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Gabler Edition Wissenschaft
cover

Individual Goal Hierarchies as Antecedents of Market Structures

Authors: Paulssen, Marcel

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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 authors

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.

Table of contents (10 chapters)

Table of contents (10 chapters)
  • Introduction: Goal and structure of this dissertation

    Pages 1-3

    Paulssen, Marcel

  • The Consideration Set

    Pages 5-58

    Paulssen, Marcel

  • Categorization Processes

    Pages 59-101

    Paulssen, Marcel

  • Goal Constructs

    Pages 103-132

    Paulssen, Marcel

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

    Pages 133-147

    Paulssen, Marcel

Buy this book

eBook $49.99
price for USA in USD (gross)
  • ISBN 978-3-322-97813-4
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $69.99
price for USA in USD
  • ISBN 978-3-8244-7222-2
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Individual Goal Hierarchies as Antecedents of Market Structures
Authors
Series Title
Gabler Edition Wissenschaft
Copyright
2000
Publisher
Deutscher Universitätsverlag
Copyright Holder
Springer Fachmedien Wiesbaden
eBook ISBN
978-3-322-97813-4
DOI
10.1007/978-3-322-97813-4
Softcover ISBN
978-3-8244-7222-2
Edition Number
1
Number of Pages
XIV, 266
Topics