The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
The Framing of Buying Decisions
Abstract
Research in behavioral decision theory suggests that people use reference points as the basis for judging/comparing the value of decision alternatives, but there has been little research addressing how decision reference points are formed. This paper posits and empirically demonstrates a conceptual framework of the reference point formation process for buying decisions. The basic concepts in the framework are supported, and the resulting reference points are shown to influence choice in a manner consistent with prospect theory.
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Citations
Cites
The Framing of Decisions and the Psychology of Choice
Tversky, A., & Kahneman, D. (1981) · Science · doi:10.1126/science.7455683 · Cited by 18,497
Behavioral Decision Theory: Processes of Judgement and Choice
Einhorn, H. J., & Hogarth, R. M. (1981) · Annual Review of Psychology · doi:10.1146/annurev.ps.32.020181.000413 · Cited by 1,691
Cited by
Shaping perceptions to motivate healthy behavior: The role of message framing.
Rothman, A. J., & Salovey, P. (1997) · Psychological Bulletin · doi:10.1037/0033-2909.121.1.3 · Cited by 1,932
Levin, I. P., & Gaeth, G. J. (1988) · Journal of Consumer Research · doi:10.1086/209174 · Cited by 1,172
The Influence of Framing on Risky Decisions: A Meta-analysis
Kühberger, A. (1998) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1998.2781 · Cited by 1,121
A framework for comparing customer satisfaction across individuals and product categories
Johnson, M. D., & Fornell, C. (1991) · Journal of Economic Psychology · doi:10.1016/0167-4870(91)90016-m · Cited by 898
Park, C. W., Jun, S. Y., & Macinnis, D. J. (2000) · Journal of Marketing Research · doi:10.1509/jmkr.37.2.187.18731 · Cited by 316
Metadata
- Authors
- Puto, C. P.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1987-12
- Volume
- 14
- Issue
- 3
- Pages
- 301
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2102280046
- Cited by
- 311
- References
- 2
- FWCI
- 3.63
- Type
- journal article
- Language
- en
- Open access
- closed
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- Puto, C. P. (1987). The Framing of Buying Decisions. Journal of Consumer Research. https://doi.org/10.1086/209115
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
