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Torben Hansen is a professor in the Department of Marketing at the Copenhagen Business School. His main fields of research are consumer behaviour, retailing and marketing research methods, and he has published a large number of books and articles within these areas. In addition, he has worked as a consultant for various organisations. In 1998, he received the Copenhagen Business School Gold Medal.
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Academic Paper
Perspectives on consumer decision making: an integrated approach
Article first published online: 2 DEC 2005
DOI: 10.1002/cb.33
Copyright © 2005 John Wiley & Sons, Ltd.
Additional Information
How to Cite
Hansen, T. (2005), Perspectives on consumer decision making: an integrated approach. Journal of Consumer Behaviour, 4: 420–437. doi: 10.1002/cb.33
Publication History
- Issue published online: 2 DEC 2005
- Article first published online: 2 DEC 2005
- Abstract
- References
- Cited By
Keywords:
- Consumer decision making;
- conceptual framework;
- experimental design;
- Lisrel
Abstract
In the consumer behaviour literature several perspectives on consumer decision making have been considered, including the ‘value perspective’, the ‘information processing perspective’, the ‘emotional perspective’ and ‘cue utilisation theory’. In this paper, a framework which integrates several perspectives on consumer decision making and hypothesises possible links between several basic constructs is developed. The framework is tested by the use of two experimental designs. The results of this study support the complexity of consumer decision making with the following findings. First, consumers do not use their cognitive and affective skills independently, rather they affect each other. Secondly, the cognitive, evaluative constructs of quality and attitude had significant direct effects on buying intention in both experiments, whereas the affective construct of emotion had no significant effects on buying intention in both experiments. Thirdly, in both experiments price affected perceived quality, which in turn affected attitude, which in turn affected buying intention. At the same time, price had no direct effect on buying intention. Copyright © 2005 John Wiley & Sons, Ltd.
