La prise de décision du consommateur a suscité un intérêt majeur dans la recherche sur le consommateur, et les tendances du marché (changement technologique, explosion de l'information) impliquent que ce sujet continuera d'avoir une importance critique. Nous arguons que le choix du consommateur est en soi construit. En raison de capacités de traitement limitées, les consommateurs, souvent, n'ont pas de préférences existantes bien définies, mais les construisent en utilisant différentes stratégies dépendantes des nécessités liées à la fonction. Après avoir décrit le choix construit, les fonctions de décision du consommateur, et les stratégies de décision, nous proposons un modèle intégré pour comprendre le choix construit, puis passons en revue les preuves d'un choix construit du consommateur à la lumière de ce modèle, et identifions les lacunes de la connaissance qui suggèrent des recherches supplémentaires.
AlbaJ.W.HutchinsonJ.W. (1987), Dimensions of Consumer Expertise, Journal of Consumer Research, 13, 4, 411–454.
2.
AlbaJ.W.LynchJ.G.Jr.WeitzB.JaniszewskiC.LutzR.J.SawyerA.G.WoodS.L. (1997), Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces, Journal of Marketing, 61, 3, 38–53.
3.
AlbaJ.W.MarmorsteinH. (1987), The Effects of Frequency Knowledge on Consumer Decision Making, Journal of Consumer Research, 14, 1, 14–26.
4.
BaronJ. (1986), Tradeoffs among Reasons for Action, Journal for the Theory of Social Behavior, 16, 2, 173–195.
5.
BaronJ.GreeneJ. (1996), Determinants of Insensitivity to Quantity in Valuation of Public Goods: Contribution, Warm Glow, Budget Constraints, Availability, and Prominence, Journal of Experimental Psychology: Applied, 2, 2, 107–125.
6.
BaronJ.HersheyJ.C. (1988), Outcome Bias in Decision Evaluation, Journal of Personality and Social Psychology, 54, 4, 569–579.
7.
BaronJ.SprancaM.D. (1997), Protected Values, Organizational Behavior and Human Decision Processes, 70, 1, 1–16.
8.
BeachL.R. (1990), Image Theory: Decision Making in Personal and Organizational Contexts, Chichester: John Wiley.
9.
BeachL.R.MitchellT.R. (1978), A Contingency Model for the Selection of Decision Strategies, Academy of Management Review, 3, 3, 439–449.
10.
BeattieJ.BarlasS. (1993), Predicting Perceived Differences in Tradeoff Difficulty, document de travail, Laboratory of Experimental Psychology, University of Sussex, Brighton BN1 9QG, England.
11.
BelkR.W. (1988), Possessions and the Extended Self, Journal of Consumer Research, 15, 2, 139–168.
12.
BettmanJ.R. (1979), An Information Processing Theory of Consumer Choice, Reading, MA: Addison Wesley.
13.
BettmanJ.R.JohnsonE.J.LuceM.F.PayneJ.W. (1993), Correlation, Conflict, and Choice, Journal of Experimental Psychology: Learning, Memory, and Cognition, 19, 4, 931–951.
14.
BettmanJ.R.JohnsonE.J.PayneJ.W. (1990), A Componential Analysis of Cognitive Effort in Choice, Organizational Behavior and Human Decision Processes, 45, 1, 111–139.
15.
BettmanJ.R.KakkarP. (1977), Effects of Information Presentation Format on Consumer Information Acquisition Strategies, Journal of Consumer Research, 3, 4, 233–240.
16.
BettmanJ.R.ParkC.W. (1980), Effects of Prior Knowledge and Experience and Phase of the Choice Process on Consumer Decision Processes: A Protocol Analysis, Journal of Consumer Research, 7, 3, 234–248.
17.
BettmanJ.R.PayneJ.W.StaelinR. (1986), Cognitive Considerations in Designing Effective Labels for Presenting Risk Information, Journal of Marketing and Public Policy, 5, 1–28.
18.
BettmanJ.R.SujanM. (1987), Effects of Framing on Evaluation of Comparable and Noncomparable Options by Expert and Novice Consumers, Journal of Consumer Research, 14, 2, 141–154.
19.
BiehalG.ChakravartiD. (1982), Information Presentation Format and Learning Goals as Determinants of Consumers’ Memory-Retrieval and Choice Processes, Journal of Consumer Research, 8, 4, 431–441.
