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Individual Goal Hierarchies as Antecedents of Market Structures

  • Book
  • © 2000

Overview

Authors:
  1. Marcel Paulssen
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Part of the book series: Gabler Edition Wissenschaft (GEW)

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Table of contents (10 chapters)

  1. Front Matter

    Pages iii-xiv
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  2. Introduction: Goal and structure of this dissertation

    1. Introduction: Goal and structure of this dissertation

      • Marcel Paulssen
      Pages 1-3

  3. Theoretical Part

    1. The Consideration Set

      • Marcel Paulssen
      Pages 5-58

    2. Categorization Processes

      • Marcel Paulssen
      Pages 59-101

    3. Goal Constructs

      • Marcel Paulssen
      Pages 103-132

    4. Market Structuring with the Self-regulatory Model of Consideration Set Formation

      • Marcel Paulssen
      Pages 133-147

  4. Empirical Part

    1. Methodological Introduction

      • Marcel Paulssen
      Pages 149-164

    2. Modeling Different Goal Levels

      • Marcel Paulssen
      Pages 165-180

    3. Consideration Set Formation as a Goal-derived Categorization Process

      • Marcel Paulssen
      Pages 181-199

    4. Modeling Market Structures with Consideration Sets

      • Marcel Paulssen
      Pages 201-229

    5. Summary and Conclusion

      • Marcel Paulssen
      Pages 231-238

  5. Back Matter

    Pages 239-266
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Keywords

About this book

The consideration set is defined as the set of alternatives which a consumer considers in a purchase decision. As brand consideration is a precondition for choice the understanding of what determines brand consideration is important both from an academic and a practical perspective.

Based on the notion that consumers are self-regulating, volitional decision makers and capable of regulating their behavior according to their goals, Marcel Paulssen develops a self-regulatory model of consideration set formation. The model - tested and confirmed with two data sets in the product category cars - presents an answer to the question why consumers consider certain brands and analyzes the motivational structure that determines brand consideration.

About the author

Dr. Marcel Paulssen promovierte bei Prof. Dr. Trommsdorff am Lehrstuhl für Marketing der TU Berlin und war Research Fellow von Prof. Dr. Bagozzi an der University of Michigan Business School. Er ist heute als Wissenschaftler im Bereich Märkte und Marktentwicklungen bei der DaimlerChryslerAG tätig.

Bibliographic Information

  • Book Title: Individual Goal Hierarchies as Antecedents of Market Structures

  • Authors: Marcel Paulssen

  • Series Title: Gabler Edition Wissenschaft

  • DOI: https://doi.org/10.1007/978-3-322-97813-4

  • Publisher: Deutscher Universitätsverlag Wiesbaden

  • eBook Packages: Springer Book Archive

  • Copyright Information: Springer Fachmedien Wiesbaden 2000

  • Softcover ISBN: 978-3-8244-7222-2Published: 28 July 2000

  • eBook ISBN: 978-3-322-97813-4Published: 12 June 2019

  • Edition Number: 1

  • Number of Pages: XIV, 266

  • Topics: Business and Management, general

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