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A Goal-Based Model of Product Evaluation and Choice

Author

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  • Stijn M. J. van Osselaer
  • Chris Janiszewski

Abstract

The authors propose a goal-based model of product evaluation and choice. The model is intended to account for the role of momentary goal activations in relatively straightforward product evaluation and choice processes. It contributes by (a) providing a coherent and consistent account for goal-based product evaluations/choices, (b) providing a theory of the way goal activation influences product evaluation and choice, and (c) generating predictions about novel phenomena, moderators, and boundary conditions in the area of goal-based product evaluations and choices.

Suggested Citation

  • Stijn M. J. van Osselaer & Chris Janiszewski, 2012. "A Goal-Based Model of Product Evaluation and Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(2), pages 260-292.
    • Handle: RePEc:oup:jconrs:doi:10.1086/662643
    DOI: 10.1086/662643
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    Cited by:

    1. Joffre Swait & Cristiano Franceschinis & Mara Thiene, 2020. "Antecedent Volition and Spatial Effects: Can Multiple Goal Pursuit Mitigate Distance Decay?," Environmental & Resource Economics, Springer;European Association of Environmental and Resource Economists, vol. 75(2), pages 243-270, February.
    2. Pilli, Luis & Swait, Joffre & Mazzon, José Afonso, 2022. "Jeopardizing brand profitability by misattributing process heterogeneity to preference heterogeneity," Journal of choice modelling, Elsevier, vol. 43(C).
    3. Benedict G. C. Dellaert & Joffre Swait & Wiktor L. Vic Adamowicz & Theo A. Arentze & Elizabeth E. Bruch & Elisabetta Cherchi & Caspar Chorus & Bas Donkers & Fred M. Feinberg & A. A. J. Marley & Linda , 2018. "Individuals’ Decisions in the Presence of Multiple Goals," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 51-64, March.
      • Dellaert, B.G.C. & Swait, J. & Adamowicz, W.L. & Arentze, T.A. & Bruch, E.E. & Cherchi, E. & Chorus, C.G. & Donkers, A.C.D. & Feinberg, F.M. & Marley, A.A.J. & Salisbury, L.C., 2017. "Individuals' Decisions in the Presence of Multiple Goals," ERIM Report Series Research in Management ERS-2017-007-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    4. Qian, Lixian & Soopramanien, Didier & Daryanto, Ahmad, 2017. "First-time buyers' subjective knowledge and the attribute preferences of Chinese car buyers," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 189-196.
    5. Xinni Wei & Feng Yu, 2022. "Envy and Environmental Decision Making: The Mediating Role of Self-Control," IJERPH, MDPI, vol. 19(2), pages 1-11, January.
    6. Coelho, B. & Andrade-Campos, A., 2014. "Efficiency achievement in water supply systems—A review," Renewable and Sustainable Energy Reviews, Elsevier, vol. 30(C), pages 59-84.
    7. Yusa, Anna & Hynie, Michaela & Mitchell, Scott, 2016. "Utilization of internal evaluation results by community mental health organizations: Credibility in different forms," Evaluation and Program Planning, Elsevier, vol. 54(C), pages 11-18.
    8. Christoph Ungemach & Adrian R. Camilleri & Eric J. Johnson & Richard P. Larrick & Elke U. Weber, 2018. "Translated Attributes as Choice Architecture: Aligning Objectives and Choices Through Decision Signposts," Management Science, INFORMS, vol. 64(5), pages 2445-2459, May.
    9. Hsin-Hsien Liu & Hsuan-Yi Chou, 2022. "Attribute specification effect on hedonic and utilitarian options," Australian Journal of Management, Australian School of Business, vol. 47(2), pages 322-341, May.
    10. Wright, Scott A. & Schultz, Ainslie E., 2022. "Too gritty to indulge: Grit and indulgent food choices," Journal of Business Research, Elsevier, vol. 139(C), pages 173-183.
    11. Long, James H. & Basoglu, K. Asli, 2016. "The impact of task interruption on tax accountants' professional judgment," Accounting, Organizations and Society, Elsevier, vol. 55(C), pages 96-113.

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