.

    Article  Google Scholar 

  • Koranyi, N., & Rothermund, K. (2012). When the grass on the other side of the fence doesn’t matter: Reciprocal romantic interest neutralizes attentional bias towards attractive alternatives. Journal of Experimental Social Psychology 48 (1), 186–191.

    Article  Google Scholar 

  • Kröger, M. (2005). Andere können noch billiger. Media Markt im Preistest. Spiegel-online. Zugegriff en: 04. Februar 2005.

    Google Scholar 

  • Maner, J. K., Gailliot, M. T., Rouby, D. A., & Miller, S. L. (2007). Can’t take my eyes off you: Attentional adhesion to mates and rivals. Journal of Personality and Social Psychology 93, 389–401.

    Article  Google Scholar 

  • Muraven, M., & Baumeister, R. F. (1998). Self-regulation and depletion of limited resources: Does self-control resemble a muscle? Psychological Bulletin 126, 247–259.

    Article  Google Scholar 

  • Mussweiler, T., Strack, F., & Pfeiff er, T. (2000). Overcoming the inevitable anchoring eff ect: Considering the opposite compensates for selective accessibility. Personality and Social Psychology Bulletin 26 (9), 1142–1150.

    Article  Google Scholar 

  • Nickel, V. (1997). Manipulation oder Markenkommunikation? Kinder als Ansprechpartner der Wirtschaft . In D. M. Meister & U. Sander (Hrsg.), Kinderalltag und Werbung. Zwischen Manipulation und Faszination (S. 125–137). Neuwied: Luchterhand.

    Google Scholar 

  • Nisbett, R. E., & Wilson, T. D. (1977). Telling more than we can know: Verbal reports and mental processes. Psychological Review 84 (3), 231–259.

    Article  Google Scholar 

  • North, A. C., Hargreaves, D. J., & Mackenzie, L. C. (1999). Th e infl uence of in-store music on wine selections. Journal of Applied Social Psychology 84, 271–276.

    Article  Google Scholar 

  • Northcraft, G. B., & Neale, M. A. (1987). Experts, amateurs and real estate. An anchoringand- adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes 39, 84–97.

    Article  Google Scholar 

  • Packard, V. (Orig. 1957) (1973). Die geheimen Verführer. Der Griff nach dem Unbewußten in jedermann. Frankfurt am Main: Ullstein.

    Google Scholar 

  • Payne, B. K., & Gawronski, B. (2010). A history of implicit social cognition: Where is it coming from? Where is it now? Where is it going? In B. Gawronski & B. K. Payne (Hrsg.), Handbook of implicit social cognition: Measurement, theory, and applications (S. 1–15). New York: Guilford Press.

    Google Scholar 

  • Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion of invulnerability: Th e motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology 83, 526–541.

    Article  Google Scholar 

  • Stanovich, K. E., & West, R. F. (2000). Individual diff erences in reasoning: Implications for the rationality debate? Behavioral and Brain Sciences 23, 645–726.

    Article  Google Scholar 

  • Strahan, E. J., Spencer, S. J., & Zanna, M. P. (2002). Subliminal priming and persuasion: Striking while the iron is hot. Journal of Experimental Social Psychology 38, 556–568.

    Article  Google Scholar 

  • Vicary, J. (1957). Subliminal svengali? Sponso, 11 (30. Nov.), 38–42.

    Google Scholar 

  • Yoo, C. Y. (2008). Unconcious processing of web advertising: eff ects on implicit memory, attitude toward the brand and consideration set. Journal of Interactive Marketing 22 (2), 1–27.

    Article  Google Scholar 

  • Zajonc, R. B. (1968). Attitudinal eff ects of mere exposure. Journal of Personality and Social Psychology 9 (Monograph Suppl. No. 2, part 2), 1–27.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Wernigerode, Deutschland

    Dr. rer. nat. Georg Felser

Authors
  1. Dr. rer. nat. Georg Felser
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Georg Felser .

Editor information

Editors and Affiliations

  1. IGPP Freiburg, Freiburg, Germany

    Michael Schetsche

  2. Universität Freiburg, Freiburg, Germany

    Renate-Berenike Schmidt

Rights and permissions

Reprints and permissions

Copyright information

© 2015 Springer Fachmedien Wiesbaden

About this chapter

Cite this chapter

Felser, G. (2015). Wer kontrolliert unser Verbraucher-Verhalten?. In: Schetsche, M., Schmidt, RB. (eds) Fremdkontrolle. Springer VS, Wiesbaden. https://doi.org/10.1007/978-3-658-02136-8_14

Download citation

  • DOI: https://doi.org/10.1007/978-3-658-02136-8_14

  • Published:

  • Publisher Name: Springer VS, Wiesbaden

  • Print ISBN: 978-3-658-02135-1

  • Online ISBN: 978-3-658-02136-8

  • eBook Packages: Humanities, Social Science (German Language)

Publish with us

Policies and ethics

Search

Navigation