Advertisement

Consumer Behavior: Internal Factors

  • RajagopalEmail author
Chapter

Abstract

This chapter discusses the internal factors affecting consumer behavior, explains consumer ecosystem and behavior process converging consumer perceptions and attitudes. The factors associated with the consumer motivation, learning, and knowledge transfer have also been deliberated in this chapter. The chapter also explores key variables that drive cognitive thinking process of consumers in the context of beliefs and social influences toward decision-making and setting preferences. In addition, discussion on the process of consumer stimulus and response mapping for marketing organizations to understand the cognitive dynamics among consumers for developing competitive marketing strategies constitutes one of the interesting points of learning.

References

  1. Aguirre-Rodriguez, A., Bóveda-Lambie, A. M., & Montoya, D. Y. (2014). Exploring Ethnic Consumer Response to Crossover Brand Extensions. Journal of Business Research, 67(4), 457–46.Google Scholar
  2. Andrade, M. S. (2007). Learning Communities: Examining Positive Outcomes. Journal of College Student Retention: Research, Theory & Practice, 9(1), 1–20.Google Scholar
  3. Barcelona, R. G. (2011). New Tools to Capture the Elusive Green Consumer. IESE-Insight Magazine, First Quarter (8), 21–28.Google Scholar
  4. Birch, D., Memery, J., & Kanakaratne, M. S. (2018). The Mindful Consumer: Balancing Egoistic and Altruistic Motivations to Purchase Local Food. Journal of Retailing and Consumer Services, 40, 221–228.Google Scholar
  5. Boh, W. F., Nguyen, T. T., & Yun, X. (2013). Knowledge Transfer Across Dissimilar Cultures. Journal of Knowledge Management, 17(1), 29–46.Google Scholar
  6. Carmona-Lavado, A., Cuevas-Rodríguez, G., & Cabello-Medina, C. (2010). Social and Organizational Capital: Building the Context for Innovation. Industrial Marketing Management, 39(4), 681–690.Google Scholar
  7. Carter, T. J., & Gilovich, T. (2010). The Relative Relativity of Experiential and Material Purchases. Journal of Personality and Social Psychology, 98(1), 146–159.Google Scholar
  8. Codispoti, M., & De Cesarei, A. (2007). Arousal and Attention: Picture Size and Emotional Reactions. Psychophysiology, 44(5), 680–686.Google Scholar
  9. Dichter, E. (1964). Handbook of Consumer Motivation. New York: McGraw-Hill.Google Scholar
  10. Dobson, J. (2007). Aesthetics as a Foundation for Business Activity. Journal of Business Ethics, 72(1), 41–46.Google Scholar
  11. Dowling, G. R., & Uncles, M. (1997). Do Customer Loyalty Programs Really Work? MIT Sloan Management Review, 38(4), 71–82.Google Scholar
  12. Edmondson, A. C. (2011). Strategies for Learning from Failure. Harvard Business Review, 89(4), 48–55.Google Scholar
  13. Ellis, D. V., Pitt, L., & Berthon, P. (2015). Knowing What They Know: A Managerial Perspective on Consumer Knowledge. Business Horizons, 58(6), 679–685.Google Scholar
  14. Elster, J. (2006). Altruistic Behavior and Altruistic Motivations. In S. C. Kolm & J. M. Ythier (Eds.), Handbook of the Economics of Giving, Altruism and Reciprocity. New York: Elsevier.Google Scholar
  15. Euromonitor. (2018). Generation Z: The Next Wave of Consumers (Market Report). London: Euromonitor International.Google Scholar
  16. Fishbien, M., & Ajzen, I. (1975). Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research. Reading, MA: Addison-Wesley.Google Scholar
  17. Garg, N., Inman, J. J., & Mittal, V. (2017). Emotion Effects on Choice Deferral: The Moderating Role of Outcome and Process Accountability. European Journal of Marketing, 51(9), 1631–1649.Google Scholar
  18. Geisler, E. (2007). The Metrics of Knowledge: Mechanisms for Preserving the Value of Managerial Knowledge. Business Horizons, 50(6), 467–477.Google Scholar
  19. Gera, R. (2012). Bridging the Gap in Knowledge Transfer Between Academia and Practitioners. International Journal of Educational Management, 26(3), 252–273.Google Scholar
