Consumer substitution decisions: an integrative framework

Hamilton, Rebecca; Thompson, Debora V.; Arens, Zachary G.; Blanchard, Simon; Häubl, Gerald; Kannan, P.K.; Khan, Uzma; Lehmann, Donald R.; Meloy, Margaret G.; Roese, Neal J.; Thomas, Manoj

doi:10.1007/s11002-014-9313-2

Cited by 38 publications

(28 citation statements)

References 49 publications

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“…The concept of a substitution effect follows from recognition of humans' limited economic, temporal, and mental resources. Resource allocation in economics, marketing, and psychology is likened to a constant‐sum game, in which allocation toward one expenditure of time, money, or cognitive resources necessitates reduced allocation to other resources serving the same goals and needs (e.g., Bass, Pessemier, & Lehmann, ; Hamilton et al, ; Kruglanski et al, ). In economics and marketing, substitution effects occur when the expenditure of resources such as time or money on two or more alternatives is inversely related.…”

Section: Substitution Effectsmentioning

confidence: 99%

Mental Simulation as Substitute for Experience

Kappes

Morewedge

2016

Social & Personality Psych

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People spend a considerable amount of their time mentally simulating experiences other than the one in which they are presently engaged, as a means of distraction, coping, or preparation for the future. In this integrative review, we examine four (non‐exhaustive) cases in which mentally simulating an experience serves a different function, as a substitute for the corresponding experience. In each case, mentally simulating an experience evokes similar cognitive, physiological, and/or behavioral consequences as having the corresponding experience in reality: (i) imagined experiences are attributed evidentiary value like physical evidence, (ii) mental practice instantiates the same performance benefits as physical practice, (iii) imagined consumption of a food reduces its actual consumption, and (iv) imagined goal achievement reduces motivation for actual goal achievement. We organize these cases under a common superordinate category and discuss their different methodological approaches and explanatory accounts. Our integration yields theoretical and practical insights into when and why mentally simulating an experience serves as its substitute.

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Section: Substitution Effectsmentioning

confidence: 99%

Mental Simulation as Substitute for Experience

Kappes

Morewedge

2016

Social & Personality Psych

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“…From a marketing perspective, the substitutions prompted by scarcity of products, services, and resources may have long-term effects on consumer habits, behavior, and brand loyalty. Scarcity prompts substitution in both consumption and production processes (Hamilton et al 2014). Stockout of a favorite brand may prompt a consumer to try a new brand, establishing new loyalties.…”

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confidence: 99%

Scarcity and Coronavirus

Hamilton¹

2020

Journal of Public Policy & Marketing

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“…Thomson et al, 2005), as one is part of the definition of the other. For example, Hamilton et al (2014) and Matthews et al (2014) define loyalty as a profound commitment to repurchase and keep favouring a preferred brand in the future. From this point of view, commitment is a part of loyalty, as loyalty is conceptualized as -a long-term, committed, and affect-laden partnership‖ (Fournier, 1998: page 343).…”

Section: Brand Commitment As An Antecedentmentioning

confidence: 99%