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A theoretical framework for goal-based choice and for prescriptive analysis

Author

Listed:
  • Kurt Carlson
  • Chris Janiszewski
  • Ralph Keeney
  • David Krantz
  • Howard Kunreuther
  • Mary Luce
  • J. Russo
  • Stijn Osselaer
  • Detlof Winterfeldt

Abstract

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Suggested Citation

  • Kurt Carlson & Chris Janiszewski & Ralph Keeney & David Krantz & Howard Kunreuther & Mary Luce & J. Russo & Stijn Osselaer & Detlof Winterfeldt, 2008. "A theoretical framework for goal-based choice and for prescriptive analysis," Marketing Letters, Springer, vol. 19(3), pages 241-254, December.
    • Handle: RePEc:kap:mktlet:v:19:y:2008:i:3:p:241-254
    DOI: 10.1007/s11002-008-9043-4
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    References listed on IDEAS

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    1. Carlson, Kurt A. & Pearo, Lisa Klein, 2004. "Limiting predecisional distortion by prior valuation of attribute components," Organizational Behavior and Human Decision Processes, Elsevier, vol. 94(1), pages 48-59, May.
    2. Simonson, Itamar, 1989. "Choice Based on Reasons: The Case of Attraction and Compromise Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(2), pages 158-174, September.
    3. Tanya L. Chartrand & Joel Huber & Baba Shiv & Robin J. Tanner, 2008. "Nonconscious Goals and Consumer Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(2), pages 189-201, April.
    4. Rettinger, David A. & Hastie, Reid, 2001. "Content Effects on Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(2), pages 336-359, July.
    5. Payne, John W & Bettman, James R & Schkade, David A, 1999. "Measuring Constructed Preferences: Towards a Building Code," Journal of Risk and Uncertainty, Springer, vol. 19(1-3), pages 243-270, December.
    6. Bettman, James R & Luce, Mary Frances & Payne, John W, 1998. "Constructive Consumer Choice Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 25(3), pages 187-217, December.
    7. Luce, Mary Frances, 1998. "Choosing to Avoid: Coping with Negatively Emotion-Laden Consumer Decisions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(4), pages 409-433, March.
    8. repec:cup:judgdm:v:2:y:2007:i::p:137-168 is not listed on IDEAS
    9. Hauser, John R & Wernerfelt, Birger, 1990. "An Evaluation Cost Model of Consideration Sets," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(4), pages 393-408, March.
    10. Brendl, C Miguel & Markman, Arthur B & Messner, Claude, 2003. "The Devaluation Effect: Activating a Need Devalues Unrelated Objects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 29(4), pages 463-473, March.
    11. Samuel D. Bond & Kurt A. Carlson & Ralph L. Keeney, 2008. "Generating Objectives: Can Decision Makers Articulate What They Want?," Management Science, INFORMS, vol. 54(1), pages 56-70, January.
    12. Baron, Jonathan & Spranca, Mark, 1997. "Protected Values," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(1), pages 1-16, April.
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    Cited by:

    1. Leona Tam & Jelena Spanjol, 2012. "When impediments make you jump rather than stumble: Regulatory nonfit, implementation intentions, and goal attainment," Marketing Letters, Springer, vol. 23(1), pages 93-107, March.
    2. Sohn, Stefanie, 2017. "A contextual perspective on consumers' perceived usefulness: The case of mobile online shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 38(C), pages 22-33.
    3. Martin Reimann & Raquel Castaño & Judith Zaichkowsky & Antoine Bechara, 2012. "Novel versus familiar brands: An analysis of neurophysiology, response latency, and choice," Marketing Letters, Springer, vol. 23(3), pages 745-759, September.
    4. Sonja Gensler & Peter Verhoef & Martin Böhm, 2012. "Understanding consumers’ multichannel choices across the different stages of the buying process," Marketing Letters, Springer, vol. 23(4), pages 987-1003, December.

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