Reflective and Impulsive Determinants of Consumer Behavior

By F. Strack, L. Werth, Roland Deutsch. 2006

319 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/7cce9e50b22c95d810a294c235d3927afd2d0dbe

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Citations in the corpus

Uncertainty Increases the Reliance on Affect in Decisions (2017, unknown): “…and decisions people do not rely solely on descriptive attribute information about the target; they also often rely on their subjective affective feelings toward the target (Bechara et al. 1997; Pham 1998; Schwarz 2011; Schwarz and Clore 2007; Slovic et al. 2002; Strack, Werth, and Deutsch 2006).”
Social Support, Source Credibility, Social Influence, and Impulsive Purchase Behavior in Social Commerce (2019, background): “It was assumed that e-commerce has created a new opportunity for consumers to buy impulsively [85], because it offers consumers more accessibility to diversified products and enhances the ease of conducting transactions [84].”
Spontaneous selection: The influence of product and retailing factors on consumer impulse purchases (2012, background): “The desire to acquire the object is elicited on the spot within the store (Strack et al., 2006).”
WHY DO MANAGERS ACT FAIRLY IN THE FIRST PLACE? A DAILY INVESTIGATION OF "HOT" AND "COLD" MOTIVES AND DISCRETION (2014, background): “If organizations encourage deep acting, they should also try to ensure that managers’ resources are not overtaxed, because research has shown that emotional regulation becomes impaired under such circumstances (see Strack et al., 2006).”
Two minds, three ways: dual system and dual process models in consumer psychology (2012, background): “Intending represents the bridge between making a behavioral decision and actual buying behavior (Strack et al. 2006).”
Affective forecasting and self‐control: Why anticipating pride wins over anticipating shame in a self‐regulation context (2009, background): “Recent discussions of self-control indicate the need for additional research on how the “cool” or “reflective” system of self-control is powered (Strack et al., 2006; Vohs, 2006).”
Persuasion in crowdfunding: An elaboration likelihood model of crowdfunding performance (2017, methodology): “When prices are lower than one’s referents, individuals become more likely to engage in peripheral route processes (Strack and Deutsch, 2006), while prices above one’s referents increase the likelihood of cognitive decisions based on issue-relevant information (e.”
Self-Regulatory Resources Power the Reflective System: Evidence From Five Domains (2006, methodology): “…system, we envisioned that only during tasks that involved higher order intellectual processing would self-regulatory resources be required; basic, associative memory retrieval (which would stem from the impulsive system; see Strack et al., 2006) was not expected to drain self-regulatory resources.”