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Affective and rational consumer choice modes: The role of intuition, analytical decision-making, and attitudes to money

Author

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  • Andersson, Patric

    (Dept. of Business Administration, Stockholm School of Economics)

  • Engelberg, Elisabeth

    (Dept. of Business Administration, Stockholm School of Economics)

Abstract

This paper was motivated by a paucity of research addressing how consumer decision-making is related to beliefs about money and different modes of reasoning. To investigate this issue, data were collected from 142 participants, who filled out questionnaires involving scales aimed to measure affective and rational purchase approaches, intuitive and analytical decision-making styles, as well as money attitudes. One finding was that consumers interchangeably rely on affective and rational approaches when interacting with the marketplace. Another finding was that those approaches were not only related to either intuitive or analytical decision-making styles but also to money attitudes. The findings are argued to provide an impetus to continuous investigation of the role of decision-making styles and money beliefs for consumer choice modes.

Suggested Citation

  • Andersson, Patric & Engelberg, Elisabeth, 2006. "Affective and rational consumer choice modes: The role of intuition, analytical decision-making, and attitudes to money," SSE/EFI Working Paper Series in Business Administration 2006:13, Stockholm School of Economics.
    • Handle: RePEc:hhb:hastba:2006_013
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    References listed on IDEAS

    as
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    3. Shiv, Baba & Fedorikhin, Alexander, 1999. "Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(3), pages 278-292, December.
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    7. Gary Klein, 1999. "Sources of Power: How People Make Decisions," MIT Press Books, The MIT Press, edition 1, volume 1, number 0262611465, April.
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    More about this item

    Keywords

    affect; attitudes to money; consumer choice; decision-making; intuition; shopping orientation; reasoning;
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