Stress and consumer behavior

Journal of Consumer Research, 11, — Control theory and socioemotional theory predict a lower propensity to seek information with increased age.

First, stress can have direct effects, such that changes in consumer behaviors are viewed as coping responses to stress. Compulsive behaviors, which are often conceived of as addictions to products e. Family structure, materialism and compulsive consumption. Thus the relevant evaluation attributes vary according to across different types of consumers and purchase contexts.

How stress impacts buyer behavior

Implications for marketing research The review of stress research in the context of the general conceptual framework presented suggests several topics of potential interest to marketing researchers. The relationship between life events and consumption-coping behaviors is very strong. It is mainly the consumption of the product that alleviates averse emotions e.

As consumers approach the actual purchase decision, they are more likely to rely on personal sources of information.

Third, I develop a research agenda to guide future studies in this area. This suggests that upper-class families socialize their children to use problem-focused coping while the lower-class families socialize their children to emotionfocused coping.

The model serves as a blueprint for presenting theory and research on stress, organizing and interpreting findings of consumer studies in the context of stress theory, and developing propositions for needed research.

The reflexive relationship between consumer behavior and adaptive coping.

Methods and Results Eight hundred and fifty nine adult consumers average age Mass communication and consumer behavior. Stimulus definitions focus on external conditions, that is, on life situations or events e.

The strength of the need drives the entire decision process. This may explain the lower levels of cognitive dissonance experienced by older adults and, subsequently, the higher levels of satisfaction with their purchases Moschis Stress-inducing consumption encounters would be expected to create higher levels of stress and dissatisfaction with the marketer, whereas tactics that help consumer cope with stressful encounters would increase consumer satisfaction and loyalty.

Life events and psychological functioning. Financial security in later life: Journal of Consumer Research, 15 3— First, I present theory and research that are relevant to the relationships among model elements or components i.

Consumer behaviour

Conversely, nontransition events, such as natural disasters and accidents, do not allow for preparation; thus, they may not only create more stress but also result in less efficient consumer-coping strategies. Stress and consumption-coping behaviors A search for the causes of the differential impact of stress and subsequent coping responses has produced two research traditions.

This perspective can be used to compare gratifications sought in purchase decisions with those obtained from such purchases. In a family unit, the adult female often makes brand choices on behalf of the entire household, while children can Stress and consumer behavior important influencers The Initiator the person who proposes a brand or product for consideration something in return ; The Influencer someone who recommends a given brand; The Decider the person who makes the ultimate purchase decision; The Purchaser the one who orders or physically buys it; The User the person who uses or consumes the product.

Disposition of possessions during role transitions. Although stress research has received increased attention in the behavioral and social sciences, it has been virtually ignored by marketing researchers. Consumer behavior is the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires According to Solomon (), when it comes to consumer behavior it is the complex part of marketing.

Social scientists, public policy makers, consumer researchers, and marketers have traditionally focused on age-related differences to understand the behavior of older adults. Second, stress can alter patterns of consumer behavior, in which such alterations do not reflect coping responses, such that elevated levels of stress may affect decision making, physical and.

Although stress research has received increased attention in the behavioral and social sciences, it has been virtually ignored by marketing researchers.

Alternatively, consumers experiencing stress may show increased spending behavior, directed specifically toward products that the consumer perceives to be necessities and that allow for control in an otherwise uncontrollable environment.

Stress and consumer behavior
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