Stimulus‐Organism‐Response Reconsidered: An Evolutionary Step in Modeling (Consumer) Behavior

Abstract

The need to evolve the visual depictions of our consumer behavior models is addressed. Previous models are criticized for being constructions that fail to build on prior theory, and lack parsimony, comprehensiveness, coherence, and flexibility. More revolutionary movement in consumer behavior modelling is encouraged and an integrative Stimulus–Organism–Response framework is presented for consideration.

Intention to Purchase Products under Volume Discount Scheme: A Conceptual Model and Research Propositions

“…In the present study, the consumer's brand image, store image and subjective norms realized from the consumers' past experience are considered in addition to external stimulus, such as product category, message framing, and scheme characteristics. These variables are supported by the re con ceptualized S O R theory developed by Jacoby (2002) and remove the limitations of the S O R theory. Krishna et al (2002) found in their study, less consistent, small and plausible deals, presence of regular price, deals in non frequent discount stores, and deals on national brand yield higher perceived savings.…”

Desmitificando el valor de las imágenes de celebridades en sitios web de establecimientos de alojamiento turístico

“…De acuerdo al paradigma Estimulo-Organismo-Reacción (Jacoby, 2002), las reacciones del consumidor ante el estímulo presentado se basan más en su situación afectiva y emocional, lo que puede suponer que los usuarios podrían dedicar más atención a las zonas hedónicas que a las funcionales de la página Web con consecuencias indeseables para los anunciantes, pues se conoce que el uso excesivo de estímulos en el diseño «podría ejercer una influencia negativa sobre el tiempo y dinero que gasta el consumidor […] afectando la efectividad de la publicidad del sitio Web» (Wang et al, 2007:383). Otras investigaciones señalan que tanto la complejidad como el exceso de información de los sitios Web tales como la utilización de colores demasiado brillantes y gráficos animados pueden constituir elementos distractores capaces de provocar dificultad para el usuario al navegarlos (Huang, 2003) y producir un efecto negativo sobre la atención del consumidor (Zhang, 2000).…”

David vs. Goliath: Uncovering The Future of Traditional Markets in Indonesia

“…Most consumer behaviour studies in modern days employ the SOR (stimulus, organism, and response) framework to depict the role played better by consumers' psychology in explaining consumers' response to numerous marketing stimuli (Jacoby, 2002). Some studies in the context of store loyalty also adopt SOR framework to explain how consumers might respond, whether by approaching or avoiding, different stimulus within store environment (Salim, 2009;Thang and Tan, 2003).…”

“…However, one might argue that shopping motives and cohort group are part of consumer's internal factors (organism). Such duality is difficult to be accommodated by conventional SOR model (Jacoby, 2002). To address the duality in the nature of the stimulus, the stimuli were divided into external stimulus and internal stimulus.…”