The role of self-determination theory in marketing science: An integrative review and agenda for research

By Faheem Gul Gilal, Jian Zhang, Justin Paul, Naeem Gul Gilal. European Management Journal, 2019

401 citations recorded by the source corpus.

Abstract The marketing literature is replete with the repeated use of traditional theories of behaviour, such as ‘the consumer decision model,’ the ‘theory of buyer behaviour,’ the ‘theory of reasoned action,’ the ‘theory of planned behaviour,’ and ‘the model of goal-directed behaviour.’ The conclusions and criticisms that are drawn from these theories stem from the many ways in which these theories are applied, which reduces the efficiency of these approaches in the sense of predictability and generalizability across different cultures. Moreover, these theories have minimal influence on autonomously motivated behaviours. Despite these limitations, marketing scientists have overwhelmingly applied these theories to predict consumer intention and behaviour. However, theories that are actually capable of explaining consumers' motivations have been surprisingly ignored in the marketing literature; for instance, ‘self-determination theory’ (SDT) is a leading theory of human motivation that has been proven effective at identifying the contingencies that affect motivation and behaviour. Therefore, the goal is to review the marketing research in which SDT is used. To this end, we review all empirical studies published on the subject over a 20-year period. Several clusters of research are identified in which SDT appears to be more promising in addressing marketing problems. Finally, we provide directions for future research in greater detail.

Subfields: Social Psychology, Tourism, Leisure and Hospitality Management

View Paper: https://www.semanticscholar.org/paper/96a61f2b3ee29a5b0592c9a66b8d2a75b051f9f8

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