20.
BiehalG.ChakravartiD. (1983), Information Accessibility as a Moderator of Consumer Choice, Journal of Consumer Research, 10, 1, 1–14.
BroniarczykS.M.AlbaJ.W. (1994), The Role of Consumers’ Intuitions in Inference Making, Journal of Consumer Research, 21, 3, 393–407.
23.
CaponN.BurkeM. (1980), Individual, Product Class, and Task-Related Factors in Consumer Information Processing, Journal of Consumer Research, 7, 3, 314–326.
24.
CaponN.KuhnD. (1980), A Developmental Study of Consumer Information Processing Strategies, Journal of Consumer Research, 7, 3, 225–233.
25.
ChaseW.G. (1978), Elementary Information Processes, Handbook of Learning and Cognitive Processes. Volume 5, Human Information Processing, éd. EstesWilliam K., Hillsdale, NJ: Erlbaum, 19–90.
26.
ColeC.A.BalasubramanianS.K. (1993), Age Differences in Consumers’ Search for Information: Public Policy Implications, Journal of Consumer Research, 20, 1, 157–169.
27.
CoupeyE. (1994), Restructuring: Constructive Processing of Information Displays in Consumer Choice, Journal of Consumer Research, 21, 1, 83–99.
28.
CoupeyE.IrwinJ.R.PayneJ.W. (1998), Product Category Familiarity and Preference Construction, Journal of Consumer Research, 24, 4, 459–468.
29.
CoxJ.C.GretherD.M. (1996), The Preference Reversal Phenomenon: Response Mode, Markets, and Incentives, Economic Theory, 7, 3, 381–405.
30.
CreyerE.H.BettmanJ.R.PayneJ.W. (1990), The Impact of Accuracy and Effort Feedback and Goals on Adaptive Decision Behavior, Journal of Behavioral Decision Making, 3, 1, 1–16.
31.
CurryD.J.FauldsD.J. (1986), Indexing Product Quality: Issues, Theory, and Results, Journal of Consumer Research, 13, 1, 134–145.
32.
DawesR.M. (1979), The Robust Beauty of Improper Linear Models in Decision Making, American Psychologist, 34, 7, 571–582.
33.
DharR.SimonsonI. (1997), Consumption Context Effects on Choice: Matching Versus Balancing, document de travail, School of Management, Yale University, New Haven, CT 06511.
34.
DickA.ChakravartiD.BiehalG. (1990), Memory-Based Inferences during Consumer Choice, Journal of Consumer Research, 17, 1, 82–93.
35.
DroletA. (1997), Generic Preferences, dissertation non publiée, Stanford University, Stanford, CA 94305.
36.
EinhornH.J. (1980), Learning from Experience and Suboptimal Rules in Decision Making, Cognitive Processes in Choice and Decision Behavior, éd. WallstenThomas S., Hillsdale, NJ: Erlbaum, 1–20.
37.
EisenhardtK.M. (1989), Making Fast Strategic Decisions in High Velocity Environments, Academy of Management Journal, 32, 3, 543–576.
38.
FeldmanJ.M.LynchJ.G.Jr. (1988), Self-Generated Validity and Other Effects of Measurement on Belief, Attitude, Intentions, and Behavior, Journal of Applied Psychology, 73, 3, 421–435.
39.
FischerG.W.HawkinsS.A. (1993), Strategy Compatibility, Scale Compatibility, and the Prominence Effect, Journal of Experimental Psychology: Human Perception and Performance, 19, 3, 580–597.
40.
FiskeS.T. (1982), Schema-Triggered Affect: Applications to Social Perception, Affect and Cognition: The 17th Annual Carnegie Symposium on Cognition, éd. ClarkMargaret S.FiskeSusan T., Hillsdale, NJ: Lawrence Erlbaum, 55–78.
41.
FiskeS.T.PavelchakM.A. (1986), Category-Based Versus Piecemeal-Based Affective Responses: Developments in Schema-Triggered Affect, The Handbook of Motivation and Cognition: Foundations of Social Behavior, éd. SorrentinoRichard M.HigginsTory E., New York: Guilford, 167–203.
42.
FolkmanS.LazarusR.S. (1988), Coping as a Mediator of Emotion, Journal of Personality and Social Psychology, 54, 3, 466–475.
