The Role of Optimum Stimulation Level in Exploratory Consumer Behavior

This study examines the role of optimum stimulation level (OSL) in exploratory consumer behavior. The concept of OSL and its measurement are discussed, and the literature on exploratory consumer tendencies and their relationship with OSL is reviewed. Hypotheses are developed concerning the relations...

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Bibliographic Details
Published in:The Journal of consumer research 1992-12, Vol.19 (3), p.434-448
Main Authors: Jan-Benedict E. M. Steenkamp, Baumgartner, Hans
Format: Article
Language:English
Subjects:
Advertisements
Behavior
Brands
Cognition & reasoning
Consumer behavior
Consumer motivation
Consumer research
Curiosity
Hypotheses
Information search and retrieval
Leerstoelgroep Marktkunde en consumentengedrag
Marketing
Marketing and Consumer Behaviour
Marktkunde en Consumentengedrag
Mental stimulation
Product innovation
Risk taking
Statistical analysis
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Summary:This study examines the role of optimum stimulation level (OSL) in exploratory consumer behavior. The concept of OSL and its measurement are discussed, and the literature on exploratory consumer tendencies and their relationship with OSL is reviewed. Hypotheses are developed concerning the relationship between OSL and cognitive responses to ads, ad repetition, information search, variety seeking, decision making under risk, gambling, and innovative behavior, and these hypotheses are investigated in a series of experiments. Four well-known instruments are used to measure people's characteristic preference for stimulation, and OSL is operationalized as a weighted composite of a person's score on these scales. The results of the study indicate that consumers' OSL is systematically related to curiosity-motivated consumer behaviors, variety seeking, and risk taking.
ISSN:0093-5301
1537-5277
DOI:10.1086/209313