Consumer substitution decisions: an integrative framework

Substitution decisions have been examined from a variety of perspectives. The economics literature measures cross-price elasticity, operations research models optimal assortments, the psychology literature studies goals in conflict, and marketing research has examined substitution-in-use, brand swit...

Full description

Saved in:
Bibliographic Details
Published in:Marketing letters 2014-09, Vol.25 (3), p.305-317
Main Authors: Hamilton, Rebecca W., Thompson, Debora V., Arens, Zachary G., Blanchard, Simon J., Häubl, Gerald, Kannan, P. K., Khan, Uzma, Lehmann, Donald R., Meloy, Margaret G., Roese, Neal J., Thomas, Manoj
Format: Article
Language:English
Subjects:
Brand loyalty
Brands
Business and Management
Consumer advertising
Consumer behavior
Consumer behaviour
Consumer choice
Consumer motivation
Consumer policy
Consumer preferences
Consumer psychology
Consumer research
Consumers
Consumption
Decision making
Economic behaviour
Marketing
Motivation
Operations research
Organizational goals
Price elasticity
Product development
Restrictions
Social identity
Studies
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:Substitution decisions have been examined from a variety of perspectives. The economics literature measures cross-price elasticity, operations research models optimal assortments, the psychology literature studies goals in conflict, and marketing research has examined substitution-in-use, brand switching, stockouts, and self-control. We integrate these perspectives into a common framework for understanding consumer substitution decisions; their specific drivers (availability of new alternatives, internal vs. external restrictions on choice); the moderating role of a consumer's commitment to an initially desired alternative; and the affective, motivational, cognitive, and behavioral outcomes of substitution. We use this framework to recommend new avenues for research.
ISSN:0923-0645
1573-059X
DOI:10.1007/s11002-014-9313-2