التفاصيل البيبلوغرافية
| العنوان: |
The Role of Simulations in Consumer Experiences and Behavior: Insights from the Grounded Cognition Theory of Desire. |
| المؤلفون: |
Papies, Esther K., Best, Maisy, Gelibter, Elena, Barsalou, Lawrence W. |
| المصدر: |
Journal of the Association for Consumer Research. Oct2017, Vol. 2 Issue 4, p402-418. 17p. |
| مصطلحات موضوعية: |
*CONSUMER preferences, *CONSUMER behavior, *CONSUMER attitudes, *SIMULATION methods & models, COGNITIVE learning theory |
| مستخلص: |
What are the mechanisms by which extrinsic and environmental cues affect consumer experiences, desires and choices? Based on the recent grounded cognition theory of desire, we argue that consumption and reward simulations constitute a central mechanism in these phenomena. Specifically, we argue that appetitive stimuli, such as specific product cues, can activate simulations of consuming and enjoying the respective products, based on previous learning experiences. These consumption and reward simulations can lead to motivated behavior and can be modulated by state and trait individual differences, situational factors and product-extrinsic cues. We outline the role of simulations within the grounded theory of desire, offering a theoretical framework for understanding motivational processes in consumer behavior. Then we illustrate the theory with behavioral, physiological and neuroimaging findings on simulations in appetitive behavior and sensory marketing. Finally, we outline important issues for further research and applications for stimulating healthy, prosocial and sustainable consumer choices. [ABSTRACT FROM AUTHOR] |
|
Copyright of Journal of the Association for Consumer Research is the property of University of Chicago Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) |
| قاعدة البيانات: |
Business Source Index |
