Consumer Substitution Decisions : An Integrative Framework
Journal
Marketing Letters
ISSN
0923-0645
ISSN-Digital
1573-059X
Type
journal article
Date Issued
2015
Author(s)
Hamilton, Rebecca
;
Thompson, Debora
;
Arens, Zac
;
Blanchard, Simon
;
;
Kannan, P.K.
;
Khan, Uzma
;
Lehmann, Don
;
Meloy, Meg
;
Roese, Neal
;
Thomas, Manoj
Abstract
Substitution decisions have been examined from a variety of perspectives. The economics literature measures cross-price elasticity, operations research models optimal assortments, the psychology literature studies goals in conflict, and marketing research has examined substitution-in-use, brand switching, stockouts, and self-control. We integrate these perspectives into a common framework for understanding consumer substitution decisions; their specific drivers (availability of new alternatives, internal vs. external restrictions on choice); the moderating role of a consumer's commitment to an initially desired alternative; and the affective, motivational, cognitive, and behavioral outcomes of substitution. We use this framework to recommend new avenues for research.
Language
English
Keywords
Substitution
Consumer choice
Choice restriction
Commitment
HSG Classification
contribution to scientific community
Refereed
No
Publisher
Springer
Publisher place
Dordrecht
Volume
25
Number
3
Start page
305
End page
317
Pages
13
Subject(s)
Division(s)
Eprints ID
236294