Non-Conscious Influences on Consumer Choice

By Gavan J. Fitzsimons. 2002

238 citations recorded by the source corpus.

Subfields: Applied Psychology, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/c849dfa01bd0372e02a7124b4453104d867e9b35

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The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

In General Decision Sciences

In Marketing

Citations in the corpus

Functional magnetic resonance imaging in consumer research: A review and application (2011, background): “Given substantial evidence that nonconscious phenomena affect much information processing (e.g., Adolphs et al., 2005; Chartrand et al., 2008; Fitzsimons et al., 2002), fMRI may hold significant promise for improving the understanding of many aspects of consumer behavior.”
Of chameleons and consumption: The impact of mimicry on choice and preferences. (2008, background): “…Hutchinson, Patti Williams, Joseph W. Alba, Tanya L. Chartrand, Joel Huber, Frank R. Kardes, Geeta Menon, Priya Raghubir, J. Edward Russo, Baba Shiv, 766 JOURNAL OF CONSUMER RESEARCH and Nader T. Tavassoli (2002), “Non-conscious Influences on Consumer Choice,” Marketing Letters, 13 (3), 267–77.”
Ease-of-Retrieval as an Automatic Input in Judgments: A Mere-Accessibility Framework? (2003, background): “Exploring the automaticity of a process is important as it is increasingly being acknowledged that a large number of consumer decisions are nonconscious (see Bargh 2002 and Fitzsimons et al. 2002, for recent reviews).”
Reverse Country-of-Origin Effects of Product Perceptions on Destination Image (2012, background): “The halo effect may be triggered by the mere presence of a related mental stimulus, especially when consumers are unaware that the stimulus may bias their perceptions (Bargh 2002; Fitzsimons et al. 2002).”
What you see may not be what you get: Asking consumers what matters may not reflect what they choose (2010, methodology): “BWS was pioneered by Finn and Louviere (1992) , and now is widely used by the marketing research community and academics (e.g., Auger et al. 2007; Louviere and Islam 2008; Marley and Louviere 2005; Bacon et al. 2008).”
Cross-Domain Effects of Guilt on Desire for Self-Improvement Products (2015, background): “…previous research has found that guilt can also be primed or experienced without awareness (Goldsmith et al. 2012; Zemack-Rugar et al. 2007) which raises the question of whether or not desire for self-improvement occurs exclusively as a by-product of conscious guilt (see Fitzsimons et al. 2002).”
The Role of Customer Gratitude in Relationship Marketing (2009, background): “Emotion and cognition are tightly intertwined, and decision making is often less rational than might be expected (Fitzsimons et al. 2002).”
How opinions are received by online communities: a case study on amazon.com helpfulness votes (2009, unknown): “The role of social and cognitive factors in purchasing decision-making has been extensively studied in psychology and marketing [6, 8, 9, 21], recently making use of brain imaging methodology [16].”
Multisensory design: Reaching out to touch the consumer (2011, background): “Given that many psychological mechanisms act at an implicit or even automatic level of information processing (e.g., Fitzsimons et al., 2002; Roediger, 1990; Schneider & Shiffrin, 1977; Sherwood, 1999), one might wonder whether such responses are necessarily representative of customers’ actual…”
Like ripples on a pond: behavioral spillovers and their implications for research and policy (2015, unknown): “…unconscious processes in human decisions and behavior (Aarts & Dijksterhuis, 2000; Bargh & Chartrand, 1999; Chaiken & Trope, 1999; Chartrand & Bargh, 2002; Chartrand, Huber, Shiv, & Tanner, 2008; Dijksterhuis & Nordgren, 2006; Fitzsimons et al., 2002; Kahneman, 2003, 2011; Wilson & Schooler, 1991).”