How Customers Think: Essential Insights into the Mind of the Market

By G. Zaltman. 2003

690 citations recorded by the source corpus.

Subfields: Experimental and Cognitive Psychology

View Paper: https://www.semanticscholar.org/paper/370186f391bc39a214768cb2157d0515ca62b160

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In Experimental and Cognitive Psychology

Citations in the corpus

Conceptualizing and measuring experience quality: the customer's perspective (2010, background): “Similar to our research focus, Zaltman (2003) indicated that the subconscious sensory and emotional elements derived from the total experience have far more influence on consumer preference than tangible attributes of a product or service.”
Price as a Stimulus to Think: The Case for Willful Overpricing (2007, neutral): “Contrary to common views, the inability of marketers to predict behavior on the basis of purchase intention might have less to do with workings of the unconscious mind that surveyed consumers fail to anticipate (Zaltman 2003) than with the economics of the effort of thinking.”
Emotions in Tourism: Theoretical Designs, Measurements, Analytics, and Interpretations (2020, methodology): “Individuals are not always conscious of their emotions and may not understand their own feelings (Winkielman, Berridge, and Wilbarger 2005; Zaltman 2003).”
Exploring the conceptualization of the sensory dimension of tourist experiences (2013, background): “Since some researchers pose that much of consumer’s thinking occurs unconsciously, whose contents can be elicited through metaphors and stories (Zaltman, 2003), Gretzel and Fesenmaier (2010) suggest the use of elicitation techniques in order to analyze the sensory dimension of the tourist…”
Key strategies for the successful involvement of customers in the co‐creation of new technology‐based services (2008, background): “As implied, the key strategies proposed are predicated on the contention that market-oriented NPD requires more than an annual survey to be conducted by firms regarding how their customers perceive recent products and services (Zaltman, 2003).”
A New Approach to Stadium Experience: The Dynamics of the Sensoryscape, Social Interaction, and Sense of Home (2012, background): “Indeed, consumers tend to be driven less by the functional attributes of products and services than the subconscious sensory elements derived by the total experience (Zaltman, 2003).”
From servicescape to consumptionscape: a photo-elicitation study of Starbucks in the New China (2008, background): “The effectiveness of photographs as probes is supported by recent research from cognitive scien tists and neurobiologists suggesting that thought is based on images, not words (Zaltman, 2003).”
Visual Methods (2007, background): “The visual images open the way for deeper reflection and discussion during the interview (Zaltman 2003).”
Multisensory design: Reaching out to touch the consumer (2011, background): “…successful products and marketing campaigns, it is important to note that the majority of all new products fail (estimated at around 70–80% by a market research performed in 1997 by Linton, Matysiak, & Wilkes Inc.; Underhill, 1999, p. 163; see also Robinson, 1998, p. 134; Zaltman, 2003, p. 3).”
Ability of Experience Design Elements to Elicit Emotions and Loyalty Behaviors (2004, background): “…primarily concerned with (1) the affective or emotional nature of customer reactions to the service design and encounter and (2) the connection between this affective state and loyalty behaviors (Davenport & Beck, 2001; Gobé & Zyman, 2001; Pine & Gilmore, 1998, 1999; Schmitt, 1999; Zaltman, 2003).”
Application of frontal EEG asymmetry to advertising research (2010, neutral): “(Berridge & Winkielman, 2003; Braidot, 2005; Kenning, Plassmann, & Ahlert, 2007; Ohme, 2007; Zajonc & McIntosh, 1992; Zaltman, 2000, 2003).”
Idea generation: customer co‐creation versus traditional market research techniques (2011, background): “In a typical market research situation, customers answer questions that relate to their past behavior, but at a distance from the situations in which value-in-use is likely to occur (Zaltman, 2003).”