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Grocery Shopping PsychologyDo grocery stores manipulate us, or are we our own worst enemy? These original findings show some of the secrets as to why we overbuy and how to better control ourselves. How Biased Household Inventory Estimates Distort Shopping and Storage DecisionsHow do consumers come up with household inventory estimates? Upon developing a model, we go on to show that estimates of the level of product inventory in a household, rather than the actual inventory levels, dictate purchase patterns and decisions. How Resourceful Consumers Identify New Uses for Old ProductsWhy do consumers seek new uses for old products? How do they carry out this search and what types of people are they? This study suggests that resourceful consumers discover new uses for old products most commonly through their own ingenuity and desire for convenience. Channel Contract Behavior: The Role of Risk Attitudes, Risk Perceptions, and Channel Members’ Market StructuresHow do risk perception and uncertainty affect market channel members’ decisions? We find that the interaction between risk attitude and risk perception (IRAP) in combination with the channel members' market structure is a useful predictor of a channel member's contract behavior. The Mystery of the Cabinet Castaway: Why We Buy Products We Never Useabstract & summary | full text | teaching tips In-home pantry checks of 420 American households show that unused products were not bought because of sales, ads, coupons, or impulsivity. They were bought for recipes that were never made, or for special occasions that never occurred. Abandoned Products and Consumer Waste: How Did That Get into the Pantry?12% of the groceries we buy go to waste. The Variety of an Assortmentsummary | full text | teaching tips Disorganized grocery shelves look like they contain a wider variety of products. This causes some people to buy more, and others to buy less. An Anchoring and Adjustment Model of Purchase Quantity Decisionsabstract & summary | full text Studies in 87 grocery stores show that signs with numbers in them (Limit 12 per/person; 3 for $3.00; Buy 6 for the weekend) can unknowingly double how many you buy. A Benefit Congruency Framework of Sales Promotion EffectivenessWhat benefits do sales promotions provide for consumers? In this study the authors develop a framework of the multiple consumer benefits of a sales promotion and discuss the implications of these benefits and the benefit congruency frameworks for understanding consumer responses to sales promotions. “Engineering Comfort Foods”abstract | full text | teaching tips A survey of 1000 North Americans show the top comfort foods for women and for men.
Related LinksAmerican Marketing Association American Psychological Association Association for Consumer Research Society for Consumer Psychology |
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