Consumer brand choice: Money allocation as a function of brand reinforcing attributes

Previous applications of the matching law to the analysis of consumer brand choice have shown that the amount of money spent purchasing a favorite brand tends to match the quantity bought of the favorite brand divided by the quantity bought of all other brands. Although these results suggest matching between spending and purchased quantity, branded goods differ qualitatively among themselves, rendering previous matching analyses incomplete. Consumer panel data containing information about more than 1,500 British consumers purchasing four grocery product categories (baked beans, biscuits, fruit juice, and yellow fats) during 52 weeks were analyzed. All the brands purchased were classified according to the level of informational and utilitarian reinforcement they were programmed to offer. An adaptation of the generalized matching law was adopted, in which the amount of money spent was a power function of the quantity bought, informational level of the brand bought, utilitarian level of the brand bought, and a measure of price promotion

Consumer Behaviour Analysis and the Behavioural Perspective Model

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

Consumer Behaviour Analysis and Consumer Brand Choice

This is the SECOND of TWO linked articles on consumer behavioural analysis dealing with the Behavioural Perspective Model, which locates consumer behaviour at the intersection of the consumer’s learning history and the consumer situation. As an example of research inspired by the Model, this article presents investigations into consumers’ patterns of brand choice, showing how brand repertoires are formed and how brands are selected within those repertoires

Consumer-based brand equity and brand performance

The relation between consumer-based brand equity and brand performance was investigated across 15 product categories in Brazil and the UK. Brand equity was conceptualized as related to the level of social benefit offered by each brand and was measured with a simple questionnaire that asked consumers to rate brands with respect to their familiarity and quality levels. These measures were then related to brand market share and revenue. Results showed that the relation between consumer-based brand equity and brand performance varies across product categories, indicating that products differ with respect to their level of brandability and suggesting ways to measure it

Consumer Behavior Analysis and Social Marketing: The Case of Environmental Conservation

Consumer behavior analysis represents one development within the behavior-analytic tradition of interpreting complex behavior, in which a specific conceptual framework has been proposed (i.e., the Behavioral Perspective Model). According to this model, consumer behavior occurs at the intersection of a consumer-behavior setting and an individual’s learning history of consumption and is a function of utilitarian (mediated by the product) and informational (mediated by other persons) consequences. The model has been useful in analyses of consumers’ brand choice and reactions to different settings. In the present paper, the model was applied to the interpretation of environmental deleterious behaviors (use of private transportation, consumption of domestic energy, waste disposal, and domestic consumption of water). This application pointed to specific marketing strategies that should be adopted to modify each of these operant classes

Customer emotions in service failure and recovery encounters

Emotions play a significant role in the workplace, and considerable attention has been given to the study of employee emotions. Customers also play a central function in organizations, but much less is known about customer emotions. This chapter reviews the growing literature on customer emotions in employee–customer interfaces with a focus on service failure and recovery encounters, where emotions are heightened. It highlights emerging themes and key findings, addresses the measurement, modeling, and management of customer emotions, and identifies future research streams. Attention is given to emotional contagion, relationships between affective and cognitive processes, customer anger, customer rage, and individual differences

Consumer psychology in behavioural perspective An evaluation of the contribution of the experimental analysis of behaviour to consumer research

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The Behavioral Basis of Consumer Choice: A Preliminary Analysis

Techniques derived from behavioral economics and matching research are applied to consumers' brand and product choices in order to ascertain the extent to which methodologies employed in animal research elucidate human economic behavior. Patterns of matching, relative price—quantity demanded relationships, and maximization of return to amount spent were investigated for substitute and non-substitute brands and for products that were gross complements. Consumer choices were observed over several weeks and analysed in terms of weekly expenditures (FR schedules) and, where possible, 3- and 5-week (VR schedules). As predicted, substitute brands showed precise matching, downward-sloping relative demand curves and maximization. Non-substitutes also exhibited matching and maximization but had upward-sloping demand curves. The independent products showed some evidence of anti-matching as well as downward-sloping demand curves and maximization. The results are discussed in relation to the most appropriate techniques of data gathering and analysis for further investigation of consumer choice, and the probable underlying behavioral mechanism of choice revealed by the research