43.
FordG.T.SmithR.A. (1987), Inferential Beliefs in Consumer Evaluations: An Assessment of Alternative Processing Strategies, Journal of Consumer Research, 14, 3, 363–371.
GarbarinoE.C.EdellJ.A. (1997), Cognitive Effort, Affect, and Choice, Journal of Consumer Research, 24, 2, 147–158.
46.
Gregan-PaxtonJ.Roedder-JohnD. (1995), Are Young Children Adaptive Decision Makers? A Study of Age Differences in Information Search Behavior, Journal of Consumer Research, 21, 4, 567–580.
47.
Gregan-PaxtonJ.Roedder-JohnD. (1997a), Consumer Learning by Analogy: A Model of Internal Knowledge Transfer, Journal of Consumer Research, 24, 3, 266–284.
48.
Gregan-PaxtonJ.Roedder-JohnD. (1997b), The Emergence of Adaptive Decision Making in Children, Journal of Consumer Research, 24, 1, 43–56.
49.
GregoryR.LichtensteinS.SlovicP. (1993), Valuing Environmental Resources: A Constructive Approach, Journal of Risk and Uncertainty, 7, 2, 177–197.
50.
GretherD.M.PlottC.R. (1979), Economic Theory of Choice and the Preference Reversal Phenomenon, American Economic Review, 69, 4, 623–638.
51.
HammondK.R. (1996), Human Judgment and Social Policy: Irreducible Uncertainty, Inevitable Error, Unavoidable Injustice, New York: Oxford University Press.
52.
HansenF. (1972), Consumer Choice Behavior: A Cognitive Theory, New York: Free Press.
53.
HardieB.G.S.JohnsonE.J.FaderP.S. (1993), Modeling Loss Aversion and Reference Dependence Effects on Brand Choice, Marketing Science, 12, 4, 378–394.
54.
HeathT.B.ChatterjeeS. (1995), Asymmetric Decoy Effects on Lower-Quality versus Higher-Quality Brands: Meta-Analytic and Experimental Evidence, Journal of Consumer Research, 22, 3, 268–284.
55.
HochS.J. (1988), Who Do We Know: Predicting the Interests and Opinions of the American Consumer, Journal of Consumer Research, 15, 3, 315–324.
56.
HochS.J.LoewensteinG.F. (1991), Time-Inconsistent Preferences and Consumer Self-Control, Journal of Consumer Research, 17, 4, 492–507.
57.
HogarthR.M. (1987), Judgement and Choice, 2e édition, New York: John Wiley.
58.
HowardJ.A.ShethJ.N. (1969), The Theory of Buyer Behavior, Reading, MA: Addison-Wesley.
59.
HuberJ.KleinN.M. (1991), Adapting Cutoffs to the Choice Environment: The Effects of Attribute Correlation and Reliability, Journal of Consumer Research, 18, 3, 346–357.
60.
HuberJ.McCannJ.M. (1982), The Impact of Inferential Beliefs on Product Evaluations, Journal of Marketing Research, 19, 3, 324–333.
61.
HuberJ.PayneJ.W.PutoC.P. (1982), Adding Asymmetrically Dominated Options: Violations of Regularity and the Similarity Hypothesis, Journal of Consumer Research, 9, 1, 90–98.
62.
HuberJ.PutoC.P. (1983), Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects, Journal of Consumer Research, 10, 1, 31–44.
63.
HuberJ.WittinkD.R.FiedlerJ.A.MillerR. (1993), The Effectiveness of Option Preference Elicitation Procedures in Predicting Choice, Journal of Marketing Research, 30, 1, 105–114.
64.
HuffmanC.HoustonM.J. (1993), Goal-Oriented Experiences and the Development of Knowledge, Journal of Consumer Research, 20, 2, 190–207.
65.
HutchinsonJ.W.RamanK.MantralaM.K. (1994), Finding Choice Options in Memory: Probability Models of Brand Name Recall, Journal of Marketing Research, 31, 4, 441–461.
66.
IsenA.M. (1997), Positive Affect and Decision Making, Research on Judgment and Decision Making: Currents, Connections, and Controversies, éd. GoldsteinWilliam M.HogarthRobin M., Cambridge: Cambridge University Press, 509–534.
67.
