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Choice Based on Goals

Stijn M. J. van Osselaer, Suresh Ramanathan, Margaret C. Campbell, Joel B. Cohen, Jeannette K. Dale, Paul M. Herr, Chris Janiszewski, Arie W. Kruglanski, Angela Y. Lee, Stephen J. Read, J. Edward Russo and Nader T. Tavassoli
Marketing Letters
Vol. 16, No. 3/4, Sixth Invitational Choice Symposium (Dec., 2005), pp. 335-346
Published by: Springer
Stable URL: http://www.jstor.org/stable/40239897
Page Count: 12
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Choice Based on Goals
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Abstract

This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each class of goals, we discuss how goal activation is influenced by direct (subconscious) goal priming, by spreading activation from choice options, from other goals, and from the context, and by goal (non-) achievement. Opportunities for modeling goal- based choice, the integration of emotions in a theory of goal-based choice, and relationships with dual-process theories of decision making are discussed.

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