Choice goal attainment and decision and consumption satisfaction
Abstract
Several individual, social-setting, and choice-set factors have been shown to be related to satisfaction. This article argues that these factors operate through a set of choice goals. Using panel data on purchasers of consumer electronics, the authors examine how five goals (justifiability, confidence, anticipated regret, evaluation costs, and final negative affect) drive decision and consumption satisfaction, which in turn determine loyalty, product recommendations, and the amount and valence of word of mouth.
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Choice-process satisfaction depends on choice set size and assortment alignability.
“Choice-process satisfaction depends on choice set size and assortment alignability (Heitmann et al., 2007).”
From Mobile shopping cart abandonment: The roles of conflicts, ambivalence, and hesitation (2018) · cites this paper as Heitmann et al., 2007
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- Authors
- Heitmann, M., Lehmann, D. R., & Herrmann, A.
- Affiliations
- University of St.Gallen (CH)
- Columbia University (US)
- Corresponding author
- Herrmann, Andreas
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 2007-05
- Volume
- 44
- Issue
- 2
- Pages
- 234-250
- ISSN
- 0022-2437
- 1547-7193
- OpenAlex
- W2000329621
- Cited by
- 371
- References
- 113
- Citations by year
- 2026: 22 · 2025: 14 · 2024: 16 · 2023: 21 · 2022: 32 · 2021: 26 · 2020: 35 · 2019: 32 · 2018: 20 · 2017: 16 · 2016: 18 · 2015: 21 · 2014: 15 · 2013: 14 · 2012: 22
- FWCI
- 65.54
- Type
- book chapter
- Language
- en
- Open access
- closed
- Locations
- Springer eBooks (publishedVersion)
- Journal of Marketing Research (publishedVersion)
- Alexandria (UniSG) (University of St.Gallen) (submittedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Keywords
- customer satisfaction, decision satisfaction, consumption satisfaction, consumer electronics, justifiability, consumer confidence, anticipated regret, evaluation costs, negative affect, customer loyalty, product recommendation, word of mouth, purchase decision
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