Journal ArticleDOI
Applications of evolutionary psychology in marketing
Gad Saad,Tripat Gill +1 more
TLDR
In this paper, a case is made for the application of evolutionary psychology to marketing, and especially consumer behavior, by comparing the evolutionary predictions with results obtained from previous studies, by supporting these predictions with market-level consumption data, and by proposing new hypotheses based on this framework.Abstract:
Evolutionary psychology is an emerging paradigm in psychological science. The current article introduces this framework to marketing scholars and presents evidence for its increasing acceptance within the social science community. As a result, a case is made for the application of evolutionary psychology to marketing, and especially consumer behavior. Application of the evolutionary framework in studying gender-related consumption behavior is illustrated by comparing the evolutionary predictions with results obtained from previous studies, by supporting these predictions with market-level consumption data, and by proposing new hypotheses based on this framework. Also discussed are the potential applications of evolutionary psychology to other consumption-related phenomena like evaluation of endorser attractiveness in advertising, biologically driven consumption choices among women, consumer-experienced emotions in service encounters, and consumption choices as inclusive fitness maximization rather than utility maximization. 2000 John Wiley & Sons, Inc.read more
Citations
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Journal ArticleDOI
Empirical investigation of the roles of attitudes toward green behaviors, overall image, gender, and age in hotel customers' eco-friendly decision-making process
TL;DR: In this article, the authors examined hotel customers' eco-friendly decision-making processes by considering the effects of gender and age in a green hotel context, and the results of structural equation analyses showed that OI is a positive function of attitude toward green behaviors (ATGB), overall image (OI), visit intention (VI), word-of-mouth intention (WOMI), and willingness to pay more (WPM).
Book Chapter
Motivating Sustainable Consumption
Abstract: ........................................................................................................................ iii Executive Summary....................................................................................................... v Part 1 Framing the Debate ................................................................................ v Part 2 Models of Consumer Behaviour ........................................................... vi Part 3 Towards Behavioural Change ............................................................... xi PART 1: FRAMING THE DEBATE........................................................................ 1 1 Towards Sustainable Consumption Policy ............................................................ 3 1.1 The Challenge of Behavioural Change ...................................................... 3 1.2 The Challenge of Sustainable Consumption.............................................. 4 1.3 Terms of Reference for this Review.......................................................... 5 1.4 The Question of Evidence.......................................................................... 5 1.5 The Limitations of Systematic Review...................................................... 6 1.6 Overview of the Structure .......................................................................... 7 2 Consumption: the vanguard of history? ................................................................. 9 2.1 Consumption and Well-Being.................................................................... 9 2.2 Consumption and Needs .......................................................................... 10 2.3 Consumption and Desire .......................................................................... 11 2.4 Ordinary and Inconspicuous Consumption.............................................. 13 2.5 Consumption and Identity........................................................................ 13 2.6 The Symbolic Role of Consumer Goods ................................................. 14 2.7 Consumption as Social Conversation ...................................................... 15 2.8 Consumption and the Pursuit of Meaning ............................................... 16 2.9 Conclusions .............................................................................................. 17 PART 2: MODELS OF CONSUMER BEHAVIOUR ........................................... 19 3 The Role of Models .............................................................................................. 21 4 Rational Choice.................................................................................................... 29 4.1 Consumer Preference Theory................................................................... 30 4.2 The Attribute (Lancaster) Model ............................................................. 31 4.3 Rational Choice in Non-Purchasing Behaviour ....................................... 32 5 Against Rational Choice ...................................................................................... 35 5.1 Bounded Rationality, Habit and Emotion................................................ 35 5.2 The Argument against Individualism....................................................... 37 5.3 The Moral Critique ................................................................................... 39 6 Adjusted Expectancy-Value Theory.................................................................... 43 6.1 Simple Expectancy-Value Attitude Theory............................................. 43 6.2 Means-End Chain Theory........................................................................ 44 Motivating Sustainable Consumption ii 6.3 The Theory of Reasoned Action (TRA) .................................................. 46 6.4 The Theory of Planned Behaviour ........................................................... 48 7 Moral and Normative Conduct ............................................................................ 51 7.1 Ecological Value Theory ......................................................................... 52 7.2 Norm Activation Theory.......................................................................... 