JacobyJ.JaccardJ.J.CurrimI.KussA.AnsariA.TroutmanT. (1994), Tracing the Impact of Item-by-Item Information Accessing on Uncertainty Reduction, Journal of Consumer Research, 21, 2, 291–303.
68.
JacobyJ.SpellerD.E.KohnC.A. (1974a), Brand Choice Behavior as a Function of Information Load, Journal of Marketing Research, 11, 1, 63–69.
69.
JacobyJ.SpellerD.E.KohnC.A. (1974b), Brand Choice Behavior as a Function of Information Load: Replication and Extension, Journal of Consumer Research, 1, 1, 33–42.
70.
JarvenpaaS.L. (1989), The Effect of Task Demands and Graphical Format on Information Processing Strategies, Management Science, 35, 3, 285–303.
71.
John-RoedderD.Lakshmi-RatanR. (1992), Age Differences in Children's Choice Behavior: The Impact of Available Options, Journal of Marketing Research, 29, 2, 216–226.
72.
John-RoedderD.WhitneyJ.C.Jr. (1986), The Development of Consumer Knowledge in Children: A Cognitive Structure Approach, Journal of Consumer Research, 12, 4, 406–417.
73.
JohnsonE.J.MeyerR.J. (1984), Compensatory Choice Models of Noncompensatory Processes: The Effect of Varying Context, Journal of Consumer Research, 11, 1, 528–541.
74.
JohnsonE.J.MeyerR.J.GhoseS. (1989), When Choice Models Fail: Compensatory Representations in Negatively Correlated Environments, Journal of Marketing Research, 26, 3, 255–270.
75.
JohnsonE.J.PayneJ.W. (1985), Effort and Accuracy in Choice, Management Science, 31, 4, 394–414.
76.
JohnsonE.J.PayneJ.W.BettmanJ.R. (1988), Information Displays and Preference Reversals, Organizational Behavior and Human Decision Processes, 42, 1, 1–21.
77.
JohnsonE.J.RussoJ.E. (1984), Product Familiarity and Learning New Information, Journal of Consumer Research, 11, 1, 542–550.
78.
JohnsonM.D. (1984), Consumer Choice Strategies for Comparing Noncomparable Alternatives, Journal of Consumer Research, 11, 3, 741–753.
JohnsonR.D.LevinI.P. (1985), More than Meets the Eye: The Effect of Missing Information on Purchase Evaluations, Journal of Consumer Research, 12, 2, 169–177.
81.
KahnB.E.BaronJ. (1995), An Exploratory Study of Choice Rules Favored for High-Stakes Decisions, Journal of Consumer Psychology, 4, 4, 305–328.
82.
KahnemanD. (1973), Attention and Effort, Englewood Cliffs, NJ: Prentice-Hall.
83.
KahnemanD. (1994), New Challenges to the Rationality Assumption, Journal of Institutional and Theoretical Economics, 150, 1, 18–36.
84.
KahnemanD.TverskyA. (1979), Prospect Theory: An Analysis of Decision Making Under Risk, Econometrica, 47, 2, 263–291.
85.
KahnemanD.TverskyA. (1984), Choices, Values, and Frames, American Psychologist, 39, 4, 341–350.
86.
KardesF.R.KalyanaramG. (1992), Order-of-Entry Effects on Consumer Memory and Judgment: An Information Integration Perspective, Journal of Marketing Research, 29, 3, 343–357.
87.
KardesF.R.KalyanaramG.ChandrashekaranM.DornoffR.J. (1993), Brand Retrieval, Consideration Set Composition, Consumer Choice, and the Pioneering Advantage, Journal of Consumer Research, 20, 1, 62–75.
88.
KeeneyR.L.RaiffaH. (1976), Decisions with Multiple Objectives: Preferences and Value Tradeoffs, New York: Wiley.
89.
KellerK.L.StaelinR. (1987), Effects of Quality and Quantity of Information on Decision Effectiveness, Journal of Consumer Research, 14, 2, 200–213.
90.
KellerK.L.StaelinR. (1989), Assessing Biases in Measuring Decision Effectiveness and Information Overload, Journal of Consumer Research, 15, 4, 510–512.
91.
KleinN.M.YadavM.S. (1989), Context Effects on Effort and Accuracy in Choice: An Inquiry into Adaptive Decision Making, Journal of Consumer Research, 15, 4, 411–421.
