The unconscious consumer: Effects of environment on consumer behavior
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Number of pages
SourceJournal of Consumer Psychology, 15, 3, (2005), pp. 193-202
Article / Letter to editor
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SW OZ BSI SCP
Journal of Consumer Psychology
SubjectBehaviour Change and Well-being
In this article, we argue that consumer behavior is often strongly influenced by subtle environmental cues. Using grocery shopping as an example (or a "leitmotif," if you wish), we first argue that the traditional perspective on consumer choice based on conscious information processing leaves much variance to be explained. Instead, we propose that many choices are made unconsciously and are strongly affected by the environment. Our argument is based on research on the perception–behavior link and on automatic goal pursuit.
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