54 7.3 Stern’s Value Belief Norm Theory.......................................................... 56 7.4 The Focus Theory of Normative Conduct ............................................... 58 8 The Matter of Habit .............................................................................................. 63 8.1 Cognitive effort – control, automaticity and heuristics ........................... 64 8.2 The Role of Habit and Routine ................................................................ 65 8.3 Framing, Priming and Bias ...................................................................... 66 9 Sociality and Self ................................................................................................. 69 9.1 The Social-Symbolic Self ........................................................................ 70 9.2 The Project of Symbolic Self-Completion............................................... 73 9.3 Self-Concept, Cognitive Dissonance and Spillover ................................. 76 9.4 Self-Discrepancy Theory ......................................................................... 77 9.5 Social Identity Theory.............................................................................. 79 9.6 Cultural Theory........................................................................................ 84 10 Integrative Theories of Consumer Behaviour .................................................. 89 10.1 Structuration and Social Practices............................................................ 89 10.2 Stern’s Attitude-Behaviour-Context Model............................................. 92 10.3 Triandis’ Theory of Interpersonal Behaviour .......................................... 93 10.4 The Motivation-Opportunity-Abilities model.......................................... 95 10.5 Bagozzi’s Model of Consumer Action .................................................... 97 10.6 Summary Discussion ........................................................................... 99 PART 3: TOWARDS BEHAVIOURAL CHANGE ............................................ 103 11 Change, Persuasion and Learning.................................................................. 105 11.1 Persuasion Theory.................................................................................. 106 11.2 The Elaboration Likelihood Model........................................................ 107 11.3 Social Learning Theory.......................................................................... 109 11.4 Control, Helplessness and Participatory Problem Solving .................... 112 11.5 Breaking ‘Bad’ Habits ........................................................................... 114 11.6 Community-Based Social Marketing..................................................... 118 11.7 Summary Discussion ............................................................................. 119 12 Policy Options and Opportunities .................................................................. 121 12.1 Policy Options in Historical and Cultural Context ............................ 122 12.2 Policy Opportunities in Social and Institutional Context .................. 127 12. 3 Concluding Remarks.......................................................................... 132 References .................................................................................................................. 135 Motivating Sustainable Consumption
Journal ArticleDOI
An examination of moderator effects in the four-stage loyalty model
TL;DR: In this paper, the authors analyzed the moderating effects of selected personal and situational characteristics, using a sample of 888 customers of a large do-it-yourself retailer, and found that these moderators exert an influence on the development of the different stages of the loyalty sequence.
Journal ArticleDOI
Are lodging customers ready to go green? An examination of attitudes, demographics, and eco-friendly intentions
TL;DR: In this article, the authors attempted to answer the following research questions: (1) Do eco-friendly attitudes affect hotel customers' environmentally friendly intentions to visit a green hotel, to spread word-of-mouth about green hotels, and to pay more for a Green hotel?; (2) If so, which facet of attitudes has the greatest impact?; and (3) How do their expressed intentions differ across gender, age, education, and household income?
Journal ArticleDOI
e-Consumer Behaviour
TL;DR: In this article, the authors present an integrated model of e-consumers' behavior in marketing, focusing on the role of image, trust, and e-interactivity in e-commerce.
References
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Book
The Evolution of Cooperation
TL;DR: In this paper, a model based on the concept of an evolutionarily stable strategy in the context of the Prisoner's Dilemma game was developed for cooperation in organisms, and the results of a computer tournament showed how cooperation based on reciprocity can get started in an asocial world, can thrive while interacting with a wide range of other strategies, and can resist invasion once fully established.
Journal ArticleDOI
The Genetical Evolution of Social Behaviour. I
TL;DR: A genetical mathematical model is described which allows for interactions between relatives on one another's fitness and a quantity is found which incorporates the maximizing property of Darwinian fitness, named “inclusive fitness”.
Book
The Selfish Gene
TL;DR: In this paper, the authors take up the concepts of altruistic and selfish behaviour; the genetical definition of selfish interest; the evolution of aggressive behaviour; kinship theory; sex ratio theory; reciprocal altruism; deceit; and the natural selection of sex differences.
Journal ArticleDOI
The Evolution of Cooperation
R. B. Greene,Robert Axelrod +1 more
TL;DR: A model is developed based on the concept of an evolutionarily stable strategy in the context of the Prisoner's Dilemma game to show how cooperation based on reciprocity can get started in an asocial world, can thrive while interacting with a wide range of other strategies, and can resist invasion once fully established.
Book ChapterDOI
Parental investment and sexual selection
TL;DR: The p,cnetics of sex nas now becn clarif ied, and Fishcr ( 1958 ) hrs produccd , n,od"l to cxplarn sex ratios at coDception, a nrodel recently extendcd to include special mccha_ nisms that operate under inbreeding (Hunrilron I96?).
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