92.
KundaZ. (1990), The Case for Motivated Reasoning, Psychological Bulletin, 108, 3, 480–498.
93.
LazarusR.S. (1991), Progress on a Cognitive-Motivational-Relational Theory of Emotion, American Psychologist, 46, 8, 819–834.
94.
LegrenziP.GirottoV.Johnson-LairdP.N. (1993), Focusing in Reasoning and Decision Making, Cognition, 49, 1–2, 37–66.
95.
LevinI.P.GaethG.J. (1988), How Consumers Are Affected by the Framing of Attribute Information Before and After Consuming the Product, Journal of Consumer Research, 15, 3, 374–378.
96.
LucasR.E.Jr. (1986), Adaptive Behavior and Economic Theory, Journal of Business, 59, 4, Partie 2, S401–S426.
97.
LuceM.F. (1998), Choosing to Avoid: Coping with Negatively Emotion-Loaden Consumer Decisions, Journal of Consumer Research, 24, 4, 409–433.
98.
LuceM.F.BettmanJ.R.PayneJ.W. (1997), Choice Processing in Emotionally Difficult Decisions, Journal of Experimental Psychology: Learning, Memory, and Cognition, 23, 2, 384–405.
99.
LuceM.F.PayneJ.W.BettmanJ.R. (1998), Trade-Off Difficulty and Choice, document de travail, Wharton School, University of Pennsylvania, Philadelphia, PA 19104.
100.
LynchJ.G.Jr.ChakravartiD.MitraA. (1991), Contrast Effects in Consumer Judgments: Changes in Mental Representations or in the Anchoring of Rating Scales?, Journal of Consumer Research, 18, 3, 284–297.
101.
LynchJ.G.Jr.MarmorsteinH.WeigoldM.F. (1988), Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations, Journal of Consumer Research, 15, 2, 169–184.
102.
LynchJ.G.Jr.SrullT.K. (1982), Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods, Journal of Consumer Research, 9, 1, 18–37.
103.
MalhotraN.K. (1982), Information Load and Consumer Decision Making, Journal of Consumer Research, 8, 4, 419–430.
104.
MarchJ.G. (1978), Bounded Rationality, Ambiguity, and the Engineering of Choice, Bell Journal of Economics, 9, 2, 587–608.
105.
McFaddenD. (1997), Rationality for Economists, document de travail, Department of Economics, University of California, Berkeley, CA 94720.
106.
MellersB.A.SchwartzA.J.CookeA.D.J. (1998), Judgment and Decision Making, Annual Review of Psychology, 49, 447–477.
107.
MeyerR.J. (1981), A Model of Multiattribute Judgments under Attribute Uncertainty and Information Constraint, Journal of Marketing Research, 18, 4, 428–441.
108.
MeyerR.J.JohnsonE.J. (1989), Information Overload and the Nonrobustness of Linear Models: A Comment on Keller and Staelin, Journal of Consumer Research, 15, 4, 498–503.
Meyers-LevyJ.TyboutA.M. (1989), Schema Congruity as a Basis for Product Evaluation, Journal of Consumer Research, 16, 1, 39–54.
111.
MishraS.UmeshU.N.StemD.E.Jr. (1993), Antecedents of the Attraction Effect: An Information-Processing Approach, Journal of Marketing Research, 30, 3, 331–349.
112.
MontgomeryH. (1983), Decision Rules and the Search for a Dominance Structure: Towards a Process Model of Decision Making, Analyzing and Aiding Decision Processes, éd. HumphreysPatrick C.SvensonOlaVariAnna, North Holland: Amsterdam, 343–369.
113.
MowenJ.C.GentryJ.W. (1980), Investigation of the Preference-Reversal Phenomenon in a New Product Introduction Task, Journal of Applied Psychology, 65, 6, 715–722.
114.
NedungadiP. (1990), Recall and Consumer Consideration Sets: Influencing Choice Without Altering Brand Evaluations, Journal of Consumer Research, 17, 3, 263–276.
NowlisS.M.SimonsonI. (1997), Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals, Journal of Marketing Research, 34, 2, 205–218.
117.
OlshavskyR.W. (1979), Task Complexity and Contingent Processing in Decision Making: A Replication and Extension, Organizational Behavior and Human Performance, 24, 3, 300–316.
