CoChat
Sign Up
Cited by 218Consumer Behavior and Marketing InfluenceConsumer Market Behavior and PricingConsumer Retail Behavior Studies

Perspectives on consumer decision making: an integrated approach

Hansen, Torben·2005·Journal of Consumer Behaviour
DOI 10.1002/cb.33
Open this paper in CoChat — free account

Abstract

In the consumer behaviour literature several perspectives on consumer decision making have been considered, including the 'value perspective', the 'information processing perspective', the 'emotional perspective' and 'cue utilisation theory'. In this paper, a framework which integrates several perspectives on consumer decision making and hypothesises possible links between several basic constructs is developed. The framework is tested by the use of two experimental designs. The results of this study support the complexity of consumer decision making with the following findings. First, consumers do not use their cognitive and affective skills independently, rather they affect each other. Secondly, the cognitive, evaluative constructs of quality and attitude had significant direct effects on buying intention in both experiments, whereas the affective construct of emotion had no significant effects on buying intention in both experiments. Thirdly, in both experiments price affected perceived quality, which in turn affected attitude, which in turn affected buying intention. At the same time, price had no direct effect on buying intention. Copyright © 2005 John Wiley & Sons, Ltd.

Integrity signals

Registry

Crossref · 10.1002/cb.33

Cites

93 of 94 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

Cites

Flagged first, then by citations

1 of the 95 references couldn’t be matched to a known paper.

Research works printed but not linked: 13

  1. and (2001) Consumer Behavior, 9th edn, Harcourt, Dryden, USA.
  2. Dawar, 1994, Journal of Marketing, 58, 81
  3. (1986) The Emotions, Cambridge University Press, Cambridge, UK.
  4. Harnett, 1998, Discount Store News, 37, 21
  5. and (1969) ‘The theory of buying behavior’, New York, NY: Wiley.
  6. Kotler, 1974, Journal of Retailing, 49, 48
  7. Lee, 1996, Journal of Applied Business Research, 12, 21, 10.19030/jabr.v12i1.5833 · DOI
  8. Levy, 1999, Discount Store News, 38, 15
  9. and (1972) ‘Cue utilization in the quality perception process’, in (ed.) Proceedings of the Third Annual Conference of the Association for Consumer Research, Association for Consumer Research, Iowa City, USA, 167-179.
  10. Ratchford, 1987, Journal of Advertising Research, 27, 24
  11. Reeves, 1994, Academy of Management Review, 19, 419, 10.5465/amr.1994.9412271805 · DOI
  12. Richardson, 1994, Journal of Marketing, 58, 28, 10.1177/002224299405800403 · DOI
  13. Statens Offentliga Utredningar (SOU) (1994) Konsumenterna och livsmedelskvaliteten—En studie av konsumentupplevelser (in Swedish), Delbetänkande av Konsumentberedningen, Stockholm, Sweden.

Cited by

Sorted by citations

Related

Authors
Hansen, T.
Affiliations
Copenhagen Business School (DK)
Corresponding author
Hansen, Torben
ORCID
Hansen, Torben
Venue
Journal of Consumer Behaviour
Publisher
Wiley
Published
2005
Volume
4
Issue
6
Pages
420-437
ISSN
  • 1472-0817 (ISSN-L)
  • 1479-1838
DOI
10.1002/cb.33
OpenAlex
W2159192216
Semantic Scholar
fcb693755a96891969d4fda520d30698d3ebd84e
Cited by
218
References
95
Citations by year
2026: 3 · 2025: 10 · 2024: 9 · 2023: 9 · 2022: 15 · 2021: 12 · 2020: 7 · 2019: 5 · 2018: 10 · 2017: 10 · 2016: 15 · 2015: 21 · 2014: 16 · 2013: 13 · 2012: 17
FWCI
20.34
Type
journal article
Language
en
Open access
closed
Licence
doi.wiley.com/10.1002/tdm_license_1.1 (tdm, 3895 d)
Locations
Journal of Consumer Behaviour (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Market Behavior and Pricing
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Retail Behavior Studies
Keywords
purchase decision, value perspective, information processing perspective, emotional perspective, perceived quality, consumer attitudes, purchase intention, price effects, emotions, cognitive-emotional interaction

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review