  20. Gilbert, D. C., & Jackaria, N. (2002). The Efficacy of Sales Promotions in UK Supermarkets: A Consumer View. International Journal of Retail & Distribution Management, 30(6), 315–322.Google Scholar
  21. Grant, H., & Higgins, T. E. (2013). Do You Play to Win or to Not Lose? Harvard Business Review, 91(3), 117–120.Google Scholar
  22. Gupta, S., Czinkota, M., & Melewar, T. C. (2013). Embedding Knowledge and Value of a Brand into Sustainability for Differentiation. Journal of World Business, 48(3), 287–296.Google Scholar
  23. Hannah, S. T., & Waldman, D. A. (2015). Neuroscience of Moral Cognition and Conation in Organizations. In D. A. Waldman & P. A. Balthazard (Eds.), Organizational Neuroscience (Vol. 7, pp. 233–255). Monographs in Leadership and Management. London: Emerald Group Publishing Limited.Google Scholar
  24. Hedgebeth, D. (2007). Making Use of Knowledge Sharing Technologies. VINE Journal of Information and Knowledge Management Systems, 37(1), 49–55.Google Scholar
  25. Jost, J. (2017). The Marketplace of Ideology: “Elective Affinities” in Political Psychology and Their Implications for Consumer Behavior. Journal of Consumer Psychology, 27(4), 502–520.Google Scholar
  26. Kees, J., Burton, S., Andrews, J., & Kozup, J. (2010). Understanding How Graphic Pictorial Warnings Work on Cigarette Packaging. Journal of Public Policy & Marketing, 29(2), 265–276.Google Scholar
  27. Kim, H. W., Chan, H. C., & Chan, Y. P. (2007). A Balanced Thinking-Feeling Model of Information Systems Continuance. International Journal of Human-Computer Studies, 65, 511–525.Google Scholar
  28. Lapre, M. A., & Van Wassenhove, L. N. (2003). Managing Learning Curves in Factories by Creating and Transferring Knowledge. California Management Review, 46(1), 53–71.Google Scholar
  29. Laroche, M., Pons, F., Zgolli, N., Cervellon, M. C., & Kim, C. (2003). A Model of Consumer Response to Two Retail Sales Promotion Techniques. Journal of Business Research, 56(7), 513–522.Google Scholar
  30. Madhavan, P., & Gonzalez, C. (2010). The Relationship Between Stimulus-response Mappings and the Detection of Novel Stimuli in a Simulated Luggage-screening task. Theoretical Issues in Ergonomics Science, 11(5), 461–473.Google Scholar
  31. Mathur, P., Chun, H. H., & Maheswaran, D. (2016). Consumer Mindsets and Self-Enhancement: Signaling Versus Learning. Journal of Consumer Psychology, 26(1), 142–152.Google Scholar
  32. McGregore, S. L. T. (2011). Consumer Acumen: Augmenting Consumer Literacy. Journal of Consumer Affairs, 45(2), 344–357.Google Scholar
  33. Ndubisi, N. O., & Moi, C. T. (2005). Customers Behaviourial Responses to Sales Promotion: The Role of Fear of Losing Face. Asia Pacific Journal of Marketing and Logistics, 17(1), 32–49.Google Scholar
  34. Neeley, S. (2005). Influences on Consumer Socialisation. Young Consumers, 6(2), 63–69.Google Scholar
  35. Noriega, F. M., Heppell, S., Bonet, N. S., & Heppell, J. (2013). Building Better Learning and Learning Better Building, with Learners Rather Than for Learners. On the Horizon, 21(2), 138–148.Google Scholar
  36. Palacios-Marqués, D., Guijarro, M., & Carrilero, A. (2016). The Use of Customer-centric Philosophy in Hotels to Improve Customer Loyalty. Journal of Business & Industrial Marketing, 31(3), 339–348.Google Scholar
  37. Park, C., Vertinsky, I., & Becerra, M. (2015). Transfers of Tacit vs. Explicit Knowledge and Performance in International Joint Ventures: The Role of Age. International Business Review, 24(1), 89–101.Google Scholar
  38. Potter, C., & Naidoo, G. (2009). Evaluating Large-Scale Interactive Radio Programs. Distance Education, 30(1), 117–141.Google Scholar
  39. Powell, W. W. (1998). Learning from Collaboration: Knowledge and Networks in the Biotechnology and Pharmaceutical Industries. California Management Review, 40(3), 228–240.Google Scholar
  40. Rajagopal. (2005). Impact of Advertising Variability on Building Customer Based Brand Personality under Competitive Environment: Empirical Analysis in Reference to Mexico. Latin American Business Review, 6(3), 63–84.Google Scholar
  41. Rajagopal. (2009). Cognitive Factors Affecting Buying Decision of Young Consumers: Role of Arousal and Merriment. International Journal of Economics and Business Research, 1(4), 454–466.Google Scholar
  42. Rajagopal. (2010). Consumer Behavior: Global Shifts and Local Effects. Hauppauge, New York: Nova Science Publishers.Google Scholar
  43. Rajagopal. (2011). Impact of Radio Advertisements on Buying Behaviour of Urban Commuters. International Journal of Retail and Distribution Management, 39(7), 480–503.Google Scholar
  44. Rajagopal. (2013). Managing Social Media and Consumerism: The Grapevine Effect in Competitive Markets. Basingstoke, UK: Palgrave Macmillan.Google Scholar
  45. Rajagopal. (2016). Sustainable Growth in Global Markets: Strategic Choices and Managerial Implications. Basingstoke, UK: Palgrave Macmillan.Google Scholar
  46. Rajagopal. (2018). Consumer Behavior Theories: Convergence of Divergent Perspectives with Applications to Marketing and Management. New York: Business Expert Press.Google Scholar
  47. Rajagopal, & Castaño, R. (2015). Understanding Consumer Behavior and Consumption Experience. Hershey, PA: IGI Global.Google Scholar
  48. Rajagopal & Rajagopal, A. (2018). Brand Literacy and Knowledge Transfer Process: Analysis of Purchase Intentions Among Consumers in Mexico. International Journal of Business Innovation and Research (in press).Google Scholar
  49. Rajagopal, Raquel, C., & Flores, D. (2016). Consumer and Markets: Analyzing Behavioral Shifts and Emerging Challenges. Hauppauge, New York: Nova Science Publishers.Google Scholar
  50. Rodzi, M. Z., Ahmad, M. N., & Zakaria, N. H. (2015). Using Essential Processes in Knowledge Integration for Knowledge Enhancement. VINE Journal of Information and Knowledge Management Systems, 45(1), 89–106.Google Scholar
  51. Rossi, C. (2011). Online Consumer Communities, Collaborative Learning and Innovation. Measuring Business Excellence, 15(3), 46–62.Google Scholar
  52. Sheth, J. N., Sethia, N. K., & Srinivas, S. (2011). Mindful Consumption: A Customer-Centric Approach to Sustainability. Journal of the Academy of Marketing Science, 39(1), 21–39.Google Scholar
  53. Sheu, J. B. (2010). A Hybrid Dynamic Forecast Model for Analyzing Celebrity Endorsement Effects on Consumer Attitudes. Mathematical and Computer Modelling, 52(9), 1554–1569.Google Scholar
  54. Swift, P. E., & Hwang, A. (2008). Learning, Dynamic Capabilities and Operating Routines: A Consumer Package Goods Company. The Learning Organization, 15(1), 75–95.Google Scholar
  55. Viswanathan, M., Torelli, C. J., Xia, L., & Gau, R. (2009). Understanding the Influence of Literacy on Consumer Memory: The Role of Pictorial Elements. Journal of Consumer Psychology, 19(3), 389–402.Google Scholar
  56. Yang, I., & Bahli, B. (2015). Interplay of Cognition and Emotion in IS Usage: Emotion as Mediator Between Cognition and IS Usage. Journal of Enterprise Information Management, 28(3), 363–376.Google Scholar
  57. Zhang, H., Sun, J., Liu, F., & Knight, J. G. (2014). Be Rational or Be Emotional: Advertising Appeals, Service Types and Consumer Responses. European Journal of Marketing, 48(11), 2105–2126.Google Scholar
  58. Zhao, R., Geng, Y., Liu, Y., Tao, X., & Xue, B. (2018). Consumers’ Perception, Purchase Intention, and Willingness to Pay for Carbon-Labeled Products: A Case Study of Chengdu in China. Journal of Cleaner Production, 171(1), 1664–1671.Google Scholar
  59. Zhou, L., & Wong, A. (2004). Consumer Impulse Buying and In-Store Stimuli in Chinese Supermarkets. Journal of International Consumer Marketing, 16(2), 37–53.Google Scholar

Copyright information

© The Author(s) 2019

Authors and Affiliations

  1. 1.EGADE Business SchoolTecnologico de MonterreySanta Fe, Mexico CityMexico

Personalised recommendations