118.
OtnesC.LowreyT.M.ShrumL.J. (1997), Toward an Understanding of Consumer Ambivalence, Journal of Consumer Research, 24, 1, 80–93.
119.
PayneJ.W. (1976), Task Complexity and Contingent Processing in Decision Making: An Information Search and Protocol Analysis, Organizational Behavior and Human Performance, 16, 2, 366–387.
PayneJ.W.BettmanJ.R.JohnsonE.J. (1988), Adaptive Strategy Selection in Decision Making, Journal of Experimental Psychology: Learning, Memory, and Cognition, 14, 3, 534–552.
122.
PayneJ.W.BettmanJ.R.JohnsonE.J. (1992), Behavioral Decision Research: A Constructive Processing Perspective, Annual Review of Psychology, 43, 87–131.
123.
PayneJ.W.BettmanJ.R.JohnsonE.J. (1993), The Adaptive Decision Maker, Cambridge, England: Cambridge University Press.
124.
PayneJ.W.BettmanJ.R.LuceM.F. (1996), When Time is Money: Decision Behavior under Opportunity-Cost Time Pressure, Organizational Behavior and Human Decision Processes, 66, 2, 131–152.
125.
PayneJ.W.BettmanJ.R.SchkadeD.A. (1998), Measuring Preferences in a Constructive World: Towards a Building Code, document de travail, Fuqua School of Business, Duke University, Durham, NC 27708–0120.
126.
PeracchioL.A.TyboutA.M. (1996), The Moderating Role of Prior Knowledge in Schema-Based Product Evaluation, Journal of Consumer Research, 23, 3, 177–192.
127.
PietersR.WarlopL.HartogM. (1997), The Effect of Time Pressure and Task Motivation on Visual Attention to Brands, Advances in Consumer Research, vol. 24, éd. BrucksMerrieMacInnisDeborah J., Provo, UT: Association for Consumer Research, 281–287.
128.
PlottC.R. (1996), Rational Individual Behavior in Markets and Social Choice Processes: The Discovered Preference Hypothesis, The Rational Foundations of Economic Behavior, éd. ArrowKenneth J.ColombattoEnricoPerlmanMarkSchmidtChristian, New York: St. Martins Press, 225–250.
129.
PrelecD.WernerfeltB.ZettelmeyerF. (1997), The Role of Inference in Context Effects: Inferring What You Want from What is Available, Journal of Consumer Research, 24, 1, 118–125.
130.
PutoC.P. (1987), The Framing of Buying Decisions, Journal of Consumer Research, 14, 3, 301–315.
131.
RatneshwarS.PechmannC.ShockerA.D. (1996), Goal-Derived Categories and the Antecedents of Across-Category Consideration, Journal of Consumer Research, 23, 3, 240–250.
132.
RatneshwarS.ShockerA.D.StewartD.W. (1987), Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity, Journal of Consumer Research, 13, 4, 520–533.
133.
ReadD.LoewensteinG. (1995), Diversification Bias: Explaining the Discrepancy in Variety Between Combined and Separated Choices, Journal of Experimental Psychology: Applied, 1, 1, 34–49.
134.
RichinsM.L. (1997), Measuring Emotions in the Consumption Experience, Journal of Consumer Research, 24, 2, 127–146.
135.
RoedderD.L. (1981), Age Differences in Children's Responses to Television Advertising: An Information-Processing Approach, Journal of Consumer Research, 8, 2, 144–153.
136.
RoedderD.L.SternthalB.CalderB.J. (1983), Attitude-Behavior Consistency in Children's Responses to Television Advertising, Journal of Marketing Research, 20, 4, 337–349.
137.
RossW.T.Jr.CreyerE.H. (1992), Making Inferences About Missing Information: The Effects of Existing Information, Journal of Consumer Research, 19, 1, 14–25.
138.
RussoJ.E. (1974), More Information is Better: A Reevaluation of Jacoby, Speller, and Kohn, Journal of Consumer Research, 1, 3, 68–72.
139.
RussoJ.E. (1977), The Value of Unit Price Information, Journal of Marketing Research, 14, 2, 193–201.
140.
RussoJ.E.DosherB.A. (1983), Strategies for Multiattribute Binary Choice, Journal of Experimental Psychology: Learning, Memory, and Cognition, 9, 4, 676–696.
