A Goal-Based Model of Product Evaluation and Choice

Osselaer, Stijn M. J. van; Janiszewski, Chris

doi:10.1086/662643

Cited by 116 publications

(89 citation statements)

References 181 publications

(214 reference statements)

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“…This range exists due to imperfect information about the price difference between the two regimes and sluggish demand response which can be explained by habits. It is also in line with the goalbased model (van Osselaer et al, 2012) when expectations take time to adjust. Since pineapple is a perishable non-staple food product, small price ranges will not switch, postpone or anticipate buying decisions.…”

Section: Hypothesissupporting

confidence: 68%

“…These simplifications make it easier to estimate the value of the organic attribute, which can then be approximated by the price difference between organic and conventional pineapple of the same variety. 5 We derive a number of hypotheses from the above described hedonic price theory, but also drawing on other theories such as the goal-based model (van Osselaer et al, 2012).…”

Section: _________________________mentioning

confidence: 99%

“…The goal of a consumer can be to purchase something special. When a niche market grows it satisfies this goal less and thus consumer valuation decreases (van Osselaer et al, 2012). This also makes sense when we separate the hedonic demand into consumer groups with different marginal monetary values of the organic characteristic (Ladd and Suvannunt, 1976) and assume that the relative WTP between groups is constant.…”

Section: Hypothesismentioning

confidence: 99%

See 2 more Smart Citations

Knowing Where Organic Markets Move Next – An Analysis of Developing Countries in the Pineapple Market

Kleemann

2014

Economics

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As consumers' demand for organic products grows, selling organic products potentially opens up profitable market participation options for farmers in developing countries. This paper studies two aspects of profitability for the producers. It uses hedonic demand theory and empirical analysis to examine the relation between conventional and organic markets using the strongly growing pineapple market as an example. The analysis confirms a nonlinear dependence of the organic market on the conventional one and a non-declining premium. The author concludes that there is a larger potential of the organic market and hence the number of farmers in developing countries who can potentially benefit from growing organic products. JEL L11 O13 Q13 Q17

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Section: Hypothesissupporting

confidence: 68%

Section: _________________________mentioning

confidence: 99%

Section: Hypothesismentioning

confidence: 99%

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Knowing Where Organic Markets Move Next – An Analysis of Developing Countries in the Pineapple Market

Kleemann

2014

Economics

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“…In the marketplace, goals direct consumers to choose product attributes (often multiple attributes), which make relevant attributes salient in decision making. In other words, goal activation can make relevant attributes salient (e.g., Bagozzi & Dholakia, ; Bagozzi & Dabholkar, ; Paulssen & Bagozzi, ; Ratneshwar et al, ; Roy & Ng, ; van Osselaer & Janiszewski, ). “Attribute salience” means that an attribute is noticeable or important in decision making (e.g., Bettman, Luce, & Payne, ).…”

Section: Conceptual Frameworkmentioning

confidence: 99%

How identity related goals moderate the role of attributes in product evaluation

Xiao

2017

J of Consumer Behaviour

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This research examines how identity related goals influence product evaluation. It is proposed that products are evaluated based on an attribute level to fulfill an identity related goal. Further, the positive relationship between an attribute level and product evaluation is strengthened by goal activation (the degree to which a goal occupies a consumer's thinking) and goal‐product fit (the extent to which consumers think a product is related to a particular goal). Results of three experimental studies support the above propositions. The research makes contributions in that it identifies two moderators, that is, goal activation and goal‐product fit, in the relationship between attributes ability and product evaluation. First, identity‐related goals are higher order and likely to have higher priority for consumers. However, results in this paper show that it still needs to be activated before it can exert an influence on attribute importance. Specifically, when an identity related goal (e.g., one supportive of the fair trade goal) is activated, it takes over a lower‐order goal (e.g., seek for a good taste or a good priced coffee in this case). As goal activation increases, relevant attributes become more important, and the positive relationship between an attribute level and product evaluation strengthens. Second, this paper introduces a new construct of goal‐product fit into identity‐related goals and product evaluation literature. The results of study three suggest that when goal‐product fit becomes stronger, the relevant attribute that can fulfill the goal becomes more important in the overall product evaluation.

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“…But, until recently most frameworks for understanding consumer choice have not incorporated this complexity (c.f., van Osselaer & Janiszewski, 2012;Willemsen, Böckenholt, & Johnson, 2011). Models in behavioral decision research are usually algebraic representations of one-shot decisions.…”

Section: Learning and Constructing Value In Contextmentioning

confidence: 99%