Choice based on goals

Stijn M.J. Van Osselaer; Suresh Ramanathan; Margaret C. Campbell; Joel B. Cohen; Jeannette K. Dale; Paul M. Herr; Chris Janiszewski; Arie W. Kruglanski; Angela Y. Lee; Stephen J. Read; J. Edward Russo; Nader T. Tavassoli

doi:10.1007/s11002-005-5896-y

Choice based on goals

Stijn M.J. Van Osselaer^*, Suresh Ramanathan, Margaret C. Campbell, Joel B. Cohen, Jeannette K. Dale, Paul M. Herr, Chris Janiszewski, Arie W. Kruglanski, Angela Y. Lee, Stephen J. Read, J. Edward Russo, Nader T. Tavassoli

^*Corresponding author for this work

Marketing

Research output: Contribution to journal › Article › peer-review

61 Scopus citations

Abstract

This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each class of goals, we discuss how goal activation is influenced by direct (subconscious) goal priming, by spreading activation from choice options, from other goals, and from the context, and by goal (non-)achievement. Opportunities for modeling goal-based choice, the integration of emotions in a theory of goal-based choice, and relationships with dual-process theories of decision making are discussed.

Original language	English (US)
Pages (from-to)	335-346
Number of pages	12
Journal	Marketing Letters
Volume	16
Issue number	3-4
DOIs	https://doi.org/10.1007/s11002-005-5896-y
State	Published - Dec 2005

Keywords

Consumer choice
Goal activation
Goal-based choice

ASJC Scopus subject areas

Business and International Management
Economics and Econometrics
Marketing

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10.1007/s11002-005-5896-y

Cite this

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title = "Choice based on goals",

abstract = "This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each class of goals, we discuss how goal activation is influenced by direct (subconscious) goal priming, by spreading activation from choice options, from other goals, and from the context, and by goal (non-)achievement. Opportunities for modeling goal-based choice, the integration of emotions in a theory of goal-based choice, and relationships with dual-process theories of decision making are discussed.",

keywords = "Consumer choice, Goal activation, Goal-based choice",

author = "{Van Osselaer}, {Stijn M.J.} and Suresh Ramanathan and Campbell, {Margaret C.} and Cohen, {Joel B.} and Dale, {Jeannette K.} and Herr, {Paul M.} and Chris Janiszewski and Kruglanski, {Arie W.} and Lee, {Angela Y.} and Read, {Stephen J.} and Russo, {J. Edward} and Tavassoli, {Nader T.}",

year = "2005",

month = dec,

doi = "10.1007/s11002-005-5896-y",

language = "English (US)",

volume = "16",

pages = "335--346",

journal = "Marketing Letters",

issn = "0923-0645",

publisher = "Springer New York",

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AU - Van Osselaer, Stijn M.J.

AU - Ramanathan, Suresh

AU - Campbell, Margaret C.

AU - Cohen, Joel B.

AU - Dale, Jeannette K.

AU - Herr, Paul M.

AU - Janiszewski, Chris

AU - Kruglanski, Arie W.

AU - Lee, Angela Y.

AU - Read, Stephen J.

AU - Russo, J. Edward

AU - Tavassoli, Nader T.

PY - 2005/12

Y1 - 2005/12

N2 - This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each class of goals, we discuss how goal activation is influenced by direct (subconscious) goal priming, by spreading activation from choice options, from other goals, and from the context, and by goal (non-)achievement. Opportunities for modeling goal-based choice, the integration of emotions in a theory of goal-based choice, and relationships with dual-process theories of decision making are discussed.

AB - This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each class of goals, we discuss how goal activation is influenced by direct (subconscious) goal priming, by spreading activation from choice options, from other goals, and from the context, and by goal (non-)achievement. Opportunities for modeling goal-based choice, the integration of emotions in a theory of goal-based choice, and relationships with dual-process theories of decision making are discussed.

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KW - Goal activation

KW - Goal-based choice

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JO - Marketing Letters

JF - Marketing Letters

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Choice based on goals

Abstract

Keywords

ASJC Scopus subject areas

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