141.
RussoJ.E.LeclercF. (1994), An Eye-Fixation Analysis of Choice Processes for Consumer Nondurables, Journal of Consumer Research, 21, 2, 274–290.
142.
RussoJ.E.MedvecV.H.MeloyM.G. (1996), The Distortion of Information during Decisions, Organizational Behavior and Human Decision Processes, 66, 1, 102–110.
143.
RussoJ.E.StaelinR.NolanC.A.RussellG.J.MetcalfB.L. (1986), Nutrition Information in the Supermarket, Journal of Consumer Research, 13, 1, 48–70.
144.
SchkadeD.A.PayneJ.W. (1994), How People Respond to Contingent Valuation Questions: A Verbal Protocol Analysis of Willingness-to-Pay for an Environmental Regulation, Journal of Environmental Economics and Management, 26, 1, 88–109.
145.
SethuramanR.ColeC.JainJ. (1994), Analyzing the Effect of Information Format and Task on Cutoff Search Strategies, Journal of Consumer Psychology, 3, 2, 103–136.
146.
ShafirE.B.OshersonD.N.SmithE.E. (1989), An Advantage Model of Choice, Journal of Behavioral Decision Making, 2, 1, 1–23.
147.
ShafirE.B.OshersonD.N.SmithE.E. (1993), The Advantage Model: A Comparative Theory of Evaluation and Choice under Risk, Organizational Behavior and Human Decision Processes, 55, 3, 325–378.
ShivB.EdellJ.A.PayneJ.W. (1997), Factors Affecting the Impact of Negatively and Positively Framed Ad Messages, Journal of Consumer Research, 24, 3, 285–294.
150.
ShuganS.M. (1980), The Cost of Thinking, Journal of Consumer Research, 7, 2, 99–111.
151.
SimmonsC. J.BickartB.A.LynchJ.G.Jr. (1993), Capturing and Creating Public Opinion in Survey Research, Journal of Consumer Research, 20, 2, 316–329.
152.
SimmonsC.J.LynchJ.G.Jr. (1991), Inference Effects without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information, Journal of Consumer Research, 17, 4, 477–491.
153.
SimonH.A. (1955), A Behavioral Model of Rational Choice, Quarterly Journal of Economics, 69, 1, 99–118.
154.
SimonH.A. (1978), Rationality as Process and as Product of Thought, American Economic Review, 68, 2, 1–16.
155.
SimonH.A. (1990), Invariants of Human Behavior, Annual Review of Psychology, 41, 1–19.
156.
SimonsonI. (1989), Choice Based on Reasons: The Case of Attraction and Compromise Effects, Journal of Consumer Research, 16, 2, 158–174.
157.
SimonsonI. (1990), The Effect of Purchase Quantity and Timing on Variety-Seeking Behavior, Journal of Marketing Research, 27, 2, 150–162.
158.
SimonsonI. (1992), The Influence of Anticipating Regret and Responsibility on Purchase Decisions, Journal of Consumer Research, 19, 1, 105–118.
159.
SimonsonI.TverskyA. (1992), Choice in Context: Tradeoff Contrast and Extremeness Aversion, Journal of Marketing Research, 29, 3, 281–295.
160.
SlovicP. (1972), From Shakespeare to Simon: Speculations — and Some Evidence — About Man's Ability to Process Information, Oregon Research Institute Bulletin, 12, 3.
161.
SlovicP. (1995), The Construction of Preference, American Psychologist, 50, 5, 364–371.
162.
SlovicP.GriffinD.TverskyA. (1990), Compatibility Effects in Judgment and Choice, Insights in Decision Making: A Tribute to Hillel J. Einhorn, éd. HogarthRobin M., Chicago: University of Chicago Press, 5–27.
163.
StanovichK.E.WestR.F. (1998), Individual Differences in Rational Thought, Journal of Experimental Psychology: General, 127, 2, 161–188.
164.
SujanM. (1985), Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments, Journal of Consumer Research, 12, 1, 16–31.
165.
SummersJ.O. (1974), Less Information Is Better?, Journal of Marketing Research, 11, 4, 467–468.
166.
TerryD.J. (1994), Determinants of Coping: The Role of Stable and Situational Factors, Journal of Personality and Social Psychology, 66, 5, 895–910.
167.
TetlockP.E. (1992), The Impact of Accountability on Judgment and Choice: Toward a Social Contingency Model, Advances in Experimental Social Psychology, vol. 25, éd. ZannaMark P., San Diego, CA: Academic Press, 331–376.
168.
TetlockP.E.PetersonR.S.LernerJ.S. (1996), Revising the Value Pluralism Model: Incorporating Social Content and Context Postulates, The Psychology of Values: The Ontario Symposium on Personality and Social Psychology, vol. 8, éd. SeligmanCliveOlsonJames M.ZannaMark P., Mahwah, NJ: Lawrence Erlbaum Associates, 25–51.
169.
TverskyA. (1969), Intransitivity of Preferences, Psychological Review, 76, 1, 31–48.
170.
TverskyA. (1972), Elimination by Aspects: A Theory of Choice, Psychological Review, 79, 4, 281–299.
171.
TverskyA. (1977), Features of Similarity, Psychological Review, 84, 4, 327–352.
172.
TverskyA. (1996), Contrasting Rational and Psychological Principles of Choice, Wise Choices: Decisions, Games, and Negotiations, éd. ZeckhauserRichard J.KeeneyRalph L.SebeniusJames K., Boston: Harvard Business School Press, 5–21.
173.
TverskyA.KahnemanD. (1981), The Framing of Decisions and the Psychology of Choice, Science, 211, 4481, 453–458.
174.
TverskyA.KahnemanD. (1988), Rational Choice and the Framing of Decisions, Decision Making: Descriptive, Normative, and Prescriptive Interactions, éd. BellDavid E.RaiffaHowardTverskyAmos, Cambridge: Cambridge University Press, 167–192.
175.
TverskyA.KahnemanD. (1991), Loss Aversion in Riskless Choice: A Reference-Dependent Model, Quarterly Journal of Economics, 106, 4, 1039–1062.
176.
TverskyA.SattathS.SlovicP. (1988), Contingent Weighting in Judgment and Choice, Psychological Review, 95, 3, 371–384.
177.
TverskyA.ShafirE. (1992), Choice Under Conflict: The Dynamics of Deferred Decisions, Psychological Science, 6, 6, 358–361.
TverskyA.SlovicP.KahnemanD. (1990), The Determinants of Preference Reversal, American Economic Review, 80, 1, 204–217.
180.
WeberE.U.GoldsteinW.M.BarlasS. (1995), And Let Us Not Forget Memory: The Role of Memory Processes and Techniques in the Study of Judgment and Choice, Decision Making From a Cognitive Perspective, éd. BusemeyerJeromeHastieReidMedinDouglas L., San Diego: Academic Press, 33–81.
181.
WedellD.H. (1991), Distinguishing among Models of Contextually Induced Preference Reversals, Journal of Experimental Psychology: Learning, Memory, and Cognition, 17, 4, 767–778.
182.
WernerfeltB. (1995), A Rational Reconstruction of the Compromise Effect, Journal of Consumer Research, 21, 4, 627–633.
183.
WertenbrochK. (1998), Segmentation and Pricing under Consumption Self-Control via Purchase Quantity Rationing, Marketing Science, 17, 4, 317–337.
184.
WestP.M.BrownC.L.HochS.J. (1996), Consumption Vocabulary and Preference Formation, Journal of Consumer Research, 23, 2, 120–135.
185.
WidingR.E.IIITalarzykW.W. (1993), Electronic Information Systems for Consumers: An Evaluation of Computer-Assisted Formats in Multiple Decision Environments, Journal of Marketing Research, 30, 2, 125–141.
186.
WilkieW.L. (1974), Analysis of Effects of Information Load, Journal of Marketing Research, 11, 4, 462–466.
187.
WrightP.L. (1974), The Harassed Decision Maker: Time Pressures, Distractions, and the Use of Evidence, Journal of Applied Psychology, 59, 5, 555–561.
188.
WrightP.L. (1975), Consumer Choice Strategies: Simplifying vs. Optimizing, Journal of Marketing Research, 11, 2, 60–67.
189.
WrightP.L.KriewallM.A. (1980), State-of-Mind Effects on the Accuracy with Which Utility Functions Predict Marketplace Choice, Journal of Marketing Research, 17, 